CAGLAR COLAK
Spencers Wood,Reading
Accomplishments
- Generated +$14M (ARR) new business in the existing base (FY24)
- Increased revenue retention over 3 years from 73% to 91%
- Increased company margin 48% in the EMEA region
- Improved sales efficiency by 64%
- Improved team productivity by 74%
Summary
Results-oriented leader with +15 years of experience, a proven record of empowering leadership. Monitors long- and short-term objectives and offers a resourceful approach to challenges. Handles logistics and strategic planning with keen attention to detail and superior resource allocation. Offering strong leadership and strategic vision with a focus on team collaboration and problem-solving. Knowledgeable about driving project success through effective communication and adaptability. Ready to use and develop critical thinking, decision-making, and stakeholder management skills in a sales leadership role.
Overview
14
14
years of professional experience
Work History
Senior Director of Customer Success / Account Management
Tealium
Reading
01.2023 - Current
- End to end ownership and accountability for the Account Management strategy across EMEA
- Attract, hire and retain the best commercial talent to scale the Account Management Business
- Built a diverse team, create and foster an environment of belonging in the EMEA offices
- Participated in customer meetings lead team members to solve complex challenges
- Brought strong sales excellence, process and methodology as we expand and scale the business
- Led weekly forecast meetings and mentor the CS/Account Management team on strategies to help exceed their goals
- Collaborated closely with the RVPs, Account Executive, Operation, Finance, HR, Marketing and Product teams to ensure they understand and can service the needs of the market and members in EMEA
- Developed and provide strategy, vision and direction to multiple functions
- Delegated tasks and reacted to changing workloads to maintain efficient operations.
- Established performance goals for employees and provided feedback on methods for reaching those milestones.
- Met and exceeded corporate KPIs (Retention and expansion) with comprehensive regional growth strategies.
- Identified key expansion opportunities, applying market reasearch and competitor data to analyse metrics.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
- Drove revenue growth and continuous improvement with firm command of business development opportunities.
- Provide input to executive management
- Accountable for function financial results which impact organization performance
- Interact with internal and external executive-level management, requiring negotiation of extremely critical matters
- Partner with executive leadership team for the function to provide cohesive direction towards company goals
- Recognized as an influential leader.
Director of Customer Success / Account Management
Tealium
Reading
03.2021 - 12.2022
- Led, coached and mentored a team of 8 Account Managers and Associates
- Collaborated with Sales to lead annual and quarterly business planning cycles
- Analyse business and customer trends, identify opportunities and help create scalable strategies for revenue growth
- Accurately forecast revenue and ensure pipeline fidelity
- Uncover opportunities for operational improvements and efficiencies and then improve the systems and processes we rely upon
- Develop relationships with key (C-Level) executives and decision-makers
- Promote, recommend and sell solutions, products, and services to current customers
- Develop, grow, and help maintain the relationship between Tealium and clients, with a focus on client retention, sales and revenue growth
- Take a proactive role in contract strategy and negotiation while also leading multi year renewal negotiations with the clients and internal stakeholders
- Ensure the team is fully staffed, trained and deployed to fulfill the strategic plan.
- Identified and resolved operational issues impacting productivity, performance or profitability.
- Led negotiations with vendors and suppliers, securing favourable terms.
- Supervised and developed high-achieving staff, providing orientation, training, support and direction.
- Designed business strategies to obtain short and long-term goals for company.
- Created and led successful business culture focused on performance.
- Built key stakeholder relationships to facilitate business growth.
- Developed key operational initiatives to drive and maintain substantial business growth.
- Established and monitored key performance indicators, gauging organisational success.
