Oct 2013 – Mar 2015 · 1 yr 5 mos

• Meet with prospective customers to help them adopt new solutions, primarily through Hitachi Data Systems Credit options;
• Research and understand customers challenges; developing solutions and creating programs to increase relevance;
• Identify leads on competitive opportunities;
• Maintain existing accounts and create new relationships;
• Develop solutions and create programs to increase relevance;
• Farm new opportunities through the install base;
• Collaborate with Area VP and District Managers to increase sales penetration;
• Participate in management forecast calls and business reviews;
• Structure deals to overcome customers obstacles and drive revenue;
• Manage cross functional teams;
• Foster long term key executive relationships;
• Identify initiatives and outlining strategies;
• Accelerate product transition;
• Generate multiyear sales opportunities with Global and Enterprise customers ;
• Communicate updates to executive management on large strategic opportunities ;
• Participate in Executive Briefings;
• Negotiate long term contracts;
• Provide territory pipeline and accurate sales projections;
• Over 135% of FY14 YTD origination quota and over 246% of FY14 YTD profitability quota

Sep 2008 – Oct 2013 · 5 yrs 1 mo

• Provide operational direction to the sales team to ensure each deal is properly structured to meet customer requirements and internal revenue recognition criteria
• Structure and price each transaction in the district to win deals in a competitive marketplace while maximizing deal profitability
• Act as district liaison and escalation point for operations related tasks with other HDS organization, as well as external partners, third party manufacturers and resellers
• Responsible for implementation, training and support new ERP system, local subject manner expert for NYC office
• Manage district forecast and ensure that district metrics are being exceeded in accordance with corporate scorecards
• Partner with the business team, finance, and logistics to ensure sure booking, billing, and delivery requirements are met to ensure customer satisfaction
• Manage P&L for the sales district and closely monitor deal profitability, HW/SW revenue, as well as any strategic initiatives to ensure all quarterly sales metrics are met
• Manage and maintain all district relevant historical data for quarterly business reviews to analyze district performance, customer purchasing history, profitability, trending, etc.
• Recognized at 2010 Sales kick off for part of the “Top Mixed Portfolio Deal” and as part of the management team at 2011 Global Sales kick off for “Top Growth District” for the Americas and “Top Global District”

Jan 2004 – Sep 2008 · 4 yrs 8 mos

• Managed the teams responsible for all pricing approvals, approvals of non-standard transactions, the drafting and negotiation all contract documents, as well as the escalation point for the review and approval of all high risk transactions
• Collaborate with the Licensing and Pricing office on policies and procedures to ensure proper staffing and training to maintain consistency throughout the organization
• Assess and approve contract risks including current or future discounting, pricing concessions, and/or unfavorable contract terms
• Participate in the development of a center of excellence on best practices in contracting. Authored published standard operating procedures utilized across North America
• Manage prioritization of deals by monitoring the pipeline, collaborating with sales and managing resource allocation
• Actively assist in the Region’s review, preparation and reconciliation of the weekly forecast and sales reports
• Led sales training, implementation and ongoing support of end to end sales SAP/ERP system
• Responsible for escalated commission disputes and reconciliations
• Day to day management of the contracts, finance and pricing teams throughout the Northeast
• Multiple awards throughout tenure for top finance and business support performer

Dec 2002 – Jan 2004 · 1 yr 1 mo

• Draft and negotiate contracts for software and professional services as necessary including the ability to draft non-standard contractual provisions terms
• Advanced understanding of revenue recognition in software license and service agreements and other corporate governance requirements. Ability to articulate this to both internal and external customers and solve issues associated with these concepts
• Review and approve pricing proposals ensuring discounts and future pricing concessions are in line with corporate policy
• Advanced understanding of third party and channel contracting, RFP processes, government contracting and Professional Services contracting.
• Focus on strategic deal development, workflow process improvements, contract prioritization, staff training and development, etc.
• Mentor and train Sales Executives on business processes
• Selected to serve as Team Lead for the Northeast and quickly promoted to the management team

Aug 1999 – Nov 2002 · 3 yrs 3 mos

• Level 1 Customer Service Technician for customer licensing issues.
• Provided telephone and rotating 24/7 beeper problem-solving support to global IT clients
• Received numerous accolades from senior management for consistently providing excellent service and tactfully resolving sensitive issues
• Worked with senior management on highest priority client support issues and escalations
• Wrote Policy and Instructional Manuals and created an online information repository utilized company-wide