Specialized in large, complex software licensing activities with Fortune 500 customers and channel partners. Optimized business and financial objectives against a pipeline of sales opportunities.• Managed over 100 software licensing deals for SaaS and on-premise enterprise software through negotiation of commercial terms, pricing, financial analysis, contract management, and leadership approvals.• Closely collaborated with sales, legal, finance, and business stakeholders to close deals contributing over $51M in bookings and revenue in the FY24 period.• Drove incremental revenue and solution “stickiness” on ~60% of software deals through bundled professional services for software deployment and managed services.• Developed financial models to analyze pricing, margin, and revenue contribution. Coached and taught modeling best practices and skills within the team.

Subject matter expert on Nuance’s Digital Engagement Platform (NDEP), an AI-powered omnichannel customer service platform.• Led and supported numerous sales opportunities for financial services, logistics, and retail accounts from initial qualification through deal negotiation and closure.• Closed $8-12M annually in net new bookings over the last three years from top strategic Nuance Enterprise accounts such as USAA, Fidelity, FedEx, UPS, VF Corp, Wells Fargo, Bank of America, and TD Ameritrade.• Delivered 120-150% bookings performance against annual sales quota for three consecutive years. Awarded twice as a top quarterly sales producer within Sales Engineering organization.• Delivered over 100 customer-facing digital sales presentations and live demonstrations annually to drive sales activity, explain the Nuance value proposition, and showcase NDEP functionality.

Sales specialist/overlay for Nuance “Nina” virtual assistant platform and TouchCommerce live chat.• Developed Nina digital virtual assistant sales opportunities through sales prospecting and account development in Central US and Mexico. Supported 8-12 account execs annually spanning a wide variety of verticals (financial, retail, government, travel, healthcare/PBM, and insurance).• Closed $3-5M annually in net new bookings for Nuance.• Worked with Legal and Deal Desk partners to develop contract drafts, pricing models, deal valuations, and financial forecasts to support deal negotiation and closure.

Led team of 5 professionals that managed over 50 strategic partnerships contributing embedded software and services worth $70-100M/yr for Motorola's handsets and accessories. Scope included market development, technology assessment, supplier development, procurement, software licensing and subsequent cost reductions.• Delivered innovative and market leading software features that shipped on over 40M Android smartphones through synergistic partnerships with global technology brands such as Adobe, Dolby, HP, Nuance, Polycom, Nero and Avaya.• Drove third party selection and decision process for new technologies in audio, image capture, content streaming, wireless printing, video chat, and device analytics.• Saved $15M-40M/yr in software product costs through competitive design awards and contract renegotiations.• Facilitated efficient and deep relationships for partners by centrally managing all aspects of the account: C-level executive interactions, project status meetings, quarterly reviews, royalties and new business development.

Managed suppliers and business operations for a $40M portfolio of software businesses focusing on turn-by-turn navigation, content sync for mobile phones and other digital solutions. • Negotiated 30% cost savings and eliminated problematic contract terms with sole-source map data supplier by using a collaborative negotiation style and leveraging new business opportunities.• Realized quarter on quarter improvements of 10-45% in supplier quality and on time delivery by implementing performance scorecards and regular ops reviews. • Supported launch of industry leading VIAMOTO navigation platform with 2 new customers by training third party call center and helping call volume ramp from 10k to 35k per week.

Reporting to group CVP, launched and managed 10 continuous improvement initiatives driving productivity, software quality and on-time delivery across a global software development organization of 400 people.• Achieved productivity savings of $1.2M/yr by eliminating ineffective software test cases from testing suites and driving automation of manually performed tests.• Reduced the impact of late and changing software requirements on software deliveries by enhancing the front end software planning process and improving requirements definition.• Improved phone performance and responsiveness by 5-35% for common tasks (e.g. image capture) by developing a set of metrics, collecting data and driving system optimization.• Influenced resource-constrained software development teams to invest staff and effort to pursue continuous improvement opportunities.

Recruited to improve financial and operational performance of struggling internal business that provided quick-turn cellular phone components and services to internal engineering teams. Managed financial P&L and team of 30 employees across 2 shifts.• Grew revenues by 27% in first year to $6.1M by pro-actively marketing organizational capabilities and benefits to internal customer base.• Eliminated 2-4 weeks in product design cycles by launching and optimizing new prototyping services in injection mold manufacture, computer-aided part verification and 3D printing.• Reduced late deliveries by 10-15% across all prototyping services by introducing new IT system for job scheduling and developing outsourcing strategies for overflow work.• Improved cost transparency and predictability for customers, a key pain point, by replacing time and material cost model with fixed bid cost model.