Lisa Stubbs
Sales Operations/Sales Support
Maidenhead
Summary
Proactive, enthusiastic, and dedicated individual with excellent communication and organizational skills. Willing to go the extra mile, outgoing, confident in rising to challenges, and self-driven with a positive outlook. Focused on quality work, reliable, trustworthy, and determined in all endeavors.
Overview
31
31
years of professional experience
4
4
years of post-secondary education
Work History
Sales Operations/Sales Support – EMEA, APAC & US
Quest Software
04.2014 - Current
- Assist sales with exceeding their quarterly and annual targets by assisting with daily issues that occur through Salesforce, delaying them to send out quotations to their customers and forecasting issues.
- Providing EMEA, APAC and the US sales organization with CRM support on Salesforce
- Updating sales information on Opportunities, Quotes and Forecasting
- Creating Quotations for the Renewal teams across EMEA, APAC and the US 120 days before expiry – CPQ Quoting through Salesforce
- Maintain Territory Assignment rules and Lead Management - lead routing changes
- Helpdesk response and close within SLA timings
- Data Quality – Merged account updates Salesforce and Oracle
- Testing on new projects - all new releases of Salesforce
- Providing Siebel and Salesforce.com training to the sales representatives. This includes training all new sales executives and providing 'refresher' trainings to existing sales staff across EMEA and APAC
- Liaising with Revenue Recognition on complicated deal structures
- Ad hoc assignments from Sales Ops Director and Sales VP as required (weekly revenue reports)
- Generate Asset/Spend Reports as required - Retrieving sales information from both Salesforce and Siebel as and when required
Inside Service Renewal Sales
Polycom
10.2013 - 04.2014
- Responsible for selling the company’s services e.g., maintenance and service contracts, upgrades to Mission Critical Support, and multi-year support.
- Working closely with Channel Partners to offer customers their Service renewals and up selling where possible
- Proactively contacting Channel Partners with upcoming renewals, quoting and closing them on time
- Working on lapsed renewals and closing over $700k in Q4
- Weekly Forecasting for Management
- Supporting Inside Service Account Manager on large Service Renewals for Elite customers
- Monthly meetings with Channel Partners
- Weekly Calls with Channel Partners
Support Renewals Account Manager
Aspect Software
10.2011 - 09.2013
- Develop and build relationships with assigned customers/channel partners and internal Aspect groups
- Collaboratively maintain information flow with sales, support managers and other Aspect internal organizations with regards to customer account action and needs
- Involve in all negotiations regarding pricing, terms and conditions and support deliverables, including potential new business opportunities
- Contact customer and review maintenance renewal quotation for requirements and accuracy
- Escalate renewal issues as required
- Upsell services
- Maintain billing forecast and lost business spread sheet
Support Sales Executive
Ixia
06.2011 - 10.2011
- Selling Software support and services
- Preparing software renewal quotations
- Working closely with the Account Managers to offer upgrades and working on new business leads
- Contacting customers and channel partners with support offerings
Key Account Support Renewal
Quest Software UK Ltd
03.2005 - 05.2011
- Meeting or exceeding assigned revenue goals by selling software license renewals and prepaid maintenance contracts to Quest Software customers utilizing established sales strategies and pricing models by identifying specific customer needs and providing Quest product solutions through the following activities:
- Managing Key Account Customers and Partners – RBS, Lloyds, Barclays, JP Morgan, Cap Gemini, Fujitsu with revenues over 500k per quarter
- Co terming all licenses to one annual date
- Selling multiple years support
- Exceeding revenue targets and objectives per quarter – Revenue over 800k – 1m
- Working closely and providing support to the Account Managers
- Ensuring customer satisfaction by developing close relationships with partners, customers and account managers
- Processing incoming customer queries related to maintenance contracts. Ensuring accurate system data entry
