Directed Salesforce.com reimplementation project which successfully increased usability for the sales and professional services organizations. Drove bookings and pipeline reporting from Salesforce the first time in 12 years. • Led system improvements focused on the areas of opportunity management, account clean-up and optimization, and data accuracy; created and implemented a newly acquired deal process that drove agreement information through Salesforce.com and streamlined processes between sales, legal, finance and customer success units. • Closely worked with business systems team to define and implement Apttus, the quoting and contract management system utilized by sales, including training the global sales organization; managed pipeline and forecast reporting. • Created and led new hire system and process training, including Salesforce, Echosign, FinancialForce, and Apttus. • Accountable for territory management and analysis to support and optimize sales rep productivity. • Drove the creation and implementation of compensation plans for global sales teams including the commission reporting and commission exception escalations. • Produced specific quarterly competitive dashboard, used to advance insight into performance against competitors. • Managed field operations team that supported the global field organization of 300+ • Selected to participate in the global leadership development experience, a 6-month program for employees identified as having exceptional leadership potential.

Managed Salesforce.com implementation program. Accountable for progression of professional edition to enterprise edition, utilizing new functionality to increase sales team productivity and data accuracy. • Successfully led the merging of Salesforce.com data and reports from critical internal systems. • Defined tracking metrics and comprehensive revenue team activity; update and maintained reports for the executive team and monthly board presentations. • Closely collaborated with finance to create and implement compensation plans for sales, account management, and business development teams. • Determined calculation of commission payouts; ensured preparation development accuracy. • Analyzed sales data to enhance vertical strengths of the sales team and advance alignment efforts for the sales and business development teams. • Supported relationships with external vendors (Salesforce.com, GoToMeeting, Comscore, etc.) and researched new sales instruments; successfully managed sales coordinator and sales interns.

• Accountable for driving the success and adoption of Salesforce.com implementation program with enterprise level Salesforce.com customers. • Educated customers on best practices, and new features, and functionality; played a key role as a trusted CRM Advisor - internally escalating customer issues that impacted success. • Negotiated and implemented renewal contracts; managed a pipeline of renewal opportunities.

• Implemented standardized pipeline and forecast reporting while enforcing consistent utilization of Siebel amongst the sales team and sales management, which resulted in a measurable improvement and data reporting accuracy across all business units. • Efficiently executed the daily needs of a 40 person staff-decentralized sales team; cooperated with finance team to create and implement new sales incentive compensation plan, including defining sales goals and creating accurate reports to track progress. • Assumed as New Business Lead role for quarterly Siebel releases, including project scoping, process development, UI configuration, testing, and subsequent training for the sales team. • Closely worked with related groups in the company - including finance, account services, technology and HR - to improve processes and communication. • Partnered with commission analyst and sales managers to investigate reporting discrepancies; located lost revenue; consistently positioned significant revenue, resulting in individual sales teams reaching quarterly and annual goals. • Led 4 person staff Inside Sales Team accountable for lead qualification and appointment setting for the Enterprise Sales Team; managed vendor relationships, including contract negotiations.

• Grew sales efforts for Amazon.com growing Salesforce.com from 25 users to over 240 users, including analysis of business objectives and key functionality for over 12 teams in 5 countries, UI configuration, and sales training, and documentation for US and international users and senior executives. • Drove 85% user adoption of Salesforce.com by increasing executive sponsorship before implementation and managing business exclusively through the application upon implementation. • Assisted in integrating Salesforce.com with an internal merchant integration database, eliminating the manual process of transferring information and increasing data consistency. • Managed 4-person staff sales operations team; supported business development team of 70+; led generation activity, including analyzing and purchasing lead lists.

• Led the design and development of CRM training programs, delivering audience-specific training classes for Siebel users and management staff. • Created and maintained training database for all RealNetworks Siebel users worldwide; assisted account executives with forecasting and revenue reporting.