Andrew Gray

  1. Sales
  2. Fractional GTM Leader
  3. Fractional CRO

Revenue Enabler

As a highly motivated and results-driven leader, I bring a wealth of experience in sales, management, and enablement to every challenge. My unique blend of adult learning expertise, strategic sales strategies, and a passion for program design makes me a valuable asset to any organization.

  1. Salesforce
    Salesforce
  2. Microsoft Excel
    Microsoft Excel
  3. salesloft
    salesloft
  4. Outreach.io
    Outreach.io
Message Andrew
Andrew Gray

Work

  • Sales Transformation Project

    I spearheaded a game-changing initiative that reshaped our global sales strategy. This transformation shifted our sales teams from legacy platform-based selling to a dynamic solution-oriented approach. I initiated the change by aligning objectives with Regional Vice Presidents, redirecting our focus toward understanding and addressing broader customer needs. A comprehensive stakeholder analysis ensured buy-in across diverse teams and regions. A well-structured communication plan, including immersive workshops and webinars, kept everyone informed. Extensive training equipped our teams with essential skills for solution-based selling. Change champions from various regions piloted the program, while proactive resistance management addressed concerns. This transformative journey resulted in a 32% increase in close ratios, a 41% surge in average order value, and a profound cultural shift towards a customer-centric mindset. This project underscored the power of structured change management, transparent communication, and ongoing reinforcement in achieving remarkable organizational change.


Experience

  • Gray Scale Consulting

    Gray Scale Consulting

    Managing Director

    Dec 2017 - Present

    Help organizations develop GTM strategies to enhance revenue and business execution.

    • Partnered with clients to co-create highly effective go-to-market strategies across diverse regions, leveraging deep market knowledge to deliver impressive results.
    • Collaborated with cross-functional teams and fostered strong relationships with clients, stakeholders, and partners, ensuring seamless execution of plans and initiatives.
  • SambaNova Systems

    SambaNova Systems

    Director of Revenue Enablement

    Jan 2022 - Feb 2023

    SambaNova delivers the first full-stack generative AI platform, from chip to model, designed for enterprise and government entities.

    • Spearheaded the establishment of an Enablement and Operations function for an emerging AI startup, fostering cross-functional alignment among product marketing, product management, sales, engineering, and finance teams.
    • Orchestrated and executed comprehensive Go-To-Market (GTM) strategies from inception to launch, leading to a 30% surge in qualified opportunities and an impressive USD 200M augmentation in the sales pipeline.
  • Liferay

    Liferay

    Head of Sales Enablement

    Dec 2019 - Jan 2022

    Create personalized digital experiences at scale with a core set of technologies that allow you to define, standardize, and tailor unique online experiences that connect with your audience.

    • Managed cross-functional team in 3 regions (USA, UAE, and Australia), ranging from entry-level specialists to managers of SME’s, and collaborated with business development, partners, and operations
    • Devised data-driven product positioning and messaging strategies using user research, market insights, and product expertise, achieving an 18% growth in global revenue.
    • Key stakeholder in an MSOA (Marketing Sales Ops Alignment) initiative, aligning CRM, Web, and Intent Data for a holistic understanding of the business and customer journey, enhancing close rates by 32%.
  • Samsung Home Electronics

    Samsung Home Electronics

    National Sales Trainer

    Nov 2016 - Mar 2018

    • Defined a sales center of excellence for North America to educate partners, internal sales, and 3PL teams on a new product category.
    • Designed training and peer-mentoring programs for incoming new hires; reduced onboarding time by 50%.
  • Samsung Mobile

    Samsung Mobile

    Field Sales Manager

    Nov 2013 - Nov 2016

    • Managed a Sales Territory of 200+ Retail Locations
    • Exceeded annual sales quotas, resulted in 12% increase of marketshare and 8M USD of revenue growth.

  • T-Mobile

    Retail Store Manager

    Feb 2013 - Nov 2013

    • Led District in Sales 2 Quarters in a Row

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  • Avni Trivedi profile image
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