JAKE SAFFRIN

• Collaborate with Strategic Sales Team (largest segment - customers $2B+ in revenue) to help lead complex sales cycles from a technical perspective (demos, architecture review, RFPs, etc). Example customers: Mars, Kraft, Coty, Kellanova (previously Kelloggs), General Mills, Apple, Colgate, Logitech, Adobe, Sherwin Williams.
• Perform in-depth discovery of prospect's business processes, technical architecture, and objectives
• Partner with assigned sales reps to close over $500K ARR in 2021; $750k ARR in 2022; $1.9M ARR in 2023
• Constantly monitor deal risk (exec alignment, undefined budget, compelling event identification, etc.) and leverage internal tools to ensure deal execution
• Act as the liaison between Customer and Product Teams to drive improvements and to deliver highly customized demos for key prospects
• Develop internal tools and processes to enable the Sales Engineering team
• Coach and Onboard new Sales Engineers on the product, process, and deal strategy
• Elected for 2022 and 2023 Presidents Club

• Managed a Solutions Engineer who worked closely with Sales Team to deliver high-quality pilot experience
• Worked with VP of Sales and VP of Solutions Engineering to set the sales strategy for Account Executives and Solutions Engineers
• Partnered with Senior Account Executives to drive large and complex deals across all business verticals (Restaurants, Retail, Beer Wine & Spirits, CPG, Facilities Management, Healthcare)
• Used industry and product knowledge to craft compelling demos for C-Suite at our largest prospects
• Closed $2.2 M in 2019, representing 69% of new business revenue
• Acted as the Product Expert and Technical SME throughout the Pre-Sales process
• Used well developed product knowledge to expand on use-cases for our most Strategic Accounts and to respond to RFPs
• Built Looker Data Models (SQL) and visualizations to provide actionable insights to prospective/existing customers
• Acted as the liaison between Sales and Product to help inform the Product Roadmap
• Developed internal processes to help SE's and AE's efficiently move prospects through the sales cycle
• Travel 15% for customer onsite demos

• Worked closely with Engineering Consultants on the Professional Services Team as well as the Customer Success and Activation teams to better understand our customer's needs and deliver top-notch custom solutions
• Responsibilities Included: Holding project kickoffs, Writing Technical SOWs, Overseeing the scoping, development, QA, and delivery to customer, Defining acceptance criteria and overseeing user acceptance, and Transitioning the solution to long-term support
• Example Custom Solutions included: System Integrations (API and SFTP), In-App Reporting, BI Dashboards (Looker), In-App Workflow Automation utilizing Kafka eventing
• Played a major part in developing the Professional Services team, implementing the major processes, and onboarding several team members
• Managed the development of a monetized integration between Salesforce and GoSpotCheck
• Facilitated the onboarding of enterprise customers and built all necessary integrations
• Partnered with Professional Services Engineers to build Ruby Scripts to automate certain functionality of the platform
• Developed custom solutions for numerous companies including the following: Diageo, Acosta, Coca-Cola, Anheuser-Busch, Constellation, Justin’s, Panera, Southern Glazer's Wine & Spirits, Under Armour, Safeway, Coffee & Bagels

• Served as a Product Owner on several scrum teams: becoming a Subject Matter Expert on all requirements, managing development, and ensuring the team stayed within the planned capacity
• Worked as a stand-in Scrum Master when needed
• Anticipated issues and acted proactively to address potential issues
• Provided risk management and issue/problem resolution as required
• Remediated requirement gaps between the business partners and the development team
• Translated business segment requirements in multiple different types of artifacts such as user stories, functional specifications, use cases, business requirement documents, and data flow diagrams
• Facilitated the integration of new data and visualization into Health Plan Manager
• This new data enhanced the application’s ability to illustrate a community’s attributes

Program Description: Worked in the Leadership Acceleration Program as a Business Consultant within Optum Consulting

• Designed and participated in the following trainings: General Systems, Project Management, Project Finance, Cost Management, Scope Management, InfoPath, Visio, Business Analyst Training, Excel

Assignment: Project Manager - Medicare & Retirement Business Development (12 months)

• Developed, maintained, and executed a cross functional project plan to implement a new sales platform for UHC Sales Agents within retail Walmart locations
• Regularly interacted with retail partners including Target, Walmart, and Ameriprise Financial
• Developed & implemented a process to increase communication in the marketing department and decrease the work effort necessary to route creative material through compliance, legal, and other parties

Assignment: Financial Analyst – Optum Consulting (12 months)

• Worked as the Financial Analyst of the Finance and Operations team, a team responsible for managing the financials and resource utilization of Optum Consulting to decrease cost and increase sales
• Developed and shared weekly forecasts with the VP of Consulting to help make business decisions
• Worked in parallel with the staffing manager to help make staffing decisions based on financial forecasts and targets
• Built a dashboard to give the Account Management team insight into their forecasted revenue. This tool was essential in helping the teams track their financial goals and hit their targets
• Held weekly meetings with the Account Manager’s to help them better understand their business position and needs

Assignment: Compliance Analyst – Optum Fraud, Waste, and Abuse (6 months)

• Consulted with a client within Payment Integrity to help bring organization to their reporting department. This group is responsible for saving UHG $5 Billion a year
• Built monthly fraud reports to send out to the regional compliance offices