Luke Mancini
Principal at Olympian Ventures
Luke Mancini
Principal at Olympian Ventures
Charleston County, South Carolina
Overview
Work Experience
Sr. Advisor - Enterprise Accounts Payable
2024 - Current
Fun Fact: Most companies effectively pay a $20 toll every time they receive a bill from a vendor. Truth: We think that toll is outrageous. It really is hard is to capture, process, and pay all your bills in one place. Especially when every country and business unit seems to have different rules that change all the time. That is why Medius built an AP system that evolves with global regulations and easily tailors to your business needs - without frustrating your vendors! It can achieve a 97% touchless rate because it is truly powered by AI: scanning every invoice for potential fraud and presenting it with context clues. Better yet, Medius is constantly learning and improving. It even answers those annoying vendor inquiries that you get via email! That way you only have to worry about exceptions and focus on improving the actual business. No more working to keep the system running, typing in data, or flipping between screens.
Member
2020
We help entrepreneurs make money off their dreams & ideas. VentureSouth is an early-stage venture firm that provides capital and expertise to Southeastern startups through our angel investment network and funds. Since our inception with the Upstate Carolina Angel Network (UCAN) in 2008, VentureSouth has grown to include more than 400 active investors, making us one of the largest angel investment groups in the United States – and we have been named a Top 10 angel group three times. To date, VentureSouth has invested over $50 million in more than 80 companies.
Principal
2017
Many smaller firms struggle to balance their focus on delivering financial results with the need to invest in disruptive new technologies. Olympian Ventures supports such firms in developing the industry partnerships critical to accessing these new technologies. These partnerships open new avenues for growth and enabling key personnel to focus on what they do best.
Accounts Payable Advisor & Evangelist
2023 - 2024
Simplified the challenge of paying corporate bills (AP Invoices). This involved developing and delivering an immersive training program - called Top Pay - to our internal staff while simultaneously leading consulting calls with customers & prospects across North America. Leading customer workshops by day and training our critical customer-facing staff at night. This was an awesome opportunity to unite individual people around a common cause: Paying Bills Stinks! It should be easier!
Payables Specialist - Regulated Industries
2018 - 2022
Business leaders don't get up every morning and say "I cannot wait to work on my Procure-to-Pay process today!" Businesses run on a much simpler reality: - Sell Stuff - Pay Bills - Make Money (take in more than you pay out) In other words: Companies pay tons of money every month just to process their bills. That is why Concur built a easy-to-use platform that eliminates paper without lot of complicated IT integrations. So your AP team has the time & data they need to actually save money with vendors. SAP Concur brought me on board a few years ago to help build out a new Government Contracting (GovCon) vertical. We created a center of excellence dedicated to the success of this uniquely regulated clients. Now we are working to bring simplicity and savings to other Regulated Industries!
Global Alliances
2016 - 2017
Brought on board to create Sparta’s first strategic partner program. Collaborated with executives from three separate business areas – sales, services, and R&D – to develop a holistic partner strategy, making it easier for our greatest allies to grow with us. Growing revenue from under $9M to almost $12M in revenue in one year. Oversaw global partnerships crossing the NA, EMEA, and APAC regions. Drove adoption & integration of new partner developed products, including those to support Sparta’s move into the cloud. • Increased total partner revenue by 16% over six quarters by instilling the vision of the Global Alliance Network, then globalizing processes, improving partner communications, implementing strategic planning, and leading the overall change across the organization. • Implemented partner coverage model, growing partner driven revenue from 44% to 52% of total revenue for Services • Expanded overall partner ecosystem by 25%; adding partners with additional skills and/or coverage complementary to Sparta’s internal team • Drove adoption of a partner-centric delivery model in EMEA, which increased partner-derived service revenue by 78% in that region • Developed & implemented a deal registration process which encouraged partners to identify and close new opportunities across the globe – vital to success in both EMEA and APAC – resulting in incremental revenue increase of 22%, respectively • Delivered 86 partner-derived opportunities with a forecast value of over $7.1M for 2017 • Consolidated the partner management functions across Sparta into a single point of contact, gaining synergies in staffing and effective execution in our partner coverage model • Initiated, designed, and implemented a new Partner Portal to enable our business partners by bringing them critical information on Sparta products, services, support, and the Global Alliance Network itself. This portal currently has 100% participation by partners.
