General Manager Subscription Sales/Senior Director Sales Strategy & Operations @
Head of Global Sales Strategy, Operations and Velocity Sales @
Stanford Continuing Studies
Throughout my career, I have been obsessed with building B2B Customer trust and delivering Customer success as the primary levers for driving long-term, profitable relationships for the companies I have worked for. With every team I have managed, we have focused on different aspects of what it takes to convince Customers and keep them for life, either
Throughout my career, I have been obsessed with building B2B Customer trust and delivering Customer success as the primary levers for driving long-term, profitable relationships for the companies I have worked for. With every team I have managed, we have focused on different aspects of what it takes to convince Customers and keep them for life, either by building the CRM “products” or marketing and sales services they loved, adding value as a genuine adviser during “sales cycles” or enabling sales teams and alliance partners to create trust at scale.
"Social Selling" is of particular interest to me, as a way to scale up what great sales people have done forever - add value.
My Customers have become my colleagues, employers, friends.
I operate well in both start-ups and larger corporate environments, as long as the "projects" are transformational in nature and require lots of "selling" and convincing.
Living and working in Belgium, London, Hong Kong, China, South-Korea and the US has given me a unique perspective on how people in different countries approach similar challenges from different angles. A prerequisite for coming up with new ideas.
Specialties: Product Management, Recurring Revenue Management, Churn Reduction, SaaS, B2B Sales, Enterprise Sales, Solution Selling, Social Selling, Customer Success, Alliances, Strategic Partnerships, Sales Operations, Business Development, Global Deployment, Subscription Management, Strategic Marketing, Leadership, Sales Strategy, Go-to-market strategy, Customer Journey, Customer Lifecycle, Pricing Management, Outsourcing, CRM Technologies, Channel Enablement, Channel Strategy, Salesforce.com, Organizational Design, High Performing Teams, Demanding Excellence, Agile Development, Gamification, Start-ups.
Senior Director, Go-to-Market Operations @ Originally recruited by EVP Customer Success to address NetApp's subscription renewal business challenges (I was selling to NetApp with Encover). Currently responsible go-to-market operations for NetApp globally. This includes rethinking our strategy for deployment of our 3,000 person sales force and re-engagement of our channel partners, as well as development of all programs to make our sales teams more effective throughout the sales cycle.
In my prior role at NetApp, we grew the subscription business 15+% year-on-year for the past 3 years to $980M+/year, reduced cost of sale by 40% through a complete redesign of the go-to-market strategy, sales processes, renegotiation of 3rd party agreements and selective in-sourcing. From October 2011 to Present (4 years 3 months) Founder @ Designed and built an iPhone game for kids to learn languages. Published on App Store, but quickly realized I was out of my depth designing gaming experiences that needed to compete with "Plants vs. Zombies" at the time. From November 2011 to December 2012 (1 year 2 months) VP Post-Merger Integration/Product Strategy @ SYNNEX is the 3rd largest distributor for IT products in the US. After our acquisition by SYNNEX I was responsible for post-merger integration, which included the internal roll-out and revenue delivery of the former Encover SaaS/Services solution at SYNNEX (RENEWSolv), product management for the next gen SaaS platform with SCRUM teams in the US/China and business development with strategic accounts (personally closed $10M+ in ARR bookings in 9 months). From December 2010 to October 2011 (11 months) VP Marketing & Business Development @ Encover focused on helping High-Tech, Healthcare and Manufacturing companies generate new revenues from maintenance contracts, cross-sell/up-sell in their existing client base, through deployment of a proprietary SaaS platform and, if desired, outsourced marketing and sales services.
Member of the Executive Management Team. Ran all marketing and pre-sales activities, created Encover alliances framework, signed up and managed key partnerships driving 80% of Encover's deal pipeline. Created partnerships that led to 3 acquisition offers for Encover and its eventual sale to SYNNEX. From February 2007 to December 2010 (3 years 11 months) VP Sales Operations/Product Management @ Managed all operational aspects of 60 person pay-for-performance call center. Developed Encover's portfolio of marketing, telesales and billing services to complement the SaaS offering. Managed $50M P&L for key security client delivering significant increases in revenues for client at high margin for Encover.
Built product management team from scratch as player-coach and led transition from traditional enterprise software company to SaaS provider. Defined, designed and built company flagship product/service in collaboration with Cisco Systems. From April 2004 to February 2007 (2 years 11 months) Group Manager @ Promoted within peer group to head up 7 member product management team for Siebel's High Tech, Manufacturing and Automotive Product Lines, representing $80M+ in annual license revenues. Consistently ranked in Top 5% of Siebel employees for product management excellence and revenue growth contribution. From January 2001 to April 2004 (3 years 4 months) Country Manager, Korea @ Opened Sales and Support office in South Korea. Increased sales by 250% in first year of operation through new product development in collaboration with Samsung Electronics, leading Samsung to become the company's 2nd largest account at IPO. From January 1997 to July 1998 (1 year 7 months) Sales & Services Manager, South-East Asia @ First company employee to be based in SE Asia. Developed and trained network of value-added resellers for semiconductor equipment across region (Taiwan, South Korea, Philippines, Japan, China). Created and maintained key account relationships (Samsung, Philips, etc), generating $40M+ in sales in region. Acted as product management conduit to R&D in Belgium for new product development. Technical support resource of last resort. From September 1994 to December 1996 (2 years 4 months) Structural Engineer @ Analyzed structural integrity of nuclear power plants in Eastern Europe to ensure compliance with EU Regulations. Provided recommendations for earthquake retro-fit. From January 1994 to September 1994 (9 months) Brussels Area, Belgium
MBA, Focus on Marketing & Finance @ University of Pennsylvania - The Wharton School From 1998 to 2000 M.Sc., Civil Engineering, Cum Laude @ Katholieke Universiteit Leuven From 1988 to 1993 Stanford Continuing Studies Chris Vylder is skilled in: Product Management, New Business Development, Sales Operations, Product Marketing, Global Business Development, South East Asia, Enterprise Software, CRM, Business Development, Channel Partners, Outsourcing, B2B, Cloud Computing, Leadership, Program Management
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