The resume of an accomplished Pricing and Deal Desk professional. I am an expert at helping enterprise sales teams win Big Deals in the areas of Software and Technology.

1. Samuel A. Saavedra
Atlanta, Georgia Mobile: (404) 450-2066
https://www.linkedin.com/in/samuelAsaavedra samuelsaavedra565@outlook.com
Summary
• A sales enablement expert and business partner who helps enterprise sales teams win new deals.
• An expert on best practices in deal desk operations, pricing, contracts, and vendor management.
• A successful team leader, communicator and people connector who follows the Agile principles of
putting people first and processes and tools second.
• A deal manager with experience in banking software, SAAS product development, Agile SDLC methods,
global telecommunications solutions, Privacy Compliance (CCPA, GDPR) and emerging technologies
such as SAAS and the Internet of Things (IoT).
• A Spanish speaker with global working experience in the UK, Norway, Mexico and Germany.
Accomplishments
 Implemented Pricing & Deal Desk processes to improve deal volume, win rate, and margins.
 Designed Contract Dashboards to track accounts by spend level, margins, and renewal dates.
 Created an Office365 collaboration environment using MS Project Desktop, Excel, SharePoint Lists, MS Power
BI and MS Teams to create weekly reporting on various project milestones.
 Successfully negotiated contracts with Total Contract Values in the $12M to $45M range.
 Delivered over $315M USD in new business through contract negotiations and pricing strategy.
Software Skills
 Expertise in MS Office tools like Excel, PowerPoint, SharePoint, Teams, MS Visio, MS Project, MS Power BI
 SharePoint 13 / 16 experience includes setting up team sites, hub sites, and community sites to drive
collaboration and to store sensitive internal documentation.
 Excel data analysis skills includeVlookups, Hlookups, IndexMatch, Sumifs, pivot tables and macros.
 Excel text manipulation skills include Len, Mid, Left, Right, Trim, Concatenate and others.
 CRM experience in Salesforce.com, Siebel, NetSuite and MS Dynamics. CRM experience includes running
traditional sales forecast reports, making custom reports and using CPQ modules.
 ERP skills in JD/E, SysPro and very limited SQL experience to query these systems for manufacturing data and
sales data.
Professional Experience
Self-Employment Atlanta, GA 10/19 –02/20
Business Operations Consultant
Freelance consultant focused on improving business operations and sales processes.
 Promoting expertise in pricing / deal review activities such as War Rooms, Big Deal Reviews and Deal Desk
processes.
 Presenting a Deal Desk overview availablehere > http://bit.ly/38G6Suc_Deal_Desk_Operations_Intro_SS

2. Saavedra,Samuel A.
2
Fiserv Atlanta, GA 01/18 – 09/19
Pricing and Contracts Manager
Supported the Enterprise Deal Desk at Fiserv as a Pricing and Contract Management Manager
 Responsible for aligning the pricing roadmaps of acquired companies through benchmarking analyses, data
mining of win/loss records and contract analyses.
 Created contract dashboards of acquired companies to track contract values and key dates.
 Lead contributor to a Capex (Build costs) and Opex (Run costs) model of a major data center. This model was
used to determine capacity in the data center and as an input to SAAS pricing models.
 Created suggested pricing models for migrating ACH transactions, Wire products, Real Time Payments (RTP),
Zelle, and SWIFT international wires from ASP and on-premise delivery models to SAAS / Cloud delivery
models.
 Created the business case, initial business requirements and suggested pricing models for Wire products, Real
Time Payments (RTP), Zelle and SWIFT international wires delivered through managed hosting and cloud /
SAAS-delivery channels.
 Created and implemented a collaboration environment for the PMO managers composed of SharePoint Lists,
MS Project Server, MS Access, Power BI, and Microsoft Teams.
 Supported weekly Agile / Scrum calls, drove weekly RAID calls and utilized PowerBIand SharePoint to deliver
merger integration status reports, burndown statistics (hours, budget) and progress metrics.
 Created weekly reports on RAID activity, the Risk Register and progress towards Milestones.
Self-Employment Atlanta, GA 03/17 – 12/17
Pricing Operations Consultant
Worked as a freelance consultant focused on sales enablement and CPQ processes.
 Promoting best practices in Pricing Strategy, Contracts, and Account Management.
 Best Practices in Sales Operations. Presentation > http://bit.ly/2O2VO2q_Sales_Ops_BestPractices_SS
VodafoneWireless Alpharetta, GA 07/15 – 02/17
Pricing Manager
Commercial pricing leader who helped global account teams win complex deals through complex deal-modeling,
deal desk reviews, and war room escalations.
• Successfully negotiated commercial terms to existing EU / UK accounts such as Adidas, Philips, Santander,
Heineken, and others. These deals involved a dozen to 30 countries and had TCV (total contract value) ranging
from $10M to $50M USD.
• Led the pricing offer that led to a $45M engagement with an airplane manufacturer in Seattle. The solution
included securing an asset financing arrangement for 7,000 high-end smartphones from Samsung.
• A presentation on this $45M engagement is available here > http://bit.ly/39rG4zc_2012_VERIZONLargeDeal
• Created an Excel-based IoT / M2M configuration tool to drive more M2M / IoT enterprise sales.
• Utilized Salesforce.com QTC modules and custom Excel tools to provide first-line deal structuring, pricing and
commercial finance models of complex Wireless and DAAS / MAAS solution proposals involving Enterprise
Mobility, M2M / IoT and B2B Handset sales.

