Tony Carusone

• Renewed $ 3MM in ARR across 50 accounts.
• Achieved 100% of Quota & 20% uplift through establishing C-Level and VP Partnerships.
• Lead post-sale strategy, to achieve full utilization with zero shelfware and no churn.
• Connect Workday prospects to current WD customers: share success stories, best practices, business cases and workflows.
• Perform quarterly business reviews to align on priorities, drive overall account health, identify product expansion opportunities in line with the Workday product roadmap, increase service satisfaction, share usage patterns, expand product adoption, assess and resolve technical escalations, account renewals.
• Customer Advocate: Share feedback and insights to product management, engineering, support, marketing, and sales on innovation and improvement needed to optimize Workday user experience.
• Partner with cross-functional teams (renewals, legal, provisioning, and sales systems) to ensure accurate renewal pricing, negotiate commercial term documents to yield the most mutually beneficial agreement for prospects and Workday.
• Provide advanced clarity on Workday pricing objections, licensing policies, and commercial
  terms.

2019 - Achieved 110% quota attainment of $1.13M in ARR

• $450K Lockton Insurance Group HCM full suite solution 7,500 employees
• $350K Lockton Insurance Group Procurement full suite solution
• $250K ACI WW Payments Core HCM
• $80K Scotsman ICE Manufacturer HCM full suite solution

2018 - Achieved 100% quota attainment of $1M in ARR

• $550K Scotsman Ice net new ERP Replacement from legacy on Prem to Cloud (Fiance, Procurement, Manufacturing, IOT)
• $170K Lockton Insurance Group Enterprise Performance Management
• $90K ACI WW Payments Enterprise Performance Management
• $80K Gogo Inflight Air Entertainment Enterprise Performance Management

Sales Quota Strategy

Challenger Sale Start with WHY (Why Oracle/SAP/Workday, Why Buy, Why Now?). Tailored value of new processes, and business cases to the unique success metrics of each C-Level stakeholder. Wove storytelling to sell the transformational vision and achieve customer buy-in on outcomes that drive profitability. Sandler Sales Methodology 7-step process to build trust and deliver value through a consultative sales approach.

Tailored SaaS app functionality customized “day-in-the-life” demo experience effectively accelerating the sales cycle.

Forecast accurate pipeline / deal closure: Mutual Buying Plan Start with the go-live date and work the deal backward detailing every action needed from the first discovery, delegate to internal SME's / customer responsibilites, demo, budget allocation, visibility into the purchase process, and decision maker who can sign including multi-department deal signatures.

Led multiple solution teams brought together numerous internal teams including Solution Architects, SME consultants, and third-party system implementers to deliver one consistent WIN strategy / message to the customer across all solutions.

Differentiate product functionality articulate value that meets customers' specific use case against competitors' pitfalls.

Oracle's Partner Sales Implementation Community: Identify new and current customer SaaS expansions. Sales collaboration, and joint presentation of total solution cost (SaaS + SOW Implementation) to execute successful client purchases.

2017 - Achieved 100% quota attainment of $850K in ARR Success Factors HCM

• $700K HR Compensation Module Citadel Financial net new revenue
• $150K Sears Holdings SuccessFactors full suite expansion

2016 - Achieved 100% quota attainment in $770K ARR Ariba Procurement

• $770K net new revenue, full solution suite Ariba procurement ERP deal at Hollister Clothing in Lyndhurst, NJ.

Found opportunity by following company's public disclosures and annual report. Entered Chapter 11 bankruptcy. Business case immediately reduce the cost of SG&A.

Articulated cost-saving business analysis to the Chief Procurement and Chief Financial Officer to close the deal. Direct impact to finance and procurement.

2015 - Achieved 100% quota attainment in $780K SAP Core AE Full Product List

• $550K Hybris E-commerce Sears Home and Appliance
• $150K Sears Ariba procurement renewal, The Pampered Chef
• $80K The Brown Shoe Core Analytics

Built new relationship with CTO of Sears Home and Appliance Division.

• Transformed Sears Home and Appliance website into a modern buying portal for customers across the US. Accomplishes predictive sales and new revenue source of field maintenance forecasting of appliances to improve the supply chain of building Kenmore and Whirlpool products.

2013-2014 SAP Sales Graduate Academy