Barbara White Email & Phone Number

Chicago, Il, Us

Dublin 2, Ie

Responsible for developing, managing, leveraging and driving the performance of data and analytics alliance portfolio. • Aligns sales teams to ensure joint collaboration throughout the sales cycle by providing pricing and alliance support materials; resulting in a 22% YOY annual sales growth of $55M. Identifies and qualifies joint opportunities for strategic target accounts. Once qualified, monitors progression of opportunities throughout sales cycle.• Solution selling inside complex, relationship oriented Fortune 100 accounts, leveraging strategic relationships with C-level executives.• Collaborates with Executive Sponsor to define business objectives and metrics associated with alliance partners. Report on-going progress of relationship – monthly to regional leadership and quarterly to global leadership.• Showcases differentiating GTM solutions and thought leadership with strategic client accounts in partnership with our third party alliance partners. • Designs and executes internal alliance enablement programs to support and enable sales and delivery organizations in sales advancement, offering development and campaign execution initiatives.• Executes global master alliance agreements. Negotiates positive commercial terms in agreements and executes NDAs to support discussions with emerging technologies. • Educates the practice on technology solution advancements via a series of external and internal webinars and awareness sessions. Hosts multiple annual conferences showcasing thought leadership.• Manages multiple Alliance Partner and User Conference events showcasing innovation and thought leadership in the marketplace, includes contract negotiation, managing executive leadership meetings to explore differentiating GTM areas, facilitation of client meetings and driving client participation at co-sponsored events, and working with Legal and Marketing on creation of presentations, speaking notes, marketing collateral and branding presence.

Dublin 2, Ie

Responsible for developing, managing, leveraging and driving performance of the analytics alliance ecosystem by executing agreements, creating relationship maps and managing expectations with vendors. Drove the execution of the analytics sales program strategy, various sales opportunities and campaigns.• Managed key alliance relationships. Global sales increased 124% and pipeline 21%.• Responsible for accurately reporting the monthly analysis of analytics sales and pipeline data. To streamline this process, created the monthly analytics sales pipeline and reporting package. After the first year of its launch, able to accurately track total global sales and pipeline; which allowed our sales organization to be better prepared to deliver skilled resources and support the sales opportunity. • Created analytics alliance strategy, mobilization and governance model.• Provided alliance thought leadership to internal leadership, sales and marketing teams.

Dublin 2, Ie

Responsible for collaborating and supporting the Avanade alliance services and engagement teams in working effectively with third parties.• Identified new alliance opportunities through the mining of Avanade’s CRM system. Researched opportunities to qualify potential leads and shared intel with the sales team to pursue opportunities.• Managed bi-monthly metrics achievement reporting for Avanade Executive Leadership team.• Created and managed sales and alliance support materials on Avanade Alliances Solutions Portal.• Supported client services team by ensuring accuracy of financial reporting. • Managed market development funds to enable Avanade to develop solution capabilities and better serve clients.

Dublin 2, Ie

Responsible for managing the execution of the annual Senior Executive Performance Management process. Subject matter expert for HR processes, tools, policies and procedures.• Designed and implemented improvements to the global performance management processes, associated tools and communication strategy.• Reviewed the results of the senior executive global performance management process to ensure accuracy.• Reported the confidential senior executive annual performance results to appropriate HR leaders.• Responsible for highly confidential corporate data.

Dublin 2, Ie

Responsible for developing and delivering tools and processes to increase productivity of Accenture alliance relationship directors so they could focus on opportunities closing deals.• Program manager for Technology Alliances Relationship Directors. Responsible for delivering service level agreements covering pipeline management, identification of opportunities, and knowledge management. Managed sales transactions with third-party relationship providers.• Recognized as expert and first point of contact for the rollout of the Accenture Alliance Sales Campaign Management Tool to 250+ alliance professionals. Tasks included user testing feedback, testing of beta design, rollout/training of beta version, creation of security profiles, training documentation, reporting capabilities; tracking of SIRs; maintenance of tool. • Managed newly formed global shared services virtual team. Developed and trained team on alliance best practices; continuous process improvement and developed new tools/best practices to drive value. Established and delivered service level agreements with 50+ global directors, focusing on sales and pipeline management and reporting.

Responsible for driving and enabling business development, sales and delivery of solutions and offerings that leverage third-party technology providers’ products and services.• Managed opportunistic third-party alliance relationships, tracking sales and pipeline opportunities which drove over $776M in net revenues from 2002 to 2004. • Developed and managed Market Development Funds (MDF) program. Monitored budget and approved disbursements of funds to use for training, demo/development equipment and funding of marketing events.• Led marketing activities; including design and development of collateral, sponsorship and presentations at conferences and demonstrations.

Dublin 2, Ie

Responsible for administrative and secretarial support for 12+ senior executives.• Researched and created content for client presentations. • Planned and facilitated an annual 2-day Global Alliance Management Training Workshop. Over 250+ participants attended.• Assisted Human Resources staffing director with engagement staffing needs.