VMware SaaS Transformation
Drove SaaS revenue growth through platform transformation
My Role
Led PMs focused on Renewals, Partner Workflows, and Operations. Reported to Director of Product. Stakeholders included VP Sales, VP Partners, and Sales & Partner Ops Directors.
What I Led
- Partner Enablement — Partner Portal, Quote APIs, Renewal Pipeline visibility, Self-service features, Reporting, Automation
- Sales Optimization — Pipeline Accuracy, Deal Scoring, SaaS Conversion Prioritization, Guided Selling, Upsell/Cross-sell, Pipeline Analytics, Conversion Tracking, Automated Activity Logging, IB Reports, License Key Details
- Operations Automation — Sales Pipeline, Forecasting, Territory & Quota, Quoting, Quote Approvals, Deal Consolidations, Partial Renewals
Results
| Metric | Impact |
|---|---|
| SaaS conversion & renewal revenue | +37% YoY growth |
| Quote turnaround | 2 weeks → < 1 day |
| Operations manual effort | 60% reduction |
| Forecast accuracy | 75% → 95% |
How I Led This
- Built business case for VP Sales, VP Partners, Sales & Partner Operations Leaders
- Drove executive alignment across 10+ stakeholder groups on unified product roadmap and success metrics
- Created portfolio-level roadmap visibility across Lead-to-Cash systems
- Drove phased rollout starting with top 5 partners to validate before scaling
- Supported enablement programs training 200+ sales reps and 50+ partner organizations, achieving ~80% adoption