Jennifer Mccarthy Email & Phone Number

Toronto, On, Ca

Toronto, Ontario, Canada

Supporting critical business insights and execution of programmatic priorities for two departments, Salesforce Success Plan Sales, & Tableau’s Global Renewals organization.Success Plan Sales Strategy & Operations: Leading a team of program managers who execute programs that drive revenue growth and pricing optimization Established cadence to deliver performance updates to leadership, including communicating risks and opportunities.Partner with cross-functional teams like Deal Desk to influence pricing policy decisions.Identify gaps and recommend solutions to improve alignment across Success, Sales, and Renewals.Represent Success Plan Sales across various cross-functional initiatives.Define, prioritize, and drive automation projects to streamline processes and deliver improved results.Quarterly revenue projections and weekly sales projectionsTableau Global Renewals Strategy & Operations: Global Renewals attrition and bookings forecastOptimization of workflow & policies.Coordinate fiscal year planning (Business Planning, Headcount Allocation, Territory Carving, Quota Allocation and new segment entry) for the Renewals team.Develop go to market strategy, and key business operational priorities.Serve as leader and manager of a team of program managers and specialists, guiding global alignment and coordination. Define, prioritize, and drive automation projects to streamline processes and deliver improved results.

Toronto, Ontario, Canada

Supporting critical business insights and execution of programmatic priorities for Tableau’s Customer Success organization, with a primary focus on the Renewal Manager function. Inclusive of: Global Renewals booking forecastIntegration of Salesforce workflow & policies into standard Customer Success & Renewals management process.Own and coordinate fiscal year planning (Business Planning, Headcount Allocation, Territory Carving, Quota Allocation and new segment entry) for the Renewals team.Develop operational plan and key business operational priorities.Serve as leader and manager of a team of program managers, guiding global alignment and coordination. Define, prioritize, and drive automation projects to streamline processes and deliver improved results.

Toronto, Canada Area

Manage off cycle attrition forecasting accuracy for the global renewals and create all in forecasting and Dashboard for senior leadership based on sales and success regions. Assist in territory modeling and capacity modeling.Identify key metrics that are indicators of business performance and establish cadence to report, review and ensure data quality.Run data driven operational reviews with key leaders in renewals and other teams we work with that provide visibility into the activity and results of the renewals team.Perform data management tasks for the global renewals team including manual territory assignments, 30 day extension reporting, and preparing data loads.Continue ongoing research to identify additional risk factors and up-sell drivers and work to get these added to models.Work with IT and the field to add additional metrics and tracking that are easy for the team to manage and report on.Establish regular cadence at all levels of renewals to report on and ensure data quality. Take a hands on approach to ensuring data quality and recommend improvements to ensure data quality. Perform ad-hoc analysis and prepare PowerPoint data analysis presentations for senior management. Distill large amounts of complex data into succinct data insights for senior leadership.Track and report on the performance of new programs so the renewals team quickly understands how to improve.Proactively work with renewals team and leadership to understand their data needs and provide insights based on data analysis.Assist in operational tasks as needed to ensure a timely month end close.

Toronto, Canada Area

Manage off cycle attrition forecasting accuracy for the global renewals and create all in forecasting and Dashboard for senior leadership based on sales and success regions. Assist in territory modeling and capacity modeling.Identify key metrics that are indicators of business performance and establish cadence to report, review and ensure data quality.Run data driven operational reviews with key leaders in renewals and other teams we work with that provide visibility into the activity and results of the renewals team.Perform data management tasks for the global renewals team including manual territory assignments, 30 day extension reporting, and preparing data loads.Continue ongoing research to identify additional risk factors and up-sell drivers and work to get these added to models.Work with IT and the field to add additional metrics and tracking that are easy for the team to manage and report on.Establish regular cadence at all levels of renewals to report on and ensure data quality. Take a hands on approach to ensuring data quality and recommend improvements to ensure data quality. Perform ad-hoc analysis and prepare PowerPoint data analysis presentations for senior management. Distill large amounts of complex data into succinct data insights for senior leadership.Track and report on the performance of new programs so the renewals team quickly understands how to improve.Proactively work with renewals team and leadership to understand their data needs and provide insights based on data analysis.Assist in operational tasks as needed to ensure a timely month end close.

