Stephen Morris

Experience

• 

  Lutron Electronics

  Jan 2009 - Jan 2016

  Sales Analyst

  Supervising a team of four people in the Sales Analytics team. (Based in USA, India, Singapore and Saudi Arabia.) This included performance reviews, organising quarterly team meetings for training, product updates and sales planning. Hosting regular calls to ensure that the global sales teams were being measured and monitored effectively. Responsible for coordinating global reporting and sales performance. Responsible for design and publication of performance dashboards. Key role in developing new initiatives for growing sales in existing and new markets. Key role in driving sales and bookings throughout the month and especially at month-end and during sales promotions.Reporting to the European Sales Director. Responsible for providing sales analysis to over 50 staff in Europe and Africa. Other responsibilities include: Reporting to the Sales Operations Director in USA regarding the monitoring of the Profit and Loss for the non-US operations to ensure that the regional offices stayed within budget and that expenses were regularly reviewed to reduce costs. Mostrar menos

• 

  Palo Alto Networks

  May 2016 - Jan 2024

  Team leader for the regional field operation managers. Trusted business advisor to the Sales Leadership in EMEA and stakeholders in Marketing, People and Finance. - Hosted the weekly EMEA sales forecasts for the eleven regional and product Vice Presidents. Presented a consolidated report to the Global President of Sales and Senior VP of RevOps in Headquarters. This helped drive sales growth of 25% per annum for the past three years and improved forecast accuracy by 30%. - Responsible for design, delivery and ongoing enhancements in our Sales Reporting and Analytics in SalesForce (SFDC) dashboards and Tableau reports. Built and standardized the business reporting for strategic analysis for key performance indicators that reduced the complexity in our Go-To-Market Planning, territory management, productivity and margin retention. This helped grow total EMEA sales by 100%, the sales teams by 50%, Quota attainment by 30% and sales margin by 15% over three years. - Introduced Sales Pipeline hygiene procedures to improve linearity and quality. This reduced Stalled Pipeline by 50% and has eliminated duplicated opportunities and “past due” deals. This also helped ensure that “Slipped Deals” were tracked and closed in the following Quarter. - Simplified and automated the Quarterly Business Reviews and Strategic Account Reviews. This was part of the overall process to ensure performance integrity, time management and consistency of data. This has halved the preparation and presentation times for RevOps and Sales leadership. - Introduced and oversaw the clearer procedure for dispute resolution and interpretation of Sales Best Practice. - Interim head of EMEA Sales Operations in 2022 while also onboarding our new EMEA CEO. Awards: FY23 - EMEA MVPFY22 - Presidents Club - Friend of Sales FY21 - EMEA Above and Beyond Award Mostrar menos SalesOps Manager for two regions covering UK & Ireland, Southern Africa, Eastern Europe and Former Soviet Union. Part of the initial RevOps team that saw sales and headcount hyper-growth of 50% per annum in the early years in EMEA. - Trained 100+ account managers in Western and Eastern Europe of forecasting and pipeline “Best Practice.” This improved forecasting accuracy and pipeline discipline. - Developed and implemented the operational infrastructure and strategy to drive the business forward by growing EMEA sales teams from 60 to 300 and revenue ten-fold in five years. - Implemented the drive to operational excellence through best practice sharing and process adoption across the sales organization. This standardized forecasting discipline across the fifty sales districts in EMEA in 2020. This also helped to reduce disputes between account teams within EMEA and Globally. - Introduced and trained 250 sales teams on the Clari Revenue Platform for forecasting tools and reporting in 2018-19. - Collaborated on the design of the EMEA Go-To-Market model for quota setting, account segmentation and SFDC hierarchies. This included three-year planning and expansion into new markets and districts in EMEA.- Responsible for the SalesOps onboarding presentation to all new starters in EMEA. - Providing a welcoming and inclusive environment for all staff and visitors to our London office. Mostrar menos

  • Senior Manager, Sales Operations, EMEA & LATAM

    Jan 2021 - Jan 2024

  • Sales Operations Manager - Western and Eastern Europe

    May 2016 - Jul 2021
• 

  Horizon3.ai

  Oct 2024 - now

  Senior Manager, Revenue Operations