Madeline Beacham
Sacramento,CA
Summary
30 Years with Hewlett Packard including spin off to Hewlett Packard Enterprise and two acquisitions to Micro Focus and Opentext. Experience in Software Sales, Project, Process and Program Management, Contract and Sales Operations, Compensation/Commissions Analyst, Procurement, Bilingual (English/Spanish). Many achievements during with the company including multiple MVP and Presidents Club awards.
Overview
30
30
years of professional experience
Work History
Strategic Renewals Sales Representative
Opentext
2023.01 - 2023.10
- Managed a portfolio of 7 to 10 Fortune 500 companies located in North America. Achieved and exceeded 35+ million dollar annual quota. Responsible for Quote to Cash while adhering to customer legal contracts.
- Built long term client relationships through excellent customer service and consistent followups.
- Review sales and renewal pipeline for upcoming fiscal year planning while looking for opportunities to upsell and grow company's install base.
- Management of Enterprise License Agreements (ELA) from inception to extension or certification.
- Organized regular sales meetings to review progress, share best practices, and set achievable targets for continued success.
- Cross collaboration advocate between Field Sales, Legal, Deal Desk, Sales Operations, Finance, Product teams and Channel Partners.
Renewal Sales Representative III
Micro Focus
2019.05 - 2023.01
- Managed portfolio of high-value accounts, ensuring exceptional service.
- Achieved consistently high customer satisfaction ratings by tailoring solutions to individual needs.
- Exceeded sales targets with annual quota of 20+ Million through effective planning and goal setting.
- Generated additional sales opportunities with upselling and cross-selling techniques.
- Streamlined sales process, reducing time from lead to close.
- Implemented CRM tools to track customer interactions and sales progress.
Project Manager
Micro Focus
2016.10 - 2019.05
- Successfully managed multiple projects simultaneously by prioritizing tasks according to urgency, resource availability and alignment with organizational goals to increase monthly revenue.
- Responsible for maintaining accurate revenue, cost and delivery for each project.
- SME on end to end processes. Train new hires.
Compensation Analyst
Micro Focus
2014.06 - 2016.09
- Calculating, analyzing, solving compensation issues for both manual and systemic compensation for Sales Representatives, Directors and Vice President.
- Responsible for change management for Channels and Field Sales teams.
- Collaborated with HR and Finance departments to ensure seamless integration of sales compensation policies and practices across all teams.
- Involved in territory account planning, quota setting for Channel and Sales teams.
Process and Program Compliance Manager
Hewlett Packard Enterprise, HPE
2010.08 - 2014.06
- Create, implement, streamline processes, training to America's region for assigned programs such as End-End Renewals, End-End Amendments, New Business Quotes while adhering to SOX compliancy.
- Creating and analyzing metric reports for renewal rates, amendment volume and order booking TAT, revenue (unbilled receivables). Identifying revenue leakage increasing 100K revenue for the company.
- Streamlined compliance processes by implementing efficient monitoring systems and tools
- Developed and delivered training programs to inform new and current employees about compliance issues.
Customer Operations Renewals Business Lead
Hewlett Packard, HP
1993.11 - 2010.08
- Build consistency across organization for core responsibilities and reporting functions within the renewals team. Develop new and improve on existing processes reducing company cost. Training organization on new processes.
- Aiding teams and managers success to meet department goals and metrics Quote on Time (QOT), amendment TAT, financial reports, SOX.
Education
Business Administration
Mission College
Santa Clara, CASkills
- Microsoft (Excel Advance, Word, Powerpoint)
- Analytical
- Salesforce (CPQ), SAP, NetSuite, OpenAir, Anaplan
- Customer Relationship Building
- Customer Retention
- Sales closing, Negotiation Tactics
- Strategic Planning
- Complex Problem-Solving
- Sales Forecasting
- Process Improvement
- Excellent Written and Verbal Communication
- Bilingual (English/Spanish)
Timeline
Strategic Renewals Sales Representative
Opentext
2023.01 - 2023.10
Renewal Sales Representative III
Micro Focus
2019.05 - 2023.01
Project Manager
Micro Focus
2016.10 - 2019.05
Compensation Analyst
Micro Focus
2014.06 - 2016.09
Process and Program Compliance Manager
Hewlett Packard Enterprise, HPE
2010.08 - 2014.06
Customer Operations Renewals Business Lead
Hewlett Packard, HP
1993.11 - 2010.08
Business Administration
Mission College
Similar Profiles
Swagath ShettySwagath Shetty
Lead Software Engineer at OpenTextLead Software Engineer at OpenText
Alec MoranAlec Moran
Full Stack Software Engineer at OpenTextFull Stack Software Engineer at OpenText
Sambit DwibedySambit Dwibedy
Lead Product Manager at OpenTextLead Product Manager at OpenText