Scottsdale, Arizona, United States
Hands-on Ops/Finance professional with a broad software background, specifically: Sales/Revenue Operations, ARR & Renewals Process/Reporting, Services Operations, Corporate Finance, P&L Management, Establishing and Trending KPI's, SaaS & Deal Pricing. Experience primarily in cost optimization and profitability of Professional Services. Often in PE-owned software companies.
• Hired as an IC to build out KPIs, metrics, and financials for MongoDB's Professional Services business • Transitioned into a player/coach role and built out a Professional Services Ops team consisting of: * Strategy and Ops - Professional Services Delivery * Strategy and Ops - Professional Services Sales * Business Systems (primarily Certinia) * Commercialization (Professional Services SKUs and Offerings Management) * Transformation (internal PMO and Change Management)
• Led Operations team responsible for KPIs, analytics, strategy, and financials for Chief Customer Office businesses (Consulting, Renewals, and Support) • Designed and built out new services utilization rate tracking and corresponding bonus plan resulting in 8% higher project time • Developed tracking for, and trending of, key profitability drivers in services business (effective rate, backlog burn, project time, etc.) • Developed systemic tracking of renewals business in CPQ based on key drivers (rate increases, cancellations, concessions, add-ons) • Partnered with renewals leader to build out staffing, processes, and reporting for newly created renewals team
• Responsible for all aspects of services sales operations, including Salesforce.com, KPI reporting, strategy, and compensation planning • Developed signings model resulting in 93% accuracy, providing predictability to historically unpredictable business • Created metrics and reporting related to services attach to license signings, integral to identifying performance in addressable market • Performed data-mining for targeted sales campaigns, leading to 80% of signings from installed base • Managed CMO team responsible for SOW approval from a contractual and legal perspective • Built financial model to provide staffing guidance and project profitability for the largest BMC consulting project in the last 5+ years • Geo operations lead supporting LATAM Consulting; responsibilities involve compliance process, plan/forecast, and KPI reporting
• Managed budget, forecast, and other metrics/analytics for renewals and support business; presented monthly progress to executives • Created complex maintenance revenue model providing high level of predictability as well as visibility into key revenue drivers • Developed management dashboards targeted at proactively identifying movement of KPIs • Member of team tasked with confidential sale of JDA and member of integration team; involved in entire merger process • Built an operational model for cloud business, based on utilization of assets, which provided visibility of upcoming capital requirements
• Manage a team responsible for all capital and operating expenses for Corporate, Group, Labor Relations, CRE, Legal, Corp. Comm., Public Affairs divisions • Responsibilities include annual budget, monthly close, variance explanations, capital and operating forecast, ad hoc analysis and projects • Meet monthly with CFO and Vice Presidents of respective divisions to discuss financial performance
• Manage a team responsible for all capital and operating expenses for US Airways’ Corporate Real Estate division
• Accountable for all aspects of IT labor both operating and capital; implemented new process to track IT labor • Special projects analyst tasked with justifying capital expenditures commonly involving NPV and cost/benefit analysis • Wrote 5-point justifications and detailed cash flow analysis for capital expenditures (CAREs)