THOMAS STAUB San Francisco, CA C - 717 856 0018 tstaub85@gmail.com

Pricing Strategy, Deal Negotiations & Business Development with Industry Experience in SaaS and Pharmaceuticals

Business Development & Strategy • Negotiating sell-side pricing strategies to end users i.e. hospitals (Stanford, Johns Hopkins, UPMC, New York-Presbyterian etc.), large

retailers (Wal-Mart, Target, CVS), independent pharmacies (annual drug spend of $500K to $1.5M) and other large enterprise clients such as Amazon, Salesforce, Apple, Disney and many more.

• Integrating value add services and respective financial value into business models of current and prospective customer’s proposals • Increasing revenue and margin opportunity through strategic initiatives; Presenting financial implications of proposed strategies • Negotiating payment terms in order to secure solvent cash flows for McKesson while helping customers maximize working capital • Collaborating with head legal team, negotiating contract terms to ensure McKesson is protected against financial and external risks • Seeking out merger opportunities to combine purchasing power across customers to gain control in Manufacturers buy-side

negotiations

Financial Planning and Analysis • Preparing monthly financial reporting packages for internal management review and driving key decisions among senior leadership • Development and implementation of a Price Volume Mix dashboard tool (PVM) helping leadership identify main drivers of growth,

margin erosion and product traction • Development of forecasting tools to ensure revenue and margin alignment across finance, pricing, product and strategy organizations. • Proposing strategies on increasing distribution efficiencies via consolidation of customer delivery locations, negotiations of exclusive

sourcing agreements i.e. closing a customer’s inventory warehouse and primary sourcing rights via McKesson and presenting financial impacts on McKesson to Senior Leadership (COO, CFO and SVP’s)

• Finance lead, determining long-term distribution strategy relating to growing Specialty drug market within hospital/clinic market segment

Team Development & Leadership • Managed 2 managers (1 strategy manager – high performer, 1 financial manager) and focused on reshaping team function from a data

analytics team to strategic and advisory arm for C-Suite executives • Advised team on implementation and structuring of central pricing logic & methodology for McKesson’s largest revenue channel • Managed team to develop drug analytics tool resulting in level 3 patent, Finance Rx award recognition, promotion of team member • Recognized as an emerging leader and provided ample opportunities to demonstrate leadership and create organizational impact

PROFESSIONAL EXPERIENCE Tanium, Emeryville, CA Senior Manager – Deal Desk - Enterprise Portfolio – August 2016 – Current Collaborate with the Sales organization to provide guidance on deal strategy and structure to ensure terms and pricing adhere to

Tanium's pricing, licensing and business practices policies in order to maximize current and future revenue and remain within an acceptable risk profile for Tanium

• Coach the sales teams on structure for SaaS deals: strategy, pricing, and terms and conditions • Evaluate opportunities for compliance with internal policies and potential liability • Collaborate with Legal, Revenue Recognition, and Operations to determine the impact and feasibility of customer requests • Assist sales teams with negotiations including explaining our positions on customer requests and providing options to customer needs • Draft, reviewed, and negotiated complex professional services agreements • Structure complex financial models to ensure revenue and deal structure adheres to Tanium's risk profile and revenue targets

Skyhound Technologies, Napa, CA Head of Finance and Growth – September 2013 – April 2015 • Developed long-term sales/pricing/growth strategies, analyzing the impact to goals and milestones related to revenue, cost of sales,

expenses and capital expenditures • Established key business partnerships and determined long range financial impact and viability to the service model • Reviewed the potential synergies of partnerships as it relates to revenue share structure, performance incentives and co-marketing

activities • Lead research and analyses on external and internal market data (primary and secondary research) to generate strategic insights for

the company to drive decisions; analyzed new markets to enter, potential merger targets and critical internal initiatives • Developed funding strategy and led the negotiations during the Series A funding process with VC firms

MCKESSON, SAN FRANCISCO, CA Senior Manager – Strategic Pricing & Analytics, September 2015 – August 2016 • Managing a team of 2 managers, multiple workstreams and projects for central pricing logic of a $6B portfolio • Developing pricing for new products, optimizing pricing for existing products and reviewing discount strategy • Framing strategic pricing considerations, factoring in competitive landscapes and relaying findings to senior leadership • Collaborating with various senior executives on surfacing/evaluating strategic options for margin/revenue optimization • Communicating clearly to lead discussions in 1:1 and group forums to drive common understanding of considerations, agreement, and

cross-org alignment on best paths forward

MCKESSON, SAN FRANCISCO, CA Finance Manager - Strategy & Pricing, Dec 2013 – September 2015 • Responsible for the financial analysis and deal renewal strategy on a $13.4B portfolio • Co-managed $3.6B M&A partnership driving bottom line results of +$100M in EBIT • Managing the workstreams of multiple projects from conception to launch by directing project teams and delegating tasks • Finance/Pricing lead on the launch strategy and analytics of the Biosimilar Pharmaceutical channel • Providing accurate forecasts of business case studies with risks/opportunity assessment to the C-Suite Executives • Summarizing various P&L impacts of business initiatives across numerous business units • Story development with Senior Management, full presentation development/consolidation

MCKESSON, SAN FRANCISCO, CA Senior Financial Analyst May 2012 – Dec 2013 • Analyzed operational trends and key financials (EBIT, PBT, ROCC, ROI, Working Capital, etc). Prepared financial statements, business

activity reports and forecasts of current and potential Bus. Managed and developed relationships with finance (CEO, CFO, VP’s), sales (SVP’s, VP/ GM, etc.) to ensure all financial matters were in compliance and legal requirements were met

• Analyzed market trends to find opportunities for expansion and assisted Senior Management with decisions • Negotiated business deals of ranging from $25M to $500M involving structuring, modeling and presenting strategies • Management Experience: Managed the design, implementation and workflow process of an analytic tool by integrating numerous

company departments, gathering buy in from department Vice Presidents and tracking against timelines. • Noteworthy successes: Creation of patented analytics technology resulting in a reduction in process turnaround time from 4 days to

under a minute, better visibility of pertinent data and standardization of the methods to calculating various profitability metrics. TORANI, SOUTH SAN FRANCISCO, CA Financial Analyst, Jun 2010 – May 2012

SELECT MEDICAL CORPORATION, MECHANICSBURG, PA Financial Analyst, Jan 2008 – Mar 2009

EDUCATION CORNELL UNIVERSITY, ITHACA, NY Change Leadership, Dec 2013

MOUNT SAINT MARY'S UNIVERSITY, EMMITSBURG, MD Masters of Business Administration, Oct 2009

MESSIAH COLLEGE, GRANTHAM, PA Bachelor of Science in Business Administration, Dec 2007 EXTRA CURRICULAR ACTIVITIES Sea Lion Rescue – Marine Mammal Center – Sausalito, CA 9 Lives Music Collective – Volunteer Guitar Teacher – Oakland, CA BUILD – Inner City Oakland – Entrepreneur Mentorship for grades 8-12 - Oakland, CA The Economist, Hiking, Fitness, Guitar, Jazz & Blues, Wine & Cooking