Leeanne Coghlan

Led and scaled professional services operations across APAC & Japan, ensuring operational rigour, financial tracking, and business performance optimisation. Drove consistency across the region while aligning sales forecasting, resource planning, and revenue tracking to maximise utilisation, profitability, and efficiency.

• Developed and implemented a Business Performance Scorecard, tracking sales forecasting, revenue, margins, utilisation, and capacity planning, leading to global adoption and improved decision-making.

• Achieved 95% forecasting accuracy by refining data validation, pipeline assessment, and revenue projections, enabling leadership to optimise profitability and scale operations effectively.

• Designed and launched real-time Tableau dashboards, integrating Salesforce CRM, OpenAir, and Oracle data to provide live insights into revenue trends, project margins, bill rates, and utilisation—used for daily operational management and quarterly business reviews.

• Optimised resource & capacity planning through rolling 3- and 6-month sales forecasting, integrating sales pipeline insights into workforce planning to maximise utilisation and protect profit margins.

• Streamlined engagement lifecycle processes, enhancing project efficiency, adoption, and compliance, ensuring thorough documentation from proposal to completion.

• Drove continuous improvement initiatives, automating workflows and enhancing operational efficiency through data-driven insights and process standardisation.

• Led the implementation of auto-survey functionality, capturing post-project customer feedback, improving customer satisfaction and experience.

• Enhanced financial accuracy by managing timesheet & invoicing compliance, identifying and addressing missing timesheets, un-billed milestones, and invoicing gaps to prevent lost revenue.

Key Achievements

• Year-over-Year Growth & Operational Efficiency: Led APAC Professional Services Sales & Delivery Operations, driving consistent growth, utilisation optimisation, and regional-to-global alignment.

• Data-Driven Decision Making: Developed real-time Tableau dashboards for sales forecasting, project margins, subcontractor vs. FTE allocation, and revenue backlog, enhancing financial transparency.

• Global Integration & Standardisation: Spearheaded the integration of MuleSoft, Tableau, and Slack into Salesforce’s Professional Services ecosystem, streamlining forecasting, CRM, accounts, and reporting.

• Optimised Resource & Partner Management: Developed a Resource Skills Matrix, optimising FTE & subcontractor allocation while enhancing profitability. Managed partner contracts, rate negotiations, and resource allocation.

• Talent Development & Leadership Coaching: Led the MuleSoft Professional Services Internship Program, achieving 100% intern-to-full-time conversion across Sales, Delivery, Consulting, and Operations.

• Financial Operations & Profitability Enhancement: Improved forecasting accuracy, budget tracking, and project margins, ensuring seamless revenue recognition and operational efficiency.

• Change Management & Business Transformation: Designed training programs to support Salesforce platform integration, ensuring smooth operational transitions and process adoption.

Leadership & Impact

A strategic leader known for driving operational excellence, revenue predictability, and scalable business growth. Passionate about empowering teams, optimising processes, and fostering a high-performance culture in professional services organisations.

Global Operations, Centre of Excellence – Commercial Contract Deal Flow

• Provided strategic leadership in the development and implementation of global operational processes, methodologies, and governance for professional services. Spearheaded the creation of standardized procedures and policies across various business domains, ensuring consistency and efficiency while mitigating high-risk operational areas.

• Leveraged deep expertise and a strategic outlook to navigate a rapidly evolving services landscape, delivering complex, high-value solutions that drove success across multiple cross-functional teams. Supported key initiatives for Professional Services and other Corporate Go-To-Market efforts, fostering alignment and operational excellence.

Professional Services Operations Leader

Built and led the Professional Services

Organisation (PSO) Operations Team, expanding from a single individual to six offshore team members. Developed and mentored a high-performing team that supported the company’s fast-growing, agile business services. Under my leadership, APJ PSO grew to a $100M business in new sales and $94M in revenue with a 30% controllable margin in 2016.

Key Achievements:

• Defined and accelerated deal flow by implementing a globally consistent Sales Engagement & Operational Model, ensuring resource sharing across all regions while maintaining business integrity and increasing deal velocity.

• Managed the full spectrum of PSO finances, including budgeting, performance assessments, and business planning. Oversaw Bookings, Revenue, OPEX, Margin, and Headcount targets, along with pipeline and forecast management.

• Led the execution and fulfilment of customer contracts, ensuring alignment with business objectives and operational efficiency.

• Collaborated strategically with teams to build and refine processes, systems, and business analysis frameworks that measured key success factors and KPIs for Consulting & TAM Services across APJ.

• Led the APJ Diversity Group, restructuring the council and launching a new training and onboarding process. Awarded the APJ Cultural Award in 2013 for excellence in leadership.

• Managed resource utilization, reporting, partner subcontracting, and fulfilment to optimize project delivery and profitability.

• Strengthened business execution by developing a comprehensive Purpose-Alignment Strategy and IT architecture blueprint, supporting business growth and IT integration.

• Implemented a globally aligned, standardized contract management system, significantly reducing response times for Professional Services Statements of Work (SOWs) to better support rapid growth.