Christine Malcolm, Mba Email and Phone Number

• Awarded promotion based on outstanding performance.• Drove $53M in digitally influenced revenue for global SMB sales teams.• Established best practices and framework for Digital GTM strategy for all SMB international sales teams (UK/EMEA, ANZ, Canada), US Mid-Market sales teams, and Global Business Development teams.• Spearheaded key initiatives that produce shorter sales cycles and consistent revenue growth by enabling sellers with digital tools that generate a positive, personalized, and value-centered customer experience and increased customer satisfaction rates. • Track generated revenue using Microsoft Power BI and monitor sales representatives’ activities to identify new opportunities that drive business and revenue growth.• Champion special projects on Digital Presales team including the creation of team SharePoint site that is distributed across SAP. • Create and edit compelling product demo videos for buyer enablement, and support Digital Presales team in the process of creating messages to their stakeholders by providing templates and talk tracks.• Provide quarterly updates regarding the results driven by the execution of digital sales strategies and projects to the executive leaders while maintaining their active and visible sponsorship.

• Executed strategic initiatives focused on shortening the sales cycles while keeping consistent revenue growth.• Created new opportunities for Partner Enablement using microsites and personalized landing pages that increased partner knowledge of SAP Concur while strengthening business relationships and driving additional pipeline into SAP Concur business. • Created and edited product demo videos for buyers to encourage critical and informed buying tasks.

• Drove value by thoroughly analyzing customers’ needs, identifying how the SAP Concur platform could help them in the most optimized way.• As a subject-matter-expert provided high-level consultation in technical issues, products, travel, expenses, and invoice platform.• Supported the Mid-Atlantic sales team ensuring alignment with set goals and providing constant support.

• Created content and defined target audiences in collaboration with the Marketing and Sales departments, and facilitated in-person presentations for SMB events until COVID hit.• Seamlessly transitioned from in-person presentations to a virtual environment, and partnered with Sales, Marketing, FSI, Business Development, and Distribution teams to develop strategies and targeted presentations for lead generation events that drove $85M pipeline.• Facilitated thought leadership and high-level product presentations that clearly articulated the value of SAP Concur solutions.

• Facilitated value-centered demonstrations focused on clients’ acquisition that led to increased conversions closing Q3 108% to plan.• Provided expert consultation regarding technical, product, travel, expense, and invoice platform questions/ and concerns.• Supported the PA-Ohio sales team.

• Closed first deal worth $138K within five months of receiving territory, and proactively and strategically partnered with the community to drive business within a D/NN territory.• Supported large enterprise accounts with $1B+ in revenue across retail, CPG, wholesale, travel/hospitality, sports & entertainment, and professional services industries within the Customer Engagement and Commerce (CEC) line of business.• Directed account planning session that included five AE’s and five extended VAT team members.• Led and organized customer business briefing event in collaboration with Marketing and Retail teams.

The SAP Sales Academy is a world class nine month training program with two – six week classroom based training sessions along with on the job training and shadowing throughout the nine months. With successful completion of this program, I will become a quota carrying Sales Executive.• Selected out of 10,000 applicants globally for 110 sales positions • Successfully completed nine month immersive sales training program that included field and in-classroom experience• Tied for second place in Academy One SAP group presentation

New Hire Training Coordinator:• Successfully recruited and trained new talent that increase net sales on monthly basis by 110% of target• Created training activities for new employees to help with product knowledge and procedures to lessen ramp-up time to becoming productive sales team membersProcess Improvement:• Identified processes and procedures that increased productivity of tasks and resulted in decreased loss prevention issues, allowing team to work as a unit• Optimized process for monthly product changes without incurring overtime chargesProject Management:• Responsible for accurately managing inventory for $2.5M business• Conducted business reviews with multi-managers to introduce our core customer base• Clearly communicated to staff at all levels expectations of the business and a plan to achieve set goals

-Individual sales of $115K contributed to 35% increase of store revenue from LY-Exceeded store metrics by 8% for fiscal year, ranked in #2 spot of 10 person team-Contributed 15% of sales on a monthly basis-Ranked #1 for lowest return rate percentage of management staff, resulting from long term customers generating repeat business-Created Excel macros to track and enhance sales associates productivity-Enhanced drilldowns of merchandise reports to provide recommendations to buyers on merchandise selection-Successfully recruited and trained new talent that increase net sales on monthly basis by 110% of target-Created training activities for new employees to help with product knowledge and procedures to lessen ramp-up time to becoming productive sales team members-Optimized processes for monthly product changes without incurring overtime charges-Conducted business reviews with multi-managers to introduce our core customer base-Clearly communicated with staff at all levels the expectations of the business and a plan to achieve set goals

-Effectively collaborated in team environment, while consistently achieving and exceeded goals by 14%-Developed predictive customer behavior techniques to create cross and upsell opportunities resulting in quota over attainment-Identified processes and procedures that increased productivity of tasks and resulted in decreased loss prevention issues, allowing the team to work as a unit-Constantly recognized by management for volunteering to go above and beyond without needing to and taking on a leadership role