3. Saavedra,Samuel A.
3
CapgeminiFinancial Services plc Atlanta, GA 02/15 – 06/15
Commercial Finance Consultant
Recruited as the lead Commercial Manager on the final phase of the development of a SAAS core banking platform
for the EMEA region to serve the emerging Challenger Bank (no branches) segment.
• Utilized Business Development skills to drive commercial (pricing, contract, software license) negotiations with
key solution vendors such as Microsoft (Azure), Temenos, Experian, HID Global, First Data, BAE Applied
Intelligence, EFS, and others for a SAAS Platform with a $135M USD build cost and a 4- year break-even
point.
• Successfully won 2 contract commitments from new challenger bank entities through partnering discussions,
technical workshops, business cases and component trials. These engagements were worth $17 - $25M USD
each.
• Created the Global Core Banking Business Case to explain the business impact of hosted core banking to
potential Challenger Bank investors and ecosystem partners.
• Proposed and utilized best practice standards from the Bank Industry Architecture Network (BIAN) and the
Open Group as a reference template for the initial SAAS banking solution.
Interface Inc Vinings, GA 09/14 – 03/15
Contract Manager – Hard goods
Applied knowledge of the USA Uniform Commercial Code (UCC Part 2) to the global customer contracts of a
leading textiles manufacturer.
• Reviewed new purchase orders and ongoing contracts with large customers in the multifamily, commercial real
estate (JLL, Cushman & Wakefield, CBRE), hospitality (MGM National Harbor, IHG), and government / state
/ municipality segments.
• Submitted bids to Group Purchasing Organizations (GPO)s such as state governments, education consortiums
and industry consortiums to win business in the floor coverings category.
• Leveraged Financial Modeling skills on the response to a NAFTA Audit by the Mexican government by
organizing, labeling, and cross-checking JD Edwards ERP data with invoices, production information, bills of
lading, shipping manifests, tariff labels and so on to demonstrate end to end compliance with IMMEX
requirements concerning the textile categories in question.
• Leveraged Spanish skills to communicate with key stakeholders such as law firms, Ernst & Young consultants,
and IMMEX consultants in Spanish and organized a tour of the textiles factory in LaGrange, GA.
Self-Employment Atlanta, GA 05/14 – 08/14
Freelance Banking Consultant
Worked as a subcontractor to various firms and developed business cases and provided project coordination
services related to SAAS banking.
ACIWorldwide Norcross, GA 01/13 -04/14
Presales & Audit Consultant
Provided Client Support, Enterprise Software Price Quotes, Bid Management and InfoSec Audit Support to the
hosted software division of a major fintech vendor.
• Supported the sales teams of a SAAS provider with Audit Support, Pricing and Bid Management for RFPs /
RFIs involving IT operations, hosted / on premise retail payments, hosted core banking systems, professional
services, consulting, installation, and training.

