The University of Texas at Dallas

Director, Global Services at Zuora

Zuora is a SaaS company & the world’s foremost evangelist of the Subscription Economy®. Zuora’s leading subscription relationship management platform helps enable businesses in any industry to launch or shift products to subscriptions.

A Few Key Career Highlights:

o	It was critical to our successful IPO that we had a key client, Jim Cramer “The Street” give us raving reviews at their Go Live.  I personally ran and managed every aspect of this delivery and via building strong and trusted relationships with their CXO team as well as flawless execution we were able to achieve this goal.  I was recognized during this year with an award for this achievement.
o	Recognized this year as “Top Global Services” Client Partner of the year, exceeded my revenue target and invited to President’s Club
o	Known as “Go-To” Client Partner for high profile, high visibility programs and called in regularly to support potential “Churn Saves”

Zuora

Client Director - Strategic Accounts

As a leader on the Partner Delivery Success team, I'm responsible for driving and monitoring the success of the implementations performed by the Global System Integrator (GSI) and Regional System Integrator (RSI) partners in my region.  

Pre-Sales -  Work closely with Sales team to position the correct level of Zuora Expert Services hours/package to ensure success.  Providing overall deal support to our Sales leaders, Client Managers and Partners also recommending the best partner/s for the opportunity based on their capabilities

Technical Enablement - Work closely with Zuora Training Org to curate Partner training options and paths.  I've recently setup and run a Partner Office Hours program to further assist with Partner Success

Project Monitoring - Support Client Managers and Zuora COE on partner led engagement with escalation and communication path way to Partners and Partner CXO leadership.  Setup and managing system to track project KPIs to enable visibility to partner delivered projects.  

Recent accomplishments:

- Partnered cross-functionally/internally to define key Partner Success/Enablement/Readiness priorities, Success Criteria, and metrics/KPI’s

- Assisted in the development and implementation a measurement methodology for Partner enablement readiness (Partner ScoreCard)

- Developed many deep relationships with Partner’s executive leadership (CXO)

- Managed many complex customer situations, coordinating the actions of the Account Team, GS Team/s, Partners and Zuora Support ensuring path to resolve issues quickly

Director, Partner Success

I've continued to grow my portfolio of Zuora's strategic customers year over year and throughout their lifecycles from presales to post go-live and beyond ensuring Zuora meets the customer's business objectives and implements Zuora successfully.  My role as Client Director includes responsibility for ensuring high customer satisfaction as well as growing the business . My role also includes ownership of the Global Services relationships with the client as well as the P&L of my portfolio of customers.  I've achieved success here by taking the time to build and nurture these relationships with the customers, key stakeholders and partners (including SI's). 
Pre-Sales – a big part of my job involves supporting pre-sales activities as they relate to any Global Services needs by presenting and selling Services solutions.  
Service Delivery - Overall accountability for building and managing the relationships with clients during the Delivery phases as well managing the Delivery Managers leading the engagements.  Lastly, I have accountability for the accuracy of services revenue and booking forecasts.

Director, Global Services

As Sr. Client Partner, I’ve got full global responsibility & accountability for my Accounts, including oversight of the Business Development activities & plans, proposed Solutions as well as the assigned Delivery teams.  I'm currently assigned to the Zuora Strategic Accounts vertical & I'm responsible for managing >$4MM in Services Revenue Annually across my set of assigned accounts

•	I take pride in building strong consultative relationships with our Strategic and key clients at the    
        CXO level, serving as a trusted advisor and the primary executive face to the account. 
•	I’m the central point-of-contact on my accounts & I’ve built strong foundational partnership- 
        centric relationships with my clients.
•	Part of my responsibilities include ownership for establishing and executing on multi-year business 
        development & delivery objectives, revenue growth, profitability of the assigned P&L, customer 
        satisfaction & end to end delivery management.  
•     I’ve got a proven track record for growing the client’s existing footprint & expanding into new 
      Zuora business solutions & opportunities.

Sr Client Partner

•	Successfully delivered TheStreet account prior to IPO that helped better position Zuora’s 
        successful IPO.  
•	Recognized with ZKO ”Stock Exchange” award
•	Successfully led numerous Enterprise & Strategic level implementations for Fortune 500 clients as 
        well as three key international projects.  
•     Responsible for not only the solution delivery but also for managing executive & C-level client relationships as well as providing leadership for our strategic accounts
•     Trusted Advisor for key business owners & executives including CxOs

Sr Engagement Manager

Managed  a set of highly complicated system integration projects for Toyota’s Connected Vehicle Program

Sr Program Manager (contract)

Start Up JV between AT&T, Verizon & T-Mobile
Launched new payment technology platform and NFC Mobile Wallet/payment app for Android devices   

• Leader to a successful Services Delivery team of Sr. Project Managers and developed the project governance processes and procedures catalog - All based on structured PM methodologies & established PMI/PMBOK project best practice guidelines.  Exceeded yearly project deployment targets three years in a row.   
• Developed and implemented national testing strategies & plans/processes as well as audit processes & tool kits leading to reduced merchant implementation & On-Boarding durations.  Reducing project durations by 50% year-over-year.  Implemented and led quarterly Key Learnings Review sessions that led to numerous project delivery improvements and streamlining of project management processes and procedures.  
• Developed & managed key client/executive sponsor relationships as well as worked closely with Sales and Sales Engineering teams for project level coordination of all project activities.  Including planning, organizing, directing, executing, reporting and monitoring all aspects of this effort from initiation through delivery.  
• Personally led high profile implementation projects for marquis merchants (McDonalds, Subway and Whole Foods)  
• Departmental accountability and responsible for weekly VP & C-Level status & dashboard reporting. 
• Built and managed many strong key client relationships, helping guide the company through some stressful implementations. 
• Key Clients included: McDonalds, Macy’s, Coke, Whole Foods, Subway, Aeropostale, Jamba Juice, Krogers, NY City Taxi, Chicago Transit Authority, Foot Locker, USA-Tech, Firehouse Subs, Academy Sports, The Fresh Market

My team of PM's has been one of the keys to the success of our National Launch and we have in the process learned a tremendous amount about how best to integrate and on-board merchants POS and NFC payment capabilities into our mobile wallet

Softcard (acquired by Google)

Director, Merchant Integration Team

Key Accomplishments (CA PPM)

• Led in a Project/Program Manager role over multiple on-going enterprise software implementations for numerous Fortune 50 clients. Managing multiple resources (direct report, matrix, vendor, client, on-shore and off-shore). Also responsible for developing and managing client relationships and generating new Services business in my region. Often pulled in during the Sales cycles to assist with selling and positioning Services work. Responsible for developing Services SOW’s and overall responsibility for ensuring success for all implementations in my region. Frequently pulled into “problem” projects to personally manage and lead in other regions. 

• Responsible for managing the CA Clarity PPM implementation for Wal-Mart Stores (Real Estate division). This implementation project was featured as a CA “success story” in a March 6, 2006 Information Week article. (“About Face”, March 6, 2006) leading to significant add-on Services business 

• Quote from recent review by manager: “…Lon continues to be an asset to the CA Clarity PPM Technology Services team. He continues to demonstrate a strong commitment to his customers and their success in the use of CA Clarity PPM. Due to his project management skills and ability to lead an implementation and resolve implementation issues Lon is often brought into a problem implementation of Clarity PPM to help put the implementation back on track.”

Lon Coggeshall, MS