Francine Allaire's Location
Greater Phoenix Area, United States, United States
Francine Allaire's Contact Details
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About Francine Allaire
Customer-centric, results-driven enterprise business leader with 20+ years of global B2B experience in revenue generating roles including customer success, account and sales management and strategic partnerships for high tech solutions, responsible for driving revenue and market growth, executing outcome-based strategies and developing, cultivating and managing profitable customer and partner relationships. 8+ years of sales and customer success leadership experience hiring and leading high-performing, remote teams. Global leadership and management experience. Dual Citizenship: Canadian and AmericanStructured and negotiated over $300M USD of competitive enterprise software/SaaS and IT solution sales and implementation/onboarding projects with enterprise customers in multiple industry verticals globally (including all the critical phases in the deal cycle: setting account/sale strategies, creating powerful business proposals/ROI, structuring win-win deals, and closing multi-year agreements).Acquired broad knowledge of the enterprise business applications portfolio working for software companies of the likes of Oracle, Ariba, and Icertis and management consulting organizations such as KPMG and CSC (now DXC Technology). Solutions include: CLM, Procurement, Sourcing, Supplier Network, Field Service, ERP, Supply Chain, Financials, Workforce Management, Financials, IT infrastructure and migrations from on-prem to cloud. Passionate about partnering with customers and committed to delivering on the customer promise, aligning account strategy with business outcomes leading to renewals, expansion and advocacy, directing key operations for monitoring and reporting on customer account health, providing visibility of priority issues across internal stakeholders, and continually improving the overall client experience.Revenue Growth | Strategic Partnerships | Complex Sales | New-business Sales | Customer AdvocacyRelationship Building | Customer Success Management | Alliance Management | C-Level InterfaceCross functional lead | Talent Development | Global Leadership | Player/Coach | Strategic Thinking
Francine Allaire's Current Company Details
Francine Allaire Work Experience Details
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Sap Gtm Lead, AmericasPricefxPhoenix, Az, Us
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Americas, Sap And Gsis Alliance LeaderPricefx Jul 2023 - PresentPfaffenhofen, DeResponsible for the partnership with SAP and GSIs in the Americas.
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Client Director - Strategic Sales | Account Management | Customer AdvocacyIcertis Aug 2021 - Jul 2023Bellevue, Wa, UsCultivate true partnership between Icertis and Customers. Client Partner, Trusted Advisor and Business Point of Contact with a portfolio of enterprise clients to lead adoption, business value realization and expansion.• Drive strategic initiatives and work with customers to create strategic plan for growth and expansion of intelligent application solutions to meet overall business goals and technical requirements• Responsible for driving investments by identifying up-sell and cross-sell opportunities for Icertis Contract Management and additional business applications• Develop and expand relationships within existing accounts and ensure customer expectations and obligations are fulfilled Contracts are a critical part of every enterprise and the foundation of commerce. Recognized by analysts as the clear industry leader and trusted by the world’s most iconic brands and disruptive innovators, ICERTIS pushes the boundaries of what’s possible with Contract Intelligence Management -
Principal Thought Leader - Customer SalesPractical Csm May 2021 - Apr 2023London, GbSelected by Practical CSM to be the Principal Thought-Leader - Customer Sales. Join me in the Success Hub where I will be discussing all things relating to my favorite topic: Customer Sales. -
Vice President, Sales And Customer Success, North AmericaNakisa Jun 2019 - Apr 2021Montreal, Quebec, CaPromoted to drive revenue (new-business sales, partner sales, customer sales) and growth strategy for North America. Managed remote account executives, partner sales managers, account managers and customer success managers. • Player/Coach - Negotiated and closed 3-year term contracts with strategic enterprise customers - ARR ranging from $115K - $650K receiving 2020 Top Sales Performer recognition • Exceeded customer sales goal by 30%, by driving adoption, delivering business outcomes, and demonstrating solution value at all levels from the customer champion to the C-suite• Improved customer health score by delivering value during the first 30-days of contract by implementing a new onboarding program and optimizing alignment and teamwork between the different customer-facing teams• Improved win rate by tweaking the sales process, retraining the sales team to target prospective customers that fit our ICPs,/buyer personas and uncovering challenges and needs that we could solve confidently, predictably and profitably• Developed a partner ecosystem of resellers, referral and implementation partners to support our GTM strategy and increased our reach to potential customers in specific industry verticals and geographies -
