Thought leader in Proposal Management with more than 11 years of experience in the Cloud SaaS industry. Solid knowledge of CyberSecurity and Cloud Software Architecture.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Proposal Management Leader and Expert
SAP
04.2023 - Current
Established product and solution positioning, messaging by prospective buyer role, and methods to overcome competitive objections.
Established proposal management initiatives (such as self-service tools) to enable more than 200 Account Executives globally to create their own proposals.
Work closely with product teams to create and increase external materials, including Proposal Templates and RFP responses database (RFPIO).
Lead a team of 4 Proposal Managers, offering guidance, mentoring, and coaching.
Develop technical messaging and positioning for Concur products.
Senior Proposal Manager/Senior Technical Writer
SAP
02.2018 - 03.2023
Produced and managed over 170 RFPs that generated more than $210M+ in pipeline.
Developed more than 170 external-facing materials in deal execution support, requiring well-written content to technical and non-technical readers.
Developed and responded to RFPs and customer questionnaires related to Services, Technical, Security, and Cyber Security.
Development of key messaging, win themes, differentiators, and proof statements with SAP differentiators.
Worked closely with security and technical experts, product managers, and other departments to determine the accuracy and completeness of technical documentation.
Followed company policies and editorial guidelines to craft thorough, well-written content.
Developed technical messaging and positioning for Concur solutions.
Business Development Executive
SAP
05.2014 - 01.2018
Attended industry events and presented SAP Ariba's solutions and strategically developed and qualified more than 500 revenue opportunities annually.
Generated more than $100M+ in pipeline generation.
Cultivated and nurtured relationships with customers in strategic vertical markets to support ongoing definition of differentiated product value.
Contributed to planning and production of industry events, advertising, direct mail, telemarketing and sales collaterals.
Supported marketing programs and campaigns with content and messaging to drive demand.
Optimized email campaigns to increase open and click-through rates.
Boosted brand awareness and generated hundreds of leads while managing internal and external marketing campaigns and programs.
Developed and delivered training programs to partners and demand generation teams.
Proposal Manager
SAP
01.2012 - 04.2014
Produced over 100 proposals a year, each requiring anywhere from 30 to 150 pages of well-written content that could describe cloud technology to non-technical readers;
RFP Project Management.
Created external-facing material in deal execution support.
Responded to hundreds of security questionnaires and RFPs.
<ul><li>Assist in preparing Subs Annual Budgets and reviewing Subs financial reports.</li><li>Provide support and training to partners to ensure adequate support for the program component.</li><li>Conduct partner technical supportive supervision on request basis from Grants & Compliance teams.</li><li>Coordinate grantee proposal review process and ensure compliance with solicitations and donor regulations.</li><li>Coordinate pre-award evaluations and assessments of potential grantees as needed.</li><li>Analyze, verify and review grantees proposal budgets to ensure donor compliance and reasonableness.</li><li>Coordinate the assessment of grantee risk and implement appropriate systems and agreements to minimize risk.</li><li>Ensure timely and appropriate close-out of sub-grants and coordinate the close-out of EGPAF prime grants.</li><li>Provide support and training to partners finance staff to build financial and accounting capacity to ensure adequate support for the program component.</li><li>Monitor partners’ spending patterns as part of the overall project budget to actual analytics.</li><li>Follow up on Grantee monthly invoices & supporting documents</li><li>Serve as an expert on applicable policies, procedures, rules, and regulations and assist staff with their interpretation and understanding of these.</li><li>Stays abreast of donor policies, procedures, rules and regulations and host country legal requirements and informs local and regional management of significant changes.</li><li>Perform internal departmental/grants reviews ensuring compliance with Foundation and donor requirements. Identify potential areas of compliance vulnerability and risk; assists with the development of corrective action plans for the resolution of problematic issues; and provides general guidance on how to avoid or deal with similar issues in the future</li><li>Conduct on-site financial compliance reviews which include: cash counts; review of accounts receivables including employee receivables; documentation of segregation of duties and internal control structure; document storage and retention</li><li>Document findings, propose improvements or change as relevant, disseminate findings and ensure follow up implementation of recommendations as well as resolution</li><li>Conduct random surprise checks and vendor verification reviews to ensure proper procurement procedures are being practiced and report on findings</li><li>Develops an effective Compliance & Ethics training program, including appropriate introductory training for new employees as well as ongoing training for all employees and managers</li><li>Assists with improving the awareness and understanding of compliance to assist employees with the establishment of a “culture of compliance”</li></ul> at Elizabeth Glaser Pediatric Aids Foundation<ul><li>Assist in preparing Subs Annual Budgets and reviewing Subs financial reports.</li><li>Provide support and training to partners to ensure adequate support for the program component.</li><li>Conduct partner technical supportive supervision on request basis from Grants & Compliance teams.</li><li>Coordinate grantee proposal review process and ensure compliance with solicitations and donor regulations.</li><li>Coordinate pre-award evaluations and assessments of potential grantees as needed.</li><li>Analyze, verify and review grantees proposal budgets to ensure donor compliance and reasonableness.</li><li>Coordinate the assessment of grantee risk and implement appropriate systems and agreements to minimize risk.</li><li>Ensure timely and appropriate close-out of sub-grants and coordinate the close-out of EGPAF prime grants.</li><li>Provide support and training to partners finance staff to build financial and accounting capacity to ensure adequate support for the program component.</li><li>Monitor partners’ spending patterns as part of the overall project budget to actual analytics.</li><li>Follow up on Grantee monthly invoices & supporting documents</li><li>Serve as an expert on applicable policies, procedures, rules, and regulations and assist staff with their interpretation and understanding of these.</li><li>Stays abreast of donor policies, procedures, rules and regulations and host country legal requirements and informs local and regional management of significant changes.</li><li>Perform internal departmental/grants reviews ensuring compliance with Foundation and donor requirements. Identify potential areas of compliance vulnerability and risk; assists with the development of corrective action plans for the resolution of problematic issues; and provides general guidance on how to avoid or deal with similar issues in the future</li><li>Conduct on-site financial compliance reviews which include: cash counts; review of accounts receivables including employee receivables; documentation of segregation of duties and internal control structure; document storage and retention</li><li>Document findings, propose improvements or change as relevant, disseminate findings and ensure follow up implementation of recommendations as well as resolution</li><li>Conduct random surprise checks and vendor verification reviews to ensure proper procurement procedures are being practiced and report on findings</li><li>Develops an effective Compliance & Ethics training program, including appropriate introductory training for new employees as well as ongoing training for all employees and managers</li><li>Assists with improving the awareness and understanding of compliance to assist employees with the establishment of a “culture of compliance”</li></ul> at Elizabeth Glaser Pediatric Aids Foundation