Bart Fanelli

Skillibrium

Founder

OutSystems

Chief Revenue Officer

Senior Vice President | Global Sales, Strategy & Acceleration 

Global Vice President - Field Advisor | Author

Splunk

Global Field Market Specialization 
 - Value Consulting
 - IT Operations & Applications 
 - Security 
 - Business Analytics 

Global Field Messaging & Enablement - Award winning team focused on ramp to revenue
Global Best Practices - leading edge field sales execution team focused on negotiation & rev rec
Global Field Integration - New Product Integration, Messaging, Customer Briefing Center & Councils

Vice President - Global Field Success at Splunk

Global Renewals - world class team and renewal rate 
Global Field Enablement - innovating and award winning team 
Global Best Practices - leading edge field sales negotiation and rev recognition team
Global Value Selling - expert team creating business cases and managing c level engagements

AVP Global Field Operations

Responsible for Global Field Operations including Renewals,  Field Sales, Technical & Partner Enablement, and Sales Best Practices

Senior Director Global Field Operations

Responsible for design, build, and delivery of Field Sales Enablement globally, with a focus on Sales Execution

Director, WW Field Enablement

Technology Services Industry Association (TSIA)

Advisory Board Member - Expand Selling

BMC Software

Responsible for design, build, and delivery of Field Sales Leadership Enablement globally focused on Managing People and Managing Revenue Plan execution with the goal of decreasing time to revenue while increasing revenue per sales person.

FY11 BMC Board of Directors Operational Efficiency Award "Honorable Mention" for Sales On Boarding

Director, WW ESM Sales Leadership Enablement

Responsible for ESM Sales in the Southeast, delivering revenue performance, ensuring customer success, and effective deployment of corporate strategies across the territory. Intense focus on managing individual performance and continuous team development resulting in being one of only two of 18 Regional Sales Managers to exceed quota in FY08.

Regional Sales Manager

Contract negotiation, revenue recognition, closing, executive presentations, financial modeling, return on investment, value selling

Best Practices Manager

Senior Account Manager

Field Operator and Executive with 25+ Years Experience | All aspects of Field and Revenue Operations. Executive Advisor, Entrepreneur,  Co-author, The Success Cadence:  Unleash Your Organization’s Rapid Growth Culture. Transformational and Results-based Leadership from $60M-$1.5B+ and direct/indirect people responsibility 275+.  Technology career focused on providing exceptional and predictable sales performance through a strong process, methodologies and best practices Globally while remaining coachable and coaching and developing others.  Proven with a history of innovation and building high performing global teams including:

- New build and Re build at scale
- Pre & Post IPO
- Span of Control 275+  
- Revenue $60M to $1.5B+
- Global GTM, Field & Operations
- Global Channel, GSI & MSP Design, Build, Integrate
- Global Field Marketing & Events
- Global Market & Industry Specialization
- Global Sales Messaging & Best Practices 
- Global Value Selling, SaaS Land, Adopt, Expand, Renew (LAER) Framework
- Global Sales Process, Tools, Technical & Leadership Enablement   
  
Specialties: Bridging the Gap between Investment Banking, Venture Capital, Private Equity and Operational Executives. Rebuilding, Start Ups, Team Building, Sales Execution, Sales Leadership, and Global Operations

- 2024 Featured interview “The High Performance Sales Leader” podcast 
- 2023 Featured Interview “Elite Selling” podcast
- 2021 Featured Interview "Legends of Sales & Marketing" podcast 
- 2019 Co Authored "The Success Cadence"
- 2017 HBR "How a Fast-Growing Startup Built Its Sales Team for Long-Term Success"
- 2017 TSIA STAR Award, Innovation in Expand Selling Lead Generation Programs
- 2016 Bronze Medal, Best in Sales Onboarding from the Brandon Hall Group
- 2015 Qvidian Sales Playbooks Revolutionary Award  
- 2014 ATD Global Excellence In Practice, Splunk Sales On-Boarding 
- 2011 BMC Board of Directors Operational Efficiency Award "Honorable Mention" Global Field On-Boarding

Grow Together

The weekend is over, and no one is coming to save you. 

It's time to pursue success, not theoretically. But through consistent, practical actions. 

Those who know this force themselves to start early, do the hard work, and stop waiting for perfect conditions, which don't exist. 

They focus on what they can control, have a bias for action, and choose their circle wisely. 

But most importantly, they tell the truth about talent & performance and stop chasing approval. 

Leadership is hard; truthfulness makes it easy, no approval required. 

Those who are not coachable should know. 

Protect your field team like your results depend on it, because they do. 

What you expose your field team to shows up in your performance as a leader at every level. 

You should be vocal.

No excuses. Continue learning, doing, and improving yourself and your team, because it's the right thing to do. 

After all, progress favors leadership that moves professionally, strategically, and quickly. Skillibrium #oneteam #leadership

Every time you encounter a new opportunity, 

approach it from an entrepreneurial teaching 

perspective, and you’ll prevail. 

Whether it’s a new executive position or selling an enterprise transaction, it does not matter.  

When you’re unaware of the situation you are walking into, the information (good or bad) is not your issue to inherit. 

It's your opportunity to teach the correct perspective, to achieve the most valuable outcome.

You’re either teaching someone in a role 

above you, an employee beside you, or a 

prospect/customer in the room with you to 

think bigger - to achieve the best long-term 

outcome and show them how.

Then, continue to repeat the process and success is imminent. 

It’s really that simple.

Enjoy the weekend. 

The Success Cadence Skillibrium #oneteam Kerri Barton Deirdre Sommerkamp Prakash Vyas CEng MIET FBCS

Own your future and empty the damn excuse bag; you're embarrassing yourself. 

The mirror test applies to every one of us, regardless of leadership role, title, or tenure #oneteam Skillibrium

No alternative text description for this image

If you pause and reflect for just a moment, you’ll quickly realize that leadership 

Their Decision-making and professional behavior in your company are largely responsible for success or failure. 

- It’s the same at every level, from the BoD 

down and looking up from below.

- Trust, Consistency, and Execution are 

behaviors set at the top, maintained

throughout the middle, and delivered by the 

first line, executed with prospects and 

customers, both Internal and external.

- Reward those you can trust, who execute with consistency.

- Remove those who resist at every level.

The behavior of the most senior executive in any room defines your #culture

Have the courage to face it head-on or find a better place to learn & share your skills

Heading home from an executive event, those involved set an amazing example of Trust, Consistency, & Execution as #oneteam Skillibrium 

They even welcomed me with my favorite #17 completely #random on the way out too

Saturday morning, fresh flames, new perspectives, reflecting on the week. 

Same Foxx, same #cadence, new information to process, and actions to take. #oneteam Skillibrium

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