Michelle Armstrong Email & Phone Number

Orlando, Florida, United States

Business Partner to SVP of Sales. Leading a high performance team of finance managers to business partner across 3 sales territories (13 states). Providing special deal support and financial insights for executive reporting and forecasts. Quota Setting and allocation to sales territories.• Spearheaded and rolled out a process for special deals taking requests out of email into a trackable systemized process to manage workload and approvals. Improving efficiency and for the first time being able to provide insights back to executive leadership on market reactions to pricing. Enabling faster responses to customers. Led the tool development by collaborating across teams and gaining stakeholder buy in. Led testing, pilot, training and roll out of the project. Received CEO Standing Ovation award.• Working closely with Bids and Contract and sales support reps for specialized Proposals and RFPs to ensure offer compliance and priced to win.• Pipeline Management on salesforce. Provided reporting for KPIs on pipeline growth by account executive and product segment, pipeline coverage, risk for each sales territory. Preparing ad-hoc data analysis when needed to meet sales campaign reporting. Utilizing standard dashboards when able and drilling into the data.• Preparing general guidance for sales to publish on Highspot.• Advise on quota & compensation plan designs to drive go to market strategy behaviors and outcomes.• Provide support for Sales leadership on territory planning.• Quarterly Forecasts and executive Quarterly business review presentation support to sales leaders.• Reporting on performance against market model. Led project to automate report onto a standard dashboard.• Leading continuous improvement projects within my team, achievements include automation, sales guidance docs and brainstorming other efficiency projects.

Orlando, Florida Area

Business Partnering with sales teams across Southwest region. Responsible for budget, financial forecasts, deal analysis and incentive compensation. Leading a team of analysts.• Drove market driven special deal pricing to assist Sales worth $284m with a market share 59% for Depart. Education state adoption of ELA materials. Successfully implemented a $26.6m large custom deal.• Strategized and executed sales campaign ESOL learners to drive an additional $4m in revenue.• Provided analysis to assist RVP in strategizing territories at risk not to make go to market sales target.• Worked with contract and bids team on RFPs.

Orlando, Florida, Usa

Leading investor reporting and audits of the financial statements and inventory, reporting to the Vice President Finance. Management of cost accountant responsible for $18m inventory.• Reporting and Analysis on the investor funding deals for the CEO. Pro-actively manage aged items by communication with the shipping department for status on estimated delivery. Valuation of cash flow impact. Governing compliance to the agreement clauses. Delivering reports within tight deadlines.• Executed investor audits. Coordinating data requests by assigning action owners and deadline. Approved action owner’s submissions to independent auditors ensuring complete and accurate data.• Improved sales commission processing time by 3 days by automation. Addressing related commissions queries to resolution.• Assisting finance vice president with financial statements, ad-hoc analysis, payroll and intercompany accounting.• Provided leadership to cost accountant to investigate and identify $72k per annum freight bill back to vendor.• Empowered cost accountant to collaborate with IT to resolve inventory cost average inconsistencies resulting in improved accuracy and reduction in cost accounting corrections.

Bracknell. Berkshire, Uk

Responsible for outsourcing customer contracts across Europe reporting to Services Financial Director, advising senior executives internally and within client.• Enabled executive understanding of commercial challenges on BSF client contract by rebuilding P&L, forecast, budget, preparing and presenting contract executive briefing pack. • Identified $1M of missing invoices and resolution of $2M debt by completing complete reconciliation of all client invoicing and assisting customer on process issues.• Resolved partner delivery dissatisfaction by identifying and resolving issues in accounts payable process.• Improved the audit process by leading team to complete full documentation of contract financial processes.• Transitioned newly signed contracts into delivery by setting up a governance process with senior executives, sales team and with clients which enabled business plan performance to be tracked.• Understood contract T&Cs and delivery model to determine appropriate accounting treatment for new client contracts• Identified financial close journals and prepared audit evidence for journal booking and approval.• Approved client invoices ensuring accuracy and acted as focal point for clients.• Ensured delivery team has client sign off for projects and time entry is accurate.• Managed the budget and forecast to actual variance reportinng to be delivered quickly by designing a template which consolidated team analysis for contract portfolio valued at $100M per annum.• Participated in commercial negotiations to assess outsourcing of client contract, by providing analysis and financial risk assessments.

