Sales Manager

Dennis Grote

• 209-***-**** a **********@*****.***

Decisive Financial Manager and Pricing Expert

A problem solving leader propelling future growth. A collaborator with executives to execute business objectives.

Finance leader with a demonstrated track record of bringing positive change to business objectives. Collaborator with Product, Sales, Legal, Supply Chain, IT, and Finance partners to deliver previously invisible revenue and margin opportunities.

Strong history of crafting product pricing, transactional pricing, non-standard contract negotiations and investment case development.

Core competencies and Skills

Business Investment case expert. Transaction pricing expert for B2B and B2C deals to optimize multi billion dollar revenue and profit for IT hardware and software products.

Excel, Cognos, SAP, Peoplesoft expert user in creation, validation and tracking of multi billion dollar investment cases.

Develop pricing analysis using linear and multi variable regression tools.

Craft, negotiate and mange non-standard solution offerings and contracts.

Personnel Manager for 3 years, leading team of future IBM leaders.

Acquisitions team member in transitioning processes for finance and marketing.

Lead integration management and for quote to cash and product pricing.

Craft complex business cases supporting product development, from concept through end of life.

Site Controller for acquisition, included personnel management and site business controls.

Experience

Senior Pricing Analyst Monster Inc. November 2015 – Current Brisbane, CA

Establish tier pricing worldwide for over 1,000 Consumer Electronic products, headphones, speakers, audio and visual products.

Craft detailed dealer and distributor sell through agreements that include Walmart, Best Buy, Target, Costco. Over 100 in all.

Guide sales executives on the execution on the sales and profit plans through weekly communication calls.

Monthly revenue and profit reviews with CEO and executive committee and recommending actions to profitability and revenue.

Sales Commission analysis to determine monthly payables to 15 external sales representatives. Providing guidance to Monster

Executive and external Sales executive teams with trend analysis and recommendations for profit optimization.

Pricing and Deals Consultant Silver Springs Networks May 2015 – November 2015 Redwood City, CA

Pricing and contract proposals that included Hardware, Software and Services that contained multi-variable elements.

PaaS level pricing structure established and utilized to address newest customer needs for Smart Street Lighting projects

Crafted business cases and helped craft and negotiate contracts with final pricing and terms and conditions for over 20, multi-million dollar proposals including many International clients.

Software Brand Pricing IBM Corporation 2013 February 2015 Foster City, CA

Senior pricing analyst for Business Analytics Software brands. Development and release of new Software product prices worldwide.

Delivered pricing for first Cloud and SaaS offering for Content Management. Collaborate with all line functions of the

Software Group as primary business advisor. Crafted Cloud based pricing resulting in more than $12m in new and recurring revenue within 1 2 months. Defined and developed contract terms for over 50 non-standard offerings with business cases to that fit within the strategic direction of pricing and pricing metrics for new software products for SaaS offerings.

Approved more than 200 contracted deals per quarter totaling over $ 1B of value during this tenure.

Used Cognos analytical tools to monitor discounting trends on a monthly basis, resulting in list prices adjustments.

Drove sales team to further understand customer landscape in shaping product offerings. Resulted in two new pricing metric offerings to close deals with 5 clients totaling $17m revenue. Acquisition team migrating product pricing and pricing metrics into the group. Researched and developed list prices, discount recommendations for 14 products Software Group.

Lead effort to formally educate 35 incoming employees enabling them to navigate IBM's quote to cash process.

Storage Pricing, IBM Corporation 2010 2013 Foster City, CA

Global Storage Pricing Manager. Critical support role in driving sales team to achieve higher margins and revenue for storage hardware and software for a multi billion dollar per year business. The focal person for all complex deals and product pricing for the Storage division.

• Approved more than 1500 deals per year totaling over $8B of value during this tenure.

•Lead the Storage team to 3 straight years of increased profit growth, resulting in multi hundreds of millions of dollars per year.

•The key business adviser in finance, sales, marketing, product management and helped craft more than a dozen complex pricing offers, resulting in tens of millions in revenue growth.

