Sift

Leading Partner Solutions & Success.

Sift is a leading provider of Digital Fraud Management solutions.  Understand your consumer behavior better through trillions of signals.  Make it easy for your good customers to purchase and pay - while frustrating fraudsters-  and watch your margins grow.

Accelerate your Growth with Trusted Customers that Convert.

Partnerships, Sales Engineering

Bolt

Bolt One Click Checkout offers the leading Shopper Experience from Account Creation to Order Payment.

We help merchants acquire new shoppers, retain existing shoppers, and grow revenue. Combine the industry’s easiest checkout, fraud detection that approves more good orders, and payment options for the way your shoppers want to pay.

Sales Engineering

Billtrust

Led Zero-to-One initiative and launched new product to market.
Founding PreSales, BDR, GTM, Post Sales PM, Education, Business Consultant for product line.

Billtrust is a leading provider of accounts receivable automation solutions. Digitize Your Processes to Realize Cash Faster. Make it easy for your customers to view and pay their invoices electronically, remove manual slowdowns and watch your cash flow accelerate.

Nasdaq: BTRS 2021.
Billtrust Acquired by EQT PE 2022.

Product Strategy, GTM

Led growth and expansion initiative accelerating shift from on-prem to cloud and managed services. 
Launched two new products based on the Eclipse Stardust BPM Engine (CARNOT and Infinity Process Platform).  

Created infrastructure sizing and commercial pricing models.  Developed outbound campaigns, messaging, blogs, and thought leadership webinars.

SunGard can assess and architect your future-state roadmap for highly available and connected infrastructure for the breadth of your application environment. We’ll develop a streamlined colocation and hybrid cloud strategy that embeds a high-performance network integration layer. We’ll ensure optimized application hosting, performance, cost, and scalability.

SunGard acquired by FIS 2015.

Product Management, Technical Consulting

SunGard - now part of FIS

Expanded remit with Product Management leadership.  Led adoption and migration plan for two acquisitions.  Launched program to accelerate new version adoption, driving down support cost and improving customer retention.  Led sales enablement programs including Total Cost of Ownership education series.

SunGard offers a leading liquidity and risk management solution for corporations, insurance companies and the public sector. The solution suite includes credit risk modeling, collections management, treasury risk analysis, cash management, and payments centralization and standardization.

PreSales and Product Management

Founding PreSales Player-Coach.  Launched first Solutions Consulting playbook and redefined buyer facing assets such as product demonstrations, presentations, RFI and RFP catalogue. Expanded sales engineering teams in USA, UK, France, and Benelux.

GETPAID is a fully integrated, web-based accounts receivable software solution that helps increase cash flow, mitigate risk and drive operational efficiencies.

The solution delivers full process automation, workflow and collaboration. Its machine learning capabilities and artificial intelligence (AI) engine creates a foundation for continuous improvement in working capital and cash flow. Choose from our flexible delivery options, including on-premises, SaaS and private cloud.

GETPAID acquired by SunGard 2005.

PreSales

🔴 You created a fast growth environment.  Early Stage, Growth, New Initiatives
🟡 You operate in FinTech driving Risk, Payments, Cash Flow, and Conversions
🟢 You need help right now turning curious buyers into raving fans
That’s where I come in. 👇

💸 Office of CFO, A/R, Order-to-Cash, Finance, Cash Flow
📈 Risk modeling and behavioral economics
🎛 Market Segmentation and GTM
🤝 Multicultural and International
🗣️ Public Speaking, Storytelling
🛠️ Mergers and Acquisitions
🧭 Deal Desk: CPQ, Billing
📢 B2B SaaS solutions
😍 Kindness is Key
🎉Let's GSD
🦻No egos

Posts are my point of view and may not represent anyone else's positions, strategies or opinions.

Arthur Hernandez

Up/Right Analyst Relations

Up/Right Analyst Relations offers coaching, consulting, and fractional AR services, designed to help companies create a positive and impactful presence with traditional analyst firms like Forrester, Gartner, and IDC, as well as emerging third-party review sites like G2 and TrustPilot.

Whether you're a startup building your first industry influencer strategy or a more mature company seeking to optimize your placement in a Wave or Magic Quadrant, Up/Right AR provides flexible, tailored solutions to help you articulate your unique value proposition effectively, convey competitive differentiation, and ultimately propel your company *up and to the right* in influential industry evaluations.

My goal is to demystify the world of analyst relations, making the real business results it can drive accessible, manageable, and rewarding for companies of all sizes and stages. 

Up (and to the right!)  
Learn more at https://www.uprightar.com/

Founder

The Analyst Relations Learning Curve

Advisor

UserEvidence

Demostack

Medallia

Executive Vice President and Chief Strategy Officer

As a senior vice president of Pre-Sales, Product Marketing, and Analyst Relations, I led the Medallia teams focused on connecting technology with business value and making our incredibly impactful CX and EX product suite come to life for our Customers, Prospects, and Industry Analysts.

