Administer and customize Salesforce.com and its integration with other elements of our sales tech stack, including ZoomInfo, LinkedIn Sales Navigator and Slack.Configured data enrichment and populated historical engagement data to inform a cleansing exercise.Leading weekly sales cadence calls and providing the data, extracted from Salesforce, which forms the basis for the discussions.Migrated to Salesforce Lightning and created intro videos and in-app guidance to get users started. Also used Sales Path to guide reps as to next steps and mitigate their hunting for key fields.Turned on Salesforce Forecasting using a custom currency field based on ARR changes.Created and maintained filtered opportunity dashboards for sales leaders and reps.Developed LeanData-like functionality using Salesforce flows to associate leads with the proper account and route leads to the account's owner.Rationalizing extraneous fields, unused objects and obsolete apps, removing them from our Salesforce instance while ensuring that remaining integrations and custom code function as needed.Raised our Salesforce security score (per Salesforce's Health Check) to 93%.

Salesforce.com consulting, focused on reporting (pipeline tracking, forecasting) and system administration (workflow, user profiles, reports and dashboards).

Administered and customized Salesforce.com and its integration with other elements of our sales tech stack, including LeanData and ZoomInfo.Aggregated intent, engagement and firmographic data to help reps focus on accounts with the greatest propensity to buy, and worked with marketing to move ‘B’ accounts to ‘A’s.Created custom fields, populated historical data and built workflows to support financial revenue recognition and renewals tracking.Drove changes in data and leveraged automation to bring our MQL response time from over a week to nearly immediate.Primary provider of sales analytics including pipeline changes, forecast snapshots, and the progress of leads and opportunities through the sales pipeline. Leading weekly executive pipeline reviews.Maintained the representation of territories and account ownership in the CRM.Upgraded multiple Salesforce security policies and currently rolling out MFA.Migrated from DiscoverOrg to ZoomInfo.

Managed integration of Salesforce.com with impartner PRM, NetSuite and Discover Org.Sales commission administration, including managing plans, calculating earnings and generating detailed statements for all plan participants.Process automation using Salesforce visual flows, workflow rules and process builder.Created Salesforce dashboards for sales management, individual sales reps, channel management and marketing. I used standard, filtered and dynamic dashboards.Increased Salesforce.com security. Limited approved IP ranges, reduced the number of admin users, limited users' access to leads and to report exports.Deployed Saleforce.com forecasting module to ensure reps, managers and leadership have a uniform, real-time view of our forecast.Deployed Conga Composer to streamline generation of sales agreements.

Drove data cleansing effort including a purge of 30% of account records and making associations between the multiple instances of many accounts. Benefits are greater prospecting success rates, better insight into sales to our larger clients and more accurate segmentation.Provided weekly activity tracking reports to sales managers across the organization, showing performance at a rep and team level.Maintained territory assignments via account team memberships. Driving an automated approach to support more timely lead routing.Led development and maintenance of Salesforce dashboards tracking activities, SLAs and bookings. Dashboards are a mix of standard, dynamic and filtered.Conducted pipeline reviews with sales and marketing leaders globally. Reviews cover activity levels, pipeline health and business results, presenting a mix of Excel scorecards, Qlikview charts and Salesforce dashboards.

Provided weekly reports of changes in the Salesforce opportunity forecast, highlighting overall changes and the larger deals driving those changes.Generated weekly stack rankings for the Americas sales team. Rankings integrate data from Salesforce.com, SQL Server, Excel and Access.Developed personalized, on-demand reports of Salesforce.com data for nearly anyone in Americas sales, including product specialists, sales engineers and channel account managers.Worked with sales leaders to set quotas and adjust territories.Initiated the shift of quarter-end deal tracking to real-time data from Salesforce.com rather than phone calls and offline spreadsheets.Provided Finance with reports of large opportunities to assist revenue forecasting.

Highlighted weekly changes in the key measures driving financial results.Automated extracts of GL data from Microsoft Dynamics GP, taking the process from an overnight extract to a real-time query.Proposed pricing changes to ensure appropriate margins and differentiated pricing of new and used assets.

Developed the database used to calculate commission earnings and generate statements.Made adjustments to the sales compensation plan with senior sales management, improving the alignment between the company’s profitability and reps’ commissions.Created and delivered a new-hire training module on gross margin, its definition and importance.Conceived, designed and developed quoting tools to improve sales staff efficiency.Managed a team of two analysts.