Brian brings to McKinsey clients a broad set of leadership skills and a track record of helping companies bring structure to complex business problems and collaborate across organizational boundaries to achieve results. He has earned the trust of global business leaders in Fortune 100 environments for his problem-solving strengths and his guidance in re-engineering business-unit processes and IT capabilities to drive breakthrough improvement in sales productivity.
A McKinsey alumnus, Brian spent five years as a leader in our North American High-Tech Sales & Marketing Practice before embarking on a 12-year sojourn at Microsoft, where he held a number of executive positions in sales, marketing, and services. He was directly responsible for design and implementation of the company’s Enterprise go-to-market model as well as transforming the sales operations function, efforts that helped the Enterprise business more than double its revenue. Finally, as general manager of Microsoft’s field operations, he oversaw all incentive-compensation design and operations, CRM processes and systems, reporting and analytics, business planning and performance review, and global rewards and recognition programs for a global team of 160+ sales operations professionals.
General Manager: Field Operations; Services Operations; Enterprise Sales Strategy and Sales Excellence; Senior Director Field Productivity
McKinsey & Company
Leader of North American High-Tech Marketing & Sales Practice
Stanford University Graduate School of Business
MBA, business administration & management
Southern Methodist University
BS, mechanical engineering