Mark Cicero Email & Phone Number

Folsom, Ca, Us

• Managing a partner ecosystem that increases partner lead volume by 30+% and improves sales close rates by 50+% each year• Finished FY23 at 107% to plan (Alliance Team) for partner bookings and 113% to plan for partner leads• Finished FY22 at 151% to plan for partner bookings and 106% to plan for partner leads• Achieving a partner attach rate of 80+% of sales wins• Nearly 50% of company annual recurring revenue/bookings came via partner-driven opportunities in FY23 and FY22• Negotiate, incubate and operationalize partnerships with industry-leading technology/fintech leaders including Guidewire, OneShield, Majesco, Deloitte, PWC, EY, Capgemini, Accenture, etc. • Coordinate the development of internal and external-facing marketing and sales initiatives with partners supporting GTM efforts• Work closely with the One Inc Sales organization to broker account mapping and field-level relationships with technology/fintech partner and GSI teams• Develop expertise with partners current areas of Insurance Industry focus as well as potential areas for expansion• Work cross-functionally with both partner and internal organizations on a regular basis, including delivery, operations and especially the C-Suite

Bellevue, Wa, Us

Senior Alliance Manager (Jul 2019 – Jun 2021) • Oversaw pipeline generation and sales across multiple ADP business units while developing and executing business plans and strategies in conjunction with resources that are focused on bi-lateral pipeline generation and revenue production; ADP is one of SAP Concur’s longest and most established partnerships • Managed both internal and external cross-functional teams required to deploy field enablement and engagement strategies • Launched initiatives, including new products, marketing campaigns, and go-to-market strategies • Collaborated with product, R&D, and marketing teams to design and execute joint innovation projects with ADP • Established stakeholder commitment and support for Alliance strategies while cultivating strong relationships with ADP’s C-level executives to ensure strategic alignmentSenior Manager, Field Engagement Managers (Jan 2018 – Jul 2019) • Led team of six field-based engagement managers while supporting sales teams in SAP Concur’s Nationals, Mid-Market, Small Business, and Client Development space; team hit 139% of its annual recurring revenue (ARR) goal in 2018 • 2018 SAP Concur Excellence Club Award WinnerSenior Field Engagement Manager (Jan 2015 – Dec 2017) • Provided full-time support for the client development organization; established the foundation and coverage model for the sales team and provided ongoing education relative to partnering and navigating the SAP Concur partner ecosystem with a focus on driving pipeline and revenue production • Hit 135% of annual pipeline generation goal and 90% of ARR goal in 2017; hit 112% of annual pipeline generation goal and 115% of ARR goal in 2016 • 2016 SAP Concur Excellence Club Award Winner and 2015 SAP Concur Wingman of the Year

Channel Sales Manager (Remote) 2014 – 2015• Individual contributor role in the business development organization starting in 2014 and continuing after Concur acquisition by SAP (see details above).Regional Sales Executive (Remote) 2011 – 2014• Sold SaaS-based travel, expense, and invoice processing platforms to financial executives in mid-sized companies while managing the entire sales cycle from prospecting and partnering through closing the sale and post-sale client follow-ups• Oversaw pipeline growth, qualified opportunities within targeted accounts, established partner relationships and achieved quota within assigned territory of Colorado, Wyoming, Nebraska, Kansas, and Oklahoma• Worked very closely with external selling partners, including ADP, American Express, Visage Mobile, Salsesforce.com, Replicon, Christopherson Business Travel, World Travel, and AMEX Business Travel to generate/share leads and business opportunities• Developed and executed against territory sales plans, identified and prospected target accounts, understood key business requirements to develop appropriate solution offerings, navigated complex buying processes, and established and managed expectations both externally and internally• Managed various internal selling resources, including marketing development, solutions consulting, business development, implementation, and more