Sam Schwarzwald Email & Phone Number

Boston, MA, US

Greater Boston Area

• Helps organizations define their go-to-market strategies to accelerate growth and profitability. Specialties include:
• Product Strategy - Define value proposition, target markets to pursue, products and features to develop, bundling and packaging strategy, and go-to-market plan to deliver the highest ROI from product development.
• Pricing and Licensing Strategy (SaaS & Subscription, Cloud & On-Premise, Perpetual) - Define licensing model, contractual terms and conditions, list prices and discounting strategy to accelerate revenue and profit.
• Sales Optimization - Optimize sales force structure to balance sales territories, improve account coverage, improve new customer acquisition, and increase share of wallet.

Greater Boston Area

• Responsibilities included: Building and leading the Strategic Pricing function, leading the Sales Compensation function, and managing the Corporate Bonus program.
• Built an entirely new, high-performing Strategic Pricing function which including deal desk and strategic modeling capabilities
• Rebuilt and improved Incentive Compensation team and process including management of compensation program design and transition of 1,300 users to an incentive compensation software system
• Enabled ongoing transition from a services business model to a Software as a Service business model through development of SaaS pricing models and collaboration with senior leadership
• Supported 90% of new business wins through Deal Desk process in business accounting for 25% of company revenue
• Managed $100M of annual incentive compensation expense including over 5,000 individual commission payments processed annually

North Easton, MA

sixQ Software is a People Analytics platform that transforms your proprietary frameworks designed for competitive advantage—such as competencies, culture, engagement, sales methodology—into custom assessments to provide predictive analytics and other insights to engage and support your employees. sixQ is founded by HR and business professors who published.

Greater Boston Area

• Developed innovative strategy and managed operations for global packaging, pricing, and licensing across all products and business lines. Led staff of 6 director/analysts. Partnered with CEO, Executive Vice Presidents.
• Aligned go-to-market strategy of 2 Internet of Things (IoT) acquisitions and developed integrated SaaS, subscription, and cloud services packaging, pricing, and licensing model for the high-growth business unit.
• Created $4.7M in incremental revenue through development and implementation of new packaging and pricing for core product lifecycle management solution.
• Defined and established New Product Introduction program to align future product investments with market opportunities.

Greater Boston Area

• Recruited to develop and implement global pricing strategy. Influenced senior executives and managed across Product Management, Sales, Marketing, Legal, and Finance to drive pioneering go-to-market and modeling strategy.
• Prioritized investment plan for $150M research and development expense through creation of first ever “feature-to-revenue” ROI model; plan ultimately approved by Board of Directors and adopted companywide.
• Produced $26M in incremental revenue over five years, by developing pricing model for major new products, including new time clock and mobile applications.

San Francisco Bay Area

• Gathered customer requirements and consulted on pricing best practices to ensure successful software implementations.
• Brought back into company to help initiate major client and technology partner engagements.
• Developed implementation requirements for $4B generic drug division of pharmaceutical distributor to improve profitability and efficiency of price negotiations.

San Francisco Bay Area

Presented company value proposition, managed product demonstrations, and gathered customer requirements. Improved technology positioning, services messaging, and RFP/RFI response effectiveness.

Greater Boston Area

• Joined company when it was a 10-person startup.
• Managed six-month development and deployment of enterprise quota-setting software for Computer Associates (CA).
• Generated lead at Dell, producing $400K in annual revenue after implementation of predictive analytics solution, which has since grown to $12M in total revenue.

San Francisco Bay Area

• Gathered customer requirements, demonstrated software, and consulted on pricing best practices to drive sales.
• Generated $150K in incremental revenue by successfully persuading Dell to upgrade existing software installation.
• Successfully implemented proof-of-concept that managed 2M price points in Emerson Electric's Network Power Systems division resulting in full global rollout of price-setting solution.

Austin, Texas Area

• Various roles in multi-billion dollar business units all focused on generating improvements in growth and profitability.
• Defined and implemented product changes in consumer business unit, generating $20M in incremental net profit.
• Identified $8B market opportunity for after-point-of-sale services, software, and peripherals in the Americas Business Unit; analysis used as base to expand sales force.
• Led analysis of Emerging Business Division sales segment (200-500 employee businesses) resulting in account ownership redistribution and improved coverage; improvements generated $20M in incremental annual revenue.
• Received prestigious MVP award in Q4 2003 for delivering $40M in incremental margin to consumer division through targeted pricing and upselling mechanisms.
• Managed all aspects of financial strategy for 22 major accounts in automotive and telecommunications industries representing $550M in annual revenue; customers included General Motors, Ford, AT&T, and Verizon..

Greater Chicago Area

• Defined corporate strategies of health systems and hospitals for 50-person management consulting firm.
• Led team responsible for building comprehensive 10-year planning model to determine physician staffing requirements. Model used in one-third of consulting engagements.
• Analyzed and projected healthcare trends to form basis of strategy development.

Greater Chicago Area

• Conducted extensive sales territory value analysis and produced recommendations to optimize sales organization performance and results. Regularly consulted with clients' Regional Sales Managers on territory.
• Managed team engaged in merging 140-person optical and pharmaceutical products sales forces.
• Created interactive model to project optimal sales force size and profitability over 10-year horizon.

Master Of Business Administration (M.B.A.), Strategy, Marketing, And Finance

Bachelor’S Degree, Economics With Honors

Studied European Union Economics during semester in Vienna, Austria