Sales Manager

CHERYL POULSON 408-***-**** (home)

*** ****** ****** 408-***-****

(cell)

San Jose, CA 95123 abh9zh@r.postjobfree.com

EXPERIENCE SUMMARY: Accomplished Sales Compensation Financial Analyst for

WW Business Authentication and Channel Sales teams. Transitioned from

consultant to full-time employee with VERISIGN, Inc. Managed all aspects of

commission payments process for sales teams across multiple business

segments in multiple countries. Collaborated with team to select

automation tool to streamline commission calculation, payments and on-line

statements. Cost savings realized resulting in down-sizing of team.

Business unit acquired by another company and these combined factors

resulted in my job being eliminated.

Extensive experience previously in both Commercial and Consumer Channel

Marketing operations with demand generation programs and contract

compliance. Designed, implemented and managed successful Lead Generation

Program, in consultant role at VERISIGN. Formally employed by Hewlett-

Packard where I created and managed 2nd tier Partner Incentives including

SPIF sales incentives, and multi-tier rebates to drive increased sales

across all business units. Key member of task force to eliminate fraud and

misuse of cooperative MDF by distributor partners through collaborative

effort including program managers, KPMG auditors, and legal council

resulting in RICO conviction of worse offender.

Lead cross-functional team to develop a second-tier rebate calculation tool

and prioritize system enhancements for increased functionality.

Successfully managed the production and distribution of DeskTop Product

demand generation collateral for Consumer marketing sales cycles.

Completed Certificate Program at SJ State Professional Development Center

in Direct and Interactive Marketing.

JOB HISTORY:

6/2007 - 10/2009: Sales Compensation Financial Analyst, VeriSign Inc.

Key member of Annual Sales Compensation Planning Committee and

implementation team.

Calculated commission payments, monthly, for multiple World-Wide Business

Segments.

Validated bookings/billings sales data using Oracle and Hyperion to ensure

accuracy and timely payments to Sales Reps selling internet security

products in multiple countries.

Prepared and published individual commission statements.

Managed target and quota changes to ensure accuracy of attainment goals.

Managed review process with Sales Management for statement approvals. Key

contact for reconciliations and resolution of data issues.

Reported monthly/quarterly sales metrics to Sales Management for award

programs.

Prepared data files to load into automated commission calculation tool

(Xactly) and my job was eliminated due to automation cost savings.

1/2007 - 6/2007: VeriSign Sales Compensation Specialist, Aerotek

Professional Services, San Jose, CA

Contracted to provided additional resources to team during 2007 Sales

Compensation Plan roll-out. Trained in sales compensation processes and

procedures.

Provided timely status reports for returned/signed plan letters and

amendments.

Managed communications to World-Wide Sales Teams and Management.

Ensured SOX compliance, that 100% of reps had read and acknowledged

Compensation Plan terms and conditions documentation, using Oracle

Compliance Tracker.

Ensured commission payment accuracy prior to submission to Payroll.

Accepted permanent position at VeriSign as Sales Compensation Analyst.

7/2006 - 1/2007: VeriSign Leads Program Manager, Aerotek Professional

Services, San Jose, CA

Contracted to create program infrastructure, tracking system, and reports

to successfully manage a new World Wide Cross-Divisional Leads Program at

VERISIGN.

Managed master eligibility and email lists. Produced and launched all out-

going program communications to stimulate interest in program.

Managed Division qualification process. Set up the "Take the Lead"

designated mailbox, recorded new leads in tracking system and produced

management status reports.

Managed budget and payment process for monitary rewards for qualified lead

submissions.

Lead weekly cross-divisional team meetings to review level of

participation.

Created metrics reports for first half and final program results.

Fulfilled awards for winners.

3/2005 - 10/2005: Channel Intelligence Agent, The Marisan Group, Santa

Clara, CA

Contracted to analyze top-partner sales and produce comprehensive ROI

reporting for 24 Hewlett-Packard's product groups.

Compiled partner sales data, compared cost of benefit payments to overall

revenue and produced a comprehensive ROI report for each product division.

Performed monthly Partner Sales Validation analysis and lead team to build

consensus for sales data accuracy and validation before benefits were

calculated.

Published criteria and process documentation and trained team.

Generated monthly System Integrator Partner Revenue Reports. Responsible

for investigation, communication and resolution of incorrect data.

1/2004 - 12/2004: Consumer Marketing Programs Consultant, The Marisan Group

Contracted to manage Demand Generation Program and production of seasonal

Mail-In Rebate collateral; tear pads, and web pages for emerging Desktop

product campaigns.

Utilized 3rd party agencies to host landing pages for claims entry in web-

based infrastructure.

Created Rebate Metrics Report utilizing sales data, program claim rates and

cost analysis throughout the life cycle of product promotion.

Managed vendor relationship and budget.

Point of contact for day-to-day rebate issues, resolved for customer

satisfaction.

11/2002 - 12/2003: Sales Performance Incentive Fund Manager, HP Channel

Operations

Program Manager for HP SPIF programs and other financial incentive

programs.

Designed, managed the build and implementation of new on-line SPIF Tool.

Managed 3rd party agency, developed processes and agency performance

metrics for vendor turn-around time on rebate claims processing and

customer support.

Trained replacement and transitioned process to off-shore location in

Bangalore, India for cost savings.

4/2000 - 11/2002: Channel Partner Incentives Programs Manager, HP Partner

Marketing

Managed Distributor Channel Programs. Developed and published quarterly

Rebate Program Ts & Cs for Distributors and other key Channel Partners, in

conjunction with Product Marketing.

Generated monthly rebate benefit statements and implemented timely payment

to HP Distributor Partners and Mail Order Resellers, based on sales goal

achievements. Managed all reconciliation issues.

Measured Reseller performance and compiled quarterly ROI reporting for 25

product lines.

Contracted with 3-rd party agency to provided personalized MDF utilization

statements, for each account and for HP Sales Teams.

5/1997 - 4/2000: Second-Tier Rebates Program Manager, HP Channel Marketing

Managed a Rebate Calculation Tool, (T2 System) and led cross-functional

infrastructure support team to drive system enhancements.

Coordinated efforts of multiple Program Managers to develop quantifiable

incentive programs, to meet their specific sales objectives. Provided

financial projections to secure budget.

Published a training manual called, "The Seven Steps to Successful

Rebates."

Managed Agency relationship, quarterly review process, purchase order, and

payment process.

Conducted survey of Product Managers to determine additional needs and

satisfaction levels.

7/1988 - 5/1997: HP Contract Compliance Program Manager, HP Channel

Marketing

Investigated and tracked reseller sales activities to detect gray market

violations, and export violations of HP US Reseller Contracts.

Conducted internal audit and prepared audit candidate profiles to propose

reseller audits to Executive Management Team.

Selected and managed audit firm. Managed the contract terminations,

probations, and reinstatements resulting from Business Review Board

decisions.

Worked with FBI Agent and US Postal Inspector to build a case to prosecute

a terminated reseller who was running a broker network and defrauding

millions of dollars from HP Rebate Programs.

EDUCATION

San Jose State - Certificate in Direct and Interactive Marketing

Promotional Programs 101 - University of IA

Win/Win Negotiations - HP

Influencing for Results - HP

Business Writing - Vinclear Consulting

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