Kristen Contreras
Summary
Polished Deal Desk manager with 10 years experience with SaaS and software companies. Detail oriented and well versed in complex deal structure and strategy. Experienced with business analytics, sales and internal enablement, and business process improvement lifecycle. Values work life balance, freedom to create, and leading with empathy.
Overview
10
10
years of professional experience
Work History
Americas Deal Desk Manager
Cisco - AppDynamics
05.2021 - Current
- Manage a team of five remote employees across the Americas
- Advise team through the entire deal desk process: adding necessary legal language, receiving the proper stakeholder approvals, deal strategy analysis, and abiding by company policy
- Coordinate with stakeholders and test new process improvements that allow internal teams to work together more efficiently
- Collaborate with C-level leadership around deal structure and strategy for the highest revenue impacting sales efforts
- Provide managerial support for my team when consulting with the Sales team and Sales leaders
- Facilitate concession strategy and gather required insight and approvals from stakeholders
- Coordinate and present Sales enablement sessions twice per region per calendar quarter
- Provide managerial assistance for analysts in EMEA and APJC
- Testing and documentation via playbooks for internal processes
- High proficiency in SFDC, CPQ, and Ironclad.
Deal Desk Analyst
Cisco - AppDynamics
01.2019 - 05.2021
- Consult with Sales on deal structuring and options that adhere to company polices around revenue recognition, SaaS margin targets, and discount approval policies
- Enable Sales on terms and deal structures that comply with company policies
- Track key deals for the quarter to meet company booking and revenue targets
- Facilitate entire deal desk process; from including adding necessary legal language to quotes, receiving the proper stakeholder approvals, and implementing policy improvements
- Serve as a trusted adviser to the Americas East, North, and Federal sales leadership and their teams on pricing, product configuration, and business terms to support sales efforts
- Collaborate with multiple teams across the company including Sales Comp, Analytics, Revenue, Finance, Legal, Billing, and Product Management, for process improvements, updates and releases.
Senior Customer Success Representative, Renewals
AppDynamics
02.2018 - 01.2019
- Ensure retention of approximately 200 top revenue accounts (250k TCV+)
- Maintain relationships with existing clients and identify new business opportunities
- Liaison between field sales, technical teams, and client
- Assist in training newly on-boarded employees and the creation of training documents and tools
- Manage and guide Customer Success Managers within given territory
- Assist Field Representatives with add-on early renewal opportunities and navigating through previous contracts.
Customer Success Representative, Renewals
AppDynamics
08.2016 - 02.2018
- Ensure retention of approximately 400 accounts (250k TCV and below)
- Maintain relationships with clients through regular check ins and identify new business opportunities
- Assist Inside Sales Representatives with add-on early renewal opportunities and navigating through previous contracts
- Liaison between inside sales, technical teams and client.
Account Manager, Renewals
Guardian Network Solutions
10.2015 - 08.2016
- Manage renewals and ensure retention of highest profit accounts
- Maintain relationships with vendors, distribution, clients and consultants
- Identify and execute on new business opportunities
- Top Sales Representative (profit percentage) for 7 consecutive months
- Company record for most consecutive days of daily goal maintained & most consultant new business generated in single month.
Personal Assistant to CEO
Guardian Network Solutions
09.2014 - 10.2015
- Responsible for screening and responding to emails and LinkedIn connections
- Manage schedule, booking for interviews and organize travel
- Assist with personal matters and backend company decisions and organizations.
Education
Bachelor of Science, Elementary Education -
Drake University
Skills
- Problem-Solving
- Tactical Leadership
- Salesforce CRM proficiency
- Teamwork and Collaboration
Hobbies
Alamo City Pitbull Rescue - Foster
Lone Start CrossFit Member
CrossFit Games Athlete
Lover of Reading
Timeline
Americas Deal Desk Manager
Cisco - AppDynamics
05.2021 - Current
Deal Desk Analyst
Cisco - AppDynamics
01.2019 - 05.2021
Senior Customer Success Representative, Renewals
AppDynamics
02.2018 - 01.2019
Customer Success Representative, Renewals
AppDynamics
08.2016 - 02.2018
Account Manager, Renewals
Guardian Network Solutions
10.2015 - 08.2016
Personal Assistant to CEO
Guardian Network Solutions
09.2014 - 10.2015
Bachelor of Science, Elementary Education -
Drake University