Iris Hsu Email & Phone Number

Los Angeles, California, United States

Los Angeles, California, United States

• Deal strategy & discount guidance on deals, covering various sales segments including commercial, strategic/named, SLED, and standard and non-standard renewals.• Drives renewals-based projects to uplift base customers and minimize churn. Implemented a short-term amendment approval rule within Salesforce to capture $1 million potential uplift in early renewals.• Implemented bookings policies around sales credit and churn mitigation.• Supported Auth0 renewals team single-handedly during Salesforce migration for period of six months, working out of two separate Salesforce instances.• Lead Deal Strategy efforts for CIS <> CIC migration program. Created a playbook for dual licensing and migration deal structuring. Lead enablement efforts for the introduction of our consolidated Customer Identity sku.• Created a centralized Renewals Deal Strategy Playbook which provides guidance on pricing, renewing legacy skus, subscription consolidations, etc.• Revamped our non-standard deal process (cancellation & restructures)• Nominated for FY25 Field Excellence Award

San Francisco Bay Area

San Francisco, California

• Reviewed Order Forms for accuracy and completeness including request/produce missing information (including review for completed Order, Purchase Orders, reseller agreements and more) as needed to ensure orders are ready for processing by finance team.• Ran and owned a monthly analysis tracking deal rejections in Salesforce, building dashboards and providing key performance indicators for sales and finance management.• Interfaced closely with deal desk, legal, and revenue accounting as needed. Provides consistent high-touch support for our international sales teams across North America, EMEA, and APAC.• Ensures opportunities are accurately entered and properly booked in Salesforce.• Interfaced with Deal Desk, Finance and Legal for ad-hoc requests and projects (i.e revenue recognition)• Managed and implemented Okta for Good program and validation process through Techsoup.• Owned a comparative analysis, a key internal control for SOX 404, to ensure Salesforce bookings are accurately tying with Netsuite billings in preparation for month end close.• Collaborated closely with the business systems teams to test new fixes in UAT and approve internal releases.

Mountain View, Ca

• Developed and automated process, workflow and system improvement projects within Salesforce such as order-to-cash, credit checks, billing and renewals, and discount policy implementation.• Spearheaded all operational projects while collaborating cross-functionally across different departments in preparation for new product launches.• Built dashboards and reports on metrics steering the lead gen and sales organization, including lead generation, sales forecasting reports, and sales pipelines.• Managed active territories among all sales development reps and inside sales reps.• Analyzed and ran reports on existing customer base to determine potential business growth and close more sales. •Conducted reviews on monthly and quarterly sales compensation programs.• Worked closely with Sales, Finance, and Operations to ensure all products are processed efficiently and shipped timely to meet partner expectations.• Supported contracting and procurement, including process definition, contract review, and revenue reporting.• Actively trained and consulted eight sales representatives and account managers on essential sales support functions, including contract implementation and partner onboarding.

Redwood City, Ca

• Initiated a product change to update current password requirements, ensuring LeapFILE's password policy stays compliant with customers' security requirements. • Project-managed and launched new LeapFILE website as a product rebranding initiative, working closely with Marketing on building mock-ups and managing creative agencies within timelines and budget.• Served as the leading account manager for LeapFILE, maintaining high-touch relationships and managing all product and company communications to the customer base:• Coordinated multiple technical projects with Operations and Support to meet customer needs, including merging 4,000 employees with zero user disruption onto LeapFILE for a major accounting firm. • On-boarded, engaged, and drove in-depth sales cycles with companies from diverse industries. • Managed all post-sales account and satisfied customer vendor due diligence through proper documentation. • Drove marketing ad campaigns to target customers focused on secure and easy file transfer. • Tracked and compiled all customer feedback in detail, and worked across cross-functional teams to develop and execute product updates.• Functioned as the primary voice of the customer, developing a deep understanding of their use cases and providing critical internal feedback to Product and Engineering teams to push bug fixes and feature enhancements.• Engaged and built strong relationships with up to 50 enterprise and team customers and maintained high-touch communication to ensure all customer needs are addressed and heard internally.• Analyzed metrics and trends on customer product activity to understand user behavior and to enhance ongoing engagement programs to promote and increase product usage. • Presented on-site and online training webinars and demos for enterprise customers. Built documentation on how to most effectively use the product for 15 accounts with up to 1,000+ users.

Palo Alto, Ca

• Managed ownership and deadlines for department's programs• Analyzed program metrics and trends using Excel pivot tables and formulas• Presented and lead brainstorming sessions with Foundation team and director• Developed and implemented employee engagement program strategies• Maintained Foundation SharePoint database and generated reports as needed• Designed and built SlideRocket presentations for All-Hands meetings• Provided internal program support and maintained high-touch communication with employees• Built pages for department website and maintained support of webpages• Provided administrative support including reserving rooms, managing department calendar, tracking events and logistics, and shipping deliverables