Experience

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  Verizon Enterprise Solutions

  • United States
  • IT Services and IT Consulting
  • 700 & Above Employee

  • Senior Manager - Pricing and Contract Management

    • Aug 2014 - Present

    - Led a team of four analysts with varying degrees of tenure. Provided coaching, analysis support, leadership in negotiations and day to day facilitation of activity. - Supported the Media/Entertainment/Technology and Healthcare customer verticals- total revenue $1.7B- Engaged in complex, lengthy negotiations for both renewal contracts and new customer contracts. Worked directly with legal, procurement, IT and executive level titles.

  • Pricing Strategy and Governance - Operations

    • Jul 2011 - Aug 2014

    - Supported 150+ Pricing and Contract Management (PCM) analysts in the US, EMEA, LATAM and APAC as a Subject Matter Expert for TDM and Ethernet Access, Contact Center Services, and Managed IP PBX- Developed and maintained cost models in Excel for use by PCM- Member of integral team who developed Business Requirements (BREQs) and System Requirements (SREQs) for ground up development of an integrated system stack for quoting, pricing, contracting and ordering (Verizon Rapid Delivery System)- Successfully migrated over 250 customers into the new system stack to achieve a year end metric of 27% of all orders company-wide in the new system- Daily interaction at the executive level

  • Commercial Management - Pricing

    • Aug 2009 - Jul 2011

    - Owner of complex/custom pricing development for two of the top 25 accounts in the Enterprise Sales Division.- Manipulate raw cost data from third party vendors and internal cost centers to develop customer facing pricing- Built complex Excel cost models to depict revenue forecasting for company executives- Manage relationships with sales teams in the USA, EMEA and LATAM. - Developed margin positive pricing that led to more than $15M in contracted business.

  • Pricing and Contract Management Consultant

    • Jan 2004 - Aug 2009

    - Executed thorough analysis of customer network elements in order to make pricing recommendations based on a variety of factors such as profitability, competition, and regulatory issues.- Worked closely with deal attorney while negotiating contract language. Had ultimate responsibility for all language that had associated financial risk.- Negotiated new and renewal contracts with customers directly as well as through consultants. Branch achieved a 100% renewal rating.- Developed a close relationship with sales, sales management and executive management during strategy planning and contract negotiations resulting in 106% of branch sales quota attainment in 2007. - Effectively managed a five state region and remained accessible to all sales representatives and management team.

• 

  AT&T

  • Senior Sales Executive

    • Oct 1998 - Dec 2003

    •Worked at a strategic level within customer’s organization, developing long term business solutions, helping to differentiate my customer from their competition•Effectively managed an account base worth $10.5 million dollars including one of the top 10 accounts in the sales branch•Grew revenue by over $3 million dollars in 2002 •Ended 2002 production quota at 237%