Howard Willis Email & Phone Number

Reading, United Kingdom

Following OpenText's acquisition of HP Software, I am responsible for Deal Desk for OpenText's Digital Experience (DX) business for EMEA. This includes:- Customer Communications Management (CCM); document creation and customisation software- Digital Experience Management (DXM); Digital Asset Management, Marketing Optimization, Voice of theCustomer, Web Content Management, and Workforce Optimization. DXM business include SaaS and Cloud transactions.Similar to my Deal Desk role in HP, I assist Sales in structuring their deals to maximise revenue for OpenText. Specifically;• Act as a business partner to the field sales and business development teams selling OpenText CEM Software products by proactively and creatively helping them structure and analyze complex deals. This requires an in-depth evaluation of multiple factors to maximize revenue yield and limit economic exposure to the company.• Participate in strategic opportunity planning and customer contract negotiations as required, including speaking to the Customers deal representatives: Senior Legal, IT and Project Managers. • Exercise significant independent judgment and business acumen within the broadly defined Deal Desk policies and practices to determine best method for achieving those objectives. • Manage the review by Subject Matter Experts (SME) of significant non-standard legacy sales contracts and the special terms in pending contract amendments for compliance with OpenText Software revenue recognition policies based on the provisions of SAB 104, EITF 00-21, SOP 97-2 and SOP 98-9.• Knowledgeably discuss and defend revenue recognition guidance provided by SME concerning current and legacy contracts with the sales and contracts organization. • Work with Sales and the Legal organizations on contract negotiations and deal strategies.• Deal structuring on Enterprise Licence Agreements (ELA) - Explaining to both Sales and Customers the benefits of such deal structures.

Reading, Uk

Assist Sales in structuring their deals to maximise revenue for HP. Specifically;• Act as a business partner to the field sales and business development teams selling HP Enterprise Software products by proactively and creatively helping them structure and analyze complex deals. This requires an in-depth evaluation of multiple factors to maximize revenue yield and limit economic exposure to the company. • Participate in strategic opportunity planning and customer contract negotiations as required, including speaking to the Customers deal representatives: Senior Legal, IT and Project Managers. • Exercise significant independent judgment and business acumen within the broadly defined Deal Desk policies and practices to determine best method for achieving those objectives. • Manage the review by Subject Matter Experts (SME) of significant non-standard legacy sales contracts and the special terms in pending contract amendments for compliance with HP Software revenue recognition policies based on the provisions of SAB 104, EITF 00-21, SOP 97-2 and SOP 98-9. • Knowledgeably discuss and defend revenue recognition guidance provided by SME concerning current and legacy contracts with the sales and contracts organization. • Work with the sales and the contract organizations on contract negotiations and strategies. • Deal structuring on Enterprise software agreements• Assisted in implementing new software businesses into HP: HP Exstream, HP Hi-Flex, HP Marketing Optimization, HP Workforce Optimization.Ensuring deal documentation is written according to the product set and Sales models. Training all Sales and Operations in US GAAP revenue recognition and how to use Deal Desk to assist in deals & the deal review process.

Bracknell, Uk

Specialising in software revenue recognition as applicable to HP, supporting HP EMEA. Responsible for HP's training on software revenue recognition across EMEA. Produced a 150 page PowerPoint presentation on most aspects of revenue recognition, used by HP World-Wide for training and reference purposes.Specific core functions:• Provide upfront revenue recognition consultancy/support on multiple element deals to EMEA business groups & Revenue Champions • Supporting HP software EMEA finance team• Provide technical expertise in assessing whether 97-2/00-21 is applicable to different business models in multiple element arrangements• Provide/Co-ordinate software revenue recognition training/policy updates to business groups/operations & Revenue Champions• Supporting Revenue recognition deal compliance for Non standard deals above regional/country thresholds• Manage Revenue Recognition deal review control for HP (Software, Hardware, Financing, Consulting) across EMEA, ensuring all HP businesses deals above threshold of $5m are reviewed and signed off for the quarter by EMEA Controllership (up to WW Revenue Director) with Revenue Champions• Manage with Head of GRRO (WW Revenue Director) deal review process for EMEA GRRO.• Provide guidance/approval for FV/VSOE studies for business groups on semi-annual basis. Implemented & Managed VSOE model for HP Software.• Validating/approving new business models for revenue recognition