Global Vice President, Customer Success | 2018 Nakisa Mvp AwardNakisa Jun 2018 - May 2019Montreal, Quebec, CaPromoted to launch the first, company-wide, global customer success function, improve customer retention and increase customer sales • Recruited, coached, trained and led a high-performing team of remote enterprise customer success managers, closed $4M USD in (4) months in upsell and cross sell revenue. Average ARR $110K /year - negotiated 3-year term contracts • Boosted customer retention and advocacy by launching a Global High Touch Customer Success Community and Customer Programs including: user groups, expert community, portal, advocacy program incentives, advisory council, user conference and participation in the customer validation program - giving selected customers early access to product in return for providing product feedback prior to GA • Acted as the Executive Escalation Manager, improving time to resolution, providing visibility of priority issues across internal stakeholders, delivering on our SLAs and enhancing the customer experience • Nominated 2018 MVP of the Year for the successful global launch of the CSO and direct impact on retention/revenue
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Global Sales Director, Sap PartnershipNakisa Sep 2017 - Jun 2018Montreal, Quebec, CaHired to grow revenue and expand the partnership with SAP beyond the product and engineering teams • Achieved 529% revenue growth year-over-year by developing a growth GTM strategy, creating sales plays, and enabling SAP field sales teams (commercial and regulated industries) globally to identify, qualify opportunities, and generate massive number of SQLs• Generated pipeline of $60M in NA and $100M globally by adopting top-down engagement and alignment strategy developing and establishing broad senior-level relationships in each country, region, and at the field level• Partnered with SAP and Nakisa marketing and product teams to plan, design, and execute business development activities, marketing campaigns, and events directly impacting pipeline generation• Scoped Nakisa PS team in implementation projects led by the Big 4 (PwC, Deloitte, KPMG, E&Y) and second-tier SIs by providing direct access to the product, R&D and support teams, improving time to resolution and ensuring successful implementations
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Global Alliance Sales Director (Sap, Salesforce)Vendavo Jul 2015 - Sep 2017Denver, Colorado, UsHired to manage and expand the global partnership with SAP and launch the partnership with Salesforce• Increased pipeline by 42% year-over-year and drove new logo acquisition with SAP by adopting top-down engagement strategy and obtaining top management sponsorship into their respective countries or regions• Exceeded global revenue goal by 10% executing a growth GTM strategy, creating sales plays, and enabling global SAP sales teams to identify and qualify opportunities generating massive SQL numbers• Invited to participate and present at the SAP and Salesforce Quarterly Business Reviews by demonstrating value to sales teams and aligning market approach with revenue goals• Developed the GTM plan and Sales Playbooks with the ISV Salesforce team to address the white space opportunities in the lead to cash category and enabled the sales teams to position our solutions• Partnered with SAP, Salesforce and Vendavo marketing and product teams to plan, design and execute business development activities, marketing campaigns and host events greatly increasing pipeline movement -
Sap Alliance Sales Manager - AmericasClicksoftware Nov 2014 - Jun 2015Burlington, Ma, UsRecruited back to ClickSoftware to manage and expand the reseller relationship with SAP in North America• Increased pipeline by 3.5x year-over-year by adopting a top-down engagement strategy and getting sponsored by the managing directors in their respective regions • Exceeded revenue goals and accelerated pipeline generation by developing and establishing strategic relationships at all levels COOs, Country Managers, Managing Directors, Vice-Presidents, Lines of Business and Strategic Industry leaders• Developed an operating framework and GTM strategy to support a more predictable revenue growth• Partnered with SAP and ClickSoftware marketing and product teams to plan, design and execute business development activities, marketing campaigns and host events greatly increasing pipeline movement -
