David Heiss Email & Phone Number

Chicago, Illinois, Us

* Key player in the successful sale to Symphony Technology Group.* Led the sale budgeting process for sales, customer success, marketing and professional services.* Provided strategic guidance to the President and Executive Leadership on sale strategy, sales compensation, forecasting and performance tracking.

Chicago, Illinois, Us

New York, Ny, Us

451 Research was acquired by S&P Global Market Intelligence in December 2019. Key member of the Leadership and Integration teams. Lead the conversion of 451's OTC systems to S&P.

New York, Ny, Us

New York, Ny, Us

Key Accomplishments* Lead the Sales Planning and Budgeting process for the last 2 years, including developing 3-year planning models that enable Management to forecast the business by sales team and product.* Developed a new forecasting process, product-level insight and reporting package for the Office of the President, giving more visibility into key metrics and performance than the company has had in the past.* Implemented a quarterly business review process for the sales teams to focus their efforts for the quarter, give managers insight into their team's performance (and gaps), and provide a forum for feedback and coaching (by managers and peers). This lead to Q2 being 107% above plan.* Lead the implementation of Steelbrick and DocuSign.* Established a new hire training program designed to get sales reps up-to-speed and productive faster.* Revamped the client services process for Core, distributing the work more evenly throughout the month and focusing the team on activities that will drive renewal performance.

New York, Ny, Us

Played a key role in the successful sale of TravelClick to Thoma Bravo in April, 2014. Prepared management presentations and due diligence materials on sales, headcount, customer retention, commissions, discounting, and internal processes.Lead the redesign of the company’s variable compensation plans for all levels of the sales organization by soliciting and synthesizing input from senior management and the field, leading the plan redesign, and creating detailed models of commission payouts and expenses under a variety of scenarios. Presented the newly designed plan to members of sales management and managed the transition to the new plans.Managed continual improvements within salesforce.com to standardize and simplify processes, leverage out of the box functionality wherever possible and developed custom applications. Completed a major initiative to establish salesforce.com as the system of record for sales and sales representative performance reporting. Redesigned the contract submission process to provide effective oversight of sales credit issuance, ensure all contracts were compliant with company policies and provide transparency into order processing backlogs.Additional Achievements:• Built the 2013 and 2014 Sales Plans using a bottom-up model that defined each sales representative’s contribution by product and month• Established a commission calculation process, calendar and check list for over 240 participants• Implemented new forecasting tools and processes for sales based off of Opportunities in salesforce.com that enabled managers to easily view underlying Opportunity details, forecast top level numbers, comment on top deals and provided a summary view for senior management.• Built sales management tools that enabled sellers to identify likely buyers of specific products within their territory, forecast their business, and monitor renewal rates, pipeline build and progress to goal.

Jacksonville, Fl, Us

Brought in to build the sales operations function from the ground up, including staffing, systems and processes. Within two years, promoted to VP of Sales Operations, and then role expanded to include oversight of Professional Services. Currently lead a team of 13 business analysts and software developers split between supporting internal and external customers that solve business information needs, support management decisions and develop new software features. Play a key role in the sales planning and strategy development processes by acting as a sounding board for new ideas, contributing sophisticated data models, and providing strategic insight and sales force alignment. Serve as a resource for sales to ensure that contracts are properly written to optimize revenue recognition and ensure correct booking. In collaboration with the sales team, lead the Professional Services effort by developing and executing customer acquisition and growth strategies that help grow the OneSource footprint within key customers through custom services and data solutions. Manage projects from pre-sales consultation through execution and delivery, and provide ongoing customer support.* Within the first year, implemented salesforce.com $10K under budget, redesigned sales management reporting package, and developed a weekly forecasting system that translated contract booking into a recognized revenue forecast that is 99% accurate.

Chicago, Illinois, Us

Provided analytical support for the Ahold sales teams to support category reviews, new item introductions and sku/category/brand analysis. Attended customer meetings with Account Managers and Buyers to present new items, promotions and shelf re-allocations.

Prepared time, detailed sales reports, forecasts and analysis for Sales and Senior Management. Reports included analysis by product line, business segment, market segment, customer and sales rep with comparisons to Plan and historical performance. * Following the acquisition of MediaMap, played an integral role in the integration of two sales organizations: developed new commission plans, sales goals, training plans, territories and policies for a sales team of 50+ sales professionals. * Developed a series of business models for the VP of Business Development for partnership negotiation. Models combined MediaMap’s flagship product with a complimentary product from a prospective partner and forecasted sales, royalty costs, margins, net income and cash flow for the partnership as a single entity.* Project Manager for the expansion of an Onyx CRM system to accommodate the acquisition of MediaMap by Bacon’s. Project included data cleansing, new functionality development, user training, on-going technical support, and reporting.

Joined company as business development coordinator responsible for marketing support. Quickly assigned greater responsibilities to develop company Fiscal Plans for 2001 and 2002 through spreadsheet design, forecast modeling and historical performance analysis. Functioned as key implementation resource during the development of a new proprietary enterprise-level database application and several inter-dependent software applications.