Dana Sneed, PMP, CSM®

Experience

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  Hewlett Packard/COMPAQ/DIGITAL EQUIP CORP.

  Jun 1992 - Mar 2007

  Territory Sales Representative- Technology Services Group

  In this position, I oversaw an installed base of customers in the assigned territory of State of Florida. I also quarterbacked mission critical renewal processes conveying value proposition of service suite of offerings enabling the Delivery teams to ensure proper support levels were quoted upfront through Direct and Indirect channels.➥ Facilitated selling initiatives to convert warranty to contract support and upsell existing service deliverables. ➥ Negotiated and signed seven strategic support agreement renewals in one year for Florida’s Departments of State, Environmental Protection, Revenue, Transportation, Highway Safety, Lottery and Corrections totaling $10.5M in revenue.➥ Surpassed $20M annual sales quota regularly.➥ Teamed with internal business partners in the Sales and Delivery organizations to strategically plan and maximize customer relationships for on-time renewals, keeping a continuous revenue steam for the company. Show less

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  HP

  Mar 2007 - Jul 2020

  Accepted Package | Principal, Engagement Project Manager/ D&I Ambassador

  Assembled capture teams and steered full lifecycle projects from pre-RFP strategy development through contract negotiations and award, delivering on time results for stakeholders in a high-volume and fast pasted environment. Developed client contract, NDAs and Teaming Agreements with third party vendors in support of implementing a custom managed solution.➥Influencer on complex tactical and strategic issues for targeted new business opportunities, attaining 255% of revenue goal and 280% of margin goal for 2019. 100%-win rate in 2015, 2016, 2017, 2018 & 2019. Top Sales Performer of the Year 2016 and awareded multiple international trips over my career for sales acheievements.➥ Engaged key Subject Matter Experts in due diligence process to interpret RFPs and develop a solution design framework, identify gaps in standard offerings requiring a custom solution.➥ Led and collaborated with cross-functional diverse teams to qualify, assess risks, design solutions, prepare and transfer proposal content, negotiate contracts, and awarded highly complex, strategic multi-million-dollar managed services projects for NASA, U.S. Navy (NGEN), ARMY, Johns Hopkins Health Systems and The Univeristy respective 5-Year individual contracts totaling over $100M.➥ Understood the customers business, strategy and industry direction and developed long term sustainable solutions to meet customer's needs. ➥ Articulated overall Managed Print Services (MPS) strategy tied to customers challenges. Created and substantiated winning value-add messaging.➥ Strategically advised clients, to drive larger impact, with knowledge of money management, resource allocation, budgeting, and significant cost reductions implementing favorable outcomes for the client.➥ Developed client-based personnel management strategies through onsite business meetings, to conduct needs assessments in secure facilities, by uncovering gaps in business processes and inefficiencies to improve workflow. Show less

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  Freelance

  Jan 2021 - Aug 2021

  Independent Contractor
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  Xerox

  Aug 2021 - Feb 2022

  Global Transition and Transformation Project Manager

  Lead and facilitate the transition and transfer of service ownership from the incumbent provider to Service Delivery teams. Responsible and accountable for delivering all elements of a series of projects - associated with transition and transformation, to the required scope, schedule and budget.➥Ensure that new, renewal and expansion business is successfully transitioned and handed over to Service Delivery. (KPI: Time to revenue by achieveing project deliverables, milestones and executables)➥ Lead the transition project team (globally, cross-functionally, cross-country, cross-organization, cross-service, involving 3rd parties), to coordinate and facilitate the transfer of service ownership➥ Act as a counterpart to customer appointed Project Manager (PM)➥ Drive client utilization for professional services➥ Utilize Project Management tools, systems and processes in acheiveing productivity improvements ➥ Manage and execute Transition and Transformation projects as defined by the business case requirements into steady state.➥ Track Transition budget monthly with any perceived or forecasted overrun with Delivery Manager➥ Develop strong relationships and teams➥ Lead several transition projects simultaneously➥ Champions team-working and constantly looks for ways to improve the inter-working of the whole 'virtual' service implementation team➥ Recognize business development opportunities and help develop them Show less

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  Microsoft

  Feb 2022 - now

  Senior Customer Success Account Manager

  ➥Develop and nurture Executive sponsor relationships and articulate Customer outcomes and value realization. ​➥ Uncover new opportunities within accounts to assist Sales on revenue targets and renewals.➥Share Customer insights, feedback, relationship context and priorities; involve the IM in Account Team and Scrum activities as needed.​➥Partner in the proactive identification of Customer Operational Health improvement opportunities and problems, recommendations for remediation, and the development of “get to green” plans as needed.​➥Support managing relationships, communication and escalations (providing “aircover”), particularly during CritSits. ​➥Contributes to Account Planning, leading the creation and delivery of Customer Success Plans, and Execution against Customer Success Contracts. ​➥Develops and nurtures Executive sponsor relationships and articulates Customer outcomes and value realization. ​➥Provides delivery leadership and orchestration of project teams, balancing implementation of new capabilities and optimizing Customer operational health. Show less