Aaron K. Email & Phone Number

Park City, Ut, Us

San Ramon, California, Us

San Ramon, California, Us

San Francisco, Ca, Us

Sunnyvale, Ca, Us

Miami, Florida, Us

Bellevue, Wa, Us

- Currently managing a team that is responsible for the planning, reporting, analytics and sales operations for the Enterprise Americas sales team- Initiated, led and built a complete redesign of the Enterprise Americas territory planning process for FY18. This involved the building of a completely new territory planning model, the account scoring model and the analytics around the goal planning and quota distribution. This process allowed the business to move to a named account approach and more accurately assign accounts and quotas to reps based on the total addressable market and value of each account- Redesigned and built all of the Enterprise Americas reporting moving the team to all automated reports in Anaplan and Tableau. These reports delivered the team more on demand insights into their data and significantly reduced the need for manual report building.

Bellevue, Wa, Us

- Managed a team of five people that was responsible for:The data analytics, Tableau dashboards and ad-hoc reporting for Concur’s senior sales and marketing leaders.The development of the annual bookings and revenue planning for the Global sales teams.The development of the quotas and compensation plans for the Enterprise and SMB sales reps.- Used Tableau to build dashboards to analyze and forecast bookings, units, productivity, pipeline, utilization, client attrition and actual to goal performance. In the 10 months that I have been in the Director role my team has increased the Tableau dashboard usage among senior level execs by over 200%.- Oversaw the creation of a product forecast model that forecasted our unit sales on a rolling 4 quarter basis. Through a combination of analyzing seasonal trends in sales, historical linearity and current pipeline we were able to build a model that had +/- 5% accuracy for our core products. Previous models were unable to get within +/-15% due to the sales volatility.- Using Anaplan built the pipeline channel source model to define the bookings, pipeline, units and conversion rate goals by source for all of Concur. This model was then used as a weekly gauge to track if the business was on track to hit its quarter end goals.- Managed the compensation and quota planning for the 600 sales reps in SMB and Enterprise. Worked with sales leaders to build out compensation plans that would most effectively drive an increase in rep productivity and drive the most profitable selling behavior.

Bellevue, Wa, Us

- Managed a team that was responsible for data analytics using Tableau, sales revenue forecasting, sales quota planning and headcount planning for Concur’s SMN and Enterprise sales teams.- Developed a driver based revenue-forecasting model, using the web-based software Anaplan, which would allow the business to forecast our revenue sources for FY15. This was then used to determine marketing, headcount and business development expense budgets.- Led the initiative to build out expense dashboards for management using software from Tableau. These dashboards gave management visibility into spend that they never had before and reduced T&E spend by 5% in the subsequent months.- Managed the FY15 sales strategy planning, which included developing sales quotas, sales staffing levels and territory assignments.

Bellevue, Wa, Us

- Partner with the head of SMB Sales Strategy to develop analyses related to revenue forecasting, sales expense forecasting and product profitability.- Perform scenario modelling and sensitivity analysis for strategically important products. - Introduced forecasting with Monte Carlo simulations to the company and created forecast models for revenue and expense.- Worked with product managers to develop a model to measure product profitability and product sales efficiency.

Santa Clara, Ca, Us

- Finance business partner to the head of US Banking Sales.- Managed the revenue forecasting and financial analysis for all of the business segments within US Banking, including: All life stages of Venture Debt Financing, Leveraged Buyouts & Private Equity.- Developed sales compensation plans and modelled out revenue and expense impacts on the business.- Worked on the development of a product profitability tool that would more accurately measure the profitability of each product sold.- Developed and managed complex excel-based financial models to measure, analyse and forecast financial and operational information.

New York, New York, Us

- Reported to the head of EMEA Trade Sales and managed the team’s financial analysis, sales forecasting and compensation planning.- Responsible for market and industry analysis within the EMEA region.- In depth knowledge of working capital financing, including Supplier Financing, Buyer Financing, and Risk Mitigation in emerging markets.- Managed a project team of 4 people in London to increase exporter risk revenue from commodity traders in the Swiss and UK markets, producing an increase in revenues of more than 20%.

Newark, New Jersey, Us

- Responsible for developing client relationships and providing equity research to institutional investors through the firm's research analysts, company management road shows, industry specific conferences and proprietary idea generation. - Client coverage focus was on re-developing business with existing client base whose trading activity had fallen. - Client Coverage included top mutual funds in North America such as: Dodge and Cox, Capital Research, International and World Small and Mid Cap Research Teams and RCM Small and Mid Cap Research Team. - Developed a “Small Cap Company Initiative,” which brought in management teams from local, uncovered, public small cap companies to meet with our clients.

New York, Ny, Us

- Reported directly to the Vice President of Finance and the CFO. - Responsible for meeting with CEO, President and Chairman for review and approval of new capital projects. - Handled projects directly from the CFO, which could be anything from expense cutting analyses to verification of another area’s analysis. - Developed new process to audit capital projects quarterly to better analyse long-term profitability. - Coordinated the expense planning process for operations, real estate and logistics for 135 stores. - Worked monthly with expense managers to ensure an on budget close.

Mba, Finance

Bba, International Business