Greater Chicago Area
I am a successful sales and finance operations professional with vast experience working with sales teams, managing and prioritizing high volume requests, developing strategies for complex deals and proposals, specializing in pricing, contract creation and negotiations for B2B SaaS and AI-powered solutions, both direct and with channel partners. I am committed to delivering excellence in my role while meeting deadlines and customer expectations, ending in project success. I have worked within finance and sales operations teams, collaborating closely with all levels of stakeholders, balancing multiple projects, and assisting in process improvements to enhance efficiency and accelerate revenue growth. I am successful working in fast paced and dynamic work environments and highly organized, stay focused under pressure, and embrace new challenges. My adaptability to change and commitment to expand my knowledge and skills are integral to my professional growth.
• Drafted complex, non-standard cloud arrangements, including proposals, orders, professional services statements of work, amendments, terminations, consolidation of agreements and renewals. Specialized in SaaS and AI powered solutions. • Conducted deal analysis and provided recommendations to ensure deal accuracy and compliance with ASC 606 and company policies and technical requirements. • Partnered with sales, identifying deal strategy and financial modeling to achieve customer expected outcomes. • Managed and prioritized high volume requests within Salesforce, meeting deadlines and optimizing the sales cycle. • Secured executive approvals with deal summary and business justification decks highlighting contract value and details. • Researched and analyzed customer active contracts and data to understand terms, and growth opportunities. • Participated in external/internal customer contract redline negotiations, working closely with legal. • Cross collaboration with sales engineers, technical revenue accounting, legal, customer success, regional sale vice presidents, contracts management, product management, professional services, order management and others. • Continuously expanded product and industry knowledge through training and self-study. • Served as the SA subject matter expert for Nuance AI-powered cloud platform. collaborating with leaders and product management; teamed with legal to secure developer addendums; mentored and trained team members on processes; and improved processes efficiency and approval level guideline documentation which resulted in improved sales request replies to 72 hours or less.
Note: Nuance Communications was acquired by Microsoft Corporation April 2022. Collaborated with sales reps, providing deal structuring and pricing support for complex and non-standard healthcare cloud, SaaS, and AI solutions. Cross-functional teamwork, contract creation, negotiation and review, obtaining executive approvals on non-standard terms, and ensuring revenue recognition and swift deal closure.
• Structured multi-element, complex arrangements valued from $400,000 to $10,000,000, maximizing win probability and revenue while adhering to financial policies throughout the quote to cash process within Salesforce / CPQ. • Lead deal desk support for Channel Partners, ensuring success by maintaining relationships with partner leaders, being knowledgeable of partner master agreements, providing diligent follow-up and communications and assisting in rectifying issues to meet end-of-month quotas. • Analyzed sales and lease contracts to ensure revenue was properly accounted for in accordance with IFRS and ASC606 standards. • Created contracts and amendments capturing pricing, discounts and non-standard language, obtaining leadership approvals for below margin ranges or contract terms as needed. • Influenced decision reviews and approvals on non-standard transactions by collaborating with executive leaders, legal, finance and pricing teams. • Met tight month-end deadlines by maintaining communication with product and order management and sales operations to obtain fully executed contracts, closing documents, and confirmation of shipments for timely bookings. This required outstanding time-management, attention to detail, raising awareness to potential setbacks and organizational skills. • Participated in contract redline discussions. • Obtained executive approvals for non-standard financial or contractual transactions. • Managed revenue recognition for multi-element arrangements, Enterprise License Agreements, SaaS, Subscription, Professional Services and other financial models to ensure proper revenue accounting. • Served as departmental subject matter expert, training employees from acquired businesses, streamlining processes and ensuring the seamless merger of business practices resulting in prompt processing and revenue recognition of legacy and new business deals. • Team Lead for Salesforce CMR implementation and adoption. User Acceptance Testing - UAT
• Tracked shipments, prepared quotes and contractual documents, completed final review prior to bookings, for deals under $400k, averaging ownership of 150-200 deals monthly. • Worked directly with sales teams and channel partners across the US. • Confirmed deal reserves were accurate and allocated appropriately for Hardware / Software lines. • Tracked shipments to ensure receipt of POD, allowing revenue recognition by month end. • Collaborated with various internal and external stakeholders regarding quote to order processing, day-to-day process, research requests and follow-up to ensure on-time deliveries for multiple US. districts. • Partnered with key internal teams to streamline quote-to-order operations, daily procedures, and achieve timely delivery targets. • Assisted with audits as required. • Managed processes for all outgoing and incoming (Damaged Equipment / DOA / Missing Equipment / RMA) products. • Communication with executives, sales, deal support analysts, accounts receivable, channel partners and supply chain.
Highly organized contracts manager responsible for companywide contract signatures and tracking. • Created a tracking system enabling quick retrieval of contracts and deal files, improving audit efficiency. • Administered end-to-end processing of North American and Canadian contracts, ensuring all required documentation and approvals were secured prior to contract execution.