Director, Partner Alliances
2015 - 2016
Directed strategic alliances for Deltek’s largest business unit – government contracting. Promoted due to success reinvigorating executive relationships and delivering incremental revenue in initial role as Marquee Account Executive. Reforged the partner strategy in the government contracting business unit by merging disparate partner operations into a single operating model with standard processes, metrics, and practices. Played a key role in the leadership of the government contracting business unit; driving innovative go-to-market & delivery strategies to leverage our partnerships in support Deltek’s move to a new SaaS product model. • Developed new business strategy leveraging partner capabilities to shift customer base from on-premise products to new SaaS products • Developed and ran education program for both sales & delivery personnel to communicate new partner offerings capable of significantly improving margins and customer outcomes • Created & implemented Deltek’s first ever software referral program; incentivizing partners to help Deltek salespeople identify qualified opportunities across Deltek’s range of products. • Worked with executives to align the delivery models of, and reduce competition between, Deltek Global Services & Deltek Partners • Developed trust-based relationships both within and outside of Deltek, to facilitate the partner ecosystem • On-track to achieve +120% of quota in 2016
Enterprise Account Executive
2014 - 2015
Recruited by VP of Marquee Accounts to become the youngest-ever Account Executive. Built executive relationships within Deltek’s key accounts by helping strategic clients identify opportunities to improve their business processes and strengthen compliance through the successful implementation of best-in-class software solutions. • Supported 5 of Deltek’s largest (“Marquee”) accounts, including Raytheon, Boeing, & L3 Communications • Awarded President’s Club by reaching 152% quota achievement, in my first year • Worked with various stakeholders of the client C-Suite to reduce cost and increase revenue by investing in our IT solutions • Carefully coordinated resources across Services, Support, Sales, and Cloud Ops to provide a seamless ownership experience for senior client executives – the buyers and owners of our products • Collaborated with Deltek Global Services to successfully design, sell, and execute complex implementations post-sale
Associate
2012 - 2014
• Performed both civil and criminal special investigations related to the False Claims Act • Assisted with DCAA/DCMA audit support for clients on identified issues • Executed various tasks related to M&A due diligence • Delivered government contractor compliance assessments based on the Defense Contract Audit Agency (DCAA) business systems requirements for accounting, billing, estimating, labor and purchasing • Independently initiated and pursued business development initiatives to increase the mindshare of BRG GCAS, introducing our industry experts to their counterparts at various prestigious law firms (BRGs main source of revenue at the time)
Business Development Manager
2012 - 2012
• Recruited by SP&G founder to help expand coverage of the Hampton Roads area & launch a new store • Launched highly successful online sales initiative earning 64% total gross margin with an initial run rate of nearly $200k per year • Structured and negotiated a new line of business providing facilities and services to Naval Special Warfare Group 2 and two additional operating units, totaling $24,000 in annual forecasted revenue
Financial Planning & Analysis; Internal Auditor
2008 - 2012
• Acted as cross-functional internal Change Management Consultant across 4 Divisions and 64 operating companies • Delivered market studies, macroeconomic briefings, and critical data dashboards directly to the CFO, and ultimately to Executive senior management and PFG’s Board of Directors • Created the first integrated, company-wide bonus model used to calculate bonus accruals & strategy for over 10,000 employees across 4 divisions and 64 operating companies; successfully adopted and currently in use as a corporate process • Identified localized field needs of each operating company, created overall Needs Assessment, then presented findings to senior management • Youngest member chosen to participate in IT Strategy Summit by company executives • Assisted with SOX audits across key areas such as Inventory, AP, AR, and Earned Income
Student Intern; CRTA Intern, BDP
2006 - 2009
Selected for highly competitive program with a 15% acceptance rate via rigorous interview process. Independently investigated an alternative, more efficient method of validating instrument cleaning as part of the Biopharmaceutical Development Program (BDP) Quality Control Director’s initiative to reduce quality control overhead.