Dawn Howard Email and Phone Number

• Manage relationships with enterprise customers to uncover expansion opportunities using value/solution selling methodologies • Collaborate with sales engineers and solutions consultants to recommend best solutions to customers • Territory and account planning to maximize effort and achieve goals • Effectively manage and communicate with accounts, opportunities and contacts using Salesforce and SalesLoft

• Facilitated all aspects of Deal Desk bringing together leaders from around the organization to optimize deal review and price to win • Managed team of quote specialists and pricing analysts handling a high volume and often complex deal structures • Analyzed price proposals, financial reports, and win/loss data to determine reasonable adjustments to pricing model and pricing tiers • Participated in cross-functional team tasked with pricing review of all SKUs for adherence to 606 accounting rules and establishment of custom pricing programs for customers where warranted

• Created Deal Desk review process and led bi-weekly deal reviews with cross-functional leadership team responsible for winning deals faster and renewing/retaining existing customer business • Updated sales process and redefined sales stages to promote transition from transactional to consultative sales environment • Implemented sales pipeline validation scoring metrics leading to improved confidence in sales forecasting and advise sales leadership on pipeline trends and vulnerabilities • Trained and coached sales executives on company standards and assisted in navigating approvals for non-standard deals including deal structure and pricing challenges • Managed team of Sales Analysts analyzing Salesforce data related to individual sellers and teams pipeline, forecasting accuracy and quota attainment

• Led team of attorneys and paralegals negotiating high volume of sales contracts resulting in improved closing timelines and reduced risk • Responsible for increasing customer acceptance of standard terms through streamlined contracts, embedded contract links, and adoption of electronic signature • Established database to track contract terms and adherence to standard terms • Implemented document management system and electronic signature process including creation of RFP, beta testing, vendor selection, and training