Rob Donaldson Email & Phone Number

Miami, Florida, Us

Somerville, Ma, Us

* Managed a team of Global Deal Desk Analysts with responsibilities that included communicating daily updates on policy changes, pricing, deal structure and product enhancements.* Facilitated meetings with the Deal Desk team on their deals and course corrected when necessary.* Built out a new Deal Desk playbook that entailed best practices and detailed “how to” instructions on how the Deal Desk utilizes Salesforce to do their jobs.* Managed all aspects of deal desk support while focusing on minimizing sales cycle times and optimizing revenue and profitability.* Drove deal efficiency and compliance to align with internal company policies while meeting customer requirements.* Served as a trusted advisor to sales executives and their teams on pricing, product configuration, and business terms, and deal strategy to support the sales effort.* Worked closely with Legal, Finance, and Product Management to ensure smooth processing of non-standard deals.* Partnered with Finance to review and reconcile ARR and all of its components.* Developed & delivered sales training collateral (e.g. product & pricing FAQs, new-hire training, pricing and packaging migration, etc.) and served as a subject matter expert on continuous improvement of deal desk policies and procedures.* Provided guidance to sales on pricing, revenue and contracts in the deal making process.

Reston, Virginia (Va), Us

* Responsible for deal management, sales programs, sales communications, sales tools with a focus on Salesforce.* Identified internal roadblocks and provided solutions and alternatives in the sales cycle.* Assisted and trained the sales teams utilizing the CPQ in Salesforce and ensure they are compliant with the rules of engagement.* Collaborated with various stakeholders within Verisign which includes the Legal Department, Infosec, Credit and Collections, Billing Services Group, Product Managers/Directors and Sales Representatives.* Drafted contracts (including Non-Disclosure Agreements, Master Services Agreements, Service Order Forms, and amendments) for the various cloud security products and services Verisign offer.* Managed customer redlines to various contracts and negotiate them after discussion with the Legal Department.* Supported Sales Representatives on prospect/customer calls for questions within scope.* Ran monthly reports utilizing Salesforce for product teams and other stakeholders.* Team lead on customer renewals and renewal strategies.* Facilitated the MIS and Sales Operations team with numerous projects including CPQ and other Salesforce integration tools.* Supported Verisign Security Services cloud products including iDefense, Verisign DDoS Protection Service, Verisign Managed DNS Service, Verisign Firewall and Recursive DNS, and Open Hybrid concepts.

* Managed all daily activities associated with running a small business.* Provided exceptional customer service to local and national clients, to include associations, non-profit organizations, universities, and many nationally recognized companies.* Procured all goods and services for the company and maintained inventory.* Reviewed and bid on RFP’s and RFQ’s.* Secured and managed outside industry vendors for assistance with complex projects and managed completion timelines and vendor invoices for payments.* Supervised staff and coached them to achieve company goals and deadlines.* Developed marketing techniques to grow business and client base.* Maintained a high level of client satisfaction and retention.* Ensured the company met and exceeded sales goals.