Experience

Derflan, Inc.

• United States
• Business Consulting and Services
• 1 - 100 Employee

• Sr. Program Manager, Customer Success, Microsoft

  • 2020 - Present

• Sr. Program Manager, US Enterprise Services, Microsoft

  • 2017 - 2020

  - Served as trusted advisor to the US Services Chief of Staff Office of the VP. - Managed scorecard operations activities to include forecasting, analysis, customized reporting and stakeholder training on all processes, coding components and metric definitions. - Collaborated with Scorecard Manager to develop criteria for establishing equitable and attainable district wins targets based on fiscal year projections.- Supported Workforce Planning Lead with all operational activities, field staffing requests, headcount tracking, and recruiting analysis to ensure 100% alignment with organizational blueprint.- Oversaw US Deployment Planning Services program, advised stakeholders on engagement placement and served as point of contact for all field questions, investigations, and escalations.



Bridge Partners Consulting

• Human Resources

• Manager, Business Strategy, Hosting & Managed Service Providers, Microsoft

  • 2014 - 2017

  - Partnered with Strategy Director to create and implement a partner marketing investment program focused on driving Office 365 sales through the Cloud Solution Provider program. - Met financial marketing objectives nine straight quarters, averaging 107% vs. budget.- Helped drive an average 400%+ YoY revenue and seat/license growth for program participants.- Created program assets, reporting package, templates, submission process and review criteria.- Managed day-to-day program operations, reporting, audit, field communications and executive summaries.

• Manager, US Marketing & Operations, Microsoft

  • 2014 - 2014

  - Provided project management, program refinement, communications development, asset creation and compensation support for the US Awards & Incentives team. - Orchestrated annual business planning activities to help develop and land the US Circle of Excellence and Champions awards programs. - Crafted executive-level awards communications for Director, Chief of Staff, RVPs and President Microsoft North America.- Helped establish program processes, winner evaluation criteria and business planning for pre/post Microsoft Global Exchange (MGX) activities. - Built comprehensive US Awards communications plan, consisting of timeline, channel, content and audience.

• Manager, Worldwide Sales Excellence, Microsoft

  • 2013 - 2014

  - Helped pilot a Worldwide Enterprise Growth Planning Initiative for conducting 3-year growth projections. - Provided project support and developed and refined framework, processes and assets for forecasting revenue growth.- Researched and identified internal data resources and provided guidance on how to incorporate results into Growth Planning phases.- Created project communications plan, wrote scripts and produced content used to develop a Growth Planning Companion Guide, training materials and other key resources.- Designed Growth Planning Output Templates used to summarize outputs, insights and growth opportunities.



Microsoft

• United States
• Software Development
• 200 - 300 Employee

• Business Program Manager, Incentive Communications

  • 2008 - 2013

  - Created, implemented and refined Worldwide Incentive Compensation’s (WWIC) global incentive communications strategy, targeting company leaders, 25K+ sellers and Finance, Sales Excellence and HR business partners.- Drafted strategic communications for leaders ranging from Director to COO. - Developed communications frameworks to execute multi-tiered worldwide incentive plan and quota process launches to deliver business-critical information to the field and ensure the success of our programs. - Streamlined internal communications methods to more efficiently reach customers. - Improved incentive plan understanding and adoption of group resources across multiple channels through business partnering, creating effective marketing materials and developing and refining comprehensive website content.- Led broadly impacting platform migrations and website restructuring to ensure little to no field or stakeholder disruption and improved navigation. - Designed and executed global field incentives surveys and analyzed, presented and disseminated the findings to drive incentive compensation plan, process and tool improvements.

• Business Program Manager, Incentive Compensation

  • 2006 - 2008

  - Managed the incentive compensation operations for the United States Public Sector’s $4 Billion a year business (550+ sellers). - Conducted and presented in-depth compensation analysis used to assist Sales Leadership with annual planning exercises.- Drove collaboration cross-group with Sales Leadership, Sales Excellence, Finance and HR to establish consistency, controls and acceptable deliverables resulting in a smooth quarterly compensation payout process. - Designed and developed a communications strategy which was adopted by all US Enterprise & Partner Group's Financial Compensation teams, resulting in a 30% reduction of issues and service requests during critical times.- Provided field training, quota setting guidance and policy clarification. - Interviewed, hired, trained, managed and mentored vendor staff members.



Qwest Communications

• Business Manager

  • 2003 - 2006

  - Managed all sales operations activities to include financial reporting, forecasting, sales and revenue analysis, budgeting and planning, segmentation and compensation for the Northern California sales division. - Served as financial subject matter expert on department financial performance, variance analysis and financial trends and forecast. - Worked closely with Senior Management, Finance and Compensation department in establishing sales goals, driving initiatives and developing individual seller quotas. - Partnered with Sales Director to reduce branch expenses by $1.8 Million through Headcount Improvement Plan, resulting in a 42% reduction in headcount.- Established best practices resulting in increases in total billed revenue (17%) and sales forecasting accuracy (34%).

• Sales Compensation Advisor

  • 2000 - 2003

  - Administered incentive compensation plans, contests, policies, training and communications.- Prepared regional reporting package and results scorecard tracking sales statistics for the Pacific Region. - Created specifications, implemented and tested all weekly, monthly, quarterly and annual reports.- Standardized framework, developed material and helped write first comprehensive US Operations guide.- Streamlined compensation issue resolution process resulting in 40% time reduction with less than 2% error rate.