Seattle, Washington, United States
Results-oriented technical storyteller with a passion for identifying customer pain points and providing innovative solutions. Experienced in presenting technical and business concepts to c-level executives in sales situations. Able to focus on quality and maintain relationships while managing multiple projects with unique challenges and urgent deadlines. Excited for the challenge of new problems or concepts, always ready to learn a new skill or idea.
- Maintained a library of value models for a team of over 10 value consultants and over 200 AEs - Built a library of value models for 4 products and over 30 use cases into a value platform (Spotlight.ai), maintaining the integrity of the models while ensuring use of Spotlight.ai to its fullest extent - Improved adoption of AE value model self-service in Spotlight.ai from 10% to 70% in a year - Partnered with the data analytics team to develop a CCO-sponsored “Share of Wallet” tool to identify gaps in customer opportunity, improving AE insight into customers, increasing customer retention and growth - Managed the relationship between value tool and internal engineers, maintaining the tool and ensuring regular updates were scheduled and carried out
- Piloted a Value Engineering (VE) program, reporting directly to the CRO, that closed deals with double the ARR than those not associated with the program - Built out a library of models designed for over 5 unique industries and all solutions - Developed trust and reliance on the VE team from the initial state of 0% engagement of Account Executives with the VE team to over 60% Account Executive engagement in 6 months - Created training material used for new hires and current employees to develop and present value models - Conducted training sessions to encourage VE engagement and enable Account Executives and Solution Engineers to develop and present value models
- Served as the primary value engineering contact for 10 key accounts (ranging from pre-IPO to enterprise Fortune 50 companies) to develop and deploy ROI value models to Ecosystems’ value management platform - Built out content for prospective clients showcasing the value they offer, achieved a 100% conversion rate of prospects to paid clients - Maintained over 1500 KPI-based value outcomes for 10+ accounts that have been used in over 1000 deals through client coordination and model improvement - Managed technical client onboarding processes to value management software for global sales organizations, including platform customization and enablement on advanced functionality, driving renewal and expansion. - Rebuilt a library of value models, containing 300+ value outcomes, for a Fortune 100 OEM to quantify pre-sales value and post-sales value realized. This project was used in 480 business cases, supporting $389M of revenue - Developed and executed a scalable content management process for a top cloud provider to improve the maintenance and consistency of value models, increasing efficiency of model upload process by over 50% - Piloted Ecosystem’s first viable self-service account with a contract worth over $1M, implementing and documenting a new process for self-service maintenance of value content involving educating and leading the client without guidance or processes, while increasing efficiency and scalability of content maintenance - Evangelized new Ecosystems platform developments to clients continually through the client relationship - Trained new Value Engineers in technical processes to acquire proficiency with their role and platform
- Designed and spearheaded a survey process in partnership with a Big Three consulting firm that enabled over 400 completed surveys and a data management process where I cleaned and interpreted complex data for executive presentations to stakeholders -Developed scalable, KPI based value models that can be used across Sales and Customer Success teams through thoroughly researching companies using client’s 3rd party research, customer data, and customer success stories
Improved teamwork, leadership, and communication through leading a group of 40 students in building a community.
Gained skills in teaching through running an economics lab for students where the students learned to use Excel and macroeconomic concepts.
Gained organizational and interpersonal skills through teaching students mathematical ideas to assist them in succeeding in their calculus and statistics classes.