Ata Oner

and Marketing Integration

Sales Strategies and Enablement Initiatives

• Implemented Dynamics 365-CRM: Spearheaded the adoption and integration of Microsoft Dynamics 365-CRM to streamline customer relationship management. Enhanced sales pipeline visibility, forecasting accuracy, and KPI tracking by automating reporting and centralizing sales data. This initiative improved decision-making and accountability across the sales team.
• Adopted SPIN Selling as a Sales Methodology: Introduced and standardized the SPIN Selling methodology across the team, focusing on understanding customer needs through Situations, Problems, Implications, and Needs-Payoff questions. This approach boosted customer engagement, increased solution-based selling, and improved close rates.
• Created a Comprehensive Sales Framework: Designed a scalable and repeatable sales framework to guide the sales team through consistent, high-impact interactions. Integrated strategic selling principles to align team efforts with organizational goals and improve long-term client retention.
• Developed a Sales Playbook: Authored a detailed sales playbook to align the sales framework with a structured 4-Stage Sales Process (Prospecting, Needs Analysis, Solution Presentation, and Closing). The playbook included best practices, objection-handling techniques, and tailored messaging, empowering the team to perform with clarity and confidence.
• Enhanced Sales Effectiveness Through Training and Tools: Conducted regular training sessions to upskill the team in leveraging CRM tools and implementing the SPIN Selling methodology. Introduced tools for territory management, competitive benchmarking, and opportunity tracking, ensuring that the team operated at peak efficiency.
• Sales Enablement Metrics: Established metrics to track enablement effectiveness, including CRM adoption rates, conversion ratios at each sales stage, and sales cycle duration. This data-driven approach enabled continuous improvement and optimization of the sales process.

Key Account Management and Client Success

• Client-Centric Solutions for Value Realization: Collaborated with clients to identify pain points and develop tailored solutions that maximized operational efficiency and ROI. Ensured measurable value realization through detailed performance tracking and continuous optimization of offerings.
• Proactive Client Success Management: Established a proactive approach to client success by conducting regular business reviews and aligning strategies with client objectives. Improved client satisfaction scores and fostered long-term partnerships by consistently delivering on commitments and exceeding expectations.
• Driving Strategic Outcomes: Partnered with key accounts to implement best practices and scalable solutions that addressed evolving business needs. Demonstrated value creation by linking product/service performance to client KPIs, driving account retention and expansion opportunities.

Cross-Functional Collaboration: Team Leadership and Development

• Built High-Performing Sales Teams from Scratch: Recruited, developed, and mentored a team of sales representatives, technical support specialists, and client success professionals. Focused on identifying top talent and aligning team members’ strengths with strategic objectives, resulting in a highly motivated and results-driven organization.
• Created Key Industry Focus Teams: Established specialized industry-focused sales teams to target priority sectors, leveraging domain expertise to drive client acquisition and retention. These teams delivered tailored solutions aligned with client needs, contributing to significant revenue growth in key verticals.
• Enhanced Client Success Through Sales Enablement: Developed a dedicated client success support function to ensure seamless onboarding, proactive issue resolution, and continuous performance tracking. This initiative enhanced client satisfaction and strengthened long-term relationships.
• Integrated Technical Support for Sales Effectiveness: Formed a technical support team to provide real-time product expertise and operational guidance during the sales cycle. This cross-functional collaboration improved solution delivery and accelerated deal closures.
• Maximized Talent Utilization: Implemented individualized training and development plans for team members, ensuring alignment with organizational goals while fostering personal and professional growth. Recognized for building a collaborative culture that drove innovation and accountability.

• Partnered with marketing teams to align sales efforts with promotional activities, ensuring seamless go-to-market execution.
• Developed product marketing strategies in collaboration with product support and technical specialists to maximize market penetration.

• Increased Canadian sales by $11.5M+ in CapEx projects
• Led new product marketing strategies creating two new product liners
• Spearheaded product rationalization and marketing strategies
• Established and implemented global mining team to drive strategic KPIs
• Implemented global mining website boosted with SEO strategies
• Created industry-led focus group to drive global sales
• Led the global marketing initiatives called industry service growth (ISG)

Graduation Dean's List, 2010

Graduation Dean's List, 2006