2011-2019

mariela ciani towers

sales-minded marketer successful architect of change and growth

2016-2019

Global Director - Business Development

PIINDROP

Hired in 2016 in global role as Director of Business Development & Sales Programs to design and build high performing business development team for Americas and EMEA. Core team charter is focused on pipeline build for new logo accounts through strategic industry focused sales programs. Responsibilities include designing sales programs through identification of messaging, buyer persona and developing use cases. Other responsibilities included defining sales process, key performance indicators, and development curriculum, coaching and go to market strategy for BizDev team. Managed team of 8 direct reports deployed both in UK and US offices.
Impact: 265 net new meetings with new logo accounts, $72M in qualified pipeline YTD and $9M in revenue contribution YTD.

2011-2016

Global Director - Business Development

PITNEY BOWES

Promoted in 2015 to Director of Business Development to lead a global team of Business Development Reps as well as planning and execution of sales programs to increase inbound channels for lead development. Continue to reinforce the Business Development charter, and work closely with global sales leaders to ensure pipeline build delivered continues to move through the sales funnel. Globalized process and operations to establish consistency in APAC, EMEA, and the Americas. Introduced grassroots Team Brand & Culture initiative to promote healthy work relationships, increase motivation, and vehicle for team success acknowledgment. Promoted 3 team members to new positions within the organization. Impact: 494 qualified sales leads, $47M pipeline build, average size opportunity $96K, $1.5M license revenue
Promoted in 2013 to Business Development Manager, Focus was to expand on Lead Generation and transform the team to Business Development Representatives responsible for developing qualified sales leads to augment the sales pipeline. Grew a four-person team to twenty BDRs to support 2 lines of business for the US and Latin America. Developed guidelines and operationalized processes for identifying leads, setting appointments, and converting opportunities. Managed and measured team success to defined metrics and KPIs. Responsibilities include individual skill development through training, coaching, and role-play. Promoted 2 team members to new positions within the organization. Impact: 117 qualified sales leads, $4.2M pipeline build, average size opportunity $35K. Selected by VP of Sales to develop & execute a global sales program for personalized interactive media solutions. Impact: 33 meetings in a two-month timeframe resulting in 15 qualified sales leads, $7M in pipeline build
Hired in October 2011 to assist with the development of a new Inside Sales team to support North America Field Sales. Responsibilities included interviewing & hiring qualified candidates, planning and coordinating the onboarding curriculum, work with Inside Sales Manager and Channel VP to define internal processes and metrics. Additional accomplishments include the development of a new lead flow and lead management structure to increase the volume of incoming qualified leads, collaboration with product management and marketing to provide pre/post-marketing campaign support as well as develop outbound demand generation programs to grow pipeline opportunities. Designated owner for research, evaluation, and implementation of sales tools for team efficiency: RainKing, InContact, eLoyalty, and LinkedIn. Impact: Increased lead generation by 50%, improved lead conversion rate from 10% to 40%+, delivered over $1.5mil in license revenue generated from Inside Sales developed leads.