ELAINE VERNA
Philadelphia,PA
Summary
Introduction Versatile, determined professional with expertise in the one thing that all organizations need: the ability to get things done. Fluently translate technical concepts to clients and partners using strong communication and interpersonal skills to reach any audience. Self-directed, with highly honed problem-solving skills. Proven record of working cross functionally to develop creative, data-driven, scalable solutions. Naturally curious with a bias for action
Overview
35
35
years of professional experience
1
1
Certification
Work History
Fractional Project Consultant
Lakeview Payment Services
11.2023 - Current
- Assist with go-to-market planning and execution
Senior Alliance Manager, Strategic Partners
AvidXchange, Inc.
03.2021 - 10.2023
- Expanded partnership responsibilities to include SMB ecosystems consisting of major ERPs (Microsoft, Sage Software, Acumatica, Inc., and their Resellers
- 22% increase in referrals from Partner related activities FY2021 to FY2022
- Collaborate cross-functionally to develop and execute Go-to-Market strategy for introduction of new products to each eco-system
- 70% increase in ARR for related eco-systems FY2021 to FY2022
- Ongoing partner enablement and relationship building at multiple levels, formal and informal business reviews.
Alliance Manager, Strategic Partners
AvidXchange, Inc.
03.2019 - 02.2021
- Managed AvidXchange integrated payments partnerships including strategic SAP Concur relationship
- Named 2019 SAP Concur Distinguished Partner Award, first year
- Led multiple workstreams from inception to steady state including managing Early Adopter to General Availability, scalable joint sales engagement model, internal and external channel conflict resolution framework, ongoing field team enablement, relationship building and leadership Business Reviews.
Growth Operations Project Manager
AvidXchange, Inc.
03.2018 - 03.2019
- Successfully managed and completed assigned projects to improve successful transitions from Sales to Onboarding, such as: created & operationalized Build Sheet, Researched TBTS reasons and developed Delayed Start process.
Client Advocacy Manager
AvidXchange, Inc.
03.2016 - 03.2018
- Educated customers, de-escalated situations, increased adoption, and retention, and negotiated long term renewal
- Contributed to Existing Sales Team exceed goals by enabling them to focus on sales activities
- Heavy cross-functional collaboration with Product, Development, Finance, Legal, Operations, Sales, and Onboarding to identify root cause of the issue and develop solutions
- Initiated tracking, reporting and KPIs for customer health
- Developed and managed customer reference program.
Director Client Services
World Travel Inc
09.2014 - 03.2016
- Responsible for client retention of a portfolio of mid to large corporate customers; Led a team of Account Managers as well as managed a portfolio
- Guided clients to develop effective travel policies, modified traveler behavior, and deployed travel technology (mobile & web)
- Onboarded new clients, including Travel Policy development and traveler training
- Conducted regular business reviews with program successes and improvement plans
- Measured and tracked success of travel programs including hard and soft savings, traveler experience and supplier performance
- Maintained partner relationships to drive customer satisfaction and mutual referrals.
Account Management
SAP Concur
01.2012 - 09.2014
- Managed client portfolio using legacy Concur systems with the goal of conversion to the current platform
- Attained 110% of quota
- Responsible for sales & account management of clients, managing all aspects from identification, discovery, qualification, demonstration, ROI analysis & contract negotiation.
Concur Invoice Sales, Existing Clients
SAP Concur
01.2009 - 01.2012
- Managed an overlay team focused on selling Concur Invoice to existing medium to large enterprise clients
- Introduced AP solution to middle-market clients and increased units sold by 100%, ARR quarter over quarter by 20%, and close ratio from 10% to 21%.
VP Sales & Marketing, Aspen 360
Archive Systems, Inc.
12.2006 - 12.2009
- Managed Direct Sales, Market Development, Solutions Consulting, Marketing & Sales Operations for AP Automation product
- Grew ARR for Invoice Automation solution by 20%; Nurtured client relationships during difficult market conditions minimizing client defections
- Developed & implemented new sales and marketing programs to introduce products targeted at enterprise corporates.
