VP, Principal Analyst, Forrester
Nancy infuses the SiriusDecisions team with a passion for improving sales productivity honed during her 25 years of practitioner experience with organizations such as NCR, Avaya and Sonus. Her diverse background includes leadership roles in sales enablement, sales, marketing, product management and entrepreneurial ventures.
Prior to joining SiriusDecisions, Nancy helped clients target, nurture and hire top talent. In addition, she has worked as an executive coach with business leaders to optimize their personal ability to be successful. As the general manager and business unit leader of communication applications at Sonus Networks, she drove the development of new offerings to enable companies to leverage IP technology for cloud-based communications. Nancy honed her core marketing skills as the VP of unified communications marketing at Avaya, working closely with corporate marketing and product management to drive revenue through the introduction of new solutions.
Previously at Avaya, Nancy was instrumental in driving sales productivity through the creation of the global sales enablement function. In this role, she was responsible for sales training; sales launch management; sales communications (sales portal, sales newsletter, competitive response); and sales content management, including the creation of cross-portfolio solution selling and thought leadership messaging. She managed the worldwide briefing centers and a hosted technical demonstration platform, where she drove a shift from product-centric to “day in the life” based demonstrations.
Earlier in her career, Nancy sold over $500M in technical and service-oriented solutions. In her years at NCR, Nancy held roles in sales, industry marketing, services readiness and customer service.
Nancy is committed to lifelong learning and holds an MBA from The Wharton School and a BS in computer science and mathematics from the University of Dayton, and is certified as an executive coach.