Stephanie Palmer Email and Phone Number

- Support the AppDynamics business unit’s AMER accounts, including GES Enterprise accounts, US Commercial, LATAM, Federal, Canada, and GSP.- Review deal structures, discounts, and non-standard commercial terms in partnership with Finance, Sales and Legal- Partner closely with Global Sales Leadership, Legal, Product and Marketing on go to market initiatives across various Cisco routes-to-market while optimizing for customer experience, revenue, profitability, and compliance- Develop an in depth understanding of licensing models and key SaaS metrics (ACV, TCV, ARR).- Create ad hoc analyses on various sales metrics.- Manage the development and performance of best-in-class deal desk team

- Support the GES Enterprise region, with 50+ Enterprise Field Sales Representatives.- Strategic advisor on deal review, structure, and booking, mainly focusing on our biggest/complex accounts.- Work cross-functionally with key stakeholders at all levels in sales, legal, finance, and accounting to understand issues and assess risk while balancing the needs of the business, and give clear, concise, and actionable advice.- Responsible for drafting customized deal terms and language.- Trained and enabled our Deal Desk Team and also Sales Reps on quoting, pricing, policies, and processes.

•Support Central, Northern, GSP, and LATAM regions for all Enterprise, Territory,and Commercial accounts.•Strategic advisor on deal review, structure, and booking.•Work cross-functionally with key stakeholders at all levels in sales, legal, finance, and accounting to understand issues and assess risk while balancing the needs of the business, and give clear, concise, and actionable advice.•Responsible for drafting customized deal terms, including licensing models and payment terms for all deals within my regions. •Propose improvements and maintain best practices documentation for deal-related processes to prevent revenue related issues and maximize the company’s financial objectives. •Trained and enabled our Deal Desk Team and also Sales Reps on quoting, pricing, policies, and processes.•Source, analyze, and report on quantitative data; perform ad-hoc analysis for current and new customers.•Identify cross-functional process bottlenecks and collaborate with the team to address scalability and continuous improvements within our Salesforce CPQ.

• Reviewing all submitted sales orders for accuracy, completeness and alignment to our booking policy.•Liaising with finance on completed sales ordersCommunicating and resolving any issues around customer license generation.•Completing and updating appropriate order/customer information in Salesforce.com•Booking reconciliation•Assisting/Coordinating training new and existing sales reps with Salesforce.com, our quoting system and other sales tools that are used within our organization.•Supporting the sales organization with quote creation, co-termination & discount approvals.•Maintaining and refining data maintenance and integrity.•Creating and distributing communication of all process changes within the sales environment•Analyzing and recommending process sales related process improvements to Salesforce.com•Generating and maintaining of order related reports in Salesforce.com•Generating of order/sales related dash boards and KPIs•Creating and maintaining regional sales dashboard in Salesforce.com

● Performed revenue management functions which included taking the lead role in establishing and managing the fare structure and related fare management process to meet company/department revenue.● Established and maintained pricing records and yield management templates to ensure correct fare quotation for POS and web sales channel.● Closely monitored competition and identified pricing and/or scheduling opportunities, synthesized conclusions and drove/support implementation.● Worked closely with capacity management, operations, and scheduling to maximize yield and load metrics during peak periods.● Conducted quantitative analysis of assigned area of responsibility to measure overall performance and success of fare structure.● Subject Matter Expert (SME) for all sales performance and fare management issues for assigned area.

● Responsible for executing ad-hoc pricing for Air and Ocean import/export shipments.● Assisted with RFQ’s, project cargo requests, and foreign to foreign shipments.● Worked collaboratively with sales and international managers to formulate the most cost-efficient pricing to earn new business● Directly contributed in achieving revenue when new business opportunities are secured.● Classified shipments/commodities according to the Harmonized Tariff Schedule of the United States and assess duties.● Maintained strong external customers and vendor relationship to coordinate air, sea, and land logistical support. ● Excellent knowledge of Incoterms.

● Responsible for setting daily and monthly goals for both teams.● Reviewed and analyzed reports to develop planning for sales growth.● Managed customer service and relations.● Supervised, trained, and managed development of associates to become Future Nordstrom Leaders and achieve sales goals.● Managed merchandising, event planning, and pre-sale preparation; Oversaw inventory and stockroom organization.● Developed relations with Nordstrom buyers and vendors; worked with reps from other companies to receive the best merchandise.