4. Saavedra,Samuel A.
4
• Produced complex price quotes on enterprise banking software and retail payment services to support proactive
sales engagement and in response to RFP opportunities for opportunities with a TCV (Total Contract Value) in
the $5M to $15M range.
• Drove the initial response to information security audits by the FFIEC and accounts such as Regions Bank,
Federal Reserve Bank-Atlanta and others by coordinating the efforts of the internal audit team, network
operations managers, HR, and Finance.
• Drove the initial response to IT Audits by Third Party Auditors (FFIEC) and customers such as Regions Bank,
Fidelity National Bank, the Federal Reserve Bank-Atlanta by coordinating the efforts of the internal audit team,
operations managers, HR, Finance and other operations stakeholders.
• Answered lengthy questionnaires on topics of information security, change management, SAS 70 /SSAE-16 and
PCI compliance.
• Developed expertise in SOC 2, ISO 27k series, HIPAA, HITRUST, PCI while managing first line audit
responses.
• Organized and hosted Quarterly Business Reviews (QBRs) with key accounts to discuss the State of the
Business between ACI and key banking and enterprise accounts.
Cbeyond (BirchTelecom) Smyrna, GA 10/12 – 12/12
Pricing Consultant – East Market Team
• Provided ongoing daily and weekly price quotes for IP Telephony, phone and web bundles.
• Assisted North regional sales team with sales initiativesthrough discount and promotional bundles.
• Educated prospective small business on the requirements behind every offered product bundle.
Self-Employment Atlanta, GA 06/12 – 10/12
Freelance Pricing Consultant
Pursued freelance work related to sales enablement and pricing.
• Gave pricing training to local companies on deal-based pricing versus product-line pricing.
• Created and marketed research studies on the emerging IPTV market.
Siemens BuildingTechnologies Norcross, GA 01/12 – 05/12
Product Pricing Manager
Recruited for a short-term project to improve division market share of low voltage electrical switchgear by
introducing and testing new pricing strategies using quantitativemethods such as price elasticityof demand
forecasting.
• Successful migrated the pricing policy of a division of Siemens Building Technologies from a silo-based product
approach to a deal-based overall margin approach.
• Enabled the low-voltage products team to win more commercial opportunities against GE, Cutler-Hammer,
Eaton and others. The Win Rate increased from 1 in 5 deals won to 5 in 12 deals won the quarter I was there
and the quarter after.
• Provided timely margin analysis, tactical pricing guidance and technical presales support involving review of
Bills of Materials (BOM)s and proposed solution configurations.
• Utilized tools like SAP Business Objects and Zilliant to evaluate deal opportunities from a cost and margin
perspective by product line, region, and master distributor.
• Collaborated with Product Line Management (PLM) and Business Unit leaders to deploy more aggressive
pricing on key products to win crucial deals against key competitors like Square D, Eaton, and GE.

5. Saavedra,Samuel A.
5
Cisco Systems Lawrenceville, GA 10/10 – 07/11
Pricing Manager – Deal Desk
Utilized Salesforce.com to drive deal review, and margin analyses for a high-velocity deal desk involving Cisco
products, professional services, software and training.
• Drove new incremental business with accounts such as Suddenlink, Blue Ridge, RCR and WOW!
• Successfully drove the internal approval process for deals with TCV (Total Contract Value) ranging from $30M
to $80M USD.
• Responded to RFPs / Proposals by producing the Pricing Response / Pricing Exhibit for various product lines
and professional services offerings such as Cisco Advanced Services and Cisco SmartNet.
• Performed FMV Analyses and Revenue Recognition activities to ensure that margin compliant and FASB-
compliant Bills of Material (BOM) were released to regional sales teams.
Internap Network Services Atlanta, GA 03/10 – 09/10
Deal Desk Manager
Provided deals desk / pricing, RFP response and operational support to regional clients pursuing large managed
services opportunities worth $2M to $5M USD against established providers like Peer1, Terremark and SunGard.
• Drove the contract and price strategy that led to the successful win of several large managed storage
opportunities valued at $2M overall. (Internap)
• Utilized Salesforce. Com (SFDC) to provide Market Planning and sales funnel forecasts to Sales and Product
Management utilizing existing Run Rate information, deals in play, and purchase order data.
• Worked closely with Vendors (Dell, NetApp, VMWARE, EMC) and VARs (Mainline, Forsythe, ACS,
Softchoice) to procure servers, storage gear and networking gear
Verizon Business Atlanta, GA 01/05 – 03/10
Pricing & Contracts Consultant
Represented Verizon Business as the lead business negotiator on issues involving Commercial Terms, Special
Pricing, Early Termination Penalties, Optional Fees, and Term / Spend commitments.
• Renegotiated the commercial terms of Global Services Agreements (GSAs) between Verizon Business and CSC,
Accenture, Fujitsu North America and Perot Systems. These GSAs had a Total Contract Value (TCV) between
$30M USD to $55M USD and involved numerous Operating Companies (OpCos).
• Presentation on Global Telecom Deals here > http://bit.ly/39rG4zc_2012_VZNLargeDeal
• Developed a pricing tool to assess software licensing costs for vendors like EMC, NetApp, Dell and VMWARE
• Utilized Excel analysis skillsto analyze CLINS and International Long Distance Calling Card patterns in support
of the multibillion-dollar GSA NETWORX opportunity which Verizon won.
Education
BA, Liberal Arts NC State University 1994