Brian Fitzpatrick, MBA

Experience

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  University of Illinois at Urbana-Champaign

  May 2001 - Aug 2003

  Illinois Student Representative

  • Assisted prospective families with campus visits and provided guided tours at the University of Illinois at Urbana-Champaign.• Supported the student recruitment and advisory team in onboarding and training new guides.• Collaborated with team members to enhance the overall campus experience for visitors.

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  Multiple

  Aug 2003 - Jun 2007

  English Second Language Instructor

  • Planned and Lead 3-8 lessons, daily.• Improved student moral and motivation by establishing special Open Seminars like “American Media”

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  Acquirent

  Oct 2010 - Feb 2014

  Sr Sales Executive

  • Saved countless hours of operational lag by enabling managers and staff on utilization of core platforms like Salesforce and Excel • Grew Midas Franchisee Fleet management service revenue by 15% by managing over 60 accounts relationships. • Provided strategic enablement for internal and partner teams, ensuring alignment and success in achieving sales targets.• Stood up and Managed 8 Corporate Social Responsibility program projects.

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  Wolters Kluwer

  Feb 2014 - Aug 2021

  • Led a project to optimize Forecasting and Pipeline reporting by consolidating more than 30 disparate Salesforce reports and InsightSquared dashboards to 2 Salesforce Dynamic Dashboards.• Added 12% efficiency in Demand Generation processes as a result of an Enablement project that introduced 12 new enablement sessions for Sales Teams on Salesforce best practices and basic operations.• Coordinated the support of around 500 Customer, Partner and Key Prospect attendance to annual onsite product event by Managing a call center team of 3-4 Interns. • Decreased lead-to-action time by an average of 16 hours through coordination with the Marketing and Sales Development Teams on nearly 25 marketing events.• Improved inbound lead data clarity by 35% by scrubbing and loading 2000-5000 lead records annually. • Promoted from Sales Development Representative to Sales Development Team Lead and to Sr. Go-To-Market Operations Analyst.• Maintained a standing in first or second place in pipeline creation as a Sales Development Representative by using activity analytics to manage outreach and engagement. Show less

  • Senior Go-To-Market Analyst

    May 2016 - Aug 2021

  • Sr. Sales Development Representatives

    Jan 2015 - May 2016

  • Sales Development Representative

    Feb 2014 - Apr 2015
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  ArrowStream

  Aug 2021 - Nov 2022

  Sales Operations Manager

  • Streamlined productivity and increasing efficiency by 18% by managing all Marketing, Sales, Customer Success, Sales, and Deal Desk operational projects for the ArrowStream product group, • Supported 10% sales growth by managing the territory realignment project. • Improved Sales Team morale as a result of a commission restructuring project that leveraged clearer and more concise documentation, set up achievement tiers, and designed bonuses for strategic account deals. • Optimized Deal Desk processes during a contract digitization project which brought standard terms and conditions into an online tool (PandaDoc) integration with Salesforce for faster deal signature and booking, by overseeing our legal partner, Chief Revenue Officer, Chief Financial Officer and Sales Leadership as resources and stakeholders. • Increased Forecast accuracy by 30% by developing and maintaining strict data models and sales reporting.• Created a 40% increase in operational efficiency by integrating the 2 new data tools and expanding the existing Salesforce instance, including moving Customer Success team from excel into Salesforce.• Improved sales confidence by Implemented a 12-month Sales Enablement program with Product Marketing staff and creating a Change Management framework. Show less

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  Keysight Technologies

  Oct 2022 - Feb 2025

  Sales Operations Manager

  • Optimized sales efficiency and effectiveness by delivering on over 20 sales strategy, process, and systems projects in collaboration with sales and marketing leadership. • Developed and maintained robust sales performance analytics, KPIs, and dashboards to support sales leadership in identifying trends, and opportunities to inform sales planning and forecasting.• Grew tech-stack adoption by 25% by creating a systems enablement program from Sales and Marketing teams. • Improved analytical data integrity by 35% by Managing Salesforce Administration projects including integration with tools like HubSpot, Outreach, and Zoominfo. • Supported Sales process documentation by creating 8 training videos to support useful or challenging Customer Relationship Management or Marketing Automation Platform processes. • Supported a 9% increase in adoption by bolstering the Change Management processes and documentation for strategy updates.• Mitigated International Traffic in Arms Regulations compliance risk by 30% when leading a project to implementing a monitoring and reporting process on software licenses being issued against restricted parties lists. • Reduced occurrence of unpaid license utilization by 15% by establishing an audit process and documentation restricting the ability to issue licenses through Solutions and Support teams and Partners. • Managed resource teams of 1-20 and reported to stakeholders at every level of the group. Show less