Matthew Cloherty Email & Phone Number

Boston, MA, US

• Project Manager for automating ARR from an offline spreadsheet to using Salesforce CPQ and Snowflake/Looker. Work includes leading bi-weekly working sessions across data analytics, FPA, and RevOps, and weekly updates.
• Built a sales productivity model for existing business based on historical Net Dollar Retention (NRR). Findings informed a structural change to the commissions plan, as well as 5 key levers with OKR goals to drive NRR.
• Owned the territory and quota model for Private Sector AMs & CSMs, 50+ heads, covering $48M+ of ARR and 700+ Accounts. The model also leveraged the new automated ARR data model and created a bottoms-up NRR per.

Boston, Massachusetts, United States

• Lead the data & analytics strategy for Customer Success, Renewal, and Partner organizations. Focused on data ingestion, creation, and delivery across each group and partnered with a respective Operations Director for.
• Owned the redesign of Gainsight’s data architecture for objects, reports, and ETL-based rules during the mitigation to the new instance. During the pre-mitigation work, led the impact analysis that allowed the team to.
• Owned the coordination of data-related workstreams for the launch of the new Partner Program in FY’24. Workstreams include the calculation of rebates and MDF across systems, revamping internal Power BI views for.

Boston, Massachusetts, United States

• Established PTC’s first Customer Success Analytics team under the Field Analytics COE. Responsibilities included developing the overall Analytics development strategy & platform, supporting the CSM Leadership reporting.
• Managerial responsibilities included managing a global team of 3 analysts, with one based in Boston, and two in Bucharest, Romania. The individual members' work ranged from CSM Dashboarding & Exec Presentation, full.
• Launched a new agile approach to BI solution development for Customer Success leveraging Power BI resulting in 4 new highly used Dashboards within a period of 3 months.
• Identified and took lead for the rearchitected Gainsight’s data model, with a particular focus on account creation and ensuring ARR and product hierarchies matched corporate standards.
• Developed standardized reporting materials for interlocks between Customer Success Management and Product Organizations. Materials ranged from customer insights on use cases across different product lines, NPS.
• Lead FY’2022 CSM Strategy & Planning with a focus on CSM coverage in relationship to Sales, Products, and the future of PTC’s Paid Customer Success offering. A combination of modeling, comparison to Industry.

Waltham, Massachusetts, United States

• Security BU’s GTM Planning Lead for Customer Success, Channel & Dell Sales Organizations. Responsibilities range from the creation of Quarterly Business Reviews, development of executive & rep level KPIs, Planning &.
• Built and owned modeling for the Security BU’s FY-2021 Renewal Bookings Operating plan totaling over $180M in Bookings. Modeling inputs included historical renewal rates across Geos, Products, & Customer Spend.
• Responsible for the Quarterly the Renewal Bookings & Renewal Rate forecasting.
• Launched self-service BI leveraging Power BI & Tableau for Customer Success to understand the distribution of Customer Health across the SBU full ARR portfolio, and the impact of the Top 100 Accounts. This tool was.
• Constructed the first ever forecasting and reporting packages for Carbon Black’s OEM Dell On-The-Box business launched one month after acquired by VMware in October 2019.
• Coordinated launching customer usage metrics for Dell-On-Box customers. The team included members of Product, Data Science, and GTM Operations.

• Designed and built a productivity and staffing model for the Global CSM Organization based on CSM to customer ratios. The customer ratios were based on a forecast of new customer acquisition as well as churn and.
• Designed and built a customer level view of Rapid7’s Global Portfolio and leveraged the work to build 40+ CSM territories based on total Customer Annual Recurring Revenue and regional alignment. Senior management also.
• Managed the redesign of the Customer Success Compensation plan, shifting the plan from a Cohort Renewal Rate to a Renewal Annual Recurring Revenue (ARR) Dollar Target and Lead Generation Quota. Presented my 2018.
• Modeled and owned the allocation of a $10 Million Closed Won ARR Lead Generation Quota across the Global CSM Organization based on CSM territories and historical contribution to closed won pipeline across Global Sales.
• Own the distribution and ongoing maintenance of CSM territories and compensation plans. My responsibilities range from developing and enforcing account transitions to assigning all net new accounts to the correct CSM.

Boston, MA

• Assisted with the development of the annual sales plan and strategy for global renewals including information such as pricing, territories, team structures, compensation plans, etc.
• Regularly collaborate with teams from Sales, Marketing, and Corporate Strategy on ad hoc analysis, as well as long-term projects related to renewal bookings and customer retention.
• Meet weekly with a database engineer to enhance Tableau Server Data Sources to increase the accuracy of Retention Reporting, as well as improve Retention self-service analytics across the company. This work includes.
• Owned and distributed a monthly presentation to the Executive Team that summarized and gave commentary on how Renewal Bookings and Retention Rates were tracking toward the plan, as well as highlights important trends.
• Developed an automated model using Tableau Desktop to determine which future renewals required coverage from a Renewal Rep based on multi-variables, ranging from full account spend, future re-pricing strategies, and.
• Built and balanced Renewal Territories for 35 Renewal Reps, ranging from the Major Reps to Specialized Product Reps and International Reps with language and market focuses.

Newark, NJ

• Use Excel and IBM Cognos to complete, review, and distribute daily, weekly, and quarterly reports on Prudential’s top credit and top counterparty exposures for Senior Management
• Monitor daily compliance with single-issuer credit limits and perform the initial analysis via large Excel data sets
• Regularly coordinate with Business Operations as well as Asset Management to better monitor, research, and resolve potential credit and asset class limit overages
• Contribute to Power Point presentations that outline the credit risk exposure for Prudential’s aggregate general account and each of Prudential’s major domestic subsidiaries for the Board of Directors as well as major.
• Create and update procedures for IRM’s daily, weekly, monthly, and quarterly reports

Education record

Education record