Summary
Overview
Work History
Education
Skills
Websites
Awards
Timeline
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Celeste Camacho

SF Bay Area

Summary

Customer-centric Principal Deal Desk Strategist with expertise in SAAS, Salesforce, Dynamics and all things Sales.

Overview

9
9
years of professional experience

Work History

Principal Deal Desk Strategist

LinkedIn
Sunnyvale, California
09.2023 - Current
  • Day-to-day responsibilities include serving as an advisor and strategist for the LinkedIn Talent Solutions Enterprise Sales Teams, educating them on policies and best practices, as well as helping to proactively resolve any selling disputes and ensuring correct processes are followed throughout the sales cycle. Drove $20M in bookings from at-risk accounts throughout the last fiscal year.
  • Subject matter expert on all things LinkedIn Talent Solutions Deal Desk - escalation POC, backup for Manager, Principal for Enterprise + Canada Deal Desk team, manage contractors working various projects.
  • Supervised Glint migration to Microsoft, serving as a subject matter expert on historical contracts and LinkedIn processes for the proper transition of customers from LinkedIn to Microsoft. This encompasses $101 million in renewal dollars.
  • Deal Desk Global Lead of LinkedIn's Pay-for-Performance program - transitioning all global customers off of Job Posts to LinkedIn Job Slots. Migrated ~19,000 accounts off of Job Posts, surpassing our FY25 program target, with $11.4 million in Job Slots bookings (110% of plan). Created the processes for honoring contracts by giving customers applicable credits, cancellations, swapping into new products, and transitioning at the time of renewal. Educated Deal Desk and Sales Teams on correct processes for all of these scenarios. Checking customer migration status and working with provisioning to transfer customer's over utilizing SQL.
  • Enterprise Segment Lead for the Pricing initiative 'Save Desk.' Serving as an advisor to Deal Desk IC's in correct processes and sales strategies for Enterprise Program Renewals. Enabling over $250M in total bookings through high-volume deal support, executing 3,700+ business cases to date.
  • Serve as a trusted advisor for Sales Operations, Revenue Operations, Sales Policy Management and Legal, advising in complex scenarios as they arise and investigating past actions in the CRM.
  • Engage directly with clients through written and verbal communications to resolve any issues that may arise with their contracts, billing and provisioning.

Sr. Deal Desk Associate

LinkedIn
Sunnyvale, California
09.2022 - 09.2023
  • Global POC for Glint transition to Microsoft - aided in creating processes with Revenue, Sales Policy Management, Legal, Sales Operations and Provisioning for the transition of customers to LinkedIn's parent company.
  • Deal Desk Co-Lead of Pay-for-Performance- converting new and existing customers to Pay-for-Performance via new contracts. Educated Sales & Deal Desk on correct processes and served as escalation POC. Supervised $250 million in bookings globally.
  • Supported all of Central Enterprise LinkedIn Talent Solutions Sales in day-to-day operations, managing $70M in renewals.

Deal Desk Associate

LinkedIn
Sunnyvale, California
09.2021 - 09.2022
  • Global Deal Desk POC on Glint transition to LinkedIn - trained the global LinkedIn Talent Solutions Deal Desk and Sales Teams on Glint and how to properly process orders in Dynamics.
  • Global SME & POC for the co-sell motion of selling Glint products through Microsoft. Aided in creation processes for booking & UAT testing to ensure accuracy across CRM's. Oversaw $3.3M in new bookings.
  • Supported all of Canada & 1 Central Enterprise LinkedIn Talent Solutions Sales Teams in day to day operations, overseeing $159M in renewal and new bookings.
  • Engage directly with clients when needed through written and verbal communications to resolve any issues that may arise.

Deal Desk Analyst - Glint

LinkedIn
Sunnyvale, California
07.2019 - 09.2021
  • Deal Desk POC for Global migration of Glint into LinkedIn post acquisition - checked every migration CSV for accuracy, created SQL queries to ensure proper migration and helped bridge gaps between the Glint and LinkedIn CRM's. Successfully migrated ~2.8k opportunists from Salesforce to Dynamics.
  • Provided guidance to Glint as they transitioned to LinkedIn policies, working with cross-functional teams in Revenue, Sales Operations and Sales Enablement to train and guide sellers in correct selling practices.
  • Deal Desk POC for implementing CPQ in Glint's Salesforce instance, moving Glint sellers to align with LinkedIn's selling practices.
  • Served as the CRM and contract SME at quarter-end, ensuring numbers aligned with what SOPs were forecasting and what Revenue was recording as closed deals.
  • Glint SME for Project Ignite - Moved the Glint sales motion to APAC. Worked as needed on Australia's, Singapore's, and India's time zones to support sellers and the Deal Desk with the processing and strategic selling of Glint orders. Oversaw $1M in bookings during pilot phase.
  • Served as strategist for all Renewal contracts from Small Business to Global Accounts, assuring accuracy and legality of all customer's contracts. Assisted in closing $23.6M in renewals on the path to our first $100M.

Deal Desk Strategist, HCM Cypress

LinkedIn
Sunnyvale, CA
03.2019 - 06.2019
  • Company Overview: Contracted position through HCM Cypress.
  • Serve as advisor and resource for LTS sales, educating them in policies and best practices, as well as resolving any issues that may arise in CRM.
  • Ensure that sales teams are following the LinkedIn Rules of Engagement (selling rules), working with cross-functional teams to do so.
  • Checking that contract information is input properly in CRM and Oracle.
  • Engage directly with clients when needed through written and verbal communications to resolve any issues that may arise.
  • Serve as a POC for Enterprise Program deals, creating custom quotes and order forms, and answering any questions sales may have in regards to these deals.

