Omniture

Company: Omniture, Inc., Orem, Utah
Company Division/Group: Omniture
Company Description: Omniture is a leading provider of online business optimization software, enabling customers to manage and enhance online, offline and multi-channel business initiatives. Omniture’s software enables customers to capture, store and analyze information to gain critical business insights into the performance and efficiency of marketing and sales initiatives.
Nomination Category: Best Individual Performance
Nomination Sub Category: Global Sales Leader of the Year

Nomination Title: Christopher Harrington, Global Sales Leader, Omniture

   1. How many people are in your organization's entire sales department?

100

   2. What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:

$60.5 million

   3. Describe the nominee's top 3 accomplishments during the eligibility period (up to 100 words):

• 2005 – 2006 was a time of tremendous growth for Omniture with
Harrington’s sales team driving 98% year-over-year revenue growth, culminating
in an IPO in June, 2006.

• Expanded into international markets, requiring a restructuring of the
sales organization, hiring significant additions to the sales leadership team.

• Increased focus on partner sales, creating a Channel Sales Program
which is now generating 10% of total sales. 

   4. List the nominee's top 3 lessons learned during the eligibility period (up to 100 words):

• Hire leadership early. This has significant impacts on the company,
the sales team and, personally, the sales leader. Also, diversify your hiring;
when you just hire from your own industry, it limits options and innovation.
Hiring from other industries allows greater expansion of knowledge.

• Trust your gut. If something doesn’t feel right, it most likely isn’t.
100% of the time gut instincts have proven correct.

• Never under-estimate your competitors. Competitive loss situations
were entirely due to neglecting to understand the depths to which competitors
would go to secure the sale.

   5. Briefly describe the qualities that distinguish the nominee from other Global Sales Leaders (up to 100 words):

• Harrington’s focus goes beyond the deal to take in the bigger picture.
He looks at the impact of the deal to the overall business. Some salespeople
tend not to think beyond their own W-2, but Harrington drives a team that
considers the value of equity to the company; ensuring the right deal for the
company.

• Harrington is closely engaged with individual customers and often
personally involved in closing activities.

• Harrington trains his team to ‘own the responsibility of maintaining
relationships.’ With a recurring revenue model, he understands the importance
of constantly maintaining customer relationships—facilitating recurring sales.

   6. Provide a brief biography of the nominee (up to 100 words):

Christopher Harrington joined Omniture’s executive team in 2003 as vice
president of sales. With more than fourteen years of experience in direct
sales and sales leadership, Harrington is responsible for managing all
Omniture direct sales efforts worldwide.

Preceding his role at Omniture, Harrington was vice president of sales for
Domain Systems, where he developed the company’s sales and revenue development
strategies. Prior to Domain Systems, Harrington held the position of vice
president of sales for RichFX, a visual merchandising and e-learning solutions
provider; and Viewpoint, a Computer Associates company.