Newsela

Partnership Director

Senior Change & Adoption Manager

Senior Program Manager, GTM

I operationalized broader GTM initiatives for the SMB segment, and developed SMB segment specific programs. A portion of my time was also spent supporting the SDR organization and the School Sales team. 

More specifically, this involved activities such as shaping GTM strategy, facilitating GTM planning sessions (for ENT, MM, & SMB segments), defining sales process and developing enablement assets. All anchored to achieving our sales targets. 

I obsess over making strategy actionable. And I feel extremely fortunate to be in a position where selling more, translates to more meaningful classroom learning for students all across America.

Sales Program Manager

Accenture

While at Accenture I served clients as a Customer, Sales & Service Executive. I spent my time primarily within client’s Sales organizations. Helping F500 companies sell more, faster and better. I supported Sales transformations end-to-end — strategy, policy, process, technology, enablement — across 4 industries and 9 clients. I also like to say that in 2016, I met my professional soulmate — Design Thinking. I took a 3-day training, and nothing has been the same since. I went on to teach courses for the firm. Lastly, I tinkered with AI by helping establish the Virtual Agent practice. 

I was promoted 3 times. Going from Analyst > Sr. Analyst > Consultant > Manager. It was a challenging & fun ride! Keep on reading for the corporate version.

Co-Design Lead for initiative focused on identifying innovative concepts & capabilities for a subscription renewal platform at a high tech-client
 • Identified new Partner service—AI-based virtual quote support agent— through weekly ideation sessions informed by research that included co-design, participatory design & concept validation

Collaborated with SVP to shape channel strategy & capability roadmap to accelerate a high-growth SaaS business to $10B in revenue, by designing narrative and facilitating workshops/interviews 

Accelerated account sales >$10.5M by developing proposals to align a SaaS company's GTM strategy & sales systems (CRM + CPQ)

Supported delivery of transformational program at a high-tech client, geared towards improving the software lifecycle experience
 • Served as track lead (PM) for software initiative within program, an initiative which the client’s CEO referenced multiple times during earnings calls
 • Delivered 70+ personalized training sessions, audience members included client Partner & Customer executives (CTO & SVP)

Developed Artificial Intelligence (AI) Roadmap for leading P&C insurer
 • Gathered operational data & costs to perform Cost-Benefit Analysis 
 • Created 3-year implementation roadmap

Technology Consulting Manager

WeElevate

Education services company serving public schools and nonprofits. Notable accomplishments included growing a nonprofit's book of business by 119% and serving 136 students across 5 schools.

Founder & CEO

I brought Design Thinking and Service Design methodologies to SMBs to improve employee and customer experience. A lot of times this involved workshop design and facilitation. I love seeing people's reactions to working in a more fun, joyful and effective way. 

It's not just fun and games though. This stuff worked for them. My work with clients drove triple digit revenue growth through re-design of existing systems and implementation of new ones. 

I believe all businesses, regardless of size or industry (including Nonprofit) should be empowered with the same tools as the world's leading enterprises.

Experience Designer

DPR Construction

• $10.5M John C. Lincoln Sonoran Health & Emergency Center - 41,700 SF Medical Office Building Core & Shell build-out consisting of tilt-up concrete panels and steel framing.  First floor Tenant Improvement (13,900 SF) build-out of outpatient imaging and treatment center.
• Put approximately $1.2M of construction in place by managing multiple subcontractors scope of work

Intern Project Engineer

• $150M Confidential Bioscience Client - Los Angeles Master Plan (LAMP) Project. Construction of a Biopharmaceutical Manufacturing Facility.

SUNIVO Supply Chain Management

• Benchmarked 3 major companies importing departments in order to promote/initiate international importing
• Contacted local chemical vendors regarding quotes or sales
• Assisted in implementation of eBusiness platform for company website

Global Fellows - Distribution Division Intern

Seven years ago, I was a burnt-out and unfulfilled consultant trying to “find my passion.” To get unstuck, I tried and failed at lots of things – being an artist manager, founding a construction business, and founding a K12 nonprofit.

While I didn’t succeed, I *did* build valuable non-traditional experience. 

Years later, I spotted my dream job – a role that balanced purpose & career growth. I used my non-traditional experience and an unconventional job search approach – what I write about here on LinkedIn – to land it. 

Today, I support school districts across California in inspiring students love of learning, and building their skills & knowledge. A dream come true!

