Raymond Kim Email & Phone Number

New York, Ny, Us

• Leading team of 5 Sales Ops team members providing tactical and strategic support to Sales Director, Renewal Management and Customer Success teams, generating over $120M in ARR.• Executed the Sales team transition to a land and expand sales model with the CS org leading to a 34% QoQ growth in contract upsell and expansions.• Successfully guided implementation of Salesforce and migration from Hubspot of resulting in transformative improvements to data quality and sales/renewal processes. • Advising on evolution of our Quote to Cash process for sales and Revenue Operations, resulting in improvements to CPQ implementation and revenue reporting.• Collaborating, advising and executing on strategic cross-functional projects with RevOps, Product, Legal, Customer Success and Finance ranging from NPI, new process implementation, and reporting/analytics.• Responsible for accurate sales forecasts and revenue reporting from SFDC and Gong.• Managing and executing annual and mid-year sales planning on comp plan design, quota, comp plan incentives (SPIFFs) and territory changes.

New York, Ny, Us

• Provided tactical ad hoc support to all sales functions (Sales, BDRs, and Customer Success)• Leading a team of 4, responsible for Salesforce and Hubspot administration, deal management and structure, reporting monthly/quarterly business metrics and projects/ticket requests. • Designing and building Sales and Account Management processes and best practices. • Primary Sales SME and project lead on Salesforce implementation – leading design of SFDC, UAT testing, data clean-up/migration and change management.• Enabling Corporate Strategy / Partner sales initiatives such reselling partner products and transacting through cloud provider marketplaces (AWS, GCP, Azure).

San Francisco, Ca, Us

• Quickly ramped and took over CSM territory and comp plan administration during a high growth period (CSM team doubled in size)• Administered compensation plan for the Customer Success Manager team (150+ CSMs)• Owned Monthly/Quarterly consumption (customer usage) and churn reporting for the CSM team, as well as compensation exception approval reviews• Managed quarterly CSM territory shuffle to realign CSM resources to customers and sales teams• Led annual planning for Customer Success organization comp plan design, comp plan measures and implementation• Enabled CSM team and other stakeholders on the CSM comp plan design and plan drivers• Collaborated with DS Anaplan COE to scope, design and build a CSM territory management and quota calculation module in Anaplan

San Jose, California, Us

• Supporting a sales team generating over $100M/year sales. • Leading a team of 4 analysts, responsible for SFDC administration, deal support, metrics, territory management and sales enablement. • Operationalizing new security product and offer launches in cross functional projects with Business Systems, Product, Sales, Finance and Marketing.• Managing sales compensation process for the Cloud Security Sales and Sales Engineering teams.• Advising other Cisco business units and recent acquisitions on best practices for running a SaaS sales team, and operationalizing their upcoming integration into the Cisco sales ecosystem. • Collaborating with our systems team on strategic Salesforce CRM projects, such as CPQ implementation, data clean ups, and Lightning implementation.• Working with Business Intelligence team to analyze and audit our sales pipeline/bookings for accuracy.

San Jose, Ca, Us

• Led a team of two Sales Ops analysts with a focus on sales support, order management and channel operations.• Managed the team project lists and tickets submitted to Business Systems to ensure projects are completed on time for our various stakeholders. • Rolled up bi-weekly pipeline forecast to internal stakeholders from the product, demand-gen and sales organizations• Provided technical assistance and training documentation to the Sales team and Cisco Partners to prepare them for transacting on the Cisco Commerce Workspace platform.• Worked with the Cloudlock sales/marketing operations and Cisco Integration teams to train and prepare the CL sales team for a successful GPL launch and migration onto our Salesforce instance. • On-boarded new Channel Reseller and Distribution partners on the product and price book, quoting, and ordering Umbrella.

San Jose, Ca, Us

On August 27th, 2015, OpenDNS was acquired by Cisco for $635M, and is now part of the Cisco Security Business Group. • Provided live technical assistance and troubleshooting to the global sales team in Salesforce and quoting tools.• Ran on-boarding program to ensure every new hire had the appropriate product and sales tool trainings needed to be successful in their role by creating technical and process documentation for Sales, SE, and Channel teams. • Led the successful migration of sales territories from our legacy mapping to Cisco territories.• Built and managed reports and dashboards for sales, renewals and Channel for tracking the health of the business. • Developed lead management processes and best practices for the Business Development Team to ensure lead flow from Marketing to sales, resulting in maximizing lead conversion and pipeline generation.• Performed list uploads utilizing Marketo and Cloudingo for leads generated from Marketing and Sales events.

San Jose, Ca, Us

Q1 2015 - $1.76 MM in Sales OpportunitiesQ2 2015 - $1.36 MM in Sales Opportunities• Consistently achieve sales opportunity creation quotas valued over $1.2MM each quarter.• Conduct interviews of new MDA applicants.• Manage a team of 9 Market Development Associates to exceed quarterly sales goals of over $6MM per quarter.• Train new hires on business process, qualification process, customer service, and lead management. • Assist the inbound and outbound sales development teams with ad hoc projects and building reports. • Review and build business processes to improve team workflows and speed up sales opportunity creation.• Building reports in Salesforce to keep track of pipeline generation progress.• Working cross functionally with Sales to ensure Service Level Agreements are being followed.• Working with sales, marketing, support and customer success.

