Matt Meskimen

Business Architect in 600+ organization of Customer Success Managers, Renewal Specialists and Support Account Managers. Responsible for process design and implementation in IT supported systems such as SFDC, Aviso, Tableau and Power BI. Responsibilities include process improvement, requirement gathering, business case development and capability adoption.

Accomplishments

• Completed migration of renewal sales opportunity management from SAP Cloud to SFDC
• Created renewal quoting case management, cycle time tracking and SLA adherence for $1 billion ACV business
• Operationalized renewal motion with development of sales playbooks, and development of dashboard to track IQRR, week over week pipeline performance and plan attainment
• Implemented enhancement intake tracker and prioritization methodology for organization of 600+ users across 10+ applications
• Conducted thorough assessments of Customer Success current state architectures, identifying gaps, redundancies, and opportunities for enhancement

Responsible for sales operations for 150+ sales org, comprised of Renewal Sales, Professional Service Sales and Business Development Representatives in Network and Cloud Security. Responsibilities included sales pipeline and forecast, QBRs, strategic process improvement and driving capabilities for scale.

Accomplishments:

• Successfully orchestrated a $900M Total Contract Value (TCV) Renewal sales pipeline transformation, migrating from spreadsheets to SFDC and Clari for enhanced management and forecasting
• Built operational support for $900M TCV renewal business with 20% YoY growth - FY24 target of $1.4B TCV
• Defined Key Performance Indicators (KPI) and created sales contests to drive Renewals team performance. Recent quarterly subscription upsell contest resulted in $30M incremental revenue on a target of $15M
• Operationalized renewal motion for $157M TCV Secure Access Service Edge (SASE) business, including playbook creation for Renewals and Customer Success collaboration, contributing to a 10-percentage point renewal rate improvement YoY

Responsible for business requirements of a 700+ Renewals Manager Sales Org for analytics and SFDC capabilities. Led sales operations team for cybersecurity renewal business.

Accomplishments:

• Built operational support for an $800M Annual Recurring Revenue (ARR) cybersecurity renewal business with 17% growth while keeping Operating Expenses (OpEx) flat
• Defined renewal platform roadmap across opportunity management, churn reporting quoting and forecasting in Salesforce.com for an $8B Annual Recurring Revenue business

Responsible for strategy, planning and execution of $2.3B in annual software recurring bookings and Product Management of internal Gainsight customer success platform. Led continuous improvement for software annuities renewal process. Additional duties included contractor Statement of Work (SOW) and budget management, and contingent worker strategy.

Accomplishments:

• Built dedicated software annuity sales operations team; results provided sales team with 56% reduction in operational activities, 36% increase in sales team opportunity capacity, resulting in $74M quarterly pipeline
• Drove process optimization, reducing renewal validation cycle time by 23%, and Enterprise License Agreement cycle time 20%, leading to accelerated revenue enablement of $51.8M

Direct manager for 14 full-time and 6 contingent employees. Managed sales, customer and partner escalations. Led internal projects, budget management and fiscal-year planning.

Accomplishments:

• Led Six Sigma services quoting optimization, resulting in 55% cycle time improvement, and $311k in soft savings due to productivity gains
• Earned Employee Engagement scores in 99th percentile – double digits above organizational average
• Managed team responsible for operational support of $1.6B in annual sales, enabling aligned Services Business to achieve 101% of annual goal
• Managed on-site quoting team, averaging $700M in large (>$1M) deals booked per quarter

Increased sales penetration of Technical Services and Professional Services within Northern California and Pacific Northwest.

Accomplishments:

• Finished 119% on annual sales quota