Jennifer Walker

Ushered senior EDU strategists through the acquisition of Traction on Demand into Salesforce and devloped a dedicated Education Business Strategy team within Professional Services. • Led team of business strategists responsible for strategic planning engagements, and account expansion, utilization assignments, career development, and mentorship. • Accountable for translating Salesforce strategic planning, delivery, and pre-sales methodologies to EDU-specific approach. • Developed go-to-market strategy and Education portfolio plan in collaboration with RVP Education practice; socialized with senior leadership, and broadened insights around the value of partnership with Professional Services and the strategy team to drive ACV and AOV. • Negotiated partnerships with key ISVs to expand offerings into priority market segments • Represented Professional Services at industry events generating pipeline and establishing connections to education community. • Bolstered pre-sales activities, including RFP responses, sales pitches, and ideation sessions with customers to engender confidence and build credibility. • Guided full customer lifecycle beginning with understanding customer vision and translating to engagement strategy; mentored strategy and implementation project teams to ensure successful outcomes, established trust with customers as executive sponsor; bridged the gap between projects phases, ensuring continuation of partnership.

Built an award-winning education practice grounded in deep appreciation for industry needs and Salesforce capabilities. Named Salesforce Education Partner of the Year 2020 and received the Partner Innovation award in 2020 and 2022. Responsible for 7% of company revenue by Year 2. • Led the strategic direction of the Education practice, including market segmentation, identification of growth opportunities, and alignment with the business; translated market demands to intentional practice strategy. • Partnered with business development and marketing teams to generate pipeline and close new business; develop a multi-year strategy for expanding ToD offerings with the Education market with a focus on recurring revenue. • Built relationships with ISVs, analysts, and other external partners to drive awareness and growth of practice. • Oversaw a portfolio of select complex/high-value projects poised to grow practice reputation; Create executive alignment with clients; provide mutual value through collaboration and shared objectives. • • • • • Oversaw key client relationships as an executive sponsor and promote successful project execution. • Mentored delivery teams to ensure successful implementations; Conduct build solution reviews, guided project teams and identified best practices for future Education projects.

• Collaborated with Practice Lead to lead conceptualization and the development of new education vertical, collaborating with business development, delivery, and customer success leadership to define strategy. Aligned practice growth objectives with market demand. • Served as subject matter expert and trusted advisor to customers throughout presales and delivery; synthesized customer needs, applied industry understanding, and defined engagement strategy. Influenced +$5m of sales. • Guided delivery team in all aspects of solution design and customer success. Mentored delivery team members via 1:1 and group syndication, preparing them for EDU projects resulting in an average practice CSAT of 4.8/5.0. • Defined and sponsored development of a recruitment and admissions accelerator that led to +$1m in opportunities and/or closed won opportunities. • Highlighted ToD thought leadership through blog posts, panels, and presentations.

Led customer success at a growing ed tech company via professional services, support and account management activities. • Represent Motivis Learning as manager of Professional Services, Customer Success and Support teams in order to nurture customer relationships, establish credibility and drive partner satisfaction and retention. • Curate customer journey for more than 30 customers by defining the approach to customer’s success and crafting project team and strategy that accounts for necessary expertise, engagement strategy, and training. • Improved operations by building post-sales business processes; defined the handoff from the sales team, enhanced the statement of work generation with deeper scoping, reduced the turn-around time to two business days and developed a tracking system for professional services team utilization and third-party development resources. • Established “playbooks” of proactive interventions to ensure programmatic and technological success with scalable and repeatable methodologies that prime customers for adoption. Models are used by customers to define an approach to stakeholder engagement, executive sponsorship, effective project team structure and internal alignment of project goals. • Launched first customer-centric marketing campaigns that offer additional means of engaging with Motivis Learning and driving customer engagement.

Established University-wide CRM program by leveraging cross-departmental and external relationships and translating unit-level expertise to university approach. • Established university-wide CRM strategy and positioned Georgetown as pioneer of enterprise CRM and modernized siloed Office of Advancement technology. • Established town-hall sessions that built on individual unit business cases and illustrated benefits of project to all levels of the institution; gained buy-in by establishing clear project parameters and a common vision for cross-university engagement and collaboration. • Created program strategy assets including business case, internal marketing materials, executive briefings, budget benchmarking briefings, and vendor selection RFPs. • Negotiated partnerships and multi-year enterprise license agreement, working directly with Salesforce CRM leadership and sales representatives. • Represented University’s enterprise CRM strategy within higher education community as founding member of Higher Education Advisory Council, conferences, and events.

Prior leadership of the business school’s donor recognition project led to offer to join the dean’s office to lead special initiatives, including the establishment of a school-wide CRM. This translated to a promotion to director to focus on the school’s CRM initiative. • Developed strategic plan for school-wide information management; enabled cross-departmental collaboration to enhance constituent management; strategized with stakeholders to align with centralized university information management infrastructure. • Oversaw research, acquisition, and implementation of CRM (Salesforce), from RFP/selection through training, and ultimately plan for maintenance and expansion. • Created new data stewardship structure, acting as data steward by directing student research and data integrity efforts and serving on the Data Security Committee. • Co-led school’s AACSB accreditation maintenance process.

• Designed and implemented school-wide contact relationship management system. • Managed $200,000+ implementation budgets, managed on and off-site contractor work plans, and engaged in complex negotiations between vendors and the school. • Coordinated activities that secured the school’s largest corporate gift to date which launched the school’s Global Social Enterprise Initiative. • Designed and managed predictive giving metrics critical to the school’s decision to launch a new annual giving program.

• Managed design, production, and installation of campus-wide donor recognition, collaborating with internal stakeholders, external contractors, and donors. • Identified improvements to university’s pledge payment process, resulting in increased efficiency and reduction of manual work. • Executed stewardship proposals, output metrics, seasonal giving appeals and acknowledgment communications under signature of Vice President for Advancement.