Cheryl Harris
East Hampstead,NH
Summary
With 15+ years of sales operations and customer service experience, I offer extensive knowledge and expertise. A loyal and dependable professional, I excel in leading cross-functional teams, project planning, and effectively communicating results to executive management. My focus remains on delivering customer-centric results that align with company goals. With a proven track record of success, I am confident in my ability to drive growth and surpass targets in any sales or customer service position.
Overview
25
25
years of professional experience
Work History
Commercial Operations Associate Manager
Duck Creek Technologies LLC
04.2022 - Current
- Partner with Sales Organization and is a trusted advisor for the deal construct and negotiation process of complex transactions.
- Influence deals by advising on optimal deal structure, discounting best practices, and standard commercial terms.
- Evaluate deal financials, including deal margin, payment terms, and cash flow to optimize deal execution against company financial targets.
- Manages flow of information across multiple groups, such as Sales, Services, Legal, Revenue Accounting, Operations to facilitate the deal process.
- Develops in depth knowledge of licensing and pricing models to provide deal structure and quoting support to our sales teams Worldwide.
- Partners with Sales, Finance, and Legal to manage contract review process for a variety of commerical, revenue recognition, and non-standard deal structures.
- Mitigate risk through application of standardized terms, ensuring deals align with company policy and revenue recognition requirements.
- Ensures that the execution of the deal review and approval process follows company policies and guidelines.
- Understands Company's bookings policy and work closely with Go to Market Operations to ensure proper reporting of deals in the company CRM.
- In partnership with other company functions, helps set policies, process and procedure and assists with their implementation.
Contracts/Pricing Analyst/Assistant Program Manager
SOSSEC, Inc.
05.2019 - 04.2022
- Reporting to the Chief Operating Officer, my role is to provide support to our Consortium members with review, preparation, negotiation, and administration of contracts
- Current responsibilities include: Assist with proposal cost price analysis efforts, such as, researching and comparing commercial pricing proposed to the US government
- Assist with various reporting requirements, developing briefings and other reports
- Research consumer price indexes and employment cost index escalation rates
- Review Consortium members proposals for the Department of Defense to ensure compliance with proposal requirements
- Negotiate contract terms and conditions with the government on behalf of our Consortium members
- Perform cost/price reasonableness on costs of business activity such as material purchases, travel, equipment, subcontractor, labor, other direct costs, and basis of estimates to provide the government with the best possible price
- Review cost proposals to ensure consistent with solicitation requirements, Federal Acquisition Regulations (FAR), and Cost Accounting Standards (CAS)
- Draft request for information, requests for white paper and request for project proposal announcements
- Assist with developing and/or editing various correspondence, such as, project announcements, email responses, member and/or customer inquiries, answer routine emails and/or phone calls
- Interact with Consortium members to ensure they comply with established processes, project status, and interact with government customers to ensure timely award and management of various projects
- Keeping senior managers informed about project status, updates, issues, and other concerns, keep apprised of tasks and upcoming events
- Assist with resolving any member or government customer issues.
Senior Business Analyst/Deal Desk Pricing Analyst
Skillsoft Corporation
03.2006 - 05.2019
- Reporting to Senior Sales Operations Manager, was responsible for understanding all aspects of operations activities of the Sales Operations Department specifically focused on product operation and pricing globally
- Responsibilities included: Served as a trusted advisor to help sales move a deal through the quote to cash process quickly and seamlessly
- Aided the sales representatives in responding to RFP's and in putting together sales proposals for urgent requests
- Ensured that accurate pricing offers were provided to prospects and customers and that sales team members negotiated commercial term documents to yield the most mutually beneficial agreements
- Created and testing pricing models in CPQ and Apttus contract generating tool within Salesforce.com
- Analyzed customer specific data and requirements and combine with business and market knowledge to provide pricing recommendations
- Reviewed and processed customer contract proposals to ensure alignment with company policy and triage approvals for any non-standard requests using our CPQ system
- Served as a subject matter and policy expert for all matters related to software pricing, commercial terms, and legal compliance
- Worked closely with sales, finance, legal, product development and marketing to continuously review pricing structure/bundles on existing and new product offerings to ensure competitive market placement or to implement process changes or implement resolutions to sales process productivity inhibitors
- Continuously reviewed competitive landscape through win/loss analysis, deal structuring and pricing trends to develop, document and distribute best practice to field
- Maintained products and pricing information and sales policies and tools on Skillsoft Connect (SharePoint)
- Recommended changes to current sales techniques, procedures or promotional efforts based on market research and competitive trends.
Quality Installation Manager
Verizon Communications
11.2003 - 08.2004
Special Projects and Training Coordinator
Verizon Communications
03.2003 - 11.2003
Dispatch Manager
Verizon Communications
04.2000 - 03.2003
Administrative Assistant
Verizon Communications
06.1999 - 04.2000
Education
Bachelor of Science - Business Management
Plymouth State University
Plymouth, New HampshireSkills
- Ability to effectively organize, communicate and prioritize tasks and deadlines
- Strong analytical and problem-solving experience combined with solid business judgement
- Proven leader, collaborator, and group motivator
- Can easily adapt to various situations and work with a wide range of personalities and abilities
- Excellent customer service skills
Awards
Go to Market Special Impact - FY23
Outstanding Achievement/President's Club - 2009 and 2013
Timeline
Commercial Operations Associate Manager
Duck Creek Technologies LLC
04.2022 - Current
Contracts/Pricing Analyst/Assistant Program Manager
SOSSEC, Inc.
05.2019 - 04.2022
Senior Business Analyst/Deal Desk Pricing Analyst
Skillsoft Corporation
03.2006 - 05.2019
Quality Installation Manager
Verizon Communications
11.2003 - 08.2004
Special Projects and Training Coordinator
Verizon Communications
03.2003 - 11.2003
Dispatch Manager
Verizon Communications
04.2000 - 03.2003
Administrative Assistant
Verizon Communications
06.1999 - 04.2000
Bachelor of Science - Business Management
Plymouth State University
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