Omnissa Sales Transformation
$177M pipeline unlocked through platform and AI transformation
My Role
Led platform strategy for Lead-to-Quote system and automation initiatives. Stakeholders included Sales, Marketing, Sales Ops, Customer Success, Sales Engineers, Partners, Partner Ops, Quoting and Quoting Ops.
What I Led
- Platform Launch — Lead-to-Quote Platform, Reimagined Sales & Partner workflows, Data Migration, User Migration, Partner Portal, MVP Scoping, 5-Month Delivery
- Operations Automations — Automated Pipeline Generation, Automated Quote Generation & Approval, Forecast Automation, Territory & Quota Automation, Quote Sync, Partner Quote Sharing, Partner Pipeline Visibility, Deal Registration Automation
- AI-Powered Automations — Agentforce, Lead Qualification, Follow-up, Meeting Scheduling, Activity Logging, Deal Scoring
Results
| Metric | Impact |
|---|---|
| Pipeline unlocked | $177M |
| Sales productivity | +40% |
| Conversion rate | +20% |
| Manual effort | 60% reduction |
How I Led This
- Drove platform strategy under 5-month deadline during Broadcom divestiture, making MVP trade-offs that protected $177M pipeline
- Drove automation strategy across 5+ systems, aligning vendor and engineering teams on architecture and delivery
- Defined AI adoption roadmap, prioritizing low-risk, high-repetition workflows to build trust before phased rollout
- Owned success metrics and built executive visibility into automation ROI and adoption rates