Andy Gates
Roles available for:
- Fractional
- Consulting
- Contract
- Interim
- Canyon Lake, Texas, United States
- Assets
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Country experience:
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United States of America
Northern America -
United Kingdom of Great Britain and Northern Ireland
Northern Europe
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Languages:
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English (US),
English (US)
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English
English
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English (US),
Achievements
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Expertise
Revenue Strategy - stakeholder alignment and collaboration on strategy: dependancies, deliverables and expectations Market definition, sizing, and segmentation. Market channel subsets where the product/service will have value resonance and revenue growth potential Product/service customer value differentiation. Narrowing competitive advantage of company products or services. GTM marketing, sales and service model. Executable plans that generate revenue growth and renewals. Deal structuring - deal process and demonstrable progress that assure best outcomes. Pipeline integrity and credible forecasting - consistency in stages of sale. Weighted and ADV/TV forecasting. Win/loss analysis. Talent development - coach and mentor leaders on best practice hiring, onboarding and development. Model executive level sales techniques. Budgeting - balance revenue and expense needs. Coaching on ROI decisions on expenses. -
Services
Revenue Strategy/GTM Execution Market segmentation, sizing, weighting and growth tactics Sales team competency, development and measurement Sales deal process, pipeline and forecasting precision C Suite and exec consultative selling methodology
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Employees overseen
50 employees
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Budget overseen
$ 10,000,000
Roles available for:
- Fractional
- Consulting
- Contract
- Interim
- Canyon Lake, Texas, United States
- Assets
-
Country experience:
-
United States of America
Northern America -
United Kingdom of Great Britain and Northern Ireland
Northern Europe
-
-
Languages:
-
English (US),
English (US)
-
English
English
-
English (US),
Achievements
Why hire me in a fractional role
Experience
Strengths in this role: Shift to performance based sales culture, GTM strategy and execution, performance base metrics, B2B channel growth, C suite sales techniques, cross functional management in matrix org, talent management, performance based compensation. EBITDA growth, Private Equity
Industry Group: Education
Industry: Higher Education
Years of experience: 25 years
Industry Group: Education
Industry: E-Learning
Years of experience: 20 years
Industry Group: Education
Industry: Education Management
Years of experience: 20 years
Company name: BARBRI Global
Company size: 250 employees
Role in this company: Manage teams and executive across seven lines of business. Total revenue in 2023 was $165m. Eight VP level direct reports and 65 sales professionals. Collaborate with executive leaders in product, customer support, marketing, operations, finance and HR. Coach and model best practice executive suite sales techniques.
Strengths in this role: Strategy, Disruption and Innovation, B2B business development, Go to Market tactics, metrics and data performance management, performance based compensation, cross functional collaboration, talent development.
Industry Group: Education
Industry: E-Learning
Years of experience: 25 years
Industry Group: Education
Industry: Higher Education
Years of experience: 20 years
Industry Group: Education
Industry: Education Management
Years of experience: 20 years
Company name: Cengage
Company size: 2,000 employees
Role in this company: Lead high performing executive sales team. Design and execute GTM for disruptive Higher Education edTech solutions. Talent development, C suite selling (coach and model), Revenue growth.
Company name: Pearson Education
Company size: 5,000 employees
Role in this company: Lead high performing executive sales team. Design and execute GTM for disruptive Higher Education edTech solutions. Talent development, C suite selling (coach and model), Revenue growth.
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Degrees & accreditations
BBA - Salisbury College - 1982
UC Berkeley - Haas School of Executive Education - Change Management
CEB - Challenger Sales and Challenger Customer
LinkedIn Learning - Generative AI for Business Leaders
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Success story
An opportunity to work with a team that had seen consecutive years decline in revenue and market share. The sales team was unmotivated, unfocused, poorly trained and lacked sales leadership. The group was not incentivized to perform. We refocused with new player coaches, sub-segments were given new GTM tools, a performance comp plan was tied to outcomes, goal setting was mutual with weekly public performance rankings. Outcome - share gain and revenue growth, 80% of team over-performed budget