Experience

ConnectureDRX

• United States
• Information Technology & Services
• 100 - 200 Employee

• Sales Operations & Business Performance Manager

  • Sep 2020 - Present



TERAGO

• Canada
• Technology, Information and Internet
• 100 - 200 Employee

• Director Sales Operations

  • 2018 - Sep 2020

  Focused on post-CRM implementation, leading direct reports in RFP management and sales support functions. I established and implemented business processes, best practices, forecasting benchmarks, and KPIs. I designed and developed Salesforce.com reports and Dashboards for all stakeholders including Sales, Marketing (Pardot), Finance, and Product. Served as subject matter expert (SME) on sales tools integrations, and data hygiene/management. I conducted extensive training, mentoring, and coaching. Assisted with the development and integration of the Channel onboarding program, and systematic Partner leads tracking. During my tenure, I supported 10-15 Client Executives and 3 Channel Team members, managed Account assignments/territories, tracked Quota attainment and, monitored Rules of Engagement. ***Value Added*** ✔Championed data hygiene following Salesforce integration and data migration. Developed system-based validation rules, workflows, and alerts to support business processes and ensure data integrity. Proficient with data loader IO and data import wizard. Drove Integration of Salesforce with LinkedIn Sales Navigator, Outlook and Zoominfo, facilitating the project coordination, implementation, and training. ✔Documented all Salesforce functionality including, but not limited to, account and opportunity creation, lead conversion, and forecast management. Provided training for sales and support staff to develop and refine procedures and ensure sales force effectiveness; educated staff on utilizing tools and navigating internal processes. ✔Implemented and managed a process to track and report on all contract exposures/churn. Ensured all contract exposures had a corresponding opportunity (12-month rolling), provided visibility to ensure CX was proactively managing and engaging with these customers to ensure the highest possible retention and to identify upsell/cross-sell opportunities. ✔Implemented, supported, and tracked Sales initiatives and SPIFF’s.



Sungard Availability Services

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Regional Sales Operations Director

  • 2013 - 2018

  During my tenure here, I managed the performance of up to 16 Contract Support Specialists in delivering support to sales in quoting, contracting, RFP's, SOW's and general sales support. I drove sales operations management across forecasting; documented and monitored adoption of sales processes and procedures; assisted in communicating compensation plans. I oversaw the CRM tool for territory management, account assignments, quotas, and revenue tracking; led sales support hiring, training, and onboarding.***Value Added***✔Tracked exposures totaling $17M within total existing book of $23M in FY 2017; ensured all revenue and commissionable earnings were accurately reconciled in CRM based on revenue booking policies and compensation plans. ✔Created Salesforce reports & managed dashboards designed to support team of 5 Sales VPs and 40+ Account Executives; monitored data integrity and drove adoption of CRM tools to ensure pipeline cleanliness and forecast accuracy. ✔Ran forecast variance report to identify and address changes that could impact forecast commitments, participated in weekly/monthly forecast management calls and QBR's ✔Provided training to develop and refine procedures and ensure sales force effectiveness; educated staff on utilizing tools and navigating internal processes.✔Served as the escalation point for resolution of complex quoting and contract structure; collaborated with Facility Operations, Legal, Pricing Desk, and Product Management to ensure all contracts met stakeholder objectives, were practical, executable, and aligned with cross-functional priorities. ✔Improved contracting efficiency by assisting with the creation of a portfolio of standard legal template Addenda; assisted in the implementation of Salesforce workflow used to track support requests and response times. ✔SME for implementation of new quoting system. Responsible for examining current business processes, defining areas of improvement and scope of implementation.

• Contract Support Specialist - Team Lead

  • Jul 2007 - Oct 2013

  During this 6 year role, I supervised, mentored, and trained a team of 9 Sales Contract & Sales Support Specialists across Canada and US; focused on driving best practices and process improvements. I delivered direct support to 5 Strategic Account Managers in related quoting contracting, and RFP's.

• Strategic Account Coordinator

  • Feb 2001 - Jul 2007

  In this role, I delivered sales support for up to 8 Strategic Account Managers regarding complex quoting, contracting, and navigating internal processes. I also assisted with sales operations including sales forecasting, reporting, and tracking quota attainment.