Global Deal Manager

• Sep 2022 - Present

Sr. Offer Manager

• Jan 2019 - Sep 2022

Deal Strategy / Contract Negotiation• Closed first new logo for NTT GN in 2 years. Structured pricing, developed customer facing presentations, drafted MSA, SOW and SLA’s. Negotiated all aspects of deal with client’s consultant. Product Development• Designed commercial propositions to simplify SSL-VPN offerings in response to COVID-19 and rapid shift to remote workforce. Process Improvement• Standardized SOWs to reflect productization of service offerings. Achieved reduction in deal turnaround by up to 2 weeks.

Deal Architect

• Jan 2013 - Dec 2018

Pricing Strategy & Bid Management• Design pricing and commercial terms that meet client solution requirements and deliver profitable returns at minimal risk.• Forecast P&L and scrutinize expenses to ensure all costs included with minimal over- or under-estimation while factoring risk and uncertainty.Business Case Valuation & Contract Negotiation• Partner with clients to develop return on investment analysis to demonstrate solution value for IP Telephony, Managed Network and Data center / Cloud opportunities.• Negotiate contract and pricing for multi-million dollar global opportunities through investigation of price to win, total cost of ownership, market rates and financial impacting terms and conditions.Team Leadership & Consensus Building• Develop deal processing tools implemented by wider team such as ARC/RRC pricing methodology and cost tracking process.• Mentor new hires to model complex integrated services and pricing strategies that mitigate risk exposure.

Commercial Consultant

• Jul 2011 - Dec 2012

Hand-picked for kick-off team to build an agile organization across Verizon Business, Verizon Wireless and Vodafone and leverage cross company expertise to deliver streamlined global telematics solutions through fixed/mobile convergence and IT outsourcing. Corporate Entrepreneurship• Devised and implemented a commercial operational framework detailing roles, responsibilities and processes. Ensured process touch points and reporting with sales teams and parent companies.• Integrated financial tools from each of the 3 parent companies into 1 cohesive model that standardized accounting treatments and evaluated deals in a consistent manner. Market Strategy & Product Development• Partnered with sales and fellow deal architects to structure and win new business that took new organization from a $0 revenue concept to a $1B entity in a year and a half.• Designed innovative commercial propositions that married offerings from parent companies. • Supported marketing team to launch Global Wireless to MPLS product that seamlessly tied Vodafone and Verizon networks.

Financial Strategist

• Dec 2006 - Sep 2011

Negotiated business strategy and pricing for multi-million dollar global opportunities through investigation of custom costs, market pricing and NPV analysis. Collaborated with multi-faceted bid team including sales, solution architects, operation SME’s and attorneys. • Priced and negotiated up to $1.5B outsourcing deals with complex product sets including data and voice transport, IPT, data center, security, cloud and managed services and headcount transfer.• Negotiated with third party vendors to lower costs and line up terms and conditions with customer contracts to minimize or mitigate Verizon risk• Analyzed deal financials and set prices to win business while maintaining strong profit margins• Worked with internal groups to ensure that solution could be contracted, delivered and invoiced.• Negotiated contract terms and conditions to satisfy customer while minimizing risk to Verizon• Suggested creative adjustments to solution scope, pricing structure and contract language to meet customer and Verizon requirements

Sr. Consultant

• Jun 2005 - Aug 2006

Provide strategic, high value consulting services to senior executives at client companies, with focus on product and sales development and technology selection for wireless service providers and enablers.Business Case Valuation / Risk Management / Cost Driver Analysis• Reduced estimated investment expense for development of dual WiFi-Cellular device by 40%; balanced development costs with market entry and customer experience. • Translated improved ‘in-building’ network coverage into revenue growth and ROI allowing client to prioritize location builds.Product Development• Developed thought leadership on the impact of data rich 3/4G offerings on network bandwidth and growth of wireless backhaul from $2B to a $6B industry by 2010.• Managed key segments of sales force integration for the Sprint Nextel merger; ensured decisions on compensation structure supported the new company strategy.

Senior Analyst

• 1997 - 2004

Structure pricing for large global customers. Negotiate RFP and contract terms.• Negotiated and closed several contract deals netting $500 Million in revenue over three years.• Managed $400 Million annual portfolio of MCI’s globally networked customers. Achieved 30% revenue growth.Create custom database reports detailing telecom service and usage for clients. Ensured client met contract requirements.• Analyzed service usage for Fortune 500 global clients averaging over $12M in annual revenue. • Initiated project on days-receivable-outstanding. Achieved 30 day reduction on $50M in conferencing revenue.