Carleen Hepburn is an experienced sales operations executive with 26 years of business development and proposal experience across the entire sales life cycle involving strategic global pursuits for a wide variety of public and private sector clients in a matrixed environment. Carleen holds a Master of Business Administration with a concentration in Marketing from American Intercontinental University and a Bachelor of Science degree in Public Health from Rutgers University. Carleen is a Notary Public, a certified foundation member of the Association of Proposal Management Professionals, a member of Sigma Beta Delta Honor Society and National Honor Society, and a registered professional with Cambridge Who’s Who.
Carleen’s most notable achievement is her ability to “pay it forward” and use her platform as an executive to reach back and help others. She serves as a mentor to over 20 women at all levels of the career spectrum by providing guidance and teaching them how to break ground in corporate America.
As a vice president of proposal operations and management, what skills have you used to successfully lead a proposal management team?
As Vice President, Head of Proposal Operations at Fiserv – a global Fintech payment company, I bring a unique ability to understand the nuances of complex environments quickly, identify areas of opportunity, and drive change to best deliver against organizational/business goals. My passion and drive for excellence enable me to truly lead by example and inspire others to deliver more than expected consistently. I like to think strategically while also having the ability to break strategy into digestible pieces/tactics to drive teams and individuals to the finish line.
I try to lead by example and perform at the highest level, resulting in significant contributions and return on investment to the organizations I serve and manage. I have a strong work ethic and the ability to rapidly align individuals with adjusting and refocusing on critical workstreams in very fluid environments.
How’d you get your start in this profession?
My personality and business acumen were the door openers that launched a 26-year long career in proposal management. While contracting at a large telecommunications company in the 90s, a young lady exiting the proposal management role saw my persistence and drive, and she made the recommendation to hire me full-time as her replacement. I hit the ground running and started my career, spending ten weeks in Australia working on one of the largest Fiber Optic bids, and have not looked back or considered another career path.
Why did you decide to pursue your Foundation certification, and was it worth it?
Pursuing the Foundation Certification was vital to my career trajectory as I was able to attest and affirm competence as an expert to lead and develop others in the profession, establish a personal commitment to my career and the profession, and underscore the importance of the bid and proposal management function.
How has APMP helped you on your career path thus far?
APMP helped influence my career trajectory by providing exposure to varying industry professionals for networking and knowledge and best practices sharing to solidify my growth.
Why are you #ProudToBeAPMP?
I am APMP Proud because of our brand and name recognition, footprint and network, and credibility in the industry.
What are your thoughts on our “people of color” affinity group?
I endorse involvement in affinity groups because it enables individuals to come together and build connections based on shared interests as well as help create a diverse and inclusive environment. At Fiserv, I am an original foundation member for Fiserv’s Black Leadership Council (SOAR) steering committee. Over the past seven years, it has served as a beacon of transformation, change, and continuous reflection. It is a glue and connective tissue, reminding us of not just how far we have traveled, but how far there is to go. I pivot continuously on my responsibility to those who have gone before and will come after me.
What has been the most essential skill set you have used to advance so far in the industry?
The most essential skill set that I’ve used to advance in the industry is my ability to approach learning with four mindsets: focused, fast, frequent, and flexible. Learning must be constant and never-ending as you pivot, retool, and grow throughout your career. Learning is the only way to stay relevant and reinvent yourself regularly, to thrive and pivot in your career.
What is the one piece of advice you wish someone had given you when you were starting your career?
There is no becoming without consistent, persistent, and committed work. Work is becoming and becoming is work.
Very inspiring to pay it forward and be consistent, persistent and committed.