Andrew Packin

About Andrew Packin

As a seasoned Revenue Operations leader with a passion for maximizing revenue through…

Experience

1. Vice President of Sales Operations, Higher Education

   Pearson

   Aug 2022 — Present

   Drove the creation of a newly formed Business Operations team made up of 20+ existing resources from all over the company and 10+ net new positions that are responsible for the strategy, forecasting, planning, enablement, sales processes, data integrity, and analytics for the $1B Higher Education vertical • Established a data-informed approach to territory and whitespace analysis, customer segmentation, and Key Performance Indicators (KPIs), including the introduction of Leading Indicators that allows the organization to pivot our sales strategy and objectives to positively impact customer decisions before it’s too late. • Designed the sales forecasting model that identifies constants & variables that drive results. Monitor & highlight variations against plan; coordinate commentary with sales leaders and recommend remedial action. Drove education of the new forecasting process, including new tools and opportunity management best practices from the Sales Vice President to the District Managers to the Sales Reps and overlay teams. • Recommended and implemented new Sales Go-To-Market model based on Hunter / Farmer and LAER methodologies including the introduction of over 100 net new sellers and a shifting of another 50+ sellers into new targeted roles. New roles for BDR, Hunter, Core, Professional, General and Loyalty reps were created to focus on New Logos vs Existing Business as well as a more sophisticated customer segmentation based on disciplines and the ‘long tail’ • Introduced new sales tools and drove projects to increase rep productivity, including but not limited to Gong, Sales Dialer, Cadences, ‘Lead Object’, Customer 360, New Onboarding Program, Just-In-Time content delivery via SharePoint integration with Saleforce.com, and Cloning 3.0. • Change agent who developed new and outside the box compensation plans to remove distractions, drive the right behavior, and align compensation measures to the new and focused GTM model.

Education

• Bentley University - McCallum Graduate School of Business

  Masters in Business Administration, Management, Global Business and Markets

  2009 — 2011

• Project Management Institute (PMI)

  Certified Project Management Professional (PMP), Project Management

• Bentley University

  Bachelor of Science, Marketing, Information Technology

  2001 — 2005

Skills

• Partner Management
• Product Marketing
• Sales Process
• Leadership
• Lead Generation
• Marketing
• New Business Development
• Salesforce.com
• Analytics
• Marketing Strategy
• Training
• Direct Sales
• Project Management
• Cross-Functional Team Leadership
• Awesomeness
• Strategy
• Consulting
• Sales
• Business Analysis
• Cloud Computing
• Competitive Analysis
• Account Management
• Business Development
• Management
• Program Management
• Sales Operations