Leo Caisse

Leading the first Deal Management team in EMEA to provide senior leadership with financial models and evaluation of deal economics, commercial terms & conditionals and operational requirements to present risk/reward profile for opportunities. Partner with field sales to drive large deal closure. Review financial analyses for gross margin, VSOE compliance, non standard terms requests and ensure that all transactions adhere to internal revenue recognition policies and operational guidelines.

Manage EMEA sales operations activities for a hyper-growth network security leader. Drive sales forecasting, deal structuring, sales productivity, field readiness & automation initiatives, Business Strategy & Planning, and serve as escalation point while managing the Quote to Order process. Work closely with other functions as the expert on the EMEA business. Joined as the first field-based Sales Operations Manager in the pre-IPO company.

Manage all aspects of the revenue cycle (Quote to Order and Quote to Cash) for Belgium and Luxembourg subsidiaries of EMC. Responsibilities include sales forecasting, deal review and approval, revenue reconciliation, invoicing, cash collection, “final mile” delivery, field inventory management, process improvement, revenue and operations-related training. Successfully relocated from US headquarters to international field office in Belgium and fully integrated self and family into the local community.

Using Six Sigma Black Belt training, managed operations of the Lean Six Sigma training program as part of EMC’s Total Customer Experience initiative. Matrix-managed two internal contractors at EMC University exclusively dedicated to Six Sigma training activities as well as provided support to field-based international colleagues. Led and mentored Black Belt and Green Belt cross-functional Six Sigma projects.

Designed, developed and implemented training materials and programs to ensure that a base knowledge was provided on order processing requirements, revenue recognition guidelines and the role and responsibilities of Global Revenue Operations and other related Quote to Order related groups within EMC. Applied skills and knowledge to cross-functional projects and other Global Revenue Operations-related activities.

In accordance with SEC & GAAP guidelines for revenue recognition, reviewed, managed, and reported all sales orders within assigned international territory using foreign language skills. Acted as the corporate order management liaison among Sales, Contracts, Revenue Accounting, Credit, Allocations, Manufacturing and the Professional Services organizations.

Cumulative Grade Point Average (“GPA”): 3.31 – Total Credits 32.50 (out of 60 required credits) MBA studies suspended due to work transfer to Belgium from USA