Sales Operations Manager

• Oct 2021 - Present

Director of Sales Operations

• Dec 2019 - Sep 2021

Responsible for the following functions: • Sales analysis for executives including data insights; • Salesforce.com evolution to address business needs; • CRM data quality control and clean-up; • Sales incentives plan update and sales commission calculation; • Quote review and customer purchase orders review process; • Tender and RFP response; • Distributor management (support, onboarding, training, annual review, distributor agreements and addendums); • Sales campaigns launch in collaboration with Marketing; • Managing pre-sales cross-functional projects; • Developing policies and procedures for sales organization. Achievements: • All Sales Operations processes were documented in agreement with relevant stakeholders; • Full automation of CRM data quality control with help of CRM dashboard; • System of managing Sales Operations tasks was implemented. Show less

Director of Sales Operations and Analysis

• Dec 2016 - Nov 2019

• Sales Analysis for C-Level and VP-Level; • CEO Sales Dashboard Design, implementation and automation in Tableau; • Developing policies and procedures for sales organization; • Sales forecast management; • Sales Operations process optimization, process gaps fixing; • Acquired companies post-merger integration in terms of sales operations and analysis; • Salesforce.com system administration. Worked for Ignite Tech Business Unit and Crossover Central Renewals • Sales Analysis for C-Level and VP-Level; • CEO Sales Dashboard Design, implementation and automation in Tableau; • Developing policies and procedures for sales organization; • Sales forecast management; • Sales Operations process optimization, process gaps fixing; • Acquired companies post-merger integration in terms of sales operations and analysis; • Salesforce.com system administration. Worked for Ignite Tech Business Unit and Crossover Central Renewals

Head of Global Sales Operations

• May 2008 - Nov 2016

Establishment and management of Global Sales Operations team• Sales Operations Department management, coaching, staffing and motivation;• Regular gathering of internal customers feedback (Sales, Marketing, Finance and other participants of Sales Operations processes); • Escalations resolution;• Finding gaps in Sales Operations processes and their optimizationResponsible for the following functions:• Global Contract approval process;• Global Sales forecast administration and update;• Salesforce automation and CRM system administration and configuration;• Global Sales opportunities qualification;• Global Selling Costs Monitoring and Analysis;• Customer purchase order administration;• Product support renewal;• Sales incentives calculation;• Sold product license repository renewal;• Sales status calls organization for Regional VP of Sales and Sales account managers for the regions of NC, LATAM, EMEA and APAC;• Design and distribution of pre-sales reports to corporate senior management Sales Operations Team Achievements:1. All Sales Operations functions went through digital transformation and were seamlessly integrated;2. The following Sales information is available in a real time in corporate information systems: 2.1 Sales forecast;2.2 Contract approval status and documents;2.3 Signed contracts;2.4 Product licenses sold to each customer;2.5 Sales qualification results and artifacts;2.6 Product support renewals;2.7 Customer purchase orders status and documents; Show less

Bid Manager in Global Sales Support

• Jan 2012 - Aug 2015

This role was pursued in addition to managing Global Sales OperationsResponsibilities:• End to end sales support project management of bids in NA, LATAM, EMEA and APAC;• Opportunity analysis and qualification;• Assembling a bid team with the relevant service/technical/business knowledge required to prepare the bid;• Management of the bid team of company-wide personnel and external Partners;• Preparing and reviewing the commercial aspects of the bid to ensure that all areas have been covered and that pricing has been included for all required work;• Ensuring consistency of all proposal parts Show less

Operations Support Group, PMO

• Jun 2007 - May 2008

• Administration of corporate ERP system (project administration, resource plans, time and expense reports);• Business analysis of ERP enhancements