Melanie Brown Email & Phone Number

Recruited to the current remote role to launch the Deal Desk, mentoring one direct report. Before starting the task, met with directors to explain the process, set expectations, and establish guidelines. Completed launching the Deal Desk and integrated commercial teams numbering 260 members, overcoming objections and getting others on board despite managing the project remotely.Recently completed a packaging and pricing project, collaborating with a third-party consultant, and providing periodic updates to the executive and commercial teams. Liaised cross-departmentally to roll out new products and services, adhering to established margin and value pricing. Collaborates with new and existing business teams on deals and restructures. Price conversion required enablement, deal restructuring, changing value propositions, and documenting new pricing and packaging deals.Grew annual revenue by 20% ($20M) in the 12 months post-Deal Desk introduction and 4% YoY in subsequent years.Delivered consistency in standards, expectations, and outputs by collaborating with commercial teams to conduct needs assessments, author business/financial cases, and present for approval.Introduced a Special Programs Tracking system to better manage growth, account retention, and program effectiveness.

Pittsburgh, Pennsylvania, United States

Recruited from a manager role to Global Leader, led a 27-member team and two managers, providing expertise as the critical link between SAP Ariba Delivery, P&L, service, license, and pre-sales and commercial staff and driving continuous improvement while expanding global services. Managed the crucial handoff step commencing a significant customer investment and a 3–5-year commitment, serving as the example of “best-in-class,” overseeing the largest percentage of the Ariba revenue. Functioned as a trusted advisor with end-to-end visibility of operations and processes, and as the Interim Service Offering Manager for the SAP Ariba line of business, overseeing commercialization and pricing of Cloud business. Drafted non-negotiable deployment pricing and descriptions for Ariba services, collaborated on necessary go-to-market revisions, established communication channels, and oversaw rollout plans. Managed deals between $100K and $30M, providing standardized templates and delivery models and providing necessary training to the commercial team. Contributed more predictable revenue recognition after co-facilitating the transformation project to re-engineer business deployment via subscription method using SAP Ariba to highlight the commercial value of the organization. Fostered more consistent touchpoints and enhanced expertise after establishing a Subject Matter Expert program to support internal sales and delivery teams.Earned 90%+ in trust scores, a measure significantly above the company average.

Pittsburgh, Pennsylvania, United States

As Manager of North American Commercial Integration, instituted a routine communication schedule between regional integrators and deal desk counterparts. Launched a Service Deals Desk with Commercial Integration, recruiting and mentoring staff to support Services Sales Engagement Managers. Served as a contributing author to the Ariba Solution Description Guide and Deployment Descriptions and Solution Description Guide, utilized by over 500 associates, and collaborated with Fieldglass to enhance support services documentation for the business.Captured unprecedented employee tenure of over five years after continuing to develop integrators with ongoing and evolving strategic initiatives, mentorships, and readiness activities.Achieved greater collaboration across business units (Fieldglass, Success Factors, SAP, and throughout legacy Ariba) by serving as one of 20 members comprising the newly-created Deployment Transformation SWAT team.Designed and held ongoing design thinking sessions with commercial and deployment teams related to Realm Enablement provisioning activities.

Pittsburgh, Pa

Serving as Senior Commercial Integrator, advised Account Executives and Solutions Consultants in solution functionality, scope, prerequisites, and deal structure for renewing and expanding opportunities. Reviewed and provided feedback on CRM and legal CMS drafts. Provided guidance throughout the entire sales cycle and remained abreast of current industry and financial trends. Engaged with commercial and assigned delivery teams, mentored team members, and composed and presented topic-specific training.Garnered enhanced partnering between sales and delivery by creating CRM opportunities and SOW drafts and amendments, complete with approval-ready margin calculationsRealized improved deliverable definitions and expectations after integrating commercial leads by devising and validating scope, cost, language, and resources for the commercial team.Reduced subscription floor price and tiered budget by 35% based on actual costs incurred and time booked, partnering on this initiative with the SMO, Finance, Commercial Innovation, and Pricing departments.

Accepting the role of Senior Pricing Analyst, created pricing for net new, renewal, upsell, migration, and at-risk deals for the global sales team, featuring individual thresholds for margin and discount. Partnered with, and received approvals from, the Market Unit CFOs, provided deal summaries and revenue analysis, and answered follow-up questions. Supported the G&A function, partnering with teams, including revenue recognition, legal, compensation, collections, and order management, to provide all pricing and items needed for smooth and efficient operations. Awarded the distinction of SAP Top 30 “White Glove” analysts for the ability to manage pricing and deal structures while maintaining a prominent level of involvement and exposure.Assisted in the $34M revenue and solution footprint expansion in one single deal, the largest ever, with $16M recorded as net new income.Generated greater visibility into buyer and supplier steams during deal approval by creating deal-specific floor models based on actuals across multiple delivery levels, enablement, support, consulting, and compensation. Fostered a $450M sales and service revenue increase, from $450M to $900M, after driving a collaborative initiative within SAP/Ariba to determine proper scoping, costing, and pricing.

Pittsburgh, Pennsylvania, United States

Pricing Analyst and Compensation Analyst with SAP Ariba

Pittsburgh, Pennsylvania, United States

Teller Manager with Citizens Bank, and a Store Manager, Senior Assistant Manager, Assistant Manager, and Manager with Ann Taylor, Inc.

Masters Of Business Administration

Study Abroad

Bachelors Of Arts, Business Management