Chris Runyan

Experience

• 

  IBM

  Jul 1995 - Apr 2005

  • Sales Operations

    Jan 2005 - Apr 2005

  • ThinkPad Product Marketing Manager

    Aug 2002 - Dec 2004

  • ThinkPad Marketing Operations Manager

    Feb 2001 - Jul 2002

  • Sales Operations Specialist

    Nov 1998 - Jan 2001

  • Reporting Specialist

    Oct 1996 - Oct 1998

  • Accounts Receivable Specialist

    Jul 1995 - Sept 1996
• 

  联想

  May 2005 - May 2023

  Led global transformation efforts designed to improve business partner relationships, and improve sales productivity through implementation of new technologies and process improvements. Key projects included various touchpoints in the end-to-end sales cycle including pricing automation, channel sales and inventory reporting, and partner support capabilities- Deployed new data-driven pricing recommendations into commercial quoting system, driving margin improvement for multi billion commercial business worldwide- Deployed automated discount recommendations for Channel SMB pricing teams in Europe, increasing coverage to 95% of addressable market- Developed and ran BMS to drive usage, and managed administration of pricing tool, increasing adoption of recommended discounts by 12pts- Managed relationship with 3rd party SaaS provider (PROS) to optimize tool effectiveness and return on investment- Led pre-study on channel sales and inventory reporting processes to increase efficiency of WW sales reporting, improve channel partner satisfaction, and enable future ERP transition Show less Led international team of 12 to manage integration and execution of sales compensation plans, measurement of attainment, and administration of commissions payments for 1,200 commissionable employees in North America, Latin America and Brazil- Grew scope of team to include Latin America and Brazil, leading to more integrated processes, consistent controls, and increased efficiency- Earned trust of sales organization through transparency, communication, and high levels of accuracy- Accurately forecasted commission expenses to ensure predictable financial results- Utilized productivity analysis in conjunction with sales and finance to ensure financially responsible growth and optimal deployment of sales personnel and territories - Improved process standards and documentation to ensure seamless execution and employee development- Managed relationship with 3rd party SaaS provider (CallidusCloud) to optimize tool effectiveness and return on investment Show less Led an international sales operations organization of up to 45 personnel responsible for reseller channel operations, reseller channel incentives, sales reporting, and data management- Drove automation of daily order load and sales reporting from spreadsheet to online dashboard visualization tool, allowing for faster and more flexible reporting capabilities to stakeholders- Drove business partner satisfaction through sales & inventory reporting process improvements and consistently executing fast and accurate incentive payments- Maintained rugged controls processes on customer master data, sales & inventory reporting, and incentive payments to ensure confidence and audit readiness of data flowing to multiple downstream business processes Show less

  • Director, Sales Transformation Lead and Global Process Owner

    Jan 2019 - May 2023

  • Director, Sales Operations: Incentives & Commissions

    Aug 2017 - Dec 2018

  • Director, Sales Operations: Channel Operations, Reporting & Data Management

    Oct 2014 - Aug 2017

  • Senior Manager, Sales Operations

    Aug 2013 - Sept 2014

  • Senior Manager, Sales Transformation Lead

    Jul 2011 - Jul 2013

  • Manager, Post-Sales Support

    Aug 2009 - Jul 2011

  • Global Accounts Segment Manager

    Jan 2008 - Dec 2009

  • Sales Operations

    May 2005 - Dec 2007
• 

  联想

  Jun 2024 - now

  Sales Operations Manager