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Work Background
ZuoraDirector of Product Marketing, Platform
May. 2023
ZuoraSenior Product Marketing Manager, Platform
Feb. 2022 - May. 2023United States
PreSales AcademyCareer Advisor
Jan. 2022We’re helping people from diverse backgrounds get PreSales jobs through dedicated coaching, mentorship, and live training. We’re on a mission to make tech jobs accessible to people from all backgrounds, for a more diverse and inclusive future.
ZuoraSenior Sales Engineer
May. 2020 - Feb. 2022Greater Boston- Zuora's Top Global Sales Engineer FY21 and President's Club recipient, supporting nearly $3M ACV.
- Technical Lead for Zuora’s largest-ever deal, a 4 year $2.4M ACV contract leveraging the newest features of the Zuora Platform to address complex marketplace use cases through designing custom applications for entitlements, provisioning, membership lifetime value tracking, and more. - Coached 2 new Sales Engineers on demo strategy and techniques, system configuration, and demonstration, 2 new Account Executives on sales strategy and execution, and BDRs on communicating product value in cold calls.
- Orchestrated Z-Women At Par (an introduction to golf event aimed at giving women equal opportunities to socialize with execs on the golf course) and Zuorathon (a holiday focused philanthropy event to encourage gratitude and giving back).
- Created reusable assets for vendor marketplace launch strategy and best practices.
ZuoraSales Engineer
Oct. 2018 - May. 2020Greater Boston Area- Closed first 3 opportunities assigned within 4 months of start.
- Launched local Boston office Z-Women Chapter (Zuora's Women's Career Group)
GAN IntegritySenior Solutions Consultant
Nov. 2017 - Jun. 2018Greater New York City Area- Introduced defined processes for consistent RFP completions and shared calendar to manage demo resources.
- Built custom SFDC app with automated workflow to support RFP process and capture metrics for performance analysis.
- Produced design concepts for two saleable modules – in concert with client requirements.
- Spearheaded New Hire Training program for sales reps.
- Generated user-centric demo scripts for sales reps to use in first level demos.
RsamSolutions Consultant
Nov. 2016 - Nov. 2017- Developed Legal Assistance Request Module to expand product offerings for a prospect looking to combine risk management functions within one software solution.
- Primary PreSales resource for a key competitor takeaway with a large healthcare provider.
- Collaborated with paired Account Executive to close three new logos within one month of each other.
- Advocated a shift toward storytelling demo technique for the Solutions Consultant team and gained buy-in from immediate manager and sales reps.
- Designed accompanying Vision Generation demo plan and slide deck to facilitate storytelling demonstrations.
MitratechSenior Sales Consultant
Mar. 2015 - Nov. 2016Austin, Texas Area- Promoted twice within 3 years to positions of increasing responsibility and wider influence. - Led the PreSales Consulting effort for a series of demonstrations and workshops with a global British bank which resulted in the largest subscription deal in Mitratech's 27 year history; a 3 year agreement worth greater than $4M in licenses. - Recognized as a Top Sales Performer with President’s Club Award for FY15 and FY16. Top performing Sales Consultant in FY16, supporting >$3M in product bookings closed.
- Contributed to product strategy and roadmap as the “go-to” client-facing resource for our Product Management team and integral member of 3 product enhancement project teams. - Coached new presales team members on demo strategy and techniques, system configuration, and demonstration prep.
- Trained new hires on presentation skills, cold calling techniques, and product offerings and capabilities. - Analyzed Mitratech’s Governance, Risk & Compliance (GRC) product offering and produced object and process maps of each module (Policy Management, Risk Management, and Incident-Investigation Management) to be utilized by all departments. - Built GRC Overview Presentation and trained sales and new hires on Mitratech’s broader product offerings and capabilities.
