Business Value Director, Strategic Client Group
ORACLE CORPORATION
01.2021 - Current
Hi, I’m
SARAH LASSOFF
Redwood Shores,CA
Summary
I am a Business Value Director & Solution Sales Strategist with 14 years of experience across multiple industry verticals e.g., CME, High Tech, Healthcare, Public Sector and Education, and across multiple technology domains e.g., Cloud/ Data Center, Enterprise Networking, Security, and Fusion ERP/EPM/SCM Applications.
I enjoy and excel in building trust with client executives by advising them on developing digital transformation roadmap, identifying, quantifying, and realizing value from technology investments, and in doing so, accelerating revenue for Oracle.
I am an organized trailblazer, who forge ahead in new ventures with a clear purpose and confidence, balanced by research that helps me figure out how to go beyond what others before me have discovered. I achieve success through out-of-the-box approach.
Work History
ORACLE CORPORATIONRedwood City, CA
Business Value Director, Strategic Client Group
01.2021 - Current
Job overview
- Work with Oracle’s largest and most strategic clients in the Communications, Media & Entertainment, and High-tech verticals to accelerate clients’ digital transformational
- Create whitepapers, point-of-views (POVs) and strategic value propositions to enable large and strategic deals for Oracle Cloud solutions
- Published a whitepaper on how Oracle supports the multi-cloud strategy for a large telco client with 7 differentiated use cases for Oracle public cloud, leading to multiple pursuits for OCI
- Developed the 2nd-generation Technology Platform Modernization value calculator to quantify the value of moving client workloads from on premises to Oracle cloud with simplified and improved logic
- Created a strategic value proposition with quantified TCO and business benefits to assist CIO decision on on-premises data center closure for a high-tech manufacturer
- Crafted a repeatable POV on “Transform Finance Organizations Now” with quantified strategic values for Oracle Fusion Cloud applications, enabling a Fusion EPM deal with a large media company and a large Fusion ERP and SCM opportunity with a large telco, with estimated TCV of $75M
- Led a cross-pillar engagement to create an Oracle plan to help two merging clients capturing post-merger synergy values by standardizing their front- and back- office technology platforms on Oracle Cloud
- The underlying approach is adopted to build strategic plans for expanding Oracle footprint in other clients.
Cisco Systems, Inc.San Jose, CA
Sr. Manager, Software Sales Strategy & Engagement
01.2016 - 01.2021
Job overview
- Software Sales Strategy & Strategic Engagement - US Public Sector, Owned software sales GTM strategies to increase EA penetration in both up- and down-market
- Created a repeatable framework (methodologies, processes, tools, and assets) to remove EA sales barriers and shorten sales cycle
- Directed strategic pursuit for large and complex cross-architecture EA opportunities
- Led value selling of cross-architecture EAs, an effort started two years ahead of the rest of Cisco
- Developed a network evolution workshop approach to align customer IT investments with business goals
- Directed such workshops towards creating customer technology roadmaps and sales opportunities
- Enabled $300M software bookings at discounts of 2 - 15 points better than Cisco average
- Led mega EA pursuits: Created value proposition, quantified TCO/ROI, and developed deal/ pricing strategy.
Cisco Systems, Inc.San Jose, CA
Sr. Manager, Mobility and IOT Solutions
01.2013 - 01.2016
Job overview
- Offer development, sales and service delivery for Cisco Consulting, a new venture created in 2013 inside Cisco Services
- Developed two key consulting offers and GTM approaches
- Generated a $100M+ qualified pipeline and achieved 100%+ annual consulting revenue growth
- Conceived a customer success framework, leading to the design and launch of collaboration adoption services, which contributed over 20% consulting service pipeline in FY16
- Led CXO level consulting engagements to enable customer digital transformation, directing to service renewal and 10x pull-through revenue in 90% of the accounts engaged.
Cisco Systems, Inc.San Jose, CA
Sr. Manager, Business Value Consulting, CTG
01.2009 - 01.2013
Job overview
- Business value consulting practice lead of USPS in a strategic BD team to accelerate Collaboration solution sales
- Developed vertical specific collaboration value messaging and use cases; delivered CXO level consulting engagements with key accounts
- Enabled $200M+ revenue and shortened sales cycle by 6-12 months
- Published ROI calculators, customer case studies and white papers; mentored Cisco and partner field sales on outcome-based consultative selling; and presented in public events for impact upscaling
- Created a new product GTM plan for Education vertical, which influenced product roadmap, expanded the product’s Education market potential by 10x and changed Cisco’s approach toward Education market.
Education
Georgetown University
MBA
London School of Economics and Political Science
M.Sc. from Accounting & Finance
Shanghai Jiao-Tong University
B.Sc. from Engineering Economics
Skills
- Strategic Sales Cross-functional Collaboration Sales Strategy & Planning GTM Strategy, Process and Systems Thought Leadership Value Selling Sales Enablement Financial Analysis & Modeling Cross-Cultural Leadership Executive Communications Results Oriented
Timeline
Sr. Manager, Software Sales Strategy & Engagement
Cisco Systems, Inc.
01.2016 - 01.2021
Sr. Manager, Mobility and IOT Solutions
Cisco Systems, Inc.
01.2013 - 01.2016
Sr. Manager, Business Value Consulting, CTG
Cisco Systems, Inc.
01.2009 - 01.2013
Georgetown University
MBA
London School of Economics and Political Science
M.Sc. from Accounting & Finance
Shanghai Jiao-Tong University
B.Sc. from Engineering Economics
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