Roy Schuster Email & Phone Number

Santa Clara, California, Us

Kirkland, Wa, Us

Responsible for the Value Engineering function at Tanium - helping prospects and customers understand, forecast and track the business value delivered by Tanium's converged endpoint management (XEM) platform.Tanium is an IT Operations and Security platform which provides real-time visibility and control, at scale, for all endpoints in an enterprise environment. My role, as leader of the Value Engineering team within the Sales organization, is to work with Tanium prospects and customers, to help them understand the economic value of the platform, in terms of cost reduction, efficiency & automation, and risk mitigation. Built a team responsible for delivering business value assessments / ROI models for ~600 sales opportunities over 4 years. My team drove a conversion rate of 50%+ during that timeframe vs. 20% overall for the company. Directly influenced $386M in subscription software revenue (TCV) during that timeframeModernized Tanium’s value assessment methodology and models in response to the company’s expanding product/solution portfolio, intensified competition, and evolving customer care-abouts.Collaborated with a variety of internal stakeholders – Sales Leadership, Partner Organization, Marketing, Customer Experience, Pricing & Packaging, Commercial Operations. etc. – to ensure a consistent and effective sales motion and customer lifecycle approach to forecasting, measuring, and optimizing customer valueWorking with Forrester Consulting, executed a Total Economic Impact study with customers, and developed an online calculator that our sellers can use in self-service mode to present Tanium’s value to prospects.Member of the Ecosystems Customer Value Community, an association of 600+ professionals in value management, B2B sales, presales, and customer success.

San Jose, Ca, Us

Executive responsible leadership of large ($100M+), complex business/technology transformation Programs for Cisco's global enterprise customers. Leader of Consulting Practices in several areas, including US Manufacturing Vertical within Cisco Consulting Services and horizontal advisory practice focusing on Infrastructure Lifecycle Management, within Cisco Advanced Services. Lead business development and delivery of consulting engagements at Cisco clients in financial services, manufacturing and other verticals. Focus areas include IT strategy, technology lifecycle strategy and planning, business case development, process improvement, metrics & measurement, change management.

Us

Practice Leader for Chicago/Midwest for Akibia, a Siebel/CRM consultancy and integrator. Founded new regional practice. Sold and delivered CRM and SFA strategy, planning and financial justification engagements.

Us

Practice Lead for Dallas, Texas office. Sold and delivered eCommerce and .com launch engagements in for clients in high tech and other verticals.

Business Development and Delivery leadership of consulting engagements focusing on IT strategy, business process re-engineering, financial justification of technology investment, software selection, and systems implementation.

Lead delivery of Business Process Re-engineering consulting engagements.

Dublin 2, Ie

Systems analysis and programming.

London, England, Gb

MIS strategic planning / budgeting.

Chicago, Il, Us

Systems analysis and programming; process and procedure design; end user training design and delivery.

Mba, Concentration In Computer & Information Systems

Ab, Economics