Inside Account Executive

Robert-Half
Redwood City, CA
11.2018 - 01.2019
  • Company Overview: Contract position through Robert-Half.
  • Utilized CPQ to quote new deals and renewals for Higher Ed team, all being unique deals requiring multiple approvals and close work with Deal Desk and Legal.
  • Followed up with customers for necessary billing and term information.
  • Worked with Carahsoft to properly quote to their customers and ensure their contracts were correct.
  • Learned operation processes and standards quickly with little training to properly utilize my time during contracted period in Q4.
  • Contract position through Robert-Half.

Inside Sales Administrator

Associated Compressor & Equipment, LLC
Fresno, CA
10.2017 - 10.2018
  • Head of the warranty department. Submitted claims and worked with vendors to ensure proper steps were taken throughout the warranty process.
  • Provided sales support to sales teams by ensuring correct sales people were selling to correct territories, tracking shipments of machine orders and acted as the POC for any inquiries sales may have.
  • Filled out contractor forms, W9’s, resale certificates, sent certificates of insurance, and onboarded new customers.
  • Received and processed customer’s purchase orders.
  • Attended safety meetings for various vendors, filling out and providing all applicable forms.
  • Aligned billing to signed contracts.
  • Invoiced for parts and service, adding appropriate freight, parts and work done on site, attaining purchase orders for invoices and making sure purchase orders match orders that were being closed.
  • Answered customer questions in regards to work done on locations and breakdown of costs.
  • Assisted the Parts Manager with special projects dealing with inventory in the Infor ERP FACTS system.
  • Trained new hires in Salesforce and Infor ERP FACTS.
  • Opened new work orders and dispatched technicians and made necessary adjustments to employee’s schedules.
  • Coordinated compressor and air equipment service with customers.
  • Saw to it that all parts and equipment were ready to go out to job sites, along with renting forklifts and other equipment if necessary.

Receptionist

Associated Compressor & Equipment, LLC
Fresno, CA
08.2016 - 10.2017
  • Input payables and inventory into the Infor ERP FACTS system (CRM).
  • Worked with the company’s Insurance companies for renewal of health, liability and auto insurance.
  • Booked travel accommodations for business trips throughout the state and across the country, including hotel reservations, car rentals, and receiving corporate rates when applicable.
  • Answered all incoming phone calls and directed to the appropriate departments.
  • Answered customer questions about invoices, hours, parts, safety documents and insurance.
  • Invoiced for parts and service, adding appropriate freight, parts and work done on site, also attaining purchase orders for invoices.
  • Responsible for filling out contractor forms, W9’s, resale certificates, request certificates of insurance, setting up new accounts and filing all customer and vendor documents.
  • Maintained the ISNetworld account, a contractor website for customers to have access to the OSHA reports, safety manuals, training materials, training rosters and insurance certificates.
  • Event Planner for the World Ag Expo, ensuring all forms, compliance requirements and booth accommodations were prepared for the expo week.

Receptionist

Associated Compressor & Equipment, LLC
Fresno, CA
04.2016 - 08.2016
  • Contract position to permanent hire.
  • Took responsibility of finding better health, liability and auto insurance plans, meeting with multiple insurance agents and hearing multiple proposals. Presented information to the owner and General Manager so that they could make an informed decision.
  • Answer all incoming phone calls and direct to the appropriate departments.
  • Caught up the business on a year of filing and customer accounts.
  • Took over maintaining ISNetworld - a global contractor and supplier information management tool.
  • Input payables and inventory into Infor ERP Facts system (CRM).

Education

BA - Communication Studies

Fresno Pacific University
12.2015

Skills

  • Salesforce and Dynamics
  • Microsoft and Google Suites
  • CPQ
  • Oracle and Sage Intacct
  • Communication skills
  • Cross-functional collaboration
  • Quote-to-cash management
  • Pricing strategy development
  • Stakeholder engagement
  • Account coordination
  • Client success management
  • Data analysis techniques
  • Project management methodologies
  • Onboarding processes
  • Business analysis strategies
  • International business acumen

Awards

  • LinkedIn Sales Kickoff '21 Cross Functional Partner of the Year, 2020-07-01
  • LinkedIn Sales Kickoff '22 Team of the Year, 2021-07-01
  • LinkedIn Deal Desk Ambassador, 2023-05-01
  • LinkedIn Sales Kickoff '23 Club Qualifier, 2023-07-01

Timeline

Principal Deal Desk Strategist

LinkedIn
09.2023 - Current

Sr. Deal Desk Associate

LinkedIn
09.2022 - 09.2023

Deal Desk Associate

LinkedIn
09.2021 - 09.2022

Deal Desk Analyst - Glint

LinkedIn
07.2019 - 09.2021

Deal Desk Strategist, HCM Cypress

LinkedIn
03.2019 - 06.2019

Inside Account Executive

Robert-Half
11.2018 - 01.2019

Inside Sales Administrator

Associated Compressor & Equipment, LLC
10.2017 - 10.2018

Receptionist

Associated Compressor & Equipment, LLC
08.2016 - 10.2017

Receptionist

Associated Compressor & Equipment, LLC
04.2016 - 08.2016

BA - Communication Studies

Fresno Pacific University

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Celeste Camacho