Giuliana Farina Tercan

Leadership:

Currently serving as RVP, leading a team comprising Solution Consultants and Solution Architects.

Objective: Joined the organisation with a focus on building and developing the practice.

Priorities:

Emphasis on team development, continuous improvement, and collaboration with other teams.

Dedicated to achieving successful organisational results.

Increase win rate/ Attachment rate/ Increase ARR

Achievements:

Successfully developed and matured the organisation regionally and globally.

Culture of Practice Spirit

SalesForce Practice Building - Book of business ownership

Significantly enhanced the quality of work, close rates, influence, and creativity.

Established a robust and engaging customer and prospect value based experience

Experience:

Leadership: Lead and mentor EMEA Adobe Workfront SME team

Priorities:

With nearly a decade in various roles within the Pre-sales domain, a specialist in Adobe Workfront products and processes, my priority was to mentor and ensure our team delivered the best engagement and experience to our customers and prospects.

Achievements:

• Team satisfaction above company benchmark in several items
• Higher overall ARR performance per SC
• Value demo driven performance 100%
• Increased inclusive and balanced pool of talent
• Early stage technical win increase
• 85% Influence gross ARR and 97% attach rate
• Development of SC book of business to help guide sales

leadership on the true deal forecast story

Priorities:

1. Build credibility with prospects/ customers and tie solution value to customer's business process whilst coaching the team
2. Treat each opportunity as a unique selling motion and execute each meeting with an agreed upon strategy and plan. For strategic accounts, working with the wider team to ensure we have the appropriate close plan and strategy
3. Build deep trust with my internal ecosystem:sales leaders, Services, Partners, Client Champions and the SC global team to ensure we deliver great experience during the presales process

4. Build deep trust with the customer and ensure great experience through the sales process.

Achievements:

• Increased Sales Revenue
• Strategic Solution Mapping
• Expertly led the team to succesfully increase close rates
• Cross-functional Collaboration
• Technical Expertise
• Effective Value driven Product Demos
• Competitive Analysis
• Up-selling and Cross-selling practice and Strategy
• Customer Feedback to Product Integration
• Multi Industry Market Expansion
• Average close Rate 85%

Some key accounts I have supported include Dentsu, The Walt
Disney Companies, Vodafone, Burberry, Delloite, Dyson, Booking.com, Sky, BT, Lloyds Bank, Lego, Banco Santander

Awards:

MVP Awards

President's club

Product expert, responsible for building and maintaining relationships with new and existing clients from Top Tier M&A, DCM, Life Sciences, Law Firms and Financial Institutions.

Whilst in Intralinks, I assisted with the hiring and mentoring a team of project managers to cover the Russian territory.

Regularly involved in the sales process by request of the sales team and was involved in securing the largest contract in Intralinks' history at the time as a hybrid presales/ PM

Achievements:

• Determined project schedules and maintained timeline efficiency using proactive adjustments to workflow.
• Built positive, productive relationships with internal and external stakeholders through outstanding client management skills.
• Managed projects and deadlines as well as implementations.