Emily Deluca Email & Phone Number

Framingham, Ma

Portsmouth, New Hampshire

Cambridge, Ma

Bedford, Ma

• Responsible for the Aveksa Services Sales business within RSA post acquisition to transition and align the business with existing RSA processes and procedures• Act as the key conduit between RSA/Aveksa Field Sales, Services, Finance, Legal, Operations, and the Aveksa Services Practice• Drive complex Aveksa Services sales cycles to maintain a consistent over achievement of established quarterly bookings goals• Manage all aspects of Aveksa services sales process, including scoping customer requirements, writing statements of works, negotiating SOW’s, forecasting and managing sales pipeline

Waltham, Ma

• Responsible for developing and implementing the Cloud Operations function for Aveksa's newly launched Identity and Access Management SaaS offering.

Framingham, Ma

Customer relationship management for all Professional Services related activities within New England’s largest enterprise accounts. Partnered with sales to consistently achieve or exceed quarterly bookings and revenue targets for the territory. Managed all aspects of multiple related projects to ensure the overall program was closely aligned to and directly supported the achievement of customer and CA’s strategic objectives. Managed a portfolio of customer initiatives spanning multiple lines of business and strategic partners. Collaboratively developed roadmaps for customer success.

Framingham, Ma

Exceeded quarterly and annual quotas for services new contract bookings ($11 million annual bookings). Directed sales and business development activities for Services in support of CA’s Infrastructure Management, Application Management and Workload Automation Software. Developed comprehensive proposals by selling holistic packages of services and training to meet the unique needs of customers by understanding their businss problems and determining the optimal software solution. Established and maintained strong working relationships with CA’s account management team and at the executive-level within CA’s customer base. Monitored and managed implementation progress and customer satisfaction with Pre-Sales, Sales, Implementation Team, Technical Support and/or 3rd party organizations.

Increased annual revenue from $2 million to $6.5 million for Professional Services by managing resources to meet quarterly revenue targets. Maintained established billable utilization rates for all consultants globally. Established and managed partner relationships, negotiated rates and budgets, and assigned partners to billable engagements. Managed global delivery team implementing eHealth services solutions worldwide. Qualifed and defined technical specifications for Statements of Work to meet internal service level agreements.

Responsible for the successful design, customization, and implementation of client/server front-end systems. Built and led implementation teams consisting of software engineers, services consultants and partners. Managed over 4 million in project revenue dollars. Facilitated negotiations with third party vendors to ensure seamless integration of systems, building on established solid relationships. Identified project risks and defined mitigation plans with contingencies to minimize impact. Maintained and grew key customer relationships at all levels of management. Collaborated with engineering, marketing and installation resources to create custom contracts. Revised corporate standard milestone payment schedules to align with installation schedule, resulting in improved revenue tracking and forcasting. Developed standard guidelines for installation labor time for all possible system configurations. Instituted billable travel time policy increasing revenues by 20%.