Senior Vice President: Solutions Consulting, Product Marketing, Analyst Relations

Led the global Presales org in addition to analyst relations. My goal in this role was to drive sales revenue by generating prospect and influencer interest.
-	Global head of 140-member presales team
-	Expanded global footprint and introduced a vertical and persona-based structure
-	Orchestrated and optimized all technical enablement
-	Guided the product integration strategy and messaging for key acquisitions
-	Represented $MDLA on the NYSE balcony at the company's July 2019 IPO
-	Named Most Valuable Player at the President’s Club in 2019

VP Solutions Consulting

Positioned Medallia as an industry leader by guiding the global analyst relations strategy, achieving leader recognition through multiple Forrester Waves and expanding the public review footprint on sites such as Gartner Peer Insights and G2Crowd. 
-	Led bespoke research with Forrester to develop a Total Economic Impact study, reporting $36 million ROI of CX programs and served as a key component of our S-1 filing
-	Achieved President’s Club in recognition of sales impact, 2017 & 2018 
-	Named Most Impactful Medallian of the Year at Sales Kickoff in 2018
-	Successfully lobbied to recategorize a prominent competitor in G2Crowd’s platform, securing category leader placement for Medallia

Global Head of Analyst Relations

As a sales engineering leader, I set the strategic vision for the global solutions consulting organization and led execution of key priorities to meet growth objectives. 
-	Recruited, hired, and trained top talent to support accelerated growth 
-	Employed sales enablement tools and standard best practices to improve organizational consistency 
-	Trained the sales team on the Command of the Message methodology to improve product positioning
-	Established Solution Principal Team by unifying internal senior CX practitioners and streamlining process to involve them with customers and prospects, driving thought leadership internally and externally.
-	Led North America East region to triple growth in annual revenue over one year
-	Named top-performing region globally in company in annual revenue growth
-	Achieved Medallia President’s Club in 2016 in recognition of sales impact

Area Vice President, Solutions Consulting (Sales Engineering)

Built and directed a team of 8 solution consultants to expand business throughout Southeast United States and Latin America. 
-	Designed and integrated new sales training aligned to Command of the Message framework, designed to help SDs and SCs more quickly scope impactful program designs 
-	Invited to inaugural Medallia President’s Club in 2015 in recognition of sales impact

Director of Solutions Consulting, Southeast & LATAM

Brought on as a founding member of the sales engineering team charged with building a scalable enterprise sales organization after a $35M Series B from Sequoia Capital. 
-	Designed the first RFP response process and structured sales lifecycle to fuel growth
-	Established the first branded demo environment to present product value to C-level executives
-	Secured record-breaking deals with C-level stakeholders across multiple industries (lead solutions consultant on largest deal in company history twice)

Sales Engineer

Confirmit

Managed a $1 million portfolio of Fortune 500 clients, identifying client needs and coordinating technical resources, vendors, and engineers to deliver projects within strict time and budget constraints. 
-	Successfully converted troubled customer accounts into success stories 
-	Prevented a key account from churning to competitor and increased customer satisfaction

Customer Success Manager / Research Analyst

PreSales, Product Marketing, Analyst Relations, and Customer Experience executive with over 15 years of GTM experience in B2B SaaS, most recently as the Chief Strategy Officer at Medallia. 

I'm known for building fully remote teams of Good Natured Ass Kickers (GNAKs) who sit at the intersection of product, marketing, and sales - marrying customer-driven strategies with in-field execution. 

Professional accomplishments I’m especially proud of:

-	As a founding member of Medallia’s SE team, joining just after our Series B, I sold record-breaking deals to some of the world’s biggest brands, building the first RFP, demo, and POC processes along the way.

-	I led Medallia’s 100+ member Global Presales team through multiple strategic pivots, including verticalization, buyer specialization, investments in demo engineering functions and software, and numerous acquisitions. 

-	As a sales leader, I served as a cultural cofounder at Medallia, recruiting, training, retaining, and growing top talent (many of whom had never been sales engineers before joining our team). I attract gritty, get-it-done people, who value and care for their teammates.

-	I built a unique Sales-led Analyst Relations function for Medallia, earning Leader positions in five straight Forrester CFM waves (including a Sole Leader position in 2023), as well as the Gartner Magic Quadrant on Voice of Customer technologies in 2020 and 2021 (among many others).

-	I rebuilt and reshaped Medallia’s Product Marketing function to better align with key buyers, including helping to streamline the GTM process and working across product, sales, and marketing to influence integration, messaging, and pricing strategy for several strategic acquisitions.

-	I had the opportunity to represent Medallia on the balcony of the NYSE at our IPO in 2019, and the Forrester Business Value analysis I championed and executed was a critical part of our S-1. My Medallia experience also included Venture Capital (Sequoia) and Private Equity (Thoma Bravo) models.

-	Before joining Medallia, I spent 5 years as a Customer Success Manager at Confirmit where I earned a reputation as a go-to fixer, turning troubled accounts into happy and expanding reference customers.

Some personal roles that are near and dear to my heart:
-      Executive Sponsor to Medallia's Q-Field (LGBTQ+) ERG
-      Foster with Lu's Labs Rescue
-      Volunteer Chief Information Officer for the Del Ray Citizens Association
-      Mommy to a fabulous 6 year old

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The Battle

Arthur Hernandez

Elena Hutchison

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