Charles Smith Email & Phone Number

Atlanta, Ga, Us

Sales Operations (Contract), M-FILES – Atlanta, GA 2023 to PresentReporting into the VP of Global Sales Operations supporting a PE-backed 100M € SaaS business based in Finland. • Launched SFDC’s Partner Relationship Manager portal to support M-Files’ global reseller commercial activities (lead and opportunity management). Built SFDC dashboards to track rollout and utilization. Using MS Forms, created a survey to gather pilot feedback. Produced all internal and external training materials including instructional videos. • Launched program to deliver increased forecast accuracy in ARR opportunity reporting within Salesforce.com. Analyzed bookings from a homegrown CPQ system relative to opportunity reporting in SFDC to identify ARR revenue gaps. Proposed incremental projects to deliver improved ARR reporting across platforms.

Roswell, Ga, Us

Consultant with deep experience in delivering operational improvements to sales, marketing, and client success functions. Deep experience in developing Go-To-Marketing strategies and sales operations. Strategy and Go-To-Market• Delivered a segmentation approach and model to the go-to-market strategy for an established software company. Segmentation model informed account and territory assignments ensuring effective coverage by sellers. • Created total addressable market approach for a logistics company to inform sales coverage strategy. Integrated 3rd party data source to supplement whitespace / greenfield market data implemented in Power BI dashboards. Calculated transportation spend for clients and prospects to determine share of wallet with forecasted 5% YOY revenue growth.• Led cost analysis as part of a sales compensation assessment for a large Fintech company. Modeled potential cost of sales impacts through incentive plan changes. Plan designs forecasted to result in over $1 million in lower cost of sales. • Led a case study for a global hardware company transitioning into cloud-based services. Created survey to gather compensation and GTM approaches for similar companies selling cloud services. Presented competitor anonymized readout with GTM and comp approaches to sponsor executive leadership.Sales Operations• Developed compensation frameworks for a global technology company. Designed surveys and facilitated workshops to identify behaviors and measures that motivate sellers. • Designed and launched comp survey for over 700 front-line sellers for a technology SaaS client. Presented insights from employee feedback to senior leadership. • Launched Salesforce Service Cloud and Experience Cloud for the client success function of a robotics manufacturer. Designed Salesforce workflows to meet support processes and requirements.• Led the launch of Varicent ICM for a large technology company to manage sales incentive comp plans for global sellers.

Chicago, Illinois, Us

Delivered operational improvements to sales operations and client success functions. • Conducted Salesforce.com capabilities assessment across the enterprise. Through client interviews and system reviews, documented current state processes while identifying functionality gaps and opportunities for improvement. Delivered framework for KH to prioritize future Salesforce.com investments.• Working with client’s executive leadership team, launched software to manage strategic company objectives. Provided training and materials to drive adoption of solution.

Louisville, Kentucky, Us

Working in revenue operations, served as Chief-of-Staff to the Chief Growth Officer of a private equity owned SaaS company. Launched and led program management team tasked with providing oversight, executive level reporting, and progress tracking for strategic initiatives involving sales, marketing, and channel development.• Working in revenue operations, served as Chief-of-Staff to the Chief Growth Officer of a private equity owned healthcare SaaS company. Launched and led program management team tasked with providing oversight, executive level reporting, and progress tracking for strategic initiatives involving sales, marketing, and channel development.• Tracked sales performance towards targets and forecast. Developed comprehensive artifacts for the Board of Directors reviews that articulate the current and forecasted future health of the business.• Implemented multi-level KPI program to measure rep and organizational sales effectiveness. • Designed compensation plans that ensure alignment with organizational objectives.• Selected to lead program management support over post-merger integration of sales, marketing, and channel functions after Navicure – ZirMed merger (representing 90+ employees). Drove change management to prepare organization to market and sell cloud-based SaaS products from a consolidated platform.• Prepared presentation materials and frequently facilitated bi-monthly divisional “all hands” meeting.• Led change management activities in reinventing enterprise sales team’s go-to-market processes. Changes included organizational restructuring, sales tool enhancements, and implementing sales process best practice improvements.

Indianapolis, Indiana, Us

Responsible for market research, feature prioritization, conceptual design, and delivering experiences to Anthem's member portals executing towards firm's overall consumer-centric strategy.• Managed work stream in the complete redesign of Anthem’s consumer facing member portal. As Product Owner, documented and prioritized scope to incrementally deliver features. Scrum team consists of user experience and development resources staffed with combination of near shore and offshore resources.• Managed product life cycle of Google Consumer Portal from strategic planning to tactical activities. Site developed in partnership with client to provide its membership access to self-service tools and information on insurance benefits.• Launched Anthem’s first enterprise portal allowing brokers to sell Individual / Family and Small Employer insurance products and access self-service tools to manage their Anthem business. Site supported Anthem’s launch into Affordable Care Act (ACA) integrating with the exchanges and contributed to over $100 million in annual sales.• Established organizational structure to coordinate investment and decision making for enhancements to support Small Employer insurance products on enterprise portals.

Irving, Texas, Us

Provided project management on software development efforts. Also, contributed to process improvement initiatives.Marketing and Sales• Analyzed prescription drugs for patient assistance programs. Programs marketed to drug manufacturers to reduce patient costs while increasing adherence. Created financial models to forecast program benefit.• Conducted market share analysis of prescription claim business by pharmacy segment (e.g., drug chain, food). Assessed RelayHealth’s share relative to competition by customer type.• Spearheaded launch of “Print @ Provider” SaaS service to deliver healthcare information to patients and pharmacies at point of drug dispensing. Led market research, developed product roadmap, recruited pilot pharmacies, created marketing collateral, and designed surveys to assess pilot success.• Contributed to the design and sale of a $1 million data warehouse to a long-term care pharmaceutical services provider. Assisted sales executives presale to present capabilities to client.Business Process Improvement• Working in conjunction with divisional CFO, launched first “pricing committee”. Committee established to ensure consistency and approval of pricing during new product launches.• Automated an account payable process eliminating inaccuracies of $490,000 annually while reducing cycle time by 66%. Project nominated for MCK’s Pinnacle Award recognizing internal process improvements.• Led division wide risk assessment of systems and processes for managing patient protected health information. Remediation projects, process changes and training mitigated risk in compliance with HIPAA and other privacy laws.Software Product Development• Created financial models to assess potential product development opportunities. Models used in prioritizing software development projects and as input to capital budgets and revenue forecasts.• Co-inventor on one granted patent and three pending applications. Worked with legal to get patents filed with USPO.

Irving, Texas, Us

Provided leadership to teams in the analysis and conceptual design of information technology systems. In addition to analysis duties, mentored fellow business analysts and managed projects. Provided financial and data analysis to support sales and operations

Worldwide, Oo

Expansive scope of responsibilities including the definition of external customer software implementation methodology, the design and development of software solutions utilizing a variety of web technologies, and assistance in supporting sales initiatives.

Gb

Designed and developed web applications for customers in the Dot.com industry. Aided in sales initiatives.

Gb

Provided software development and testing as well as advisory services to customers in the telecommunications, pharmaceutical, and energy industries as well as at the state government level.

Mba, Finance

Post-Baccalaureate Study In Accounting

Bba, Double Major In International Business (Marketing) And Management Information Systems (Mis)

Study Abroad Program Through University Of New Orleans

Education record