VP Business Development
Edison Venture Fund
01.2001 - 11.2006
- Responsible for driving and maintaining deal flow; Developed 3 prong framework that included referral networks, direct outreach, nurturing, and research
- Delivered 70% of firm's deal flow.
Founder and Sales Lead
Princeton Softech
07.1989 - 03.2000
- Started as the original salesperson, grew to lead the NA sales team
- Grew revenue by 30% YoY, every year, $25M by 2000.
Education
Business Administration - Management
Temple University
Philadelphia, PACertification - Software Development
Maxwell Institute
Norristown, PAMultiple Sales and Sales Management Training
Skills
- Client Relationship Management
- Cross-Functional Communication & Collaboration
- Contract Negotiations & Renewals
- People Management
- Regular and Executive Business Reviews
- Large & Small Group Presentations
- Customer Retention & De-escalation
- Strategic & Tactical Thinking & Problem-solving
- Project Management
- Process Development & Continuous Improvement
- B2B Applications and Technologies
- Start-up & Growth Stage Operations
- Enterprise, Mid-market and Small Business Sectors
- Client & Partner Performance Metrics
- SaaS, PaaS, Cloud Platform & On-premises Business Models
- Direct and Indirect Channel Models
- Data Analysis tools: SQL, Excel, familiar with Python
- Customer & Partner Relationship Management: Salesforce, CRM Dynamics, 360Insights, ReferenceEdge
- Microsoft 365 Proficient: Excel, PowerPoint, Word
- Virtual Meeting Applications: Microsoft Teams, Webex, Zoom, Google Meetings and others
- Artificial Intelligence: OpenAI ChatGPT, Anthropic Claud, Ai Mindso
Certification
- Data Analysis with SQL: Inform a Business Decision, 03/01/24, Coursera Project Network
- Customer Experience Journey Mapping, 11/01/23, LinkedIn
- A Design Thinking Approach to Putting the Customer First, 10/01/23, LinkedIn
- The 10 Pillars of Customer Experience, 10/01/23, LinkedIn
- How to Quit Four Time Wasting Habits, 09/01/23, LinkedIn
- Fighting Gender Bias at Work, 11/01/20, LinkedIn
Applications
- Data Analysis tools: SQL, Excel, familiar with Python
- Customer & Partner Relationship Management: Salesforce, CRM Dynamics, 360Insights, ReferenceEdge
- Microsoft 365 Proficient: Excel, PowerPoint, Word
- Virtual Meeting Applications: Microsoft Teams, Webex, Zoom, Google Meetings and others
- Artificial Intelligence: OpenAI ChatGPT, Anthropic Claud, Ai Mind.so
Domainknowledge
- B2B Applications and Technologies
- Start-up & Growth Stage Operations
- Enterprise, Mid-market and Small Business Sectors
- Client & Partner Performance Metrics
- SaaS, PaaS, Cloud Platform & On-premises Business Models
- Direct and Indirect Channel Models
Timeline
Fractional Project Consultant
Lakeview Payment Services
11.2023 - Current
Senior Alliance Manager, Strategic Partners
AvidXchange, Inc.
03.2021 - 10.2023
Alliance Manager, Strategic Partners
AvidXchange, Inc.
03.2019 - 02.2021
Growth Operations Project Manager
AvidXchange, Inc.
03.2018 - 03.2019
Client Advocacy Manager
AvidXchange, Inc.
03.2016 - 03.2018
Director Client Services
World Travel Inc
09.2014 - 03.2016
Account Management
SAP Concur
01.2012 - 09.2014
Concur Invoice Sales, Existing Clients
SAP Concur
01.2009 - 01.2012
VP Sales & Marketing, Aspen 360
Archive Systems, Inc.
12.2006 - 12.2009
VP Business Development
Edison Venture Fund
01.2001 - 11.2006
Founder and Sales Lead
Princeton Softech
07.1989 - 03.2000
Business Administration - Management
Temple University
Certification - Software Development
Maxwell Institute
Multiple Sales and Sales Management Training
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