Jane (Jane Hanner) Murphy Email & Phone Number

Santa Clara, California, Us

Company Description: DataStax, the leading provider of database software for cloud applications, accelerates the ability of enterprises, government agencies, and systems integrators to power the exploding number of cloud applications that require data distribution across datacenters and clouds, by using our secure, operationally simple platform built on Apache Cassandra™. With more than 500 customers in over 50 countries, DataStax Enterprise is the database technology of choice for the world’s most innovative companies.♦ Participate in rollout of new deal strategy and process function in a fast-paced, ever-changing climate.♦ Advise and support sales on deal structure and economics by assisting with pricing and non-standard terms and provide early visibility into the potential financial impact of deals.♦ Develop customized sales-support collateral to increase sales efficiency by enabling a better understanding of software licensing rules, services and deal strategy best practices.♦ Drive cross-functional collaboration, promote global consistency and act as 'organizational hub' for all software deal activity ensuring involvement and buy-in from the key stakeholders.♦ Design and launch a new software financing program that simplifies software financing and jump-starts multi-year deals.♦ Assist with overcoming internal process hurdles related to getting new on-demand product offerings on the cloud marketplace.♦ Manage dashboards that deliver trends and insights into product and program traction to executive management.

Newbury, England, Gb

♦ Recruited to lead and mentor a newly-formed centralized global team handling the go-to-market and end-to-end management of the Enterprise License Agreement (ELA) program and to promote a more revenue-driven approach.♦ Owned rapid resolution and closure of all joint ELA deals involving both new internal entities following HPE's merger with Micro Focus and credited with being the 'voice of reason' during challenging deal closures.♦ Created multiple executive presentations that showcased never-before documented ELA results for the $200M annual business that included over 700 active ELA contracts.♦ Identified new Salesforce system requirements to address business process gaps to support system transformation and drive further efficiencies.♦ Developed and fostered relationships with cross-functional teams to drive standardization at a global level as well as established the engagement model of the newly formed U.S. Government entity within the new company.

Houston, Texas, Us

♦ Standardized global deal policies and created multiple process guides to enable timely and more efficient software deal closings, ensure maximized revenue results and risk mitigation, and facilitate the integration and onboarding of newly acquired companies into contract, quoting and approval processes and systems.♦ Led global deal desk team through the HPE Software spin-off from Hewlett-Packard Company (HP) and subsequent merger with Micro Focus, which included researching, documenting and communicating multiple facets of critical contracting, branding and order processing changes.♦ Created a comprehensive worldwide sales training program across all product lines that encompassed topics ranging from deal structuring and revenue recognition to contracting strategies and hot button legal and business issues to empower sales and bolster productivity.♦ Overhauled contract templates to facilitate a streamlined worldwide approach and created ELA contract language options and FAQ resource documents to strengthen the worldwide deal desk's ability to accelerate the deal negotiation process.

Houston, Texas, Us

♦ Partnered with sales, legal and revenue recognition teams to structure, draft and deliver large, sound, strategic license and SaaS software deals that mutually benefitted HP and its customers while optimizing revenue and mitigating risk.♦ Instrumental in closing the largest and most complex software deal in HP history worth $96M with a Fortune 50 customer.♦ Built all SaaS deal desk process documentation including deal approval process, quoting process and contract options, which reduced deal approval turnaround time by 8 hours.

Austin, Texas, Us

♦ Managed operations team for national sales group responsible for a revenue plan of $1.6B and ensured accuracy of weekly, quarterly, and annual forecast, upside, pipeline reporting and territory alignment.♦ Reviewed and approved all software opportunities on behalf of Senior VP and ensured compliance with corporate business practices while maximizing quarterly and future revenue.

Austin, Texas, Us

♦ Facilitated generation of software sales with values up to $20M by devising pricing and contract development strategies and by substantial involvement in complex contract drafting and negotiation of business terms.♦ Created enablement materials and led 'Build Your Deal' training sessions to groups of 80+ account managers to empower sales to structure and price software deals.♦ In 2006, promoted to manage a team of 7 Business Practice Managers.