Johan Rothner
Global Director of Sales Operations, Aerospace & Defense @IFS
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WORK HISTORY
Global Director of Sales Operations, Aerospace & Defense @IFS
Ottawa, ON, CA
Responsible for defining and executing highly efficient and effective operational processes of the Global Customer Organization (GCO) across the globe, driving productivity and profitability by developing, adopting and implementing processes, services, methodologies, and tools.Spearheaded the development and implementation of a sales operations framework supported by best practices, strategies and processes that resulted in a 30%+ year over year revenue increase.• Developed and Launched a Comprehensive Sales Playbook that standardized processes and improved team alignment with proven strategies, resulting in more predictable sales outcomes and significantly enhanced overall performance.• Pioneered a Robust Route to Budget Forecast Model using historical data and market trends to chart multiple paths toward monthly, quarterly, and yearly targets, boosting forecast accuracy by 20% and providing actionable sales insights.• Led the Successful Adoption of IFS Cloud CRM among 300 business unit resources to streamline tracking of leads, opportunities, and accounts, achieving a user adoption increase from 31% to 79%.• Mentored an International Team of 20+ Account and Sales Executives, driving a 20% improvement in team productivity and reducing onboarding time by 30%, thereby accelerating ramp-up to peak performance.• Conducted In-Depth Analysis of Sales Performance Data to uncover key trends, leading to the implementation of targeted sales strategies that increased market share by 40% in a highly competitive sector.
EDUCATION
Vorentoe High
Matric, English,Afrikaans, Mathematics, Accounting, Business Economics, Science
Association of Proposal Management Professionals
Foundation Certfication, Proposal and Bid Management
Pink Elephant
ITIL V3 Foundation, ITIL V3 Service Lifecycle
APM Group
Certificate, PRINCE2 Foundation
Cranefield College
Diplomas in Project Management (Still Busy), Project management Methodologies
Pink Elephant
ITIL Certification, Software Asset Management
Stellenbosch Business School
Certificate, Project Management
ABOUT JOHAN ROTHNER
As a seasoned Sales Operations and Revenue Strategy Executive with over two decades of experience, I specialize in building high-performance sales ecosystems that drive scalable growth, operational efficiency, and cross-functional alignment.My career spans leadership roles across Aerospace & Defense Outsourcing and cloud consulting, where I’ve led global teams, transformed sales processes, and implemented data-driven strategies that consistently deliver results. I bring deep expertise in GTM planning, forecasting, CRM optimization, and sales enablement — all grounded in a strong operational foundation.Currently serving as a Non-Executive Director for a boutique cloud, data, and Google consulting firm, I provide strategic guidance on operational scaling, service delivery, and market positioning. I’m also actively involved in high-impact initiatives aligning technical delivery with revenue-critical outcomes.I thrive at the intersection of strategy and execution — helping organizations turn complexity into clarity, and vision into measurable impact.
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