Will Cotter, Cfa Email & Phone Number

New York, NY, US

• Lead projects for Contract Lifecycle Management platform implementation utilizing Salesforce CRM and Conga/Apttus CLM. Engage with key stakeholders to define business requirements, develop and implement processes.
• Identify platform enhancements, articulate and prioritize business needs, engage with technical resources, specify Acceptance Criteria, and design/manage User Acceptance Testing.
• Identify existing contractual obligations, reconcile against Sales activity and client assets/invoicing, and document findings in CLM to provide data transparency for improved decision making and support efficient.

New York, NY, US

• Lead projects and oversee Sales Technology suite for approximately 700 users including integration and deployment of new applications, training, and ongoing support and administration. Evaluate potential vendors, groom.
• Serve as Subject Matter Expert in Lead to Cash workflow design and enhancements for CPQ and deployment of CLM platform utilizing Salesforce CRM, Conga/Apttus and Workday. Develop content and strategy for Change.
• Develop and refine internal reporting for Sales, Cancels and associated Forecasting utilizing Salesforce Reports and Dashboards. Identify and implement enhancements to Salesforce data to deliver more accurate reporting.
• Operationalize data enrichment initiatives and develop foundation for data governance policies.
• Manage two direct reports, prioritizing activities, develop skills, and provide opportunities for career development.

New York, NY, US

New York, NY, US

New York, NY, US

• Provide financial analysis and decision support for segment of the company with approximately $400M in Annual Revenue.
• Identify, analyze and communicate key factors in segment/product sales and revenue performance. Engage with Executive-level Management to conduct scenario analysis to help drive achievement of strategic targets.
• Partner with Executive-level Management to design and implement global sales organization post-merger for 160+ staff. Developed three unique compensation plans to meet the needs of each of our global regions.
• Develop and implement new reporting framework for Sales and Commissions performance for the newly combined organization. Serve as business owner and subject matter expert on Sales and Commissions reporting requirements.
• Forecast results and lead ongoing planning and budget analysis for $44M Sales operating budget including approval authority over $12M Commission budget.
• Manage five direct reports, prioritizing activities, ensuring accurate presentation of sale results and timely payment of commissions.

• Provided financial analysis and decision support for segment of the company with approximately $240M in Annual Revenue.
• Identify, analyze and communicate key factors in segment/product sales and revenue performance. Engage with Executive-level Management to conduct scenario analysis to help drive achievement of strategic targets.
• Forecast segment results and lead ongoing planning and budget analysis for $30M Sales organization with the assistance of one direct report.
• Design, stress-test, implement and communicate global annual commission plan for approximately 200 staff. Analyze historical individual/team performance and authorize associated commission payments.

• Provide commission calculation and payment for approximately 500 sales professionals globally.
• Manage global team of eight direct reports, prioritizing activities, ensuring accurate calculations reflective of sales activity and timely payment of commissions.
• Review payments and plans with Segment Finance; provide estimates and ad hoc analysis.
• Engage Sales Management to identify commission deviations, resolve disputes and provide ad hoc analysis.

• Provided financial and process analysis for division of the company with approximately $1.8B in Annual Revenue.
• Provided relevant data and analysis to Strategic Business Units regarding client revenue, product mix and profitability. Engaged senior Sales and Product management teams to improve data presentation, identify trends.
• Collaborated with Americas Solutions Sales Management to discover and analyze key business drivers to provide insight on past performance.
• Reduced variance from expected revenue by analyzing Suspended Billing – Q1-Q2 2010 reduced outstanding variance by 54% and ongoing monthly revenue by 78% (>$700K Monthly Revenue). Identified, diagnosed and provided.
• Improved accuracy and efficiency in monthly Revenue Reporting process by collaborating with Revenue Assurance team to identify discrepancies and make recommendations on how they could be eliminated.

• Oversee client relationships across Corporate Services product line.
• The team saved $13.7M in at-risk revenue in 2006, $11.4M in at-risk revenue in 2007, $7.5M in at-risk revenue in 2008.
• Earned promotion to Manager of team by demonstrating leadership, thorough product and process knowledge, commitment to defending revenue, and accountability. Supervised three direct reports and served as primary point.
• Coordinated transition to new online reporting tool, communicated and implemented across Corporate Services to better leverage existing resources.
• Negotiated pricing, fees and services directly with clients to minimize negative revenue impact on Corporate Services while improving client relationships.
• Supervised 100-200 active at-risk cases, exercised judgment and directed efforts to satisfactory resolution.

US

US

• Prioritized and managed day to day regional client needs in dedicated territory (approximately 90 companies in Illinois) and assisted with uncovered clients. Built relationships with clients to understand each client’s.
• Ensured client retention through client support and product training.
• Assisted clients with Financial Analysis and Research (i.e. Competitive and Industry Analysis, Ownership, Targeting and Interaction Analysis).
• Served as group expert for Thomson ONE Analytics Excel Add-in used for Competitive Estimate and Financial analysis (customized reports for 250+ clients).
• Managed high profile clients with special demands (including five of 30 Dow Jones Industrial companies) and assisted in sales process.
• Developed documentation for client products and services as well as internal practices.

US

• Directed transition from existing software platform to online services for external customer use.
• Established timelines and production delivery schedule including application testing and launch.
• Coordinated efforts between internal staff, web development team, software vendor and hosting solution provider to deliver completed project within established timelines.
• Optimized and managed company’s technology infrastructure to minimize downtime and maintain data security and integrity.
• Directed Customer Service efforts for new and existing clients.
• Conducted ongoing profitability analysis of clients and initiated efforts to improve client profitability.

• Maintained established client base while servicing new clients as sole member of sales staff for first ten months of employment.
• Introduced and directed Channel Partner development and incentive program. Responsible for initiating and developing relationships with Channel Partners that included VAR, Resale and Wholesale Partners.
• Participated in RFP/RFQ process with potential clients and Channel Partners for projects in government, education and private sector.
• Reported to the President and continued to be top producer in the company, consistently exceeding established sales quotas:
• Achieved 115% of Sales Quota for 2001.
• Achieved 135% of Sales Quota for 1Q2001 through 3Q2001.

• Maintained established client base while servicing new clients as sole member of the sales staff for first five months of employment.
• Discovered, diagnosed, established and managed client relationships.
• Provisioned and delivered client projects.

Mba, Analytic Finance, Economics, Accounting, Entrepreneurship

Education record

Ba, International Business

Education record