Penny Dakhil, PMP - Retired, CSM, CSPO, CPF, SAFe Agilist

Experience

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  HP

  Jan 2006 - Sept 2011

  As a program manager in the Solution partner organization my role was to create and deliver regional and vertical solution campaigns to HP’s Independent Software Vendors (ISV) and Value Added Resellers (VAR). Enablement was across multiple product lines and was designed to transform enterprise resellers from “horizontal” hardware sales to customer solution experts and “trusted advisors”.We created different programs for the two types of partners. For our ISVs we created joint solution demand generation, custom partner enablement, individualized joint sales toolkits, and custom training to ensure they were always current on the HP platforms. For the VARs we had a tiered approach that provided special reparation based on VAR performance.Additionally, we created and delivered regional partner sales academies semi-annually to ensure our partners were always prepared. We ran regular solution campaigns with HP Marketing specifically to drive business to our partners Show less WW Field Enablement Program Manager Hewlett-Packard 7/08 – 9/11As a program manager in the Global Field Enablement team I was responsible for ensuring solution sales readiness for 3000 members of the HP field. I supported product lines and worked closely with the product marketing and product management teams to ensure our field was always prepared to speak intelligently with customers.Part of my role was to transition our field from product transactions to solution selling. Creating content around personas was a large transition for the organization. One large impact I had while working at HP was understanding the problem a product feature solved, packaging that into a solution that customers would buy, and then enabling our sales force so they could take use that solution to increase market share and improve their quota performance and our revenue.The second was creating more successful kick off events. Sales kick off was routinely seen as a boondoggle for the field. We turned those fun trips into an impactful week of education, networking, and expanded awareness. The feedback from sales and sales management clearly indicated that as a result of the new format our reps were more successful more quickly than ever before. Show less

  • Partner Enablement Program Manager

    Jul 2008 - Sept 2011

  • Enablement Program Manager

    Jan 2006 - Sept 2011
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  Nimsoft

  Sept 2011 - Jun 2013

  Director Global Sales Enablment

  I was responsible for the strategic design, development and implementation of Sales Enablement programs and events worldwide for Nimsoft sales teams. These programs were delivered with the specific intent of increasing sales performance and revenue growth. My role was leading a team of global sales enablement program managers and specialists. Our work included designing and delivering new hire sales training, sales kickoff events, as well as addressing the ongoing training needs of the entire sales force based on sales goals and needs. While leading the global enablement team our role expanded from supporting 500 sales reps to the entire CA field organization and then beyond that to the development of a WW channel targeted to sell the Nimsoft product line.The team was responsible for enablement across product, skills, and tools. We supported onboarding, content, training, deal support, and reporting. The global enablement team was touted for success in a faster time to first deal, reducing overhead for sales people by 50%, improving impact of kick off by 2 points, and doing all that despite the over 200% increase in audience size. Show less

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  CA Technologies

  Aug 2013 - Aug 2016

  Program Director - GPMO

  As a member of the Global PMO I am responsible for a variety of enablement activities across GIS. As a member of the team supporting 700 GIS employees located around the world, I’ve been focused on multiple projects while being responsible for on-going management of existing programs and services. Some of the projects I’ve been responsible for are listed below. The interesting part of the job is getting these projects completed while delivering on my day job responsibilities. Some of the larger projects are listed below:• Sheparding the organization’s transitioning to Agile. That includes creating and delivering training and workshop content, revising procedures to fit within the agile framework while protecting the long time benefits and value that traditional project management provided.• Portfolio management in an organization across three separate GIS segments and supporting seven business units.• Designing and implementing a cross functional release management process to address potential audit findings in three months. • Designing and implementing a resource management process in four months. Show less

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  Miller Heiman Group (formerly MHI Global)

  Sept 2016 - Mar 2019

  Managing Director, Global Sales Enablement

  Build and deliver programs essential to sales force productivity leading sales and channel enablement efforts, sales onboarding and ongoing sales training, leveraging best practices in sales performance, training, and communication to ensure that a hybrid sales team of direct and indirect sellers maximizes the opportunity for Miller Heiman Group in Americas and international markets.

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  Infoblox

  Mar 2018 - Nov 2019

  Global Partner Enablement Manager,

  Ensuring that Infoblox delivers our customers, partners, and contributors trusted and high performing educational solutions. Responsible for the coordinated management of multiple related projects directed toward strategic business and organizational objectives. These programs contain complex activities that span functions, organizations, geographic regions, and cultures

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  Self-employed

  Nov 2019 - now

  Sales Enablement and Project Management Consultant
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  Inkwazi Kommunications

  Nov 2019 - now

  Project Manager

  Inkwazi Kommunications are experts in sales enablement program design, development and execution including one-off programs/events, learning path development, enablement org structuring and annual planning. Learning event planning, project management, and execution. Sales learning material/content architecture and development. Presentation design. Speaker training and preparation for speaking events. Excellence in sales communication.