San Jose, Ca, Us

• Educated, qualified, and routed inbound inquires as sales ready leads.• Leading high-level technical discussions with senior executives and IT professionals about network security and our products• Interacted with prospective customers via phone, email, and live chat.• Collected and recorded quality data on key prospect attributes to enable effective market analysis.• Provided closed-loop feedback to ensure continuous process optimization.• Assisted with marketing campaign management, focused on lead generation.• Consistently achieved lead quotas over $1MM each quarter to ensure revenue objectives.• Created email campaigns to nurture leads by explaining our solutions in a clear and concise manner.• Used multiple sources and tools to research companies and keep our database up to date with recent lead information.

San Jose, Ca, Us

• Consistently exceeded sales pipeline-building goals in my first 3 quarters resulting in • Efficiently managed a high volume of inbound sales inquiries via phone, email and live chat.• Led in depth discussions with IT professionals and executive level leads on OpenDNS solutions.• Researched target verticals for outbound prospecting opportunities and cold called C – Level execs.

Walnut Creek, Ca, Us

• Exceeding sales goals by achieving over $25,000 a month in sales and managing over $200,000 in accounts.• Reviewing house account policies for opportunities to sell additional memberships and insurance products as part of a strategy to increase sales and maintain a high rate of retention.• Managing leads on Salesforce.com and converting sales opportunities into customers.• Utilizing sales and underwriting tools to assess risk, recommend appropriate products and generate sales.• Performing excellent customer service for members and developed long term relationships with customers.• Sustaining knowledge of over 10 different products and underwriting guidelines resulting in quality sales.• Attending community and business events to market the AAA brand and prospect for sales opportunities.

Walnut Creek, Ca, Us

• Cold called over 300 prospective customers a month, overcoming objections and setting appointments.• Articulated AAA insurance products to educate clients’ on the value of life insurance and capture their interest.• Evaluated clients’ finances and family situations by conducting need analyses to make recommendations and create personalized life insurance plans.• Completed field underwriting to pre-qualify applicants and minimize the cost to acquire new insured’s.• Reviewed insurance policies for customer retention and to ultimately solicit opportunities for additional sales.• Evaluated client finances and conducted needs analyses to provide appropriate insurance solutions.• Consulted clients on asset retention strategies while building lasting customer relationships.

• Worked with an executive team to successfully franchise the alumni chapter of DSP.• Created chapter events to provide alumni an opportunity to reconnect and network.• Reached out to collegiate and unaffiliated alumni to recruit new members to the chapter.

• Directed a successful event promoting Chinese culture awareness that garnered over 350 attendees.• Managed a team of over 40 students in logistics, foodservice, public relations and decorations committees.• Facilitated weekly meetings and rehearsals to effectively meet strict deadlines and project milestones.• Fundraised over $4000 from UCSC resources and ticket sales to pay for entertainment and refreshments.• Collaborated with over 10 organizations and performers to create entertainment for guest.

•Assisted with the logistical duties required to set up a new sales/marketing company•Researched and compiled profiles of prospective clients •Co-developed a template for a sales-marketing action plan•Designed a market survey for local real estate agents to analyze interest in a new real estate marketing tool

• Co-founded the first professional business fraternity at UC Santa Cruz.• Served as the Vice President of Professional Events and member of the chapter executive team.• Established relationships with UCSC and professors to obtain endorsements for a new campus organization.• Recruited potential members to grow the chapter from 8 students to over 40.• Created chapter events focused on professional activities to educate students and market the chapter.

• Provided exceptional customer service that resulted in great customer satisfaction• Maintained the relationship between customers and the restaurant.• Remained highly knowledgeable about the food served at the restaurant in order to educate customers and help them make informed decisions.

• Assisted auditors with by reviewing UC policies and controls and by creating test matrices• Created an audit case study for future interns by reviewing past audits and using CCH Teammate Audit Management program to formulate an audit scenario.• Reviewed, edited and prepared ongoing audit reports and summaries.

• Audited department financial statements and purchase orders to ensure accurate reporting.• Created a spreadsheet to organize purchase orders for future reporting.• Created a database of contractors for future public works projects.• Assisted with the contract bidding process as a notetaker

San Jose, California, Us

http://www.mercurynews.com/centralcoast/ci_11661272• Established the first Business Plan Competition at UC Santa Cruz.• Assisted with the planning and logistics of the competition banquet, with dinner, meet and greet with judges, and the finalist's presentations with a live audience.• Created and edited the banquet program.• Attended weekly meetings to develop the format of the competition.• Developed relationships with the UCSC Economics and Engineering departments to obtain funding and operational support

Business Management Economics, Financial Accounting

Education record