Regional Sales Manager (New Business & Account Management)Oracle Mar 2013 - Oct 2014Austin, Texas, UsRecruited back to Oracle to support the expansion and revenue growth of the ORS solution in NA• Increased pipeline by 3.5x in 9 months by leveraging key customer success stories, creating synergy with complementary product sales teams and developing joint commercial proposals to address market needs• Developed vertical offerings with key Systems Integrators to address the resources scheduling challenges of key industries • Created a GTM plan and strategy with selected Global Professional Services Firms and GSIs and jointly identified upsell and cross-sell opportunities, generating incremental revenue and accelerating sales• Partnered with the industry and marketing teams from Oracle and SIs to plan and execute business development activities, marketing campaigns, and events moving more prospects and raising brand awareness -
Sales Manager, Service OptimizationClicksoftware Feb 2012 - Feb 2013Burlington, Ma, UsHired for driving sales with SAP• Closed 4 deals of over $1M each with SAP in 10 months by creating prescriptive sales plays and partnering with SAP field sales teams (commercial and regulated industries) to identify, qualify and position solutions• Built a 4x pipeline in less than one (1) year by developing customized sales plays to penetrate strategic accounts and industry verticals, leveraging key customer success stories and hosting reference live and customer spotlight events• Partnered with SAP and ClickSoftware industry and marketing teams to plan and execute business development activities, marketing campaigns and host events greatly increase pipeline movement
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Strategic Advisor, ConsultantRevenue Acceleration Strategies Sep 2010 - Jan 2012Provided Strategic Consulting Advisory Services on building profitable partnerships, account development strategies and social media engagement strategy for growth for National Geographic, More Magazine, Day-Timer, Harlequin Publishing, and more.• Developed customized Alliance Lifecycle Handbook to strengthen Experian Marketing Service’s expertise in recruiting, developing, and managing profitable channel sales relationships and strategic partnerships• Hired by media and publishing companies to develop their social media engagement strategy
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Principal, Senior Business Development ManagerDxc Technology (Formerly Computer Sciences Corporation) Sep 2008 - Aug 2010Ashburn, Virginia, UsHired to grow the revenue through business development, marketing and go-to-market activities and strategies• Generated MQLs by executing campaigns, hosting events and developing joint account strategy with key strategic partners in the region SAP, Oracle, Google, IBM, VMware, Citrix, Microsoft, NetApp, and Guidance Software • Created sales opportunities by developing comprehensive account plans and mapping our offerings to each account’s most pressing challenges and demonstrating how DXC would uniquely address their challenges• Won a multi-year deal with ADP against the incumbent firm Phase 1 - $5 million - Top 10 sales deals -
Global Partner Sales Manager - Global System IntegratorsSun Microsystems Sep 2004 - Aug 2008Palo Alto, Ca, UsCharged by the leadership team to develop an effective GTM strategy and profitable joint offerings with the Global Systems Integrators to increase sales of server and storage units • Grew market share of server and storage units by 5% by designing and implementing a new business model to improve channel enablement and engagement• Created the strategy and methodology for developing a GSIs Partnering Capability Matrix to profitably select the right GSI partners for the development of joint offerings - specific to solutions, geographies and verticals• Increased sales with partners by 20% by building a global partner framework to select, develop and rollout joint offerings and go-to-market strategies with key GSIs and resellers• Rebuilt the Global Partner Sales Organization achieving global alignment and increasing sales with our partner community: resellers, ISVs and GSIs• Charged with developing partner-ready business propositions, content and campaigns to drive partner sales -
