Rocklin, California, United States
I am an accomplished professional services sales professional with extensive experience providing the leadership needed to drive the achievement of the organization's technical sales-related business goals and objectives. I can analyze client needs, leveraging in-depth service knowledge, strong communication skills, and a persuasive nature to sell service benefits and the organization's value proposition in a highly effective manner. In addition, I bring proven strength in building and maintaining long-term, professional relationships with strategic sales partners, including key decision-makers, to maximize the business potential and revenue generated within the marketplace. I am continually recognized for delivering impactful results while leading in fast-paced, competitive environments. Areas of Expertise Include: Business Solutions • Professional Services Sales Leadership • Revenue Generation Consultative Solutions Sales • New Business Development • Complex Negotiations Key Account Management • Professional Services Sales • SaaS Sales Practices Prospecting & Lead Generation • Strategic Sales Partnerships • Market Penetration Sales Presentations • Sales Strategy & Execution • Product & Service Promotion
● Drove Pipeline generation, Qualification, Negotiation and Sales to customers across the US for Enterprise accounts covering services for IT Operations, Application Development, and Information Management product lines. ● Led account reviews to discuss pain points, identify expansion opportunities to increase share of wallet and drive additional SaaS and Services sales. ● Maintained partnerships with customers throughout delivery to ensure customer satisfaction, territory profitability, and follow-on opportunities. ● Notable achievements while in the position have included: ο Delivered over quota with $2M in bookings in year 1 ο Exceeded ATR for recurring services engagements
● Served as the Region VPs trusted business partner leading a team supporting sales and delivery to coordinate lead generation, pipeline reviews, contract negotiations, order forecasting, and project P&L management across multiple product lines. ● Led the Territory and Quota planning for 15+ Account Executives ● Managed the coordination between Order Operations, Finance, and Systems teams to ensure Sales and Delivery teams could focus on closing deals while providing excellent results for customers. Notable achievements while in the position included: ο Averaged forecast accuracy of 98% with individual sales teams that varied between 20% and 140% to the budget. ο Built out enhanced pipeline reporting to show generation and qualification trends by rep and sales teams and detailed conversion analysis. ο Provided guidance on deal structuring to Sales and Delivery to meet customer needs while protecting our ability to recognize revenue and collect cash.
• Led a high-performing team of analysts that served as the primary finance support for the Sales and Delivery teams and ensured that all parts of Finance, including Quote to Cash, Collections, Revenue Recognition, Controllership, and Audit, were delivering effectively and efficiently for our stakeholders. Notable achievements while in the position included: - Managed the 1st year of delivery for a Finance Center of Excellence in Romania, responsible for the close, reporting, and forecast management of the Services businesses while effectively closing periods in 3 days. - Averaged forecast accuracy of 110% of the month 1 Gross Margin outlook on 96% Revenue Accuracy by working with leadership on cost controls, staffing, and cleaning up balance sheet issues from prior years. - Partnered with Credit & Collections to reduce receivables aged greater than 120 days from ~$2M to under $100,000 over 9 months.
• Managed the Long-Term Financial Planning of HP's Software business, including developing 1-5 years of P&Ls, and Balance Sheet, Cash Flow, and TCOW metrics. • Led the financial due diligence work to support the divestiture of HPE Software and the Working Capital analysis required for the spin-merge as part of UK regulations.
• Led a high-performing team of global, cross-functional Senior Financial Analysts representing multiple HP Business Units supporting procurement sourcing in excess of $20B per year in goods and services. • Served as a High Potential Finance Action-Based Learning team member tasked with simplifying the EG Flash process. Notable achievements while in the position included: - Successfully met or exceeded $300M in year-over-year savings through in-depth analysis of auctions, strategic supplier agreements, and leverage opportunities. - Identified key issues using Lean Six Sigma tools and worked with the key finance stakeholders to reduce materials created by 85% while enhancing the quality of the product.
• Served as a Financial Analyst responsible for complex, leading-edge analysis for new procurement business models. • Developed a detailed global spend forecasting solution, including data aggregation from multiple finance systems, complex financial analysis, and Executive bridges for Global Procurement and Finance leadership. • Created and delivered a SQL-based Value Reporting Analysis Solution across multiple HP Business Units that contributed to enhanced reporting effectiveness.