Kurt Stoll Email & Phone Number

Fairview, Pa, Us

• Led the organization through a migration from Microsoft Dynamics CRM to Salesforce Manufacturing Cloud (including use of CPQ - Revenue Cloud) and integration with HubSpot.• Lead Sales Ops Team and responsible for:- Forecasting (Monthly/Quarterly/Yearly)- Measurement of Bookings Performance compared to Forecast- Monthly Sales Commission Calculations- Implementing New Sales Technologies and Analytics (Qlik)- Provide Sales Process and Technology Training- Improve Sales Methodologies- Standardize and Improve Sales Processes

Andover, Massachusetts, Us

• Led a global team of combined Sales Operations and Marketing Operations professionals to optimize sales & marketing processes, systems and tools usage, to make the Sales & Marketing Team more effective via successful implementation, coaching, tracking and management.• Worked closely with CRO and CFO on setting of annual ARR targets, as well as monthly and quarterly reporting of performance against plan for the Board of Directors.• Led a successful migration from legacy CRM platform to Salesforce CRM, including implementation of Sales Cloud, Revenue Cloud (CPQ), Pardot, and CRM Analytics, greatly improving Sales and Marketing efficiency, as well as visibility into the funnel. Marketing alone reported weekly time savings of 25% - 30% from improvements gained through integrations and process automation.• Established and Run Bi-Weekly Pipeline Calls with Marketing and Sales o Worked together with Marketing team to increase pipeline by 260% in 2022• Established and Run Bi-Weekly Forecast Calls with Sales Leadership o Worked together with Sales Team to increase ARR by 23% in 2022.• Implemented a new Sales SPIFF incentive program that drove 20% improvement of ARR target achievement• Established Marketing and Sales metrics and drive new forms of analytics, highlighting trends and developing strategies to accelerate growth. • Managed annual Sales and Marketing goal planning and facilitation of activities from initial goal set, ensuring that goals are communicated and reviewed on a periodic basis.• Managed the planning process for a $4M annual Sales and Marketing program and technology budget.• Owned the sales and marketing data and technology stack (including CRM, content management, marketing automation, comm tools, analytics, enablement etc..) for the organization in close collaboration with the IT and Finance teams.

Rock Hill, Sc, Us

Responsible for:-----------------• Directing a national team comprised of employees, contractors, and agency staff who are responsible for the global delivery of 3D Systems’ Salesforce Onboarding, Pardot Marketing Automation and Einstein Analytics capabilities, Web CMS, and Google Paid Search and Display Ads.• Working closely with VPs and the CMO to establish and optimize Marketing processes, technology, budgets, and resources.• Driving the strategic direction and management of 3D Systems’ Marketing Technology Stack, including solutions for Marketing Automation (Pardot), CRM (Salesforce), Web CMS (Drupal 8), Conversational Marketing (Drift), Reporting and Analytics (Einstein B2B Marketing Analytics, Google Analytics and Data Studio), and ABM (Demandbase).• Managing an annual budget of $2 Million for Marketing mix of Google and Bing Paid Search and Display Ads, as well as a $1 Million technology budget.Accomplishments:--------------------• Recognized as the top performer in 3D Systems Marketing for 2019.• Established global Campaign Hierarchy, Analytics, and platform integrations to enable an end-to-end funnel view of Campaigns, Assets, and Tactics which allowed Marketing to determine which efforts yield the most pipeline and revenue.• Led a turnaround effort to accelerate the onboarding of Sales teams onto the Salesforce platform. Reduced onboarding time by 75% and efforts increased software renewal pipeline by 25%.• Led Agency to deliver Software Renewal Email Nurtures, Templates, and Best Practice Playbooks which enabled Marketers to deliver best-in-class email programs that increased our software maintenance attachment rate by 10% and software maintenance revenue by $1m.• Led improvements to Paid and Organic Search Strategy, as well as implementing progressive profiling and Demandbase integration with web forms, which resulted in an improvement to our web conversion rates of 24% and an increase in the website's contribution to pipeline by 85%.

Dublin 2, Ie

• Consulted on behalf of M9 Solutions and Accenture to drive Marketing Automation engagements with Fortune 100 technology clients and ensure successful business outcomes.• Provided clients with insights and best practices across different Marketing Automation Platforms such as Oracle Eloqua, Salesforce Pardot, Salesforce Marketing Cloud, and Adobe Marketo.• Awarded with Einstein Innovation Award by the Corporate Executive Board (CEB) for delivering the first API-based integration between Oracle Eloqua's Program Canvas and Salesforce Opportunities to enable Customer Lifecycle programs and campaigns.