Storage Pricing, IBM Corporation 2004 2010 Foster City, CA

Transaction Storage Pricer, supporting sales team to achieve higher margins and revenue for storage hardware and software for a multi billion dollar per year business. Held deals desk for the largest North American clients (ATT, Walmart, several others) as well as regional areas in Western States.

•Approved more than 2500 deals per year totaling over $500M revenue per year.

•Focal point for IBM's Business Partner Channel to ensure pricing harmony in the US, resulting in efficient sales pipeline management for deal closures.

•Drove quarterly audit reviews for finance team to ensure proper reconciliation of revenue recognition. This resulted in avoidance of millions of dollars of mis coded revenue and alignment with GAAP.

•Participated in ongoing quote to cash system transformations leading to cost savings over $28m, and cut bid turn around time by 40%, 70 hours down to 40 hours.

Finance Manager and Site Controller, Software Group IBM Corporation 2002 2004 Burlingame, CA

Manager of financial analysts and business controls analysts for software development from Crossworlds, an acquired company into IBM Software Group. Budget Planner for Middleware products including products from Crossworlds. Guided Crossworlds employees in navigation of IBM process / culture. Business controls and integration for the Burlingame site of 285 employees.

•Lead and coached the Crossworlds executive team to navigate IBM budget and planning processes. Cut site expense by 15% within first 9 months.

•Developed transition and integration plan for business controls and audit readiness for executive team and line management. Passed initial internal audit within 10 months.

•Ensured financial analysts had formal training on IBM accounting systems and quarterly reporting process and presentation to IBM VP of Finance in Software Group.

•Collaborated new team with capital purchases that resulted in overall savings of $2.3m.

Finance Manager of Development Expense, Software Group l IBM Corporation 2001 2002 San

Manager of eight financial analysts for Information Management Software development team. Guided financial analysts through quarterly and monthly budget and planning process and executive presentations. Coached financial analysts in their career development. Recruited prospective candidates at University of Arizona.

Led financial analysts in providing accurate, timely budget reporting to line teams and Collaborated line teams for their development projects success. Six new product lines successfully launched during this tenure.

Storage Pricing Team Leader, Storage Division IBM Corporation 1999 2001 San Jose, CA

Team Lead for all storage branded products. Developed business cases and obtained executive line and corporate level approvals for product offerings. Provided daily transactional approvals for sales teams worldwide on new launch of enterprise storage.

•Completed the launch offering of new high end enterprise storage. Secured all executive and corporate approvals for pricing of multi billion dollar investment case. Resulted in multi billion dollar revenue beginning in 2000.

•Team Lead for all storage products. Led team of five product pricers investment case approvals, product launches and audit readiness.

•Collaborated with every line team at Vice President level to insure investment cases and product, project teams were in harmony. Investment choices led to over > 10 % revenue growth.

•Engaged and guided all global geography pricing teams with new product pricing announcements.

•Advanced, critiqued and articulated competitive pricing and product reviews for consideration in brand pricing.

Tactical Marketing Manager, Microelectronics IBM Corporation 1998 1999 San Diego,

Special assignment for acquisition of Commquest in San Diego, CA. a site of 310 employees. Part of a team of four IBM assignees.

IBM colleagues at the site. Selected for this assignment based on my strong relationship with the IBM Microelectronics Tactical Marketing / Sales team as a Microelectronics lead pricer. Dual role of Tactical Marketing and integration of Quote to Cash processes for the acquisition.

•Guided Commquest sales, marketing, finance, legal, product development in navigation of IBM process, procedures and culture.

•Collaborated with Sales and Marketing team in crafting, negotiating and closure of Commquest legacy customer contracts, and new IBM customer contracts. 15 new IBM clients signed contracts using Commquest solution for over $10m of revenue.

•Lead quote to cash integration process as a project team leader. Successfully educated and enabled the new team to use IBM fulfillment systems. Used several KPI metrics to measure and report this success to IBM GM of Microelectronics.

Additional Related Experience

Semiconductor Product Investment Cases / Transactional Pricing

Corporate Component Procurement

Business Planning

Procurement Cost Engineer

Education

Bachelor of Science in Business and Finance

Marymount College (now Fordham University)

Tarrytown, NY

Associates Degree in Tool and Die Engineering

ITT Technical Institute

Fort Wayne, IN

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