- Able to articulate the value of support and effectively manage objections
- Sending out all renewals 90 days before expiry
- Responsible for customers within my territory, encouraging them to renew on time, chasing up existing renewals, dealing with all queries and generating leads
- Reinstatements – proactively win back lost and delayed contracts – 90+ days and sell consolidated renewals to bring revenues forward
- External customer visits
- Working with Siebel, Salesforce and Oracle applications
- Assisting with the integration of renewals from acquisitions to the standard system
- Accurately providing forecasts for support renewal revenues to Support Renewals Director
- Assisted in growing UK & Ireland support revenue from £2m in 2002 to £17m in 2010
Support Renewals Executive/Siebel Support
Quest Software
04.2003 - 03.2005
- Responsible for customers within my territory, encouraging future renewals on all software
- Chasing up existing renewals, dealing with queries and generating leads
- Creating and generating monthly pricing for customer quotations
- Working closely with the sales teams to help further their sales for future years and to build renewal business
- Dealing with all queries from the sales team
- Use of Siebel daily to put on orders that have been received, generate co-terms, produce asset reports
- Provide discount incentives to customers to build business
- Sending out reinstatement chasers to customer who have lapsed support
- Initiating telephone and email contact with current customers in assigned territory to offer annual support renewal contracts and prepaid maintenance contracts
- Taking accountability and resolving any issues preventing the achievement of timely, quality and cost-effective results
- Implementation of the Siebel solution into the business and working along with the sales force to assist them in all the phase of the selling process.
- Supporting the CRM – Siebel with the quotations, and ensuring that all the relevant approvals were met, before ordering (inline with the Rules of Engagement and internal policies)
- Liaising with contract, order processing and account payables to provide a quick, efficient turnaround of orders
- Work closely with the data quality with regards to processes for company name change/assets transfers
Order Processing
Quest Software
07.2001 - 07.2003
- Checking prices are correct on all new sales orders
- Entering all new orders onto Siebel and Oracle
- Liaising with the Sales Reps daily
- Liaising with accounts department regarding customer accounts
- Entering new customers onto Siebel
- Issuing License Keys to customers using CP Manager
- Running Daily Reports in Oracle
Sales Support Administrator
Daewoo Cars
09.1999 - 07.2001
Claims Administrator
Capespan UK Ltd
05.1999 - 09.1999
Various Temp Jobs
08.1998 - 05.1999
Trainee Travel Consultant
Thomas Cook
08.1994 - 08.1998
Education
GCSE - Passes
Beechwood Secondary School
01.1990 - 01.1994
Skills
- Effective communication across all levels
- Deadline-oriented under pressure
- Assessment and strategic decision-making
- Self-motivated work ethic
- Independently motivated with a positive mindset
- Provide effective customer support
- Effective team contributor
- Responsive to varying needs
- Salesforce Trailhead expertise
- Experience with Salesforce and Siebel
- Skilled in using Microsoft Office tools
- Experience with Oracle database systems
Interests
Running
Outside Bootcamp
Socializing
Travelling
Spending time with family and friends
Personal Information
Date of Birth: 08/03/78
Timeline
Sales Operations/Sales Support – EMEA, APAC & US
Quest Software
04.2014 - Current
Inside Service Renewal Sales
Polycom
10.2013 - 04.2014
Support Renewals Account Manager
Aspect Software
10.2011 - 09.2013
Support Sales Executive
Ixia
06.2011 - 10.2011
Key Account Support Renewal
Quest Software UK Ltd
03.2005 - 05.2011
Support Renewals Executive/Siebel Support
Quest Software
04.2003 - 03.2005
Order Processing
Quest Software
07.2001 - 07.2003
Sales Support Administrator
Daewoo Cars
09.1999 - 07.2001
Claims Administrator
Capespan UK Ltd
05.1999 - 09.1999
Various Temp Jobs
08.1998 - 05.1999
Trainee Travel Consultant
Thomas Cook
08.1994 - 08.1998
GCSE - Passes
Beechwood Secondary School
01.1990 - 01.1994
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