MitratechSales Consultant
Apr. 2012 - Feb. 2015Austin, Texas Area- Integral member of a 4 person presales team dedicated to delivering live, custom demonstrations of a complex platform solution built for corporate legal departments which closed 57 opportunities for greater than $13M revenue in 2013.
- Directed several Proof of Concept projects for large, global companies which required coordinating data entry, configuration, and customization by up to 13 people at any given time and led to our selection, including a $4.5M deal with a German bank.
- Presented a wholistic vision of ELM in a demonstration for one of the world's largest Gaming and Entertainment companies which garnered a 5 year deal worth over $1M. - Provided eBilling demonstration for a Fortune 200 energy company which convinced the client to cease considering a competitor's solution and led to a 3 year deal worth over $200,000. - Encouraged and managed 3 interns as Assistant Project Manager of a strategic market research initiative to update our client and prospect database.
- Achieved Demonstration Awards in both Demo2Win and SPI training classes.
MitratechMarket Research Intern
Jan. 2012 - Apr. 2012Austin, Texas Area- Analyzed and presented research findings to optimize marketing and sales strategy. - Researched legal operations at large companies in High Tech & Life Sciences Industries
Apartments NowApartment Locator
May. 2011 - Apr. 2014Austin, Texas Area• Reconciled the needs and preferences of my clients with current availability, incorporated all factors into an apartment search and narrowed thousands of choices down to the 3-5 which best match the criteria.
• Created and maintained personal internet B2C marketing campaign by designing Microsoft Publisher and Adobe Photoshop ads to be distributed through craigslist, social media and my personal website.
• Developed B2B marketing strategies to enhance referrals from property managers and onsite leasing agents for myself and the office. • Produced standardized spreadsheets to organize business information such as lead and sales tracking and ad campaign management for agents in my office.
Oxford Student ConsultancyTeam Leader
Apr. 2010 - Jun. 2010-Assessed the needs of Commonwheels in Oxford by surveying students about knowledge of company and use for a vehicle while at University. -Prepared feedback report which detailed recommendations for promotion and growth of Commonwheels in Oxford and presented to the company.
Exeter College Middle Common RoomTreasurer
Feb. 2010 - Oct. 2010-kept MCR account and created budget for upcoming school year
-began initiative to raise amount of capital allocated to MCR by college
-encouraged transparency and instituted clear bookkeeping
-passed Constitutional motion to remake office of treasurer to run with the college financial year
-worked with Executive Committee to open associate membership to non-student members of the university.
StageArtGuest/Assistant Director, Educator
Jan. 2008 - Jun. 2010-Instructed actors and singers in rehearsals for a local production of the musical "Oliver!" as well as managing props and backstage areas during performances.
-Conducted and assisted with financial logistics, participant information organization, and programming at Musicworks' Summer School for children aged 10-18 (2008), rebranded StageArt in 2009.
Conductors Cooperative ManagementCo-op Student
Jul. 2006 - Dec. 2006-Updated resumes and searched for employment opportunities for 16 conductors and one cellist.
-Published and rebuilt Conductors Cooperative Management website.
-Ran general errands to post office, bank, and kept office files current.
University of Wisconsin, Division of Information TechnologyAssistant to Program Director
Aug. 2004 - Jun. 2005-Facilitated office efficiency by scheduling meetings using Oracle, answering and returning phone calls, filing, and helping to plan office events and parties.
-Catalogued expense records for three budget years & designed a more efficient filing system for receipts/travel logs. -Expanded communication, organizational and time management skills by taking on small assignments and completing them while not disregarding larger projects.
St. John's Youth GroupChairperson
Jun. 2003 - Jun. 2004• Co-authored Youth Group constitution re-instating church youth group with youth directed board to make action and event decisions. • Organized volunteer opportunities- such as raking leaves for elderly citizens and gathering care packages for single mothers in Russia, planned youth fun nights, and instituted weekly meetings.
• Spearheaded planning of church’s Easter Breakfast, assisted in food preparation, and directed operations on Easter morning.
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