Acting Vice President Sales And AlliancesE-Nable Advantage Llc Nov 2001 - Oct 2004Provided Strategic Consulting Advisory Services on Sales and Marketing Strategies to a HRMS Software Provider, a BPO HR Outsourcer and a SaaS Procurement Software Vendor• Improved sales performance by redesigning the sales process and positioning strategy against stiff competition; resulting in reducing the sales cycle by 120 days and improving closing ratio by 33% • Reorganized the sales organization, optimized overall margin and cut operating costs by 35% by consolidating four sales regions into two and eliminating non-revenue generating positions• Reversed declining membership sales and exceeded first-year revenue by 28% by transitioning from a transaction model to a solution-based model
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Global Director MarketplacesSap Ariba Jun 2000 - Oct 2001Waldorf, DeHired to build B2B marketplaces in financial services, telecommunications, media and entertainment verticals worldwide and selling procurement and sourcing software to financial services• Closed $6.7M in software license (110% of license quota) and $10M in consulting services by creating a cross-industry Corporate Real Estate Marketplace. Partners included: IBM, Arthur Andersen, Bank of America and Charles Schwab• Recovered alliance with American Express and negotiated a revenue sharing agreement; resulting in recurring revenue to Ariba of between $1M to $2M annually -
Senior ManagerBearingpoint Sep 1999 - Apr 2000Amsterdam, NlHired to lead the newly formed alliance between KPMG and Cisco and create business development and revenue opportunities with telecom carriers for the configure-to-fit architecture (OSS/BSS) and software solutions• Played a key role in positioning Cisco in major telecom players namely: BellSouth, Verizon, US West and AT&T• Increased revenue and decreased go-to-market cycle time by training 800+professionals in positioning and selling business value as well as technical superiority• Positioned the strategic alliance at the executives, product, marketing and sales management levels within both companies, improving the chance of success of the alliance within two culturally dissimilar companies -
National Application Sales Manager, Global Communications Business UnitOracle Jan 1995 - Sep 1999Austin, Texas, UsHired to recruit, rebuild and lead a 38-person national team responsible for selling Oracle applications in the communications industry vertical• Grew the business unit by 349% and boosted annual revenue by $55.9M (to $88M) by improving the direct sales process and by building an indirect sales channel with IT consulting firms, global systems integrators and VARs - at zero additional costs to Oracle• Generated $32.5M in revenue within nine months representing 147% of an annual quota of $22M • Closed first international win for Oracle against incumbent SAP -representing $10M in software license and $20M in consulting services• Earned stock options in 1998 and 1999 for exceptional performance and ranked as top sales producer (earned President’s Club Award in 1996, 1997and 1998)
Francine Allaire Skills
Leadership
Customer Experience
Solution Selling
Product Marketing
Diversity And Inclusion
Social Media
Strategic Partnerships
Salesforce.com
B2b
Business
Sales
Channel Partners
Customer Retention
Start Ups
Sales Operations
Business Development
Communication
Telecommunications
Negotiation
Team Leadership
Sales Enablement
Lead Generation
Strategy
Sales Management
Demand Generation
Oral Communication
Program Management
Marketing
New Business Development
Cross Functional Team Leadership
Leading Complex Sales Cycles
Go To Market Strategy
Leading Cross Functional Teams
Enterprise Software
International Experience
Contract Negotiation
Business Alliances
Multi Channel Marketing
Customer Acquisition
Saas
Business Strategy
Management
Strategic Alliances
Mobile Devices
C Level Executive Presence
Cloud Computing
Crm
Francine Allaire Education Details
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Ucla Anderson School Of ManagementGeneral -
CaltechCertificate (In Progress)
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University Of San FranciscoAdvanced Social Media Strategies
Frequently Asked Questions about Francine Allaire
What company does Francine Allaire work for?
Francine Allaire works for Pricefx
What is Francine Allaire's role at the current company?
Francine Allaire's current role is SAP GTM Lead, Americas.
What is Francine Allaire's email address?
Francine Allaire's email address is fr****@****tis.com
What is Francine Allaire's direct phone number?
Francine Allaire's direct phone number is +194937*****
What schools did Francine Allaire attend?
Francine Allaire attended Ucla Anderson School Of Management, Caltech, University Of San Francisco.
What skills is Francine Allaire known for?
Francine Allaire has skills like Leadership, Customer Experience, Solution Selling, Product Marketing, Diversity And Inclusion, Social Media, Strategic Partnerships, Salesforce.com, B2b, Business, Sales, Channel Partners.
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