On my spare time, I share content on LinkedIn to teach people how to change careers without traditional experience. 

Sending you good vibes. Let’s go get it!

Frankie Iturbe

Process and Policy Projects:
- Own the build of business cases for GTM strategy initiatives to hand off to the appropriate optimization and enablement teams for scoping, execution, and deployment. 
- Support the customer operations leaders at each point in the project phase as a thought leader and to assist in the necessary work to get the project to the finish line.
- Serve as a point of contact for the key stakeholders, project managers, and execution teams on specific customer projects and initiatives.
- Meet deadlines on key initiatives through consistent follow up with next step owners and stakeholders.

Reporting:
- Create reporting and perform analysis for sales and success KPIs to drive key decisions on our GTM approach.
- Create Salesforce reports and dashboards to assist managers and their direct reports with day to day reporting needs
- Create Gainsight reports and dashboards to assist managers and their direct reports with day to day reporting needs
- Support the customer strategy team with GTM program data retrieval

Customer Operations Analyst

Plume Design, Inc

- Handle day-to-day sales support by assisting Sales group with resolution of issues.
- Own monthly booking certification process.
- Manage monthly and quarterly sales compensation, including quarterly MBO.
- Maintain sales reports and dashboards, and communicate results with GTM leadership and business partners.
- Identify operational issues and collaborate with Business Intelligence team to resolve issues. 
- Enhance case management process to ensure efficiency with response time and analysis of recurring issues.

Sales Operations

Celigo

Sales Operations
- Lead Sales Operations functions
- Quote to cash processes
- Coordinate with Revenue Accountant and Accounts Receivable for revrec sign off 
- Ensure that subscription records are properly processed through the system

Commissions
•	Owns the commissions calculations (US and EMEA), which includes calculating for monthly, quarterly and bi-annual bonuses and SPIFF and ensure incentives are paid on a timely manner.
•	Collaborate with sales leaders and executive members on designing and rolling out compensation plans by ensuring incentive compensations and rates are accurate and in accordance with company plan. 
•	Point of contact for inquiries related to commissions and sales bookings. 
•	Reviewing current commission process to ensure integrity and up-to-date with current business model.
•	Audit data required for the commission’s calculations.
•	Perform ad-hoc commissions related reporting delivered to sales leaders and executive members.

Subscriptions and Commissions Lead

RingCentral

- Responsible for all aspects of processing Billing and AR Transactions
- Review and resolve post-sales customer disputes
- Act as liaison with external customers and internal partners
- Complete quarter end close 
- Manage billing cases assigned in a timely manner 
- Point of contact for other Billing Team members located globally
- Review disputes submitted by external customers and internal partners and provide adjustments amounts as necessary

Senior Billing Analyst

Celigo, Inc

- Manage full cycle Accounts Receivable which includes processing quotes to cash application.
- Review and manage subscription renewals. 
- Audit subscription records to ensure accuracy of details. 
- Manage incoming inquiries from customers and internal partners.
- Collaborate with internal partners to ensure accurate processing of orders.

Accounts Recievable Specialist

E2open

- Manage billing responsibilities in a timely manner
- Monitor AR Accounts and ensure payments and credit memos are applied accurately
- Work with internal partners on reviewing customer contracts
- Perform Monthly and Quarterly close 
- Monitor backlog for billings

Senior Accountant- Accounts Receivable

SAY Media

- Review and Process monthly billing
- Review contracts and upload daily Sales Orders to NetSuite
- Collaborate with internal partners to maintain proper billing procedure
- Communicate with clients to resolve billing issues
- Assist Collections Department to ensure invoices are paid within terms

Billing Representative

Riverbed Technology

- Collected payments from customers worldwide
- Collaborated with internal business partners from Order Management and Sales to clear customer disputes or concerns preventing payment
- Managed the over-90 clean up
- Worked with Credit Manager on obtaining and reviewing partner credit history

Collection Specialist

Cosmic Company

- Managed Accounts Receivable and Accounts Payable
- Assist on issuing customer invoices
- Daily check deposit

Accounting Assistant

- Performed cash reconciliation and expense report auditing
- Participated in Quarterly and Monthly Closing
- Assisted Accounts Payable on matching issued checks with purchase orders

taplio

The Battle

Frankie Iturbe

Joseph Anthony Medina

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