M. Christian Ventrano

Global Director, Sales Systems & Process and Gtm for Deal Strategy and Operations @Appdynamics

San Francisco, CA, US

Strategized and executed process/system implementations, produced operational efficiencies, led go-to-market (GTM) for deal strategy and operations, owned change management, and built/managed a global cross-functional team of 10+(Systems, Project Management, Enablement, Reporting and Analytics)- Implemented MEDDPICC to elevate sales qualification, forecasting, scorecard dashboards, risk management, and action planning while standardizing deal review processes; delivered new data analysis and reporting capabilities and drove cost savings by eliminating need for multiple licenses- Accelerated and improved quality of forecasting, analytics, and reporting across Sales systems (SFDC, Clari, ClosePlan, People.ai, Salesloft, Tableau), improving understanding and measurement of metrics/KPIs; defined processes and best practices for systems and metrics, enabling adoption across the enterprise- Streamlined implementation from TCV to ARR, AOV, and iACV across systems to support SaaS subscription forecasting and measurement; accurately forecasted new, incremental, renew annual recurring revenue (ARR)- Managed $3M annual budget for Sales/Sales Enablement software and tech stack for 10+ vendors- Created playbook for Sales Play metrics (e.g, Account Management, Conversion, TCV, ARR win/loss) and end-to-end process flow across groups and levels.

The Pennsylvania State University

BS, Finance and International Business, Minor in Spanish

The London School of Economics and Political Science (LSE)

Certificate, Competitive Strategy and Innovation, 90.2%

The London School of Economics and Political Science (LSE)

Certificate, MBA Essentials, 87.5%

The London School of Economics and Political Science (LSE)

Certificate, Data Analysis for Management, 88.8%

Villanova University

Lean Six Sigma - Online Learning and Instructor Led Training