Camberley, Uk

Managed a team of Revenue Accountants and Commissions Accountants covering EMEA. Ensured accurate reporting of revenue including new licence revenue >$100m per annum and commissions circa 100 Sales people across EMEA. Assisted Sales in deal construction and managed Sales commissions plans.Core Functions:• Manage 2 EMEA Revenue Accountants & EMEA Commissions Manager and Assistant• Ensure bookings and revenue accounting in General Ledger is completed in accordance with booking policy• Obtain updates from Corporate and determine revenue recognition for new products or changes in policy • Review of orders across EMEA in accordance with Mercury Revenue Policies and Guidelines, and US GAAP SOP97-2 requirements• Review revenue reconciliations of all General Revenue Accounts for both Profit and Loss and Balance Sheet• Review Backlog roll out analysis and Backlog reconciliations for EMEA HQ• Review close pack analysis of revenue used for call updates with Corporate• Management of Deferred Revenue Accounting Process in EMEA• Led VSOE study for EMEA completing UK and advise/support studies in Germany, France, Benelux & Nordics• Review Bookings and Billings report for accuracy including special attention to term deals or professional services sold with perpetual licences to ensure correct revenue treatment eg if not sold at same time.• Assist Sales and Business Finance in deal construction and revenue recognition • Assist in commission process by providing rep performance information to business support/country accountants• Managed EMEA commission process and recruited Commissions Manager & Analyst

Marlow, Uk, Amsterdam, Netherlands

Revenue Management (see Revenue below)Management Report for Board. Analysis of: Revenue & Bookings, Costs, P&L, Balance Sheet, Receivables, Maintenance Renewals, Facilities Provision,Business-facing role. Interaction with Senior Management, Sales, Legal, Customers, SuppliersRevenue:• Supported Management & Sales team in constructing revenue deals• Booking and accounting of revenue in accordance with the revenue recognition requirements dictated by SOP 97-2 & 81-1• Monthly and statutory accounting of revenue from both UK & US GAAP perspective• Forecasting revenue and bookings EMEA. Weekly status updates to Corporate via forecast call with CEO & CFO.• Prepare revenue, bookings and receivables budgets and forecasts• Revenue and Bookings Management reporting and provide statistical sales analysis• Detailed variance analysis from forecast to actual• Accounts Receivable control and analysis• Commissions calculations, including accruals, statements and reports

Wokingham, Uk

Revenue Manager EMEA• Manager of 6 staff in revenue department: Commissions Accountant, Revenue Reporting Accountant, Credit Controller, Maintenance Revenue Manager, 2 * Order Management• Supported Sales and the Management team in constructing revenue deals• Booking and accounting $16m+ per quarter revenue, in accordance with the revenue recognition requirements dictated by SOP 97-2 & 81-1• Monthly and statutory accounting of revenue from both UK & US GAAP perspective• Forecasting revenue and bookings EMEA. Weekly status updates to Corporate via forecast call with CEO & CFO.Company Accountant EMEACore Functions:• Manager of 2 staff in Finance Department• Preparation of monthly Management & Financial accounts• Cash flow statements, forecasts and budgets• Inter-Company reconciliations• Balance sheet reconciliation and analysis• Quarterly VAT return• Fixed Assets• Payroll

Reading, Uk

Accountant for 3 large Divisions in UK: Telecommunications, Commerce & Industry and Corporate.Preparation of monthly p&l and balance sheet accounts, then review with budget holders.• Produce Management and Financial Accounts• Cash flow statements, forecasts and budgets• Monthly project cost reporting and WIP reconciliations• Inter-Company and Balance sheet Reconciliations• Quarterly VAT return• Maintain fixed asset register and car leasing records

Reading, Henley, Tadley, Uk

First Cashier managing a team of 5 cashiers and reponsible for the Bank's money reconciliation and orders.Securities and foreign clerk, meeting Customers to discuss overdrafts, loans, share dealing and foreign transactions.

Association Of Accounting Technicians, Level 4 Diploma In Accountancy

Btec Higher National Diploma, Accounting And Business/Management

Btec National Business & Finance, Accounting And Business/Management, Merit

7 Gcses Including Economics, Commerce, Accountancy. 1 Oa-Level Professional & Business English, Accounting And Business/Management