Vice President, Worldwide Sales Enablement and Sales Strategy at Citrix
As Vice President of Worldwide Sales Enablement and Strategy for Citrix, Mike is responsible for driving the enablement and training of more than 3,000 members of the global sales organization. Fouts also leads the Sales Strategy and successful go to market strategy execution for Citrix worldwide. Fouts is a frequent industry speaker and works closely with business leaders to enable virtualization and cloud computing.
Fouts’ 20+ years of technology experience spans several industries including healthcare, finance, sports and software. He has held several positions with Citrix and most recently served as Vice President of Channels, Field Marketing and Operations for the Americas. Prior to that, Fouts was Senior Director of Sales and Services for the Southeast United States. Fouts earned a bachelor’s degree Computer Science from Trinity University.
Vice President of Customer Operations at DigitalRealty
Mark Reynolds is the Vice President, Customer Operations at DigitalRealty, where he is passionately defining and executing the vision for their customer experience and customer service platform across their international footprint. Prior to DigitalRealty, Mark held numerous sales enablement and customer experience leadership roles at ServiceNow, VMware, Equinix, Interwoven, BEA, Siebel, and Oracle. In May 2016, Mark was a recipient of the SiriusDecisions 2016 ROI Award in the sales enablement category, being recognized for the ServiceNow Sales Academy, a best-in-class approach to onboarding new sales representatives and maximizing productivity. Mark holds a B.S. in Commerce from the University of Virginia.
Senior Sales Enablement Manager at Dell EMC
Thorsten Stiller is the DellEMC Sales Enablement Manager for Turkey, Africa, Middle East and Eastern Europe. Over the last nine years, he has been the go-to sales enablement resource for these emerging markets, serving as a global subject matter expert within a focused area of sales, management, product and technical programs/training. Thorsten leverages his extensive sales and sales management experience to demonstrate in-depth senior level, CXO understanding of DellEMC sales methodologies and solutions.
Thorsten’s experience includes twenty-eight years of success in Information Technology, eighteen of which he focused on sales for international markets and global customers. His education includes a Master of Business Administration and a degree in Computer Science as an Electrical Engineer.
Thorsten’s exceptional background and sales skills enable him to serve as an insightful consultant for C-level executive. He uses these capabilities to achieve the technical and business development goals for his assigned territories by identifying and targeting training needs and managing delivery of appropriately tailored global training programs.
Sales Training Manager (Latin America) at Becton Dickinson
Marcus has eleven years of experience planning, developing, coordinating and implementing technical and commercial training programs that improve sales efficiency and drive improvements in sales performance.
At Becton Dickinson, Marcus is responsible for managing the training area of several product platforms for the development of in-person and on-line training programs to Sales Teams, Technical Consultancy , Distributors and Customers within the main BD markets in Latin America.
National Director of Operations, Sharp Business Systems
Kirk is responsible for driving back office productivity, sales force automation, sales enablement and growth nationally for Sharp Business Systems. His 30+ years of sales and leadership experience have been key to understanding the behaviors needed to drive sales development, productivity and growth.
Kirk began his sales career with Xerox focused to the startup of their Professional Services Group. He held multiple local, regional and national leadership positions at Ricoh where he lead the development of Sales Leadership Process and Development, Sales Force Automation and Territory Optimization for the merger and integration of IKON Office Solutions, and Ricoh.
Prior to joining Sharp Business Systems, Kirk was the Vice President of Sales Enablement for HUB International where he was responsible for the development and deployment of a new Sales Force Automation platform, integrating back office functions, marketing automation and pipeline growth.
Integration of data management, salesforce automation, simplified process and people development is the passion of Kirk. Including each of these focus areas help to create a “sales eco system” that will drive pipeline growth and ultimately results.
Previous consulting clients include American Express, the Internal Revenue Service, USAA.
Leff Bonney, PhD, MBA
Professor at Florida State University Sales Institute
Leff is currently an Associate Professor of Marketing at Florida State University where he teaches both graduate and undergraduate courses in sales and sales management. His research interest relates to decision making in sales and sales managers, specifically around customer selection and targeting.
Dr. Bonney also serves as Director of Executive Programs for both the FSU College of Business and the FSU Sales Institute. He helped create and grow the FSU Sales Institute, which has been recognized as the premier sales program in the US. Dr. Bonney serves on the Board of Directors for the Sales Education Foundation. He also founded and is director of the Sales Educators’ Academy which is a program designed to help sales faculty from all over the world be better equipped to teach sales and sales management at their respective universities.
Prior to joining the faculty at Florida State University, Dr. Bonney worked in sales management roles for two Fortune 500 companies. Specifically, he worked for 7 years on major accounts for RR Donnelly, negotiating large multi-year print contracts. Dr. Bonney also spent two years leading a field sales and marketing team for Eli Lilly Pharmaceuticals. Over the last 10 years Dr. Bonney has consulted with corporate clients on sales force effectiveness including areas such as customer segmentation and targeting, sales process design and adaptation, sales messaging, and sales training design and implementation. Dr. Bonney has also designed and led training programs such as basic selling, sales coaching, advanced situational selling, sales operations leadership and negotiation.
Past consulting and training clients include BDO Accounting, Brookdale Senior Living Solutions, Interline Brands, TeamOne Orthopaedics, Humana Insurance, National Association of Wholesaler-Distributors and Laird Plastics.