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, design and propose workflows that incorporate best practices while minimizing disruption.• 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 client engagement.

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 user stories, specify Acceptance Criteria and design/manage User Acceptance Testing.• 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 Management including User Training and Stakeholder Communication.• 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 for $20M Lead to Cash initiative (complete CRM, order, billing and reporting framework).• 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, and lead discussion regarding product performance in the marketplace.• 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 explanations for current underlying causes while working with Billing Team to resolve issues. • 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 of escalation for client relations issues.• 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.• Interfaced internally with Finance, Legal, Sales and Service groups and Senior Management to allocate necessary resources to retain revenue.• Created customized reports and queries to quantify current and estimated revenue effect.• Identified trends and incorporated client feedback into product and service enhancements to improve the organization’s revenue retention and client experience.• Led migration from proprietary database to integrate the group’s reporting into a segment-wide system that provides real-time revenue impact to Senior Management and Business Heads.

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 needs and provide proactive, consultative service. • 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.• Increased Sales Performance approximately 25% from 2000 to 2001.• Trained and motivated other sales staff. • Directed extensive key client audits and coordinated efforts with internal staff as well as designated client contacts.

• 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