San Jose, California, Us

• Drive the implementation, global standards and operational performance optimization of Symantec’s Marketing Technology Stack collaboratively with key operational partners (e.g. Eloqua (Marketing Automation), Salesforce (CRM), Allocadia (MRM), Demandbase (ABM), Qlikview (Reporting and Analytics), Teradata/Informatica/BlueKai (Data Mgt.))• Serve as the Global Marketing Automation Thought Leader, managing an international team that instructs all regions on best-in-class nurturing use cases, analytics, buyer's journey and customer life-cycles. This includes development of campaign templates/approaches, playbooks for Awareness, Demand Generation, Renewals, Re-Engagement, etc.• Established Marketing Inquiry and Lead Flow reporting and management protocols to insure Marketing Generated Demand is accounted for daily and actioned by regional telequalification and sales teams, including the development and publication of inquiry and lead management analytics and KPIs.• Serve as the lead Marketing voice interfacing with Symantec IT on Demand Generation architecture• Established a globally accessible training platform which insures new marketing employees can quickly ramp up/exploit Symantec modern marketing techniques and capabilities• Defined strategy for integrating Social and Web based contact acquisition actions into nurturing/demand flows• Own key MAP supplier performance, contract terms, support models and roadmaps• Advance the Symantec Brand by being active in Eloqua/Modern Marketing (external facing) communities and showcasing Symantec’s progressive/global adoption of customer informed/well tailored marketing approaches

Houston, Texas, Us

• Directed an international team who manage the global operations and support of the Eloqua marketing automation platform for all HP businesses and marketing organizations• Successfully delivered the world's largest and most complex enterprise-level B2B Eloqua implementation to date, on time and on budget• Successfully integrated Eloqua with the world's largest implementation of Salesforce to date (HP is currently the largest customer of Salesforce worldwide), on time and on budget• Launched 4 major releases and 2 minor releases of enhanced Eloqua capabilities and integrations within the FY14 Fiscal Year, improving lead velocity by over 97% and increasing lead volume by 20%• Saved HP $100,000 in licensing costs by introducing more efficient management of Contacts• Developed innovative lead scoring and lead nurture program strategies that have improved lead quality and conversion by 15%• Implemented data quality programs and integrations that have enriched the value of leads for Sales• Worked with global reporting team to define reporting and analysis portfolio incorporating new metrics and KPIs that improved marketing program resource allocation• Develop and implement best practices in automated demand generation including providing playbooks to global campaign managers to maximize campaign effectiveness• Manage the marketing automation budget and participate in resource and budget planning • Define and manage service level agreements with third-party vendors and demand center resources

Houston, Texas, Us

• Successfully managed one of the largest and most complex enterprise-level B2B Eloqua implementations of its time.• Responsible for planning and managing Marketing deliverables as part of BMC Software’s implementation and integration of Eloqua marketing automation SAAS solution with Salesforce CRM and Siebel, successfully achieving all major BMC business milestones on time.• Active participant in Eloqua User Acceptance Testing, as well as configuration and setup of test campaigns, forms, emails, and other assets.• Key contributor in the development of Business Use Cases and Test Cases to ensure successful User Acceptance Testing and Business Sign-Off of the LLM Program.• Leveraged my deep knowledge of process, marketing automation, and best practices in marketing, as well as technical expertise in the areas of website technologies, SFDC CRM, and complex I.T. integrations to ensure the success of the project.• Led the solicitation and incorporation of business requirements into the design and delivery of Eloqua capabilities.• Mediated tradeoff discussions that involve requirements, process, product and best practices.• Drove resolution of complex business and technical issues

• Greatly improved the sales team’s capability to focus and execute on sales goals by establishing a sales operations infrastructure. This included defining the BRS Labs sales process, enacting it through Salesforce CRM, and enabling it through development of proposal and presentation templates.• Accelerated BRS Lab’s revenue growth through the creation of a formal Value-Added Reseller (VAR) Channel program, authoring all documents such as VAR agreement, price sheet, application, presentation, and training.• Responsible for briefing BRS Board of Directors on early stage deployment and account status updates for pipeline forecasting.• Maximized the sale team’s performance in the field by leveraging Salesforce CRM automation and integration with WebEx, corporate email and the BRS Labs web site. • Ensured successful product performance and client advocacy through the supervision of critical early-adopter and international client deployments, coordinating project deliverables with BRS Labs development and engineering teams.• Recognized as the primary Subject Matter Expert (SME) on the sales team, identifying key insights learned from client deployments to help advance discussions with potential clients at all client meetings, presentations, and tradeshows.• Enabled BRS Labs to win the first ASIS 2009 Accolades Award for Unique Approach to Security through the authorship of key articles and content utilized by Marketing to promote BRS Labs’ product launches and improve awareness in the security market.

Houston, Texas, Us

• Rebuilt the marketing and sales programs from scratch, including everything from go-to-market strategy to mapping sales processes, leads, accounts and contacts into SalesForce CRM, greatly improving effectiveness and accountability. • Refreshed the corporate brand and identity and created a consistent image across all media and marketing materials that reinforces the company’s focus and appeal to the market.• Created new web advertising, email, newsletter and webinar campaigns that increased leads by 300%.• Designated as lead spokesperson for the company, delivering promotional presentations to audiences at venture forums, conferences and local events.• Created the Executive Environmental Business Forum which is attended by top energy and industrial executives and provides corporate officers with access to thought leaders in the regulatory and trading markets.

Houston, Texas, Us

• Led go-to-market and product launch planning and execution for NetIQ’s flagship AppManager Suite product line, which generates over $100+ million in revenue annually.• Drove marketing and sales programs creation, collateral content and tool creation for product websites, product launch planning, and global marketing & sales team enablement. • Converted technical positioning into key market messages, shaping the debate on issues in our market space through press and analyst briefings and ensuring the success of our products and solutions in the market. • Played an integral role in corporate and regional marketing campaigns and promotions, including audio casts, seminars, customer briefings, trade shows, events, and other company-sponsored events.