Wendy Balcom Email & Phone Number

Denver, Co, Us

ForgeRock and Ping Identity have merged under the Thoma Bravo umbrella!!! We are now Ping Identity!!!!

San Francisco, Ca, Us

FORGEROCK IS NOW PING IDENTITY!!!!!!As the leader of the Global Deal Management Team and the RFx Response Team, I define and drive change management for deal operations activities that result in GTM process, system and tool improvements as they pertain to the Quote to Cash Deal Cycle. I have a heavy focus on SFDC usage and quoting improvements/automation. My focus is to have best practices in place for the deal formation process, and work to identify opportunities to drive automation and improve operational excellence. I work proactively and holistically to remove bottlenecks by generating actionable solutions to tackle them!

Newbury, Berkshire, Gb

Responsible for all of North America across Strategic Deal Management, Deal Desk, Quote Operations and Quote Assist teams who span multiple countries and support multiple regions. * Driving deal support initiatives across multiple organizations and product lines including on premise perpetual license and support, subscription and SaaS. * Lead for global operating framework to improve sales velocity and effectiveness. * Senior customer and internal executive escalation point. * Drives system and process initiatives including global roll out of new SFDC instances.

Santa Clara, California, Us

As a Senior Director within the Operations team in charge of Worldwide Deal Strategy and Process, performs a vast array of duties from running the Executive Pricing Committee, acting as the escalation point for the Order Booking Team, handle traditional operations duties, drive NPI process, structure all non-standard transactions, and review all transactions prior to customer release.★ Enable subscription deal formation and execution via advising sales on deal structuring economics, pricing, discounts and terms and conditions under ASC 606 while using analytics to provide sales and finance early visibility into potential deal impacts.★ Structure renewal opportunities to avoid churn, thus protecting ARR.★ Drive Salesforce forecasting and pipeline integrity, checkpoint processes with applicable stakeholders, and where warranted, negotiate transactions directly with customers or partners, drafting business clauses for legal transaction documents as necessary to support such negotiations.★ Develop and provide customized sales-support collateral and training on pricing, deal structure best practices, new offerings and philosophies, and sales support initiatives.★ Facilitate global consistency in deal structuring and pricing, as well as providing a holistic view of pricing escalations and non-standard requests/models through their various iterations. Review such results with senior leadership cross-functional executives as a regular cadence. ★ Continuously monitor and report on the deal cycle, system & tool adoption & effectiveness, and other areas required to drive deal velocity.★ Monitor and measure sales activity, pipeline, opportunity management quality, bookings, win/loss. ★ Drive corporate forecasting cadence, including MEDDIC, advise on proper forecasting, review pipeline forecasting and analytics, assist with territory planning and quota assignments, and drive Go To Market strategies for upcoming fiscal years.

Houston, Texas, Us

MicroFocus Mergers with HPE Enterprise Software:https://www.microfocus.com/about/press-room/article/2017/micro-focus-completes-merger-with-hpe-software/★ Responsible for handling all deal approvals on behalf of the WW EVP and all escalated deal approval issues at the EVP and CEO level.★ Supervises nearly 100 professionals distributed across three regional deal desk teams, the Worldwide Enterprise License Program Team, and the Worldwide Strategic Proposal Center.★ Formed the ELA Program Team, reversing a double-digit YOY decline in enterprise licensing revenue, delivering a 30% QTQ increase in average transaction sizes and recovering 50% of losses.★ Debuted a Global Strategic Proposal Center which serves as an invaluable resource to the sales force while ensuring consistency in messaging and value propositions.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT HEWLETT PACKARD ENTERPRISE / MICRO FOCUSMicro Focus and HPE Software have joined to become one of the largest pure-play software companies in the world. Bringing together two leaders in the software industry, Micro Focus is uniquely positioned to help customers maximize existing software investments and embrace innovation in a world of hybrid IT—from mainframe to mobile to cloud. We are a pure-play software company focused from the ground up on building, selling, and supporting software.

Palo Alto, Ca, Us

★ Directed the America’s Software Deal Desk Team and served as Worldwide Process Improvement Leader; grew the team to encompass 40 subject matter experts supporting multiple license, consulting, SaaS, Support, and Intercompany deals across product lines, systems, and countries.★ Designed and deployed best practices to govern deal structuring, deal process flows, quoting and booking.

Austin, Texas, Us

★ Promoted from Senior Administrative Assistant to Business Practices Manager, then to Director of North American Deal Operations. Successfully reviewed and approved deal structures submitted by the sales force, negotiating multi-million dollar transactions against tight quarter-end deadlines.★ Introduced global process changes impacting multiple lines of business relating to operational training, sales management training, internal policy/processes and baseline contractual structures.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ORACLE CORPORATIONOracle Corporation is a Fortune 100 company that specializes primarily in developing and marketing database software and technology, cloud engineered systems and enterprise software products.

Austin, Texas, Us

★ Promoted after one year of service with the company, working with sales managers to structure and price multimillion dollar software license deals.★ Formulated long-range strategies to ensure success across the company’s top strategic accounts.★ Trained field sales personnel and participated in executive forecast meetings.☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲☲ABOUT ORACLE CORPORATIONOracle Corporation is a Fortune 100 company that specializes primarily in developing and marketing database software and technology, cloud engineered systems and enterprise software products.