London & Farnborough, Uk

Member of the senior management team to make key decisions and lead commercial management. Managed financial and governance model across Europe. Close interaction with senior executives and within client.• Controlled profit and loss account, close, forecast, budget, account receivable and payable for account $13.8M per annum and analyzing variance to business plan and forecast.• Managed EMEA Debt and improved Days Sales Outstanding from target by 10 days.• Designed and implemented a governance model in line with corporate procedures and client governance by effectively collaborating with client. Gained customer acceptance for the design and delivery invoice process which involved producing sample invoices and backup reports. Ensured data inputs can be delivered.• Measured profitability of Request for Services business of $0.1m per annum and managed improvement actions.• Improved revenue driver by leading service management function to resolve consumption reporting issues.• Managed Audit readiness and operational metrics KPIs. Ensured compliance with audit procedures.• Provided Risk and Issue management and identification (customer and internally owned).• Negotiated and drafted Contract Changes with customer, managing scope increases and requesting pricing approval for proposals. Provided legal advice with interlock to IBM legal department when necessary.• Managed, negotiated and built a productive relationship with customer contracts manager.• Presented to customer senior executives the monthly commercial reporting pack.• Communicated contract business results with internal customers and served as focal point with other departments such as Accounting, Accounts receivable, Quality Assurance and Sector Risk Management.• Oversaw the completion of deliverables $0.4m revenue by ensuring delivery team had sign off by the client.

Implement new financial management process and governance model for 10 ITS complex contracts. Team Lead for Commercial analysts managing financial close, forecasts and budgets.• Gained buy-in from stakeholders by individual 1-1’s explaining the personal gains from utilising the CM hub.• Balancing internal customer’s demands whilst building business relationships.• Implemented Forecast process for 10 ITS contracts, Revenue $49m per annum.• Managed three analysts to run the Commercial Management hub successfully.• Improved Quality Assurance rating on MAB contract from C to B. Evaluated contract P&L for missing cost during contract re-negotiations.• Presented commercial education to all ITS project managers.

Working on 3 customer contracts in succession, acheivements include:• Compiled Business Case which enabled recognition of $1.1m revenue for yearend by presenting evidence for installation of WAN and Wifi sites.• Ensured HW followed export rules and recovered $1m cost.• Worked closely with lawyers over termination of account.• Automated Buy back calculation on account which improved accuracy of accounting provision and forecasting of provision.• Worked with customer operations manager and finance manager to resolve an invoice that was 8.5 months outstanding and was causing customer dissatisfaction and ability for IBM to recover invoices on time. This involved escalating with IBM procurement and accounts payable.• Analysed Headcount to assist in off shoring to India initiative and calculating savings from off shoring• Analysed resource tool and advised delivery executive of necessary corrections for resource demand

Reporting to F&P Manager responsible for annual expenditure of $55m with finance advisory role to department managers.• Enabled Div 61 budget owners to understand cost drivers in forecast to meet tough financial challenges.• Worked closely with US corporate finance to improve accuracy of forecast reporting through Essbase• Set up and managed the EU Grant process by working closely with Treasury, EU co-ordinator in Belgium, external EU partners and SWG senior managers.

Finance advisory and support role to Business development managers responsible for annual expenditure of $140million.• Project reporting – enabled manager to track against key performance indicators• Management Reporting - Provided senior management with high level monthly forecast by presenting at management review meeting, performed impairment tests• Joint Venture – Presented reports to Joint Venture partners at operator’s board committee.

Responsibility for annual expenditure of $25 million and reporting directly to finance controller. Finance advisory role to exploration manager.• Prepared up to date cost forecasts for management on exploration well during drilling phase.• Controlled project expenditure and produced exploration accounts.• Produced and submitted accurate management P&L accounts on timely basis to corporate accounting.

• Enabled deadlines to be met by creating, planning and implementing procedures whilst liaising with inter company affiliates across Europe.• Submitted VAT returns on a timely basis, this involved working with SAP consultants to set up the newly implemented system and correcting coding on invoices and filing returns.

Chartered Accountant, Qualified Fellow Member - Cpa Equivalent, Accounting Professional, Chartered

First Time Passes

Bsc. (Hons) Mathematics & Statistics, Mathematics

Education record