Senior SDR Manager, EMEA
Tealium
Reading
04.2017 - 03.2021
- Accountable for managing, coaching, hiring, and training a team of 12 SDRs
- Management of all quality aspects, data entry, Quality Control, Reporting and QBR
- Created all the operational processes, demand generation model to improve conversion rates - Top of funnel and Mid of funnel
- Databases management, distribution, data upload & reporting through Salesforce.com, Outreach, lead IQ, Lusha, Reachdesk, ZoomInfo, and Clari
- Responsible for the day-to-day management of the team to include coaching and developing each individual
- Implementing and evaluating sales/customer strategies to exceed departmental recurring billed revenue, revenue growth, and performance standards
- Implementing action plans to ensure the Sales Development Reps have quality sales, account planning when appropriate, and customer service skills
- Direct, coach and evaluate the work activities of SDRs in pursuit of corporate goals, Focusing on the ICP model, recurring billed revenue target, quota attainment, customer service, module management, funnel management
- Identified personal areas for growth and development, and access training or development experiences to address growth areas
- Meet at a minimum of once weekly with employees to provide 1-2-1 coaching
- Conducted daily and weekly funnel calls with reps to manage performance
- Maintained outstanding business relationships with stakeholders eg; Marketing, Partner channels, Solution Consulting, Sales Enablement, HR, Finance, Sales Operation and Deal Desk.
Manager, Inside Sales EMEA
Verizon Enterprise Solutions
Reading
09.2015 - 03.2017
- Accountable for managing a team of 12 Inside Sales Reps and Territory Account Managers who each own a module of approximately 215 moderate value/moderate opportunity customers
- Managed day-to-day Inside Sales Account Managers and large sales operations, including supervision and assignment delegation for 12 team members
- Boosted sales volume by directing and hosting Power Selling/Prospecting classes with Will Power and Value Selling Organizations
- Consistently met or exceeded booking/revenue/retention goals by monitoring and improving customer experience performance through consistent employee recognition
- Increased performance efficiency by 82% by evaluating and updating Sales strategy, processes which resulted in $24M Booking for 2016
- Addressed customer issues to ensure swift and successful resolution
- Managed 12 direct reports, including completion of recruiting and hiring processes
- Improved productivity initiatives, coordinating itineraries and scheduling appointments
- Upskilled and reskilled sales and customer success team in Value selling, forecasting, and negotiation through targeted training opportunities.
Senior SDR Manager EMEA
Harte Hanks
London
04.2011 - 09.2015
- Tailored training programs to meet individual needs, balancing constructive criticism with motivational praise
- Trained young adults in lead generation techniques using various drills and coaching methods
- Consistently boosted individual achievement, applying effective, innovative coaching methods, such as modelling and simulation, performance profiling, to meet and exceed learner needs
- Delivered one-to-one training sessions to work on specific skills such as prospecting and top-of-funnel generation
- Provided 'the best pitch at once' through one-on-one coaching to boost progress, leading 40 individuals to move up to the next level
- Planned, monitored and supervised high-quality coaching activities, such as side by side and remote listening activities, tailored to individuals' skillsets
- Managed multiple teams who focused on different technology vendors such as VMware, HP, EMC, Dell, Huawei, Simplify, and Sage.
Education
Master of Science - International Banking and Finance
University of Greenwich
02.2011 -
Bachelor of Science - Economics and Finance
University of Uludag
02.2007 - undefined
Skills
- Account management
- Performance management
- Exceptional interpersonal communication
- People management
- Team leadership
- Training and development
- Customer relationship building
Languages
English
Fluent
Turkish
Fluent
References
References available upon request.
Timeline
Senior Director of Customer Success / Account Management
Tealium
01.2023 - Current
Director of Customer Success / Account Management
Tealium
03.2021 - 12.2022
Senior SDR Manager, EMEA
Tealium
04.2017 - 03.2021
Manager, Inside Sales EMEA
Verizon Enterprise Solutions
09.2015 - 03.2017
Senior SDR Manager EMEA
Harte Hanks
04.2011 - 09.2015
Master of Science - International Banking and Finance
University of Greenwich
02.2011 -
Bachelor of Science - Economics and Finance
University of Uludag
02.2007 - undefined
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