Tim Kieff Email & Phone Number

Tempe, Az, Us

Tempe, Arizona, United States

- Keeps the Spice Flowing (Yes a wonderful inside joke with a great team and a Dune Reference)- Unique sales process where ALL deals must be approved by our team before closing in Salesforce to ensure data accuracy for reporting (Sales, Finance, Sales Operations, Accounting, Auditing & Leadership)- Work with the Sales Team on reviewing closed deals in Salesforce to not say "No" but explain "How to get to Yes" to close business that supports the business- Annual touches of deals by the combines team (leader +2) of 12,000- Manages a team of two amazing Salesforce Jedi's who navigate the labyrinth of closing all Sales Deals for a high volume Sales Organization (with a Jedi on Loan who helps to slays the Sith)- Transactional actor in Salesforce ensuring that square peg deals that don't fit into the circle holes are made to fit correctly so that the Spice Flows- Leads Daily Deal Desk Team calls to tackle Sales Closed Deals to move them to Won status correctly and address outstanding SalesOps Tickets that help to move deals through the custom Salesforce instance

Tempe, Arizona

- Developed an automated End to End Billing solution for a Content Delivery Network (CDN) to invoice e-Commerce Content Providers and share revenue with Service Providers through the implementation of a CRM (SalesForce) and a Billing system (Zuora)- Directed the project management implementation of the SalesForce and Zuora Development resources to create the custom models and inform them of the special requirements of our business over the nine month project timeline - Coordinated our overseas Development team through the Software Development Life Cycle to automate monthly data collection from the domestic Portal team to automate monthly billing resulting in a one day processing time- Pioneered an eight-step cross-internal business units End to End Sales process inside Ericsson that persuaded borrowed centralized and regional assets to process monthly invoices in SAP since our organization did not poses the Global resources to accomplish this task- Created the Process Map for borrowed virtual teams to learn and perform one of the eight steps in the invoice creation process reducing their time invoice to 20 minutes each month per customer- Coordinated with the Global billing team to develop the three-step process to issue Purchase Orders in SAP to share revenue with Services Providers across the Globe each Quarter- Executed the contract management role for Service Provider contracts, developed an NDA process map, placed all contracts online for 24/7 access for Sales, tracked all closed/won deals for Leadership- Formulated the strategic commercial pricing of Content Provider products in coordination with Product Management team through research of industry competitors and CDN knowledge of pricing margins and revenue targets

- Built a CDN Industry Standard Billing system within three months from initial meeting with Billing Provider to Live implementation of existing customer base utilizing SalesForce and Zuora- Performed Billing Operations monthly for 450+ customers bringing in annual revenues in excess of $1.5MM that included a product list of 200+ Products including multiple billing methodologies for sale in Zuora- Created all reporting utilized by Executive Leadership for Financial planning, Gross Margin Analysis, Marketing Research and Customer Communication via SalesForce reporting tools- Generated a custom Sales tool that enabled SalesForce to perform pipeline tracking, commission reporting and directional sales reporting that empowers Executive Leadership in long term profitability planning- Performed billing activities for the e-Commerce direct to customer xCDN product that was a low cost CDN alternative for individual users.- Developed an Accounting System for customer payments via checks, ACH, Credit Card payments and revenue recognition via online accounting system and Billing System that allows for detailed Financial insight in Zuora- Coordinated all pricing activities as Deal Desk for over 100 sales opportunities ensuring consistent partner pricing, maximizing revenue margins, ensuring consistency in contractual terms and prioritizing strategic objectives - Implemented Contracts Management for all sales contracts, Partner and Referral contracts, Non-Disclosure Agreements, Service Level Agreements, Terms and Conditions and additional as needed documents- Executed Human Resources activities for hiring and releasing employees, 401K management, salary and commissions inputs and all legal needs of the organization

Tempe, Az

• Direct management of two team members which led to the development of new documented processes for the Monthly Accounting Accrual, Invoice Dispute Resolution with vendors and SLA Tracking which resulted in a total benefit to the organization of over $1,300,000 within the first thirteen months• Reduced the monthly COGS accounting Accrual process from 15 days to three days by clearly defining and documenting the process, coordinating all related resources who have input and effectively communicating performance expectations• Implementation of the newly defined process resulted in a reduction of the monthly accrual by $1.3 Million, reduction of late fees from ~$15,000 monthly and a cleanup of all accounts to have a $0 outstanding balance within the first four months• Increased accuracy of COGS accrual process through development of a consistent, repeatable process to receive invoices, code for Oracle, track invoiced services for accuracy, and pay vendors according to contract specifics resulted in $450,000 in savings in the first twelve months• Developed and implemented a dispute tracking process for incorrectly invoiced services that returned $650,000 in incorrect billing over the course of the first four months• Developed an SLA tracking process, through coordination of operations, finance and vendors that increased SLA payments from vendors by 500% over the first six months for a benefit of $55,000• Reduced headcount due to increased performance in my role saving Salary and Benefits of $150,000 for 2013

