San Francisco Bay Area
With over a decade of experience, I specialize in SaaS commerce and strategic roadmaps, currently serving as Lead Commerce Platform Product Manager at Omnissa. I spearheaded the development of foundational systems for an independent software company within six months, introduced multiple subscription offerings, and designed innovative business and product solutions, including a new route-to-market strategy and product packaging simplifications. My expertise lies in creating scalable SaaS commerce systems, aligning strategic product visions with operational execution, and fostering cross-functional collaborations to deliver impactful results. Dedicated to enabling efficient, customer-centric business processes, I am driven by a commitment to empower organizations to achieve sustainable growth in dynamic and complex environments.
- Built the backbone of an independent SW company from ground up in 6 MO (as part of the separation from VMW/BRCM) - Introduced ~10 new Subscription offerings, including some that required major changes in the existing biz processes, commerce systems, as well as on the products side, before they could be released to the market. - Designed business & product solution for a new RTM for Service Providers with Commit & Overage billing model. - Upon comprehensive analysis of the historical sales, entitlement, and pricing data, designed and implemented product packaging simplification that led to 80% SKU count reduction, 50% NPI SLA reduction, and major deal configuration & approval simplification, along with major simplifications for the bundled solutions. - Designed and introduced attribute-based offer model for all existing products, bundle, pricing, revenue data and for NPI process, unlocking major improvements in guided selling, pricing, fulfillment, support entitlements, and revenue. - Defined scope for subscription products related Quote to Revenue commerce transformation, guided PM track leads through detailed requirements documentation, delivering radical improvements in solution configuration/ quoting, product bundling, subscription management, and revenue mgmt., all for multiple RTM’s. - Introduced attribute-based offer model into NPI process, guided selling, pricing, fulfillment, and support entitlements.
- (as part of the Core PM team) Defined VMware’s new and evolving business models and translated them into operational commerce capabilities and portfolio roadmap with investments totaling $100M+ annually. - Introduced ~50 new subscription offerings across all VMware’s BU’s on the existing commerce platform: driving Pricing & Packaging design, Business operations readiness assessment, and the rapid enablement of the critical missing capabilities (e.g. addon’s/upgrades, renewals, recurring billing, credit funds for usage/overage payments, promotions). - Established Business Profiler framework for commerce fit-gap assessment for any new service onboarding requests - Transformed NSI process to adopt attribute-based offer model, reducing 3-4 months SLA to 2-3 weeks. - Scaled VMware’s Private, Public and Managed Cloud business, led cross-functional initiative to transition core VMware offerings from perpetual to subscription and consumption-based business models, improving recurring revenue and enabling 50%+ annual growth while optimizing operational costs. - Facilitated the onboarding of 3 new SaaS acquisitions on our commerce systems, also repackaging and repricing their offerings, aligning their subscription lifecycle processes with the newly defined VMW business standards.
- Applying Business Capability Architecture principles, translated and rationalized strategic and operational objectives into optimization and automation initiatives across various business functions and executable business capability roadmap. - Drove Product & Pricing and Order Management transformation projects for Perpetual and Subscription offerings.
- Chief solution architect for Product & Pricing management, Discount and margin guidelines, Deal management, Order processing, and Revenue recognition, for both direct and indirect channels, enforcing SAP best practices, and process standardization across the global regions. - Led breakthrough improvements for the channel partners discounts and margins and deal profitability assessment, that eliminated 80% of bad deals and streamlined RevRec of complex deals - Managed the capability delivery roadmap with IBM & TCS SI’s, defined data migration approach from Oracle and Siebel.
- Led innovative RevRec solution for complex HW&SW arrangements (incl. contractual pricing, customer acceptance, revenue & cost recognition, integration with service orders, quoting with true ups/caps, and service & SS renewals). - Energized system integrator team to deliver on time & budget.
- Analyzed the existing MS Licensing systems, identified SAP gaps and major improvement opportunities. - Designed & piloted Contract to Cash solution for Volume Licensing with Usage billing, leveraging SAP RM-CA.