Hi, I’m
Krista Squires
Waco,TX
Summary
Over the course of my career at VMware, I have established myself as an expert in building and maintaining relationships with clients and stakeholders. Through my experience in various roles across different business groups, I have gained a comprehensive understanding of the E2E Deal Structure and the back-end processes that can impact it. One area where I have developed specialized expertise is in customer Install Base reporting and analytics. By leveraging my deep understanding of this data, I am able to provide valuable insights and support to our customers and internal business processes.
Overview
19
years of professional experience
Work History
VMWareWaco, TX
Deal Manager
01.2022 - Current
Job overview
- Strategic business partner to VMW Federal Sales & Business Operations
- Manages non-standard approvals for strategic Enterprise License Agreements with the US Federal government
- Advises VMW Federal sales teams through deal structuring, pricing strategy, and approvals while optimizing revenue and ARR growth
- Ensures each ELA adheres to company goals and rules of engagement
- Reviews historical discount trends at a customer level, ensures compliance with existing agreements, and identifies growth opportunities utilizing the customers' existing footprint
- Install Base guru responsible for customized IB reporting and in-depth IB data & financial analysis for our largest Federal customers
- Collaborates with various internal groups to understand T&Cs, contractual requirements, and analyzes any risks or opportunities that could impact performance, growth, and strategic positioning
- Represents DMT on the Public Sector Sales Advisory Council
- Managed the entire deal process from initial contact to closing, including due diligence and contract negotiation.
- Monitored progress of deals throughout their lifecycle to ensure successful completion within established deadlines.
- Negotiated amendments or modifications to existing contracts in order to facilitate new deals or partnerships.
VMwareWaco, TX
Sr Deal Analyst
10.2018 - 01.2022
Job overview
- Manage 3 Federal territories and lead on all ELAs with complex Install Base
- Resolved escalated service requests in a timely manner.
- Coordinate with internal stakeholders (Finance, Legal, Product BUs, Order Management) to ensure deals remain compliant
- Advise sales on deal structure, pricing, and contractual terms
- Negotiate redlines, exceptions, and non-standard requests
- Facilitate approvals for non-standard deals
- Own the approval process and keep all parties up to date on developments
- Create customized and in-depth Install base reporting and analysis
- Ensure SFDC cases are updated and accurate at all times
- Meet with Federal Sales leadership weekly to review the status of in qtr deals
- Produce weekly opportunity reports and update notes for management meetings with finance leads
- Provide “Best Practice” training to sales
VMwareWaco, TX
Global Lead Project Manager
12.2016 - 10.2018
Job overview
- Lead Global Project Manager for new Install Base Advisory program
- Global Lead Trainer for the new IB Advisory Analysts. Trained onsite in both Costa Rica and Bulgaria.
- Coordinated with stakeholders to ensure timely delivery of project deliverables.
- Partnered with global cross-functional leaders to create and document processes and policy for IB Advisory.
- Identified potential risks associated with projects and developed strategies for mitigating them.
- Created all training content for new IB Advisory Analysts
VMwareAustin, TX
Sr. Licensing Manager
10.2013 - 12.2016
Job overview
- Proactively engaged with field sales and management to review upcoming ELA opportunities
- Reviewed current and future process changes surrounding the customer licensing data and incorporation into Enterprise License Agreements
- Strong focus on software asset management by reconciling internal data against prior agreements and customer data
- Provided financial analysis to demonstrate ELA pricing vs business as usual
- Provided knowledge and support to resolve escalations relating to install base/licensing challenges
- Monitored current quarter pipeline and proactively engaged field teams on key customer accounts and removed obstacles ensuring successful and timely purchase completion
- Customer contact for all circumstances surrounding the install base
- Customer facing presentations to support licensing discussion
- Interface with the customer, field, license compliance team and global business practices team to ensure a smooth process
- Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
VMwareAustin, Texas
Lead Sales Operations Specialist
01.2012 - 10.2013
Job overview
- Articulate how the VMware business model relates to selling VMware products and services
- Optimize Field Sales productivity through the operational & administrative sales duties
- Involved in helping grow sales funnel through targeted sales campaigns
- Assisted sales representatives in calculating and tracking unique contract data
- Provided quotes and general information to VMware customers and partners
- Received, tracked and fulfilled orders in accordance with specific customers’ needs
- Created detailed reports summarizing progress against goals and timelines.
- Meeting Management: organizing seminars, team meetings and off-site events, performing a variety of other sales related duties
Braxton Group, Keller Williams RealtyAustin, TX
Marketing Manager
01.2007 - 01.2012
Job overview
- Business development and strategic relationship building
- Independently accountable for time management and meeting deadlines
- Create and implement marketing campaigns and special events
- Worked with broker to coordinate selling efforts, and to assess team performance
- Provided suggestions and executed appropriate actions to enhance overall team sales performance
- Results-driven professional with significant experience and expertise in project planning, project completion, and superior customer service
- Solid team building skills demonstrated by organizing annual team retreats, and quarterly team events
- Produce listing contracts, disclosures & other documentation for the listing of residential properties
- Proficient presentations skills displayed by pitching an in-depth marketing plan to potential clients
- Coordinated with web team to enhance website, search engine optimization, and social media avenues.
Great Wall China Adoption
Team Lead
11.2004 - 01.2007
Job overview
- Presenter at East Meets West, an annual national adoption conference
- Created the content for, while also conducting, public workshops for potential adoptive parents
- Reviewed and interpreted background information of potential adoptive parents
- Advised adoptive parents through the matching, placement and compliance processes
- Correspond with American and Chinese government officials to retrieve necessary documentation and authorizations for permanent placement
- Obtained visas for those traveling to China, and for the children entering the U.S
- Streamlined and implemented new training procedures for staff in the Placement and Post Placement departments
- Created standardized job descriptions and work guidelines
- Demonstrated quality customer service by providing timely communication with all clients.
Education
University of DelawareNewark, DE
Bachelor of Arts from Psychology
01.2001
Skills
- New Hire Onboarding
- Contract Management
- Data Analytics
- Price Structuring
- Analytical Problem Solver
- Interdepartmental Collaboration
- Customer Trend Analysis
- Operating Procedures and Policies
- Analytical problem solver
- Database Management
- Review of contracts
Affiliations
The Junior League of Waco: 2023- 2024 New Membership Co-Chair
American Cancer Society: 2023 Chair of VIP for Waco Cattle Barron's Ball
Availability
See my work availability
Not Available
Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Deal Manager
VMWare
01.2022 - Current
Sr Deal Analyst
VMware
10.2018 - 01.2022
Global Lead Project Manager
VMware
12.2016 - 10.2018
Sr. Licensing Manager
VMware
10.2013 - 12.2016
Lead Sales Operations Specialist
VMware
01.2012 - 10.2013
Marketing Manager
Braxton Group, Keller Williams Realty
01.2007 - 01.2012
Team Lead
Great Wall China Adoption
11.2004 - 01.2007
University of Delaware
Bachelor of Arts from Psychology
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