Finto Lawrence

• Create and maintain dashboards to track key sales metrics, including pipeline status, win/loss rates, and sales performance.

• Monitor the sales pipeline and ensure data integrity in CRM systems.

• Work with IT to troubleshoot and resolve any technical issues related to sales systems.

• Provide training and support to the sales team on tools and processes.

• Support the sales team with ad-hoc analysis and reporting as needed.

• Regularly review and clean duplicates, perform merge actions, update outdated or irrelevant data in the CRM.

• Escalate support requests to management and ensure they receive the appropriate attention.

• Undertake Salesforce admin responsibilities as required.

• Respond to ad hoc inquiries from stakeholders, including sales, finance, operations, and HR.

• Provides internal support for new customer creation, product/service contract and order management.

• Conduct deal validations to review completeness, accuracy and data integrity across systems of opportunities, quotes and order forms of closed deals.

• Take ownership of cases opened by sales and resolve their issues or provide necessary support to enable successful quoting and escalate appropriately as needed.

• Work with the sales team to structure deals that meet the needs of the customer while maximizing the company's profitability
• Able to read and comprehend customer inquiry and translate the same into meaningful required proposals
• Evaluate incoming RFPs to understand customer requirements, timelines, and scope
• Take care of the entire new logo right from its onboarding to order processing and renewal quoting
• Updating and assessing contract terms by checking proper revenue and cost recognition using the IFRS15 and ASC standards
• Conduct timely trainings with the sales team about the procedures, regulations, and best practices of the deal desk to get their quotes approved
• Partner with Sales and Collections to resolve billing and collections issues
• Quote and PO creation in Salesforce CPQ
• Assist with commission data gathering, reporting, track changes in sales employee data for new hires, terminations, transfers and compensation for accurate global regions commissions calculation
• Maintain monthly and quarterly commission for all variable carrying individuals, Creating SOPs and contents so that everything is documented and accessible in a Shared Drive
• Specialist in writing, editing, and coordinating responses to RFPs and RFQs.

• Being a Start-up, this job role has given me vast experience right from Pre- Sales to Customer Success, Renewals, Platform Adoption and Deal Desk
• Salesforce Admin Tasks, new User creation and setting up the privileges to User, New SF fields and objects creation, Workflows, creation of Validation Rules
• Preparing dashboards and reports for sales reps, SE, CSM, Sales managers and Directors and for the CEO
• Till now have created 119 dashboards across the entire sales team New user creation and providing access to Salesforce and Clari
• New field and custom report creation in Salesforce
• Setting and updating and analyzing sales targets for Sales in Clari and Salesforce for Account Executives, Account Managers, and their managers
• Providing daily reports and dashboards to the VP for Customer Success and Sales team
• Implemented Service Cloud and provided training to the customer support team
• Providing training and mentorship to new Sales Operations Analysts
• Setting up new processes and implementing it across the whole organization
• Automating the existing processes so that less time is spent on manual work
• Working on Best Practices and Continuous Improvement for better utility of the resources
• Supported the on-boarding of new sales hires for the quoting and deal desk team, providing initial on-board quoting assistance and driving relevant enablement, training and support
• Working in the PST time zone to assist and provide full support to Directors and VPs.

• Provide deep technical product knowledge, and educating customers on early implementation and adoption of our software
• Part of the licensing team, help the end user with product licenses, generating the license keys and troubleshooting their licensing issue
• Acting as the link between High Value customers and Sales Reps and Business-Critical Account Managers (BCAM) Evaluate incoming RFPs to understand customer requirements, timelines, and scope
• Participate in the pre-delivery process to understand customer business and technical objectives, Own and manage SOW templates and edit and update whenever required Work with the sales team to structure deals that meet the needs of the customer while maximizing the company's profitability and meet company policies
• Coordinate with Sales Engineer to check how our product can fit in the customers eco system by checking the compatibility of their applications
• Track and report customer software usage and guide the customer in how they can better utilize our software with the help of a SE
• Oversee the implementation, configuration, and maintenance of our product
• Oversee troubleshoot and validate configurations done by the SE to ensure successful implementation in client domains and communicate effectively to the PS Team
• Ensure client needs are met and deliverables provided on time as defined in the SOW.

• Successfully setup the EMEA Deal Desk team, including the hiring, training, quality evaluation, providing SOP’s and training material for future team
• First line Global Approