Suzanne Mersch
Enterprise Sales Operations, Software at Dell
- Role
- Senior Sales Operations at Dell Technologies
- Location
- Austin, TX, US
- LinkedIn followers
- 500 followers
About Suzanne Mersch
SALES OPERATIONS EXECUTIVE. SERVICE DELIVERY LEADER. STRATEGY & PLANNINGSenior Sales Transformation and Sales Operations Executive, with a passion for enabling sales through strategy, business process and effective tools. An innovative leader with the energy and relationship-building skills necessary to effectively lead enterprises in: Strategic Planning Business Transformation / Process Improvement Sales Organization Design & Compensation Programs Global Program Management Portfolio Planning / Prioritization Operations Management Forecasting & Planning
Experience
Senior Sales Operations
Aug 2006 — Present · Austin, TX, US
LEARNING & ENABLEMENT (2017 - Present)- Leadership role with Dell\'s Learning & Enablement Programs: License to Sell and Dell Technologies Sales University.GO TO MARKET STRATEGY (20••••17)- Lead the development of Sales Roles Definitions, Sales Processes, Sales Motions supporting Dell\'s Enterprise and Commercial accounts- Lead the sales roles integration for the EMC integration, designing the sales teams Go To Market structuresDELL SOFTWARE GROUP, SALES OPERATIONS (20••••15)- Managed the formation and creation of the Dell Software Group Software Account Executive sales organization. Oversaw the hiring, role definition, compensation plans and their implementation, sales processes & integration across the Dell organization. Designed & implemented standards and usage of SFDC, territory definition and quota setting- Participated in the acquisition and/or integration of over six DSG companies involved with SFDC, compensation and sales process integration- Leadership role on Account Planning Global programs representing DSG for cross Business Unit integrated Dell Account plans- Recognition: 2 Gold Awards, 1 Silver AwardGLOBAL ALLIANCES, SR GROUP SALES MANAGER (20••••12)- Managed the creation of the Global Alliances organization including incentive plans, role definition, operating principals, forecasting, and quota setting.SOFTWARE, SR GROUP SALES MANAGER / VP, ASAP SOFTWARE (20••••10)- Manage sales team of 120 sales personnel responsible for $2B in annual sales, across multiple segments including SMB, State Government, Federal Government, Healthcare, Corporate and Global. Exceeded company growth expectations of 15%, with less than 5% increase in personnel- Managed all facets of integration including sales organization and processes, compensation, IT systems, sales operations and HR alignments- Recognition: nomination & participation in Emerging Leaders program, ASPire Award, 2008 S&P Sales Manager of the Year.
Education
University Of Stirling, Scotland
Study Abroad
1986 — 1986
University of Illinois Urbana-Champaign
Bachelor of Science (BS), Computer Engineering
1983 — 1987
Northwestern University - Kellogg School of Management
Master of Business Administration (MBA), Information Technology
1988 — 1992
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