Toronto, Canada Area

Segment and classify under $50K renewals based on predictive models. Provide guidance on activity prioritization. Assist in territory modeling and capacity modeling.Identify key metrics that are indicators of business performance and establish cadence to report, review and ensure data quality.Run data driven operational reviews with key leaders in renewals and other teams we work with that provide visibility into the activity and results of the renewals team.Perform data management tasks for the global renewals team including manual territory assignments, 30 day extension reporting, and preparing data loads.Continue ongoing research to identify additional risk factors and up-sell drivers and work to get these added to models.Work with IT and the field to add additional metrics and tracking that are easy for the team to manage and report on.Establish regular cadence at all levels of renewals to report on and ensure data quality. Take a hands on approach to ensuring data quality and recommend improvements to ensure data quality. Perform ad-hoc analysis and prepare PowerPoint data analysis presentations for senior management. Distill large amounts of complex data into succinct data insights for senior leadership.Track and report on the performance of new programs so the renewals team quickly understands how to improve.Proactively work with renewals team and leadership to understand their data needs and provide insights based on data analysis.Assist in operational tasks as needed to ensure a timely month end close.

Toronto, Canada Area

Feb 2012 - May 2013 Enterprise Renewal Sales (AMER East) Responsible for vertical and strategic accounts in the Enterprise segment. Successfully and consistently exceeded quota on a quarterly & monthly targets, Annual contract value ranged from $5K - $5M. Feb 2011-Jan 2012 Commercial Renewal Sales (SMB/ MM AMER East). Responsible for contract re-negotiations in the Commercial Sales segment. Successfully and consistently exceeded quota on a quarterly & monthly targets, Annual contract value ranged from $1K - $200K.Key Responsibilities:Develop and execute win/win negotiation strategies for account contract renewals that maximize contract value and length while protecting and enhancing the customer relationship;Maximize account growth opportunities by playing an active role on the account team and helping to identify upsell/cross-sell opportunities upon contract renewal;Own, drive and manage the renewals process in collaboration with the account team;Work with internal resources (Competitive Intelligence, Pricing, Product Mgmt, Customer Success, Account Executives, Customer Support, and Training) to develop comprehensive ‘win’ strategies for renewals;Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal to on-time closure;Provide executive management with complete visibility to renewals and solicit executive involvement as required;Review and reconcile contracts and agreements to maintain accurate data and reporting;Review and escalate risk clearly and take the lead in developing resolution strategies; andAccurately maintain a rolling 120 day forecast of renewals in your territory.

Toronto, Canada Area

Respond to process & policy questions and effectively communicate requirements to AE’s and Customers.Provide Pre-Sales support & expert guidance to Field AE’s and RM’s on contract negotiations including deal structure when SFDC standard offerings are not sufficient to meet customer needs and order submission requirements.Consistently build solid working relationships with Field RVPs and AEs, CSMs, RMs, SEs and support teams across SFDC.Work directly with VPs and Directors of major customers such as ADP, AMEX, Merrill Lynch, SunGard and Staples on deal structure, account reconciliations and invoicing concerns. Answer questions as they related to policy, process, provisioning, invoices, products, compensation, manual invoices.Assist Field Sales by responding directly to customer contract inquiries and creating complex contracts and orders.Demonstrate strong leadership skills and a high degree of initiative to resolve issues.Participate in new process development and process improvement projects as well as other ad hoc projects. Created the Global Rev Ops Google site that is currently used by the department. Generate solutions to problems and resolve quickly – results oriented.

Possess strong level of expertise in SFDC Application.Consistently build solid working relationships with Corporate and Field RVPs and AEs, CSMs, RMs, SEs and support teams across SFDC.Follow standard policies and processes to ensure appropriate revenue accounting treatment.Work collaboratively and team-oriented.Apply knowledge, skills and judgment to make difficult decisions and resolve issues in a timely manner.Deconstruct and solve complex billing issues.Create contract/orders when required in accordance to policy.

Establish relationships with IBM Sponsors, IBM Business Partners and Sales Representatives, ensuring all sales information is accurate and up to date, entering sales information into the Siebel CRM System and identifying challenges and trends within the Integrated Marketing Channel pipeline.Proven analytical skills, identified how to accurately reflect Co-Marketing brand sales within a major solution provider’s sales pipeline – directing over $27 Million to the brand outcome.Skilled knowledge of Opportunity Management tools including Siebel CRM System, Lotus 1-2-3, Lotus Notes, BRIO, MS Excel, and Tivoli Storage Manager.Create, update, and manage quality of CRM Siebel opportunities and entries to forecast sales.Screened candidates for hire for two IBM teams, conducted panel interviews and successfully hired 18 candidates.Member of IBM Global Sales Operations social committee.Presented numerous topics to IBM Operations and IBM Sales teams to improve sales face time and productivity.