Steven Light Email & Phone Number

Greater Atlanta Area

• Perform Consultative Pre-Sales activities globally for Tier 1 and other World Class financial firms. Positioned as industry expert.• Instrumental in closing +$25M in license revenue given traditionally long sales cycles and driving to close a multi-million dollar pipeline.• Create sales go-to-market penetration plans for global, enterprise level Pricing and Revenue Management solution.• Create and implemented Use Case based sales enablement framework• Create content for and execute sales campaigns to generate leads and build awareness• Demonstrate and evangelize Oracle’s Revenue Management and Billing (ORMB) enterprise software solution. ORMB helps firms streamline and automate their revenue management process, reduce DSO, reduce loss in fee-based income and provide transparency, accuracy and control to vital business processes. • High degree of interaction with C-Suite to End User customers and system integrators • Conduct consultative discovery sessions with prospects, document results and use information learned in meaningful sales presentations.• Create, execute and monitor customer evaluations, pilots and proof of concepts. • Author RFP responses from a functional and technical perspective.• Define values propositions, positioning and differentiation to competitor’s products.• Recent speaking engagement at Oracle LATAM FS Forum - "Revenue Leakage In Financial Insitutions"

Greater Atlanta Area

Founded in 2003, Oversight Systems, Inc. is a privately-held, Atlanta-based software company whose continuous transaction monitoring solutions help Fortune 500 companies in a variety of industries solve problems related to governance, risk and compliance. Oversight Systems is anchored by a team of professionals who have helped to commercialize network and operating system security; who have secured the largest financial networks in the world; and who have helped to audit some of the most sensitive and mission-critical applications in the world. The Oversight team has revolutionized the way Management, Boards, Auditors, and Shareholders approach ongoing regulatory compliance and the underlying costs and benefits.• Conducted detailed product demonstrations to prospects, clients and potential partners.• Lead demand generation initiatives to include Meaningful Interactions.• Worked with other members of the sales team and other technical experts to build and present technical Proofs of Concept presentations.• Supported marketing activities by attending trade shows, conferences and other marketing events.

Greater Atlanta Area

•Successfully managed group of SMEs to consecutive years of achieving corporate Revenue and NOP goals.•Strong sales background, with extensive consultative selling experience. Able to quickly build rapport, uncover prospect needs and assemble solutions.• Additionally responsible for conducting on-site presentations of profitability and performance solutions encompassing Organizational, LOB, Product, Funds Transfer Pricing and Customer Relationship levels.•Increased new sales of Customer Relationship Management tool from $500K to $2.1M from 2004 to 2005.• Increased new sales of all profitability solutions by 50% from 2003.• Liaised with Marketing and Development Departments with responsibility for creating business requirements and directing marketing emphasis in response to market trends.•Was a key component to guide the internal solution sales vision/approach. •Utilized experienced communication skills as speaker at company annual conference and industry events.As Manager of IPS-Sendero’s Sales Consultant Group, Steven Light guided the company’s Subject Matter Experts (SMEs) to work with prospects, existing clients and internal sales resources to provide pre-sales expertise including assessing customer needs, proposing solutions, and performing product demonstrations. Steven’s team of SMEs worked to assist with overall sales strategies and product-specific positioning within those frameworks. Steven was also the principal SME in the area of Profitability Measurement and Corporate Performance Management and has spoken at numerous annual conferences and industry events. Steven knows the community financial institution space intimately and is adept a constructing and delivering strategic, consultative sales presentations and discussions.

Managed a team pf pre-sales consultants to deliver exemplary sales presentations of CFO-oriented software applications.

Greater Atlanta Area

• Provided financial support for Corporate Other LOB to include preparation of a $348 million annual budget (plan) and monthly forecasts.• Generated monthly financial and operating reports and interpreted results through collaborative efforts with department heads.• Performed ad-hoc financial analysis on strategic planning and business improvement initiatives.

Greater Atlanta Area

• Areas of work included: Net Interest Margin, Non-Interest Income, Loan and Deposit Pricing, Costing, Profitability, Retail Staffing / Scheduling, Process and Workflow Optimization, and Marketing Strategies. • Performed consulting engagements for a variety of community bank and thrift clients.• Responsible for pre-engagement analysis to include the preparation and interpretation of data tables and summary reports on loan activities, deposit portfolio structures and product pricing.• Lead on-site training and implementation workshops for company’s proprietary loan and deposit pricing models.• Identified in excess of $4 million of non-interest income (fee) opportunity for clients.• Utilized excellent communication skills to convey ideas and build consensus for decisions.• Created miscellaneous customized spreadsheet utilities, models and marketing collateral.• Analyzed existing retail and commercial product and service offerings and redesigned / developed new offerings.

Greater Atlanta Area

• Handpicked from 500+ employees to be 1 of 7 members of company Vision Team.• Promoted to Regional Relationship Manager (11/96).• Successfully initiated customer-focused marketing / sales program to include: writing plans, creating tactics, implementing strategies, and tracking results.• Developed East Coast US airport relationships while managing concession bid processes.• P&L responsibility for 3 retail FX offices with hands-on experience in all areas of business.• Increased revenue by 15% while reducing expenses by 9% year-on-year.• Contributed in excess of $100K in advertising value as a key representative / speaker.• Successfully team planned and orchestrated citywide sales, marketing and resource management strategy for 1996 Atlanta Olympic Games.

Consulted with home buyers, builders and real estate sales professionals about financing options related to mortgages.

Mba - Masters Of Business Administration, Finance And Financial Management Services

Activities and Societies: Student Finance Association, IntramuralsPlayed intramural sports, Member of Student Finance Association.

Bs - Bachelor Of Science, Major In Finance, Minor In Economics

Activities and Societies: Student Finance Association Member