Zena Kasha

Sr. Director of Proposals

Connection

Apr 2024 - Current (2 years 5 months)

Senior Manager Proposals and Programs, Global Sales Operations

Reputation

Aug 2021 - Jun 2024 (2 years 11 months)

Create and manage the global bids and proposal process. Exercise full responsibility over the proposal lifecycle, including but not limited to overseeing and confirming pricing, coordinating with Reputation teams and partners to create winning proposals. Project manage key global cross-functional process improvement initiatives within Sales Operations. Enable sales by providing the right training, processes, tools, and technology to streamline the way we manage our business. • 100% on-time delivery metric on all deals • Increased Win Rate YoY • Created and execute Reputation's Win/Loss client feedback program • Program manage critical Salesforce Data Clean-up program • Facilitate lessons learned on initiatives such as CPQ • Lead and execute

Proposals, Sr. Manager - Global Field Operations

Reputation

Feb 2021 - Jun 2024 (3 years 5 months)

Lead the global bids and proposal process. Exercise full responsibility of the proposal lifecycle, including but not limited to overseeing and confirming pricing, coordinating with Reputation teams and partners to create winning proposals. Project manage critical global cross-functional process improvement initiatives within Sales Operations.

Founder and Chair of the Women in Technology Affinity Group @ Reputation

Reputation

Jan 2021 - Jun 2024 (3 years 6 months)

Mission: The Women in Technology (WIT)’s mission is to celebrate and empower all women* to achieve more in their work and personal lives by encouraging, enabling and facilitating their active involvement in Reputation’s business processes, career development, learning, and community life. We strive for promoting social inclusion and harnessing women power in the technology sector globally.

Proposal Manager - Global Field Operations

Reputation

Jan 2020 - Feb 2021 (1 year 2 months)

Create and manage the global bids and proposal process. Exercise full responsibility of the proposal lifecycle, including but not limited to overseeing and confirming pricing, coordinating with Reputation teams and partners to create winning proposals. Project manage critical global cross-functional process improvement initiatives within Sales Operations. • Created formal best in class global proposal management process • Led key global wins resulting in new logos within the auto, financial, healthcare, retail, and multi-family markets • Established standard metrics and reporting • Cross-train and support our Deal Desk • Project managed the creation and implementation of the Reputation Global Client Reference program • Train new hires (e.g.

Senior Manager - Bids & Proposals North America

Insight

Aug 2015 - Sep 2019 (4 years 2 months)

Successfully transformed the proposal team into a best-in-class center of excellence. Hired, mentored, retained, and coached a team of 15 proposal professionals across the U.S. and Canada. Championed innovation and thought leadership. Developed processes and implemented tools based on APMP (Association of Proposal Management Professionals) and Shipley best practices to create persuasive, responsive, and compliant proposals in line with Insight’s corporate values, brand guidelines, and clients’ requirements. • Increased win rate by double digits and improved internal client experience as the result of executing on the following initiatives: - Created robust onboarding process for new hires (i.e., sales & proposal team); established metrics a

Senior Bid Manager

NTT America

Sep 2013 - Aug 2015 (2 years)

Project managed all phases of the proposal development process from bid receipt through contract signature. Led management approval process (e.g., CEO sign-off). Scheduled and coordinated all bid development activities and resources, including global affiliates (e.g., Singapore) and partners. Managed bid distribution logistics; ensured bids completed were professional, delivered on time, and complied with specifications as outlined in the customer’s request for proposal and NTTA’s brand guidelines. • Supported the creation of a new NTT America bid governance process to mitigate risk – facilitated approvals for U.S. and Japan • Successfully led 4-5 complex deals per month, with an on-time delivery metric of 100% • Captured team metric data a

Bid Manager - North America

Atos

Aug 2012 - Sep 2013 (1 year 2 months)

Led all phases of the pursuit process from receipt through engagement handover to services. Project managed bid development activities and resources, including management approval process (e.g., CEO sign-off); organized bid distribution logistics; ensured bids completed professionally, delivered on time, and compliant with customer specifications. Onboard sales by providing new hire and continuous training of our processes. • Successfully led 4-5 complex deals per month valued at approximately $182M, with an on-time delivery metric of 100% and approximately $72.5M in booked sales. • Received Champagne Toast Award in recognition of my performance as Bid Manager, North America. • Bid operations - Responsible for assisting in the development o

Bid & Proposal Manager

Polycom

Jan 2010 - Feb 2012 (2 years 2 months)

Acted as the single point of contact for Polycom direct and Partner-led bid responses, engaging all required resources at all levels within the organization to ensure the timely completion of opportunities. Provided pre- and post-bid support such as bid creation and contract negotiation to Sales and Partners. • Increased sales by approximately $38M • Supported Sales in the generation of proactive proposals resulting in approximately $1.2M in sales • Provided Bid/No Bid offer analysis to Sales and Partners resulting in strategic wins such as; American Electric & Power Co, Canadian Broadcasting Corporation, Comcast, and SC Johnson. • Improved operation efficiency resulting in an “on-time delivery” metric of 100% by leading process improvement

Procurement/Sourcing Manager (Advanced Services Tendering Manager)

AlcatelLucent

Apr 2009 - Nov 2009 (8 months)

Collaborated and partnered across global organizations: Asset Management, Contract Management, Legal, Order Fulfillment, Procurement, Product Management, Sales, Services and Channel Partners to evaluate offers submitted by North American customers and determine validity, strategy, price, contract terms (example; SLAs, Services Exclusions, etc.) and next steps. • Improved quality and overall performance resulting in a bid “on time delivery” metric of 99% by leading the initiative to create the unified process to perform field engineering, installation, and maintenance offer solutions in response to requests for proposals, which included estimation and scope of work creation. • Team exceeded 2009 revenue target of $365M by 8%, with total vari

Field Engineering Estimating Lead (Bid Manager | Project Manager | Professional Field Services)

AlcatelLucent

Apr 2001 - Apr 2009 (8 years 1 month)

Managed the day-to-day operations of 7 person team across the US and Canada (NA) for Field Engineering and Installation Estimating. • Top performer resulting in promotion to MTS (Member of the Technical Staff). • Led offers from quote through services deployment. Strategic wins included AT&T (Cingular) offer, resulting in the 1st UMTS deployment in NA; Globalive Wireless multi-million dollar contract to build high-speed 3G mobile network in Canada; and, Verizon Wireless LTE offer, trial resulted in its 1st successful Long Term Evolution 4th generation data call in Boston. • Initiated the development of new offers, moving them from conception to reality and expanding field services, resulting in services sales in excess of $50.5M. • Establis

Engineering Records Manager

AlcatelLucent

Jan 2001 - Apr 2001 (4 months)

Managed day-to-day operations of 30 person records team in Western Region. Responsibilities included; metrics, tools, employee relations, training and development, and performance reviews. • Led seamless migration over a four month period of the Records scope of work from Alcatel-Lucent’s Western Region to our Records offices in Atlanta, GA resulting in zero impact to both internal and external customers and an estimated annual savings of $250K.

Business Manager

AlcatelLucent

Jul 2000 - Jan 2001 (7 months)

Demonstrated Business Manager with the proven ability to effectively track monthly revenue and provide accurate reporting. Created metrics, coordinated all quote activity, led special projects, and acted as key focal point in support of internal customers. • Supported the creation of the “order tracking database” that tracked and reported Ameritech’s revenue.

Traffic Engineer

AlcatelLucent

Sep 1998 - Jul 2000 (1 year 11 months)

Lead interface between Lucent's Ameritech Switch Capacity Engineering (LCE) and Ameritech's Network Data Access Center (NDAC), providing engineering recommendations to the LCE which grew Ameritech's existing 5ESS switching equipment. • Top performer resulting in promotion to MTS-1 (Member of the Technical Staff-Level 1). • Formulated and documented the processes used for 5ESS Traffic Engineering.

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Services Supervisor

ADVANCED TELECOMMUNICATIONS INC

Jul 1995 - Sep 1998 (3 years 3 months)

Managed the day-to-day operations of 2 person Network Services Department. • Demonstrated project manager. Successfully managed all moves/adds/changes/installations, involving providers such as AT&T and MCI. Achieved an on-time delivery metric of 100%. • Supported field engineers in the installation of PBX, voicemail, and key systems. Successful in troubleshooting issues between providers such as AT&T and MCI, to ensure the timely success of all field implementations. • Provided training support to field engineering, project managers, and sales on processes and revenue-generating programs between ATI and AT&T.

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