Erin Farney Email & Phone Number

Arlington, Virginia, United States

Arlington, Virginia, United States

-Expanded role with dual reporting to Chief Revenue Officer and Chief Product Officer and oversight of shared Revenue and Product goals, objectives, key results, and major initiatives-Recommend and enable commercial strategy for new products, services, and capabilities launches-Plan and participate in quarterly executive team planning and ideation sessions in an internal consultant capacity-Continuation of full responsibilities from previous Revenue Strategy and Operations Lead role

Arlington, Virginia, United States

-Advised Sales, Account Management, Marketing, and Corporate Communications leaders to set and cascade goals and priorities and established and drove cross-functional initiatives -Developed, optimized, and scaled core business processes and capabilities in the following areas: revenue reporting and forecasting, proposal management, commercial tech stack deployment, commercial training programming, and overall department governance

Washington Dc-Baltimore Area

-Served as COO of the Provider West region, managing $350M+ in budged annual revenue and a $550M total contract value growth target -Partnered with General Manager (West region CEO) and matrix business leaders across Sales, Client Management, Product, Marketing, and other divisions to drive strategic and operational initiatives in support of client engagement, growth and profitability, and overall process optimization

Washington Dc-Baltimore Area

-Acted as deputy general manager to Sales VP for 7 strategic account territories representing 100 named provider accounts, providing leadership to growth teams through top-of-funnel pipeline generation campaign development and execution, growth KPI management, territory needs analyses, and direct management of BDR staff-Supported team achievement of 119% of annual $108M quota

Washington Dc-Baltimore Area

-Following OptumInsight's acquisition of Advisory Board, continued in pre-acquisition Associate Principal capacity (see below), with an expanded product and territory scope-Supported development of $100M+ sales pipeline and 20% contract value growth and architected over 20 customized "VIP Day" events for client health system executives

Washington, District Of Columbia, United States

-Served as a strategic partner to health system executives across a defined strategic account territory, mapping their organizational priorities to existing and new product solutions, driving issue resolution, and negotiating complex portfolios and master service agreements in support of retaining and expanding the revenue base

Washington, District Of Columbia, United States

-Promoted 4 times across 10 years, serving in roles ranging from Senior Account Manager (individual contributor) to Managing Director (team and product suite lead)-Managed up to $90M in renewal business and up to 15 direct reports across multiple best practice research and business intelligence SaaS products, consistently meeting or exceeding target renewal rates >85%-Led monthly revenue reviews with internal executive team and collaborated regularly with peer leaders across Client Success, Technical Services, Product Development, Legal, and Finance to inform and execute against program initiatives, GTM strategy, and product expansion/sunset plans-Negotiated the most critical renewals on behalf of the team

Washington, District Of Columbia, United States

-Held roles ranging from Research Associate (entry level individual contributor) to Research Manager (team lead) to Director (department head)-Led 25-person research department responsible for conducting short-answer primary and secondary research for strategic planning and marketing leaders at over 300 hospitals and health systems