LISA M.

SPENCER
(214) 463-8123
Alameda, CA 94501 lisamichellispencer@yahoo.com http://www.linkedin.com/in/lisamichellespencer/

Dynamic software sales leader with 12+ years experience selling and managing complex strategic solutions for leading ERP provider. Leader of teams for new business opportunities seek out emerging markets with little to no penetration and deliver outstanding results. Drive revenue growth and market share by leveraging team selling and partner distribution channels to overcome barriers to entry and gain access to C-level decision makers. Perform strategic business and competitive analysis to inform product positioning/messaging and development to meet customer demand and maintain company position in the market. Work collaboratively to achieve corporate goals.

SUMMARY OF QUALIFICATIONS
Enterprise Software Sales Channel Development Leadership & Mentoring Messaging & Training Word of Mouth Marketing Go-To-Market Strategy Market Penetration Sales Enablement Complex Contract Negotiation Competitive Analysis & Positioning Revenue Growth & Profitability

PROFESSIONAL HISTORY
Vice President, North America | 2010 - 2013 Infor Global Solutions | New York, NY
Promoted to lead North America sales team from within the Office of the CFO division of the third largest global ERP provider. Leadership of Business Intelligence (BI), Enterprise Performance Management (EPM) and Expense Management portfolio with large revenue targets to increase market penetration and define go-to-market strategies in North America and Brazil. Responsible for team of 28 field representatives to drive revenue for net new and targeted accounts with revenue targets of $50M+ for perpetual and subscription based sales models; Established go to market and account penetration plans and created market message to train all direct indirect sales teams. Engaged field reps in lunch and learn seminars to educate and train on product position talking points to enhance team selling effectiveness. Representative clients: Qualcomm, Fairmont Hotels, BAE, Regions Bank, United Technologies, Ratner Companies, RIM Technologies.

Selected Highlights:
Achieved 114% of 2012 sales quota. New business represented more than three quarters of all revenue. Achieved 110% of 2013 sales quota upon departure Grew portfolio 10% year over year Created channel from ground up that first year attained over $10M with year over year growth of 12% After careful market analysis developed and executed strategy to build EPM business in Brazil, leveraging an affiliate consulting partner to break into this emerging market. Success of initial deal with Brazils largest travel management company opened doors with four additional new accounts, resulting in a 63% increase in new sales. Initiated discussions with Product Management to provide input on development opportunities to integrate the Expense Management solution with the Enterprise Planning Management product. Infor was able to deliver a solution within 45 days that addressed a significant gap in the market and create a competitive advantage for winning future deals. Created & delivered solution messaging to all of North America sales teams direct, indirect, inside sales mentored in Power Messaging Participated in creation and training of channel partner certification program

Regional Vice President - East | 2007 - 2010

Infor Global Solutions | New York, NY

Promoted to lead sales team of ten (10) direct sales managers to drive net new and targeted accounts across all industries. Positioned Business Intelligence (BI), Enterprise Performance Management (EPM), Cognos, and Expense Management in East region. Collaborated with team to present product demonstrations and configured value added solutions that achieved client expectation while exceeding revenue objectives. Representative clients: Covidien, Equifax, MGM, Covidien, St. Jude, Lifeway Companies, Koch Industries, Buckeye Industries, MAA.

Selected Highlights:
Exceeded 2010 quota by 212% in a highly competitive market, earning Regional Executive of the Year 2010 honors. All sales managers obtained over 100% of quota in years 2008, 2009, 2010 Conducted collaborative webinars with service partners to drive net new revenue with hospitality market. Grew hospitality market over 25% year over year with Cognos product offering Worked with Product Management to take Expense Management into the SaaS market first deal $500k University of Illinois. Established roadmap of implementation service package offerings.

Senior Account Executive | 2000 - 2007

Infor Global Solutions | New York, NY

Transitioned from Senior Consulting Manager to Senior Account Manager selling license revenue for strategic solutions across all industries. Penetrated target accounts as cross sell overlay, value added services to existing accounts and prospected for net new. Representative clients: Progress Rail, Heinz, Cooper Tires, Tyco, AAFES

Selected Highlights:
Delivered $4.8 million of revenue against a 2007 sales goal of $3.6 million. Achieved 101% of quota in 2006 against $1.25 million goal. Collaborated with senior leadership team to design and execute business development strategy to grow market share by 6% over 2 years. Assessed product price point, market strategy, and future research and development, to better position the company against competition. Sold a $95K add on license contract to a target Heinz, within first 30 days of moving into position. Sold $2.5M Transportation Management Solution to Army Air Force Exchange Services (AAFES) Grew Cognos deal with Tyco from $75k to $350k within 25 days.

Senior Consulting Manager | 1996 - 1999

Infor Global Solutions | New York, NY

Hired to oversee and drive service revenue into existing customer base across all industries with strategic solutions. Required day to day projext management as well as seeking out add on services. Representative clients: JP Morgan Chase, SunTrust, Safeway.

Selected Highlights:
Delivered outstanding achievements each year to obtain company award and promotion. Collaborated with Product Manager, sharing market information to inform development of new product and services. Designed executive briefings to strategically position new products, enabling sales representatives to acquire $2M in new revenue. Devised territory analysis tools that were implemented in the field to drive sales, creating a model other sales team leaders followed.

Early Career | 1988 1994

Leveraged business education working with organizations such as Hunt Oil as business analyst.

Dallas, TX

EDUCATION, CERTIFICATIONS & TRAINING Southern Methodist University (SMU) Dallas, TX 1989 Business Administration, BS (Business Management)
PROFESSIONAL CERTIFICATIONS
CBIP: Certified Business Intelligence Professional Certification PMP: Project Management Professional Certification

CORPORTATE VISIONS: Alumni Member

The Power of Story: Learning how to tell a story that sells! Power Messaging, Power Positioning, Whiteboard Selling

AMERICAN MANAGEMENT ASSOCIATION

Contract Negotiation Certification

Strategic Sales Negotiation

Selling to Major Accounts: A Strategic Selling Approach Advanced Sales Management