Jill Cooper
Experience
- Jill is a strategic manager who has consistently delivered positive results in a variety of inside sales, sales operations, and maintenance renewal roles
- 5 years at Rational Software (IBM) as Director of Inside Sales with increasing responsibility in sales management and operations
- 1 ½ years at BackWeb Technologies building and directing an inside sales team at this start-up company
- 4 years at NetManage promoted from Regional Manager to Director of Inside Sales building and managing a force of 50 reps responsible for 100% of U.S. revenue
- 10 plus additional years in a variety of field sales, inside sales, and sales management roles for companies including ADP, MicroAge Computers, Summit Systems and Retail Solutions, Inc.
Skills
Jill has planned and implemented a variety of inside sales models with an emphasis on revenue generating organizations. She is a hands-on manager who has mentored and managed many of the top sales reps and managers in the Silicon Valley and across the U.S. Jill is exceptional at building and assessing sales programs and teams, developing sales processes and delivering results.
Accomplishments
- Under Jill's direction, the Corporate Sales team at Rational Software generated 30%-35% of U.S revenue, exceeding annual quota per rep by 50-100%.
- In the course of her management experience there, Jill had the opportunity to build and manage a wide variety of inside sales teams, expanding and contracting them based upon market conditions, unique product characteristics, and company objectives . Over the course of her time there, she hired, trained, and managed over 45 sales reps, and 6 managers.
- While at Rational, Jill developed and implemented sales processes, metrics definitions and measurements that resulted in increased sales of 25%, improved lead management, forecast accuracy and increased customer contacts.
- Jill spearheaded implementations of internal sales force automation software, consisting of the definition of business needs, rules and implementation strategies at multiple companies. These successful implementations coordinated and satisfied the needs of sales development, lead management, telesales, field sales and maintenance renewals.
- Under Jill's direction at Backweb Technologies, the inside sales team generated 40% of the company's revenue. In addition, she instituted a program that increased lead generation by 54% in the first quarter of implementation.
- In her Director's role at NetManage, Jill's team was responsible for producing all U.S. sales revenue, ranging from $22-$70M, over the phone. Her team consistently met and exceeded quota on a quarterly basis. Jill's vast experience here included recruiting, hiring, training and managing over 50 inside sales reps and 6 managers. In addition she was responsible for building and implementing a large account management program,which increased sales by 27%.
- Jill began her career as an inside sales rep for Retail Solutions back in the early 80's selling computer software and hardware systems to small retail businesses. She quickly moved up the corporate ladder to manage and expand the national sales force, and ultimately increased sales by 45%.
- Bachelor of Science Degree in Business with an emphasis in Marketing from California State University, Chico.