Tempe, Az

• For over 400 deals Coordinated with Legal, Finance, Billing, Sales Operations, Operations and Sales to develop custom deals that closed business and did not increase back office time to process, resulting in a 75% win ratio• Improved Deal Model that is used to calculate the Financial benefit of deals by adding additional tools that are most frequently used in the financial and strategic analysis of deals• Developed strategic and pricing recommendations for deals as the liaison for the Secure and Accelerate Product lines reducing the response time of the Product team to response to Sales inquiries allowing Sales to be more responsive to customers• Developed 13 Sales Enablement Tools to improve Sales Processes and increase product knowledge for Secure, Accelerate and Video Platform products so that a worldwide Sales team had 24/7 access to Sales Enablement Tools• Updated online Wiki with Improved Process documents and new educational Sales Tools resulting in an increase in the mix of products sold and reduced time to close sales for a Global Sales team• Managed Price Book and SKU creation for nine product lines by creating a new SKU submission process ensuring acceptance of new SKUs by Billing and Sales Operations, reducing the time to market for Product Management• Developed comprehensive picture of the existing Reseller agreements which is currently being used as the starting point for process improvements of the Reseller Program• Coordinated with IT team to develop an online Sales Order Form tool by developing process maps for the Secure, Accelerate and Video Platform solutions to ensure Sales has smooth transition to the new Sales Process

• Performed a span of control analysis for the Membership Travel Services (MTS) organization which aided in Phase I & II reengineering activities to reduce staff by 10%• Designed the Re-Alignment Recommendations for MTS Business Transformation including goal restructuring• Invented the four-year plan for implementation of Work @ Home for MTS to reduce occupancy costs, reduce travel rep attrition, increase schedule flexibility and assist in Out of Hours Servicing • Created the two-year plan for implementation of Online Training for MTS to reduce overlap in activities• Led LOC Statement Enhancement Brainstorming sessions through relationship management, delivering three new Enhanced templates for use by EMEA, Japan, and Australia• Implemented the New Account Treatments Reengineering Benefits for ICSS Acquisitions UK team for ~$0.8MM Benefit• Innovated a new analytical methodology for calculating Application Redesign Benefits and drove adoption of this new methodology by leveraging relationships during the syndication process across several layers of leadershipwith team members in the UK, NY and Phoenix via phone and email• Tracked ICSS No Additional Charge (NAC) Reengineering Benefits, partnering with the Steering Committee to develop 2008 Pipeline of Strategic Initiatives• Operated a PMO office for the MR E2E Customer Experience Initiative by developing a Project Charter, initiating Workstream kickoff meetings, facilitating working committee meetings, and coordinating communication• Influencing business partners across multiple Bands and business units in order to develop overall project strategy• Performed analysis to drive MYCA enrollment and utilization rates, developed strategic recommendations to save ~$5.7MM in reengineering benefits• Communicated the technical MYCA analyses effect on strategy in business terminology for leadership to action

• Created sales team survey to better understand customer needs for strategic positioning of future products• Managed software release cycle including document reviews, led team progress report meetings and developed work assignments for the entire team• Determined what customer requests for new features were to be included in software release• Presented case discussion detailing suggested move from product focused to service focused business

• Developed and implemented the online marketing strategy for launch of the new software• Invented product ordering and shipping procedures for corporation• Created corporate marketing strategy to leverage the online product ordering process• Increased website visibility and increased site hits by 500% through increased search engine placement• Built corporate administrative records policy and library of marketing and customer information

• Performed Air Quality analysis of construction activities that led to the approval of the project by the FAA, facilitating the of expansion of Denver International Airport • Prepared statistical analyses of airspace model for Chicago O’Hare International Airport (ORD) that assisted in the development of the new airspace rules for the new runways• Assisted airspace modeling team at ORD without required computer training due to my ability to learn new technologies quickly and work well in close quarters team situations • Executed the noise analyses for William P. Hobby Airport to determine the noise impacts to the city• Performed environment assessment for Environmental Impact Statement for William P. Hobby Airport

• Pioneered creation of a new methodology to determine air quality emissions from construction activities that was utilized in over a dozen studies• Executed noise analyses of New York Metropolitan airspace for all four major area airports to determine if aircraft should be banned at New York Metropolitan Airports • Created airspace flight tracks utilized for noise analyses at James M. Cox Dayton International Airport• Became IT manager for office of 15 machines without formal training – used hands on experience• Maintained hardware and software upgrades and repairs for office• Developed purchasing plans for office IT and planned office IT strategy

Mba

B.A.

Advanced Placement