Jim Varner Email & Phone Number

Auckland, NZ

Remote

• Part of pricing team that created all pricing and sales tools for Iron Cloud products. Worked closely with Financial Modeling Specialist and created pricing assumptions that would go into the models. Once models were.
• Provided actionable profit and pricing data to the Product Management Team, including the VP of Products and the VP of Engineering Services.
• Closed several large deals by providing a pricing strategy to sales and engineering teams with several fall back positions.
• Lead initiatives on new pricing models by getting input from contracting, legal, operations, channel, sales, and finance to reduce costs through “out of the box” thinking.
• Created and taught a monthly training course for new hires on pricing and quoting multiple product lines.
• Reduced the quoting time on complex deals from weeks to hours by standardizing corporate finance models and adding user interface.

Remote - National Coverage

• Began as a Channel Manager and was promoted to National Management. Was the key contact between finance in The Netherlands and all departments the US for contracting, ordering and license renewals. Worked through two.
• Developed multiple CPQ tools over 5 years to ensure both consistency and a clear quoting process while guaranteeing that quotes were compliant with channel programs.
• Managed the pricing process, SKUs, and federal contracts for 3 distributors and 5 federal (simultaneous and dependent) contracts.
• Was the primary interface between US Channel Sales and Operations and accounting in EMEA. This decreased response times from days to hours.
• Designed the Partner Program collaboratively, consulted internally with Channel Management, Operations, Legal and Executive Management to create and deploy cohesive channel programs.
• Managed pricing and quoting process, produced quotes and managed SKU lists across 7 Sales Reps, 3 Distributors and over 100 partners.

United States

• Signed up and on-boarded more than 30 partners in one year (75% travel).
• Managed all partners in the western half of the US.
• Trained partners and distributors on RES Products and pricing models.
• Assisted partners with Enterprise License Agreements and pricing.

Colorado

Njevity designs, implements and supports ERP and CRM systems. This position dealt almost exclusively with CFO’s and Controllers. My role was to generate and qualify the leads and then act as a liaison between Njevity’s application specialists, 3rd party ISV’s and customers. Closed the largest ERP/CRM/E-commerce deal in company history ($400,000) Created.

ISC and MSN were the two largest Cisco Gold resellers in the Colorado market. Both companies had similar value propositions and were in facing shrinking margins and declining customer loyalty in a commoditized market.Key Achievements Sold the first V-Series data center chassis ($200,000) for ISC with no customer references Maintained working.

ISC and MSN were the two largest Cisco Gold resellers in the Colorado market. Both companies had similar value propositions and were in facing shrinking margins and declining customer loyalty in a commoditized market. Sold the first V-Series data center chassis ($200,000) for ISC with no customer references Maintained working relationships with Cisco.

VDI, Cisco, Citrix and RES Software

VDI, Cisco, Citrix and RES Software