Brought in to help the Adobe Genuine Team scale their business processes. • Document business processes in order to identify process gaps and areas for improvement. • Research and implement tools (Slack, Sharepoint, Wiki) to improve communication and collaboration.

* Acted as Deal Desk Manager for ~18-25 sales representatives within a hyper-growth company ($44M in Revenue in 2014 to $261.8M in 2017; 2018 wasn't reported due to the merger with Cloudera). Assisted in contract reviews for deals ranging from $50K to multi-year, $5M+, quote creation and approvals, deal structuring and general assistance with processes and best practices. The ability to handle a high volume of interactions and transactions with speed and accuracy was critical. * Served as Subject Matter Expert (SME) for Federal, and as the lead for our Latin America region in addition to supporting domestic (Commercial) reps. Significant experience with various business models including direct, reseller and distribution.* Built strong partnerships with key business groups: Sales, Finance, Legal, Products, Support and Orders to manage and support the deal negotiation and order booking process. Collaborated cross-functionally to provide guidance on complex pricing and non-standard business terms in order to provide options and recommendations to sales reps to address customer objections while maximizing revenue and bookings.* Assisted in the requirements gathering, UAT, and implementation of a Quoting tool and then a new CPQ (Configure, Price, Quote) tool. Provided on-going training and assistance for reps on how to use the tool, as well as communicated errors and suggestions for improvements to the backend teams. * Trained new sales reps on Hortonworks contracting processes and policies. Also worked with them to ensure that they properly quoted and forecasted their deals in Salesforce.com.

• Served as subject matter expert (SME) regarding sales/sales operations processes for User Authentication (VeriSign), eDiscovery (Clearwell), and ev.cloud (Liveoffice). This included being a resource for Sales and cross-functional teams to better understand the sales processes for these products since they did not all fall under the standard Symantec policies and were at various stages of integration.• Quickly learned the acquired company’s sales processes to assist in keeping deals moving forward while helping Sales Reps transition to Symantec’s policies and procedures.• Assisted the Symantec integration team in identifying training needs and process changes/gaps that needed to be addressed with change management activities.• Managed four sales operations employees that came to Symantec via acquisition. Obtained 100% employee retention, and helped members find new roles when team was disbanded due to change in corporate strategy.

• Reduced process errors and increased the self-sufficiency of the Sales Reps and supporting teams by creating and conducting training sessions as needed and giving contracting guidance regarding the VeriSign products and services.• Solid understanding of quote to cash practices, and sales processes and policies which include revenue recognition guidelines, discounting policies, quoting tools, salesforce.com and Oracle ERP applications.

• Represented Sales Operations and Sales in cross-functional product launch process. Collaborated with multiple internal groups to define and implement any new processes and increase awareness of sales requirements, activities and associated timelines. • Acted as deal desk manager for two acquisitions (GeoTrust and inCode). Trained the sales staff, helped them adjust to VeriSign’s processes, and enforced VeriSign policies which ensured the continuation of deal flow during the integrations. • Reduced contract negotiations and shortened sales cycle for ECA certificates by automating the buying process. Customer could click through terms and conditions and order details.

• Sales Deal Desk Manager. Served as the liaison between Sales, Legal, Finance, Product Marketing and Order Fulfillment in driving sales opportunities to closure. • Facilitated approvals for discounts and non-standard contract terms to ensure the best contracting solution.

• Co-developed report for pan-European region to forecast and track marketing lead generation activities from inquiry to lead distribution, and by vertical industry sector. • Assistance in knowledge management activities, including collating and posting regional status reports, providing feedback for updated field marketing intranet site, and assisting with the best practices program.

• Served as main point of contact for global initiatives and as an escalation point for one of MMI’s largest accounts ($10-20M annual revenue). Interfaced with the customer and MMI global manufacturing divisions to ensure customer satisfaction and to resolve customer issues. • Demonstrated advanced negotiation skills in all aspects of account management including pricing, contract negotiations and problem resolution in high-pressure situations.• Served as project manager for new initiatives and requirements, including implementation of serial number capturing, knowledge transfer and systems set-up for fulfillment out of additional facility (Shanghai) and standardization of report formats globally.

• Assumed responsibility for three existing accounts representing annual revenues of over $3.5 million. Responsible for customer satisfaction, contract negotiations, relationship building at executive levels (CXO), and communication of new service offerings and company initiatives. • Identified and closed opportunities to sell new internet infrastructure services into existing accounts. Generated $230,000 in new contract bookings in just four months using consultative selling techniques. Project managed the deployment of new services for my accounts.

• Wrote and produced a newsletter for the field with concise information on marketing activities, contacts, and new sales tools in the Business Intelligence division. • Established strong working relationships with personnel in the field. Acted as a resource for inquiries regarding customer references, key corporate messages, and marketing activities of the Business Intelligence division.• Responsible for ensuring the success of customer and partner visits to Informix headquarters. Developed agenda, secured appropriate speakers, coordinated information flow between sales executive and speakers, and handled all logistical details associated with the visits.• Revamped and maintained the Executive Briefing Center (EBC) intranet site.

• Selected to work on small team chartered to build sales and company presence in the computer training market. Involved research, definition of market requirements and development of proposals to meet specific customer needs. First team member to secure a sale within the computer training industry. Estimated annual revenues of $500K with profitability levels that were 40% higher than company average.• Managed all aspects of our Apple Computer Imaging Products account with annual revenues of $10-18 million (primarily international). Acted as the project manager liaison between the customer and our corporate and manufacturing divisions. Included responsibility for account profitability and growth.• Project managed the successful shipment of first products out of new facility in Japan. Involved extensive communication and collaboration with the customer and our Japan and Singapore account teams. Product shipped on time, within budget and to exact customer specifications.• Reduced costs and leadtime over product lifecycle by analyzing product specifications and forecasts and recommending most efficient manufacturing methods.