Jacob Griego Email & Phone Number

Sunnyvale, Ca, Us

• I have built a world class Monetization Strategy and Pricing team to lead Linkedin into the next phase of growth by creating strategies, policies, frameworks and processes to close transformational deals with our largest global clients. • Collaborate with global leaders in sales, operations, legal, and systems to evolve pricing frameworks, business models, improve global pricing processes, go-to-market execution, and structure and close large strategic deals across all our business lines. • Lead Enterprise initiatives and programs for our Global Clients portfolio with a focus on across LOB initiatives to drive customer value, success, and incremental revenue.• Oversee optimization and evolution of performance management processes cross-business lines and governance

San Francisco, California, Us

• Salesforce’s “Big Deal Team” Focused on Top Tier Enterprise Accounts. • Head of Salesforce Enterprise License Agreement (ELA) Program which owns and creates global policies and buying programs to advance Salesforce ELA program and increase revenue and the speed at which we do business.• Key contributor in the closure of billions of dollars of Enterprise contracts supporting the largest and most complex accounts at Salesforce.• Lead deal strategy and customer contract negotiations alongside Salesforce executive teams and support groups.• Develop novel price models and monetization strategies for all Salesforce products (Service, Sales, Marketing, Integration, Communities, and Analytics Clouds)to better align with customer value realized and to increase adoption.• Partner closely with Finance, Legal and Operations departments to develop and standardize innovative deal structures that can be replicated and scaled across the business.• Partner with automation teams to scale and streamline ELA’s including cash to quote, internal legal documentation, and approvals.• Manage the ELA program for M&A products and for new product introduction for organic products • Perform in-depth account analysis, including white space, market share, and predictive purchasing analysis behaviors.• Construct finance and purchasing models for business-as-usual and new contract comparative scenarios.• Create “best”, “worst-case”, and “most-likely” contract scenarios to understand negotiation glide paths.

Santa Clara, Ca, Us

Sales Account Director for Front End Products and Implant Divisions• Nominated for Applied Materials AMER Salesperson of the year multiple times during my tenure.• Exceeded quota last 4 years in the role.• Managed a cross-functional group focused on closing complex, multi-million dollar deals beginning from opportunity to close.• Created and managed comprehensive quota, business, and sales close plans. Developed customer specific action plans and executed them on a timely basis.• Communicated and presented Applied Materials product roadmaps and capabilities to the customer at the executive level• Analyzed market penetration and product positioning and sought areas to increase competitive advantages thus increased pricing and market share to Applied Materials.• Identified customer needs and developed/implemented complex sales/marketing/ strategies. Communicated and presenting the customer’s technology needs to internal product business group representatives at the executive level.• Responded to Customer RFQ and RFP (request for quote/price) specifications, and lead technical and commercial negotiations with customers. Prepared pricing quotes; negotiated the final process specifications and submitted technical documentation to book order. Identified, investigated and developed strategic growth areas for products, software and services.

Santa Clara, Ca, Us

Applied Materials• Developed and implemented strategic positioning, executed marketing plans, and defined budgetary parameters through learning and maintaining in-depth knowledge of products and technologies, competitors, and industry trends.• Interfaced with members of product development, legal, finance, sales and marketing departments to successfully developed innovative product sales/marketing programs.• Qualified semiconductor equipment at the 45/32/28/20nm logic nodes for production at multiple customer sites around the world.

Executive Business Graduate, Leadership And Corporate Strategy

Master Of Business Administration - Mba, Technology And Sales Management/Marketing And Finance