Cindy Waidelich Shafto

Delivered global Deal Governance compliance framework across Dell Technologies that maximizes sales while mitigating risks within contracts based on optimized proposal offerings.

Enabled Proposal Managers with training and development centered around APMP principals, risk mitigation, content utilization, and effective strategic engagements with Sales, Legal, Business Partners, and Services.

Worked across Executive level stakeholders to ensure deal velocity performance and supported escalated needs related to deal approvals. Drove roles and responsibilities for Proposals across NA, Latam, EMEA and APJC in collaboration with senior leadership.

Relaunched an Upland/ Qvidian based content management tool for all of Dell Partners, Direct Sales and Proposal Managers. This included competitive and compliant content across for all products and services offerings, and customized templates with segment specific terms and conditions for Proposal Managers.

Collaboration with Sales Strategy, Acquisition Sales and Business Development was critical to our success and over $2B in sales now flows through this tool annually, tracked through Salesforce.

Led a dynamic team of Proposal Management leaders across North America Public, Commercial and Enterprise segments and serving all lines of business and services for direct bid responses. This included alignment with key sales executives around strategy and prioritization, approach and overall optimization of business growth through effective offerings and winning responses. Partnership with legal, compliance, pricing, services, capture and business development/ marketing leaders was also critical to our success. Over $1B annually / 15 Proposal Managers.

• Provided strong leadership to enhance team productivity and morale.
• Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives as aligned with Sales Leadership, Legal and global operations.
• Implemented and developed operational standards, policies and procedures.
• Conducted performance evaluations, compensations and hiring to maintain appropriate staffing requirements.

• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships to grow both Acquisition and Retention customers.
• Developed and maintained positive relationships with customers in assigned sales territories.
• Participated in sales calls with Sales Managers and reps to strengthen customer relationships and uncover possible opportunities for growth.
• Hosted forecasting and strategy calls with Field VPs.
• Generated detailed sales reports and forecasts to analyze performance and track progress.

• Handled customer relations issues, enabling quick resolution, and customer satisfaction.
• Resolved customer issues quickly and drove back-end process improvements.
• Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
• Coached and counseled sales representatives, assisting with individual selling efforts and helping sales representatives reach targets.