Borislava Stefanova - Senior Pricing Specialist, Temenos

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Network Power<100 people

Roles

🔥50%

Startup Founder

✨50%

Business Owner

🧑‍🔬50%

Engineer

Geos

🇮🇳50%

India

🇹🇷50%

Turkey

Work Background

TemenosSenior Pricing Specialist

Apr. 2023Bulgaria• Work with complex data examining industry standards and pricing strategies of competitors to help businesses determine and set competitive prices • Propose product packaging that serve the market and increase value perception • Do research, quantify value-based data to scope, and propose pricing sweet spots • Present pricing proposals to senior management • Prepare pricing and product data for implementation in pricing systems (Salesforce, CPQ) • Monitor pricing performance, discount behaviors • Support the Sales organization on pricing relating requests • Communicate and collaborates with cross functional teams

IBMPricing Specialist, Complex Services

Apr. 2020 - Mar. 2023Sofia, Bulgaria• Work with field sales teams to understand complex IBM BPO & Consulting offerings (where TCV > $50 million), technology, services and product needs of customers and develop (using financial tools) complex deal pricing that meets the customer’s needs while achieving IBM’s profit objectives. • Leverage analytics to provide deal quality insights across solutioning risk, profit leakage, value drivers, competitive Profile, etc. to advise and shape deals that meet IBM objectives. • Check clients' contract documents (RFIs, RFPs) and advise on financial T&Cs and requirements related to the End-to-End pricing process incl. cash management, potential tax issues and Accounting. • Shape key contract terms to protect IBM interests and risks. • Build total IBM I&E and P&L view and real Cash position to optimize IBM ROI. • Participate in the Price Release Reviews (PRRs) and present the price, financial statements and related risks to IBM CFOs and Execs. • Populate client pricing templates (price books). • Interface with line, field, finance management, executives, and end customers.

IBMSW Services Revenue & Cost Analyst, MEA IOT

Jul. 2018 - Mar. 2020Sofia, Bulgaria• Perform financial control of the SW Services business unit within MEA • Direct support to MEA CFO for SW – regular presentations regarding the financial results; monthly and quarterly reviews on actual results and gap analysis vs. the assigned targets • Prepare monthly and quarterly revenue and cost forecast – by extracting, reconciling and evaluating data from multiple sources and by tracking the historical attainment rates • Regular reviews with the business unit leaders - highlighting out-of-line situations to deliver actionable insights and recommendations • Communicate and collaborate with colleagues from different departments – reconcile the input from Sales and Operations and present it to the Finance team

IBMExpense & Resource Controller, Finance & Digital Sales, MEA IOT

Feb. 2016 - Jun. 2018Sofia, Bulgaria• Perform expense control of 3 non-brand units within MEA • Direct support to MEA Finance Controller – regular presentations on the expense results • Perform affordability analysis • Report actual results and gap analysis versus the assigned targets/objectives • Make recommendations to the business unit to secure budget achievement • Budgeting - Budget Calculation (in Sep each year) and Budget Update (in Feb each year) • Engagement in the preparation of the official Expense Review deck – presented to WW by the MEA CFO

IBMFinancial Analyst, Welfare, Compensation & OID, France IMT

Jun. 2014 - Jan. 2016Sofia, Bulgaria• Accountability and direct communication with IBM employees across IBM's HW, SW brands and Infrastructure units within France • Expense controlling and analysis of welfare, compensation and OID (Other Income and Deduction) in France • PDA (Provision for Doubtful Accounts) analysis and reporting • Affordability analysis and highlighting out-of-line situations • Reporting of actual results and gap analysis versus the assigned targets/objectives • Recommendations to the business units and driving actions with the management to secure budget achievement • Close collaboration with other Finance teams, Accounting, Business Unit, Incentive and Commission and IBM Supply Chain • Management reporting, Business Units' Top Management support on a daily basis and presentation of actual results to the IBM Executive Team on a regular basis

American University in BulgariaTutor on Corporate Finance

Dec. 2012 - Apr. 2013Blagoevgrad-Help the professor with checking homeworks, projects, and cases -Help the students with doing their projects and cases -Facilitate pre-exam learning sessions

Ministry of Finance, BulgariaIntern, Department "Economic and Financial Policy"

Dec. 2012 - Jan. 2013Sofia, Bulgaria-Practical knowledge on understanding complex documents and articles about the economic and financial position of my home country, Bulgaria -Deeper knowledge on the structure, functions, and policies of the European Union

We Are PentagonBusiness Analyst Intern

Jun. 2012 - Aug. 2012Sofia, Bulgaria-Practice techniques for e-commerce with a particular focus on eBay’s site, policies, products, and tools -Work with e-commerce software: ESP, Magento, and Linnworks -Research skills in areas such as search & listing optimization, marketing, inventory management, fulfilment strategy, improving the buyer experience, risk management, fraud, trust and safety policies, negative account actions, and other strategic and operational needs for the seller

American University in BulgariaLead, PR Department of AUBG Business Club

Jan. 2012 - May. 2014Blagoevgrad, Bulgaria-Maintain the web page of the club -Connect and invite companies to present their business in front of the AUBG comminuty -Organize student events and workshops

Dairy QueenCashier

May. 2011 - Aug. 2011Kill Devil Hills, NC, USAI was a part of the "Work and Travel in USA" program for international students. -Direct work with customers of many different nationalities -Experience on working with US currency

SubwayCashier

AIESEC BlagoevgradTreasurer, Grants-Coordinator, and Member of the Finance Team

Mar. 2011 - May. 2012Blagoevgrad, Bulgaria-Review, analyze, and if needed, remake projects' financial reports -Find grants, fill up and coordinate all the required documentation for receiving funds and grants -Watch closely whether the funds are used appropriately