Lake Forest, California, United States
At the heart of every successful business is the ability to navigate complex sales environments with precision and strategy. My passion lies in empowering sales teams and enhancing business processes to ensure sustained growth and profitability. I guide my career with a steadfast commitment to collaboration, integrity, and continuous improvement, aiming always to create solutions that are creative, compliant, and conducive to long-term success. With extensive experience in the field, my expertise encompasses complex deal structuring, sales enablement, product launch optimization, and ARR and revenue maximization. I specialize in quote-to-cash processes, discount management, and corporate governance, ensuring all activities align seamlessly with company policies. My skills also extend to process improvement, quote and order policy development, and channel experience, bringing a comprehensive approach to people and project management. Throughout my career, I have achieved significant milestones that underscore my capability and dedication. At UiPath Inc., I refined and expanded the Deal Desk Team supporting the United States, Canada and Latin America, while actively streamlining response times, processes and approval procedures. At BlueJeans Network (Verizon), I successfully managed all nonstandard term and discount approval requests while supporting global sales and customer success teams. My time at McAfee saw the redefinition of software license, support, and pricing strategies, leading to improved revenue streams and competitive advantage. Recognized often by my peers, I have been awarded for my ability to act as a trusted advisor in all my professional endeavors. My goal is to leverage my extensive experience to drive value for forward-thinking organizations that are looking to implement or expand their deal desk capabilities. Whether as an individual contributor or in a leadership role, I am dedicated to fostering robust, innovative strategies that enhance sales efficiency and revenue growth. Let's connect and explore how we can collaborate to elevate your sales operations and achieve remarkable results.
Managed Commercial Desk Team overseeing US, Canada, and Latin America. Collaborated closely with Sales, Finance, Legal, and other cross-functional teams to drive change and continuous improvement. Focused on scaling best practices on creative and complex deal structures, policy compliance, and sales negotiation tactics. Accountable for identifying and removing obstacles to improve the company’s quote-to-cash process. • Valued Team Member of the Americas Sales Leadership Team, participating in monthly and quarterly reviews resulting in identifying process improvement areas to improve deal scalability from quote to cash. • Led senior executive large deal reviews, collaborating with the Sales Team on presenting complex, nonstandard deal structures; gaining executive guidance, support, and sponsorship to move the deal forward. • Worked closely with the Pricing Strategy Team on upcoming product releases and changes. • Played a key role supporting deal desk transformation and sales enablement by developing and training on cheat sheets, playbooks, BOMs, FAQs and presentations to continually educate on best practices covering successful deal structures, negotiation strategies and tools; improving scale, policy compliance and SLAs. • Collaborated with Finance on Commercial Policy content and compliance. Ensured deals were structured within policy and identified and escalated exceptions as needed. Identifying roadblocks and providing recommendations to improve the approval process while mitigating risk. • Worked closely with cross company teams to streamline and improve the Quote to Cash process by streamlining and documenting steps to book, invoice, and license a deal. • Managed 3 Deal Desk Managers of various experience, mentoring and guiding their development to ensure their success in the organization and continued to be the primary point of contact for managing and structuring deals for the Enterprise Financial Sales Team and Commercial Sales Team
Provided Commercial Desk support for Financial and Healthcare Sales Teams. Specialized in structuring variety of deal types such as: new logo, competitive takeouts, restructuring existing contracts for significant upsell opportunities as well as renewals. Expert at complex deal structures and contract terms such as Enterprise License Agreements and other platform bundles and pricing strategies. Experience with numerous routes to market such as direct, resale, marketplaces and managed service providers. • Proactively supported Sales Team with all aspects of deal structuring and contract terms from quote to cash. o Strategized with Sales, Finance and Legal to creatively structured and position complex deals to meet company and customer requirements o Responsible for drafting and finalizing various pricing program order forms, amendments, and schedules. Participated in MSSA business term negotiations o Ensure all non-standard commercial terms are reviewed, approved, and properly documented in accordance with Finance requirements as well as provided guidance on sales negotiation strategies o Guided the sales process from negotiations through to the contracting and closing stage, ensuring compliance with UiPath's Commercial Policy o Managed deals ranging from $50k to multimillion-dollar multiyear contracts. • Cultivated strong partnerships across departments to enhance operational efficiency and deal success. o Formed robust alliances with legal, finance, sales operations, pricing strategy and sales support teams to streamline processes and align cross-departmental objectives. o Worked closing with finance to forecast annual reoccurring revenue, incremental annual reoccurring revenue and revenue recognition. • Recognized for exemplary contributions with the Podium Award as a Trusted Advisor to Sales.
Managed deal structuring and all nonstandard term and discount approvals requests. Ownership of maintenance and publication of Price Books and Discount Approval Matrix. Built strong partnerships and alignment with Finance, Legal, and Product Teams. Managed Channel Orders Team. Part of the Verizon acquisition change management team. • Supported the global sales and customer success teams with creative deal structures while aligning with company objectives focused on increasing ASPs, driving multiyear deals, and selling platform solutions. o Partnered with Finance on discount and nonstandard approvals o Worked closely with Legal and Finance on custom order forms o Developed best practice/process materials covering topics such as quoting, renewals, upsells, downgrades, deal structures, bookings policy, and plan cheat sheets • Participated in a cross functional team, developing and launching a new pricing program that improved company competitiveness in the marketplace. o Participated in order booking and finance audit process o Participated in order booking process ensuing bookings and revenue recognition aligned with company policy and maintained transparency with Sales Team on booking adjustments. o Worked closely with Finance Team on billing and payment issue resolution. o Managed channel order process including tracking third party hardware transactions • Managed all Price Books and Discount Approval Matrix o Updated and maintained MSRP and Channel Price Books, as well as Plan Terms. o Served as member of New Product Introduction Committee, representing Sales Operations' requirements to launch new offerings. • Participated in a multiteam taskforce to integrate BlueJeans operations with Verizon acquisition. o Responsible for SKU and pricing integration, as well as pricing plan terms and conditions.
Led global deal desk team, with ownership of structuring, analyzing, and approving key deals. Enabled sales team to increase bookings while mitigating risk to company. Earned reputation as trusted advisor by Sales Leadership, establishing excellent working relationships as contributing member to their teams. Participated in staff meetings, quarterly business reviews, and pipeline review meetings. • Introduced and established the value of a Deal Desk role to Quest Sales Team. o Marketed the Deal Desk role to Sales Leadership to present how Deal Desk can add value to their sales motion and add scale to their business. o Structured multi-million-dollar deals, supporting Sales through customer negotiations o Coordinated the Sales and the Maintenance Renewal Teams on structuring renewals opportunities to maximize upsells and mitigate churn o Establishing approval responsibilities between Dell Software Group (Quest) and Dell Sales Leadership. o Cross-functional partner with revenue accounting, legal, renewal team, and order processing o Awarded Presidents Club Award • Responsible for ongoing sales enablement o Best Practice refresh training for established sales team as well as developed content and training for new hire onboarding. o Created Best Practice Library of sales-facing training materials on various deal types, pricing options, and contract terms. • Working with Dell and Quest Finance, Tax Team and Billing Operations, operationalized Dell Financial Services, a finance program with the objective of increasing the quantity of booked multiyear deals.
Led cross-functional senior executive global governance process which gated and approved release of all new products, as well as reviewed all new programs and processes that affected corporate go-to-market strategy. Served as global business operations subject matter expert supporting sales, deal desk, legal, product teams, manufacturing, and revenue accounting; provided guidance on standard policy and pricing as well as was responsible for approving nonstandard policy/pricing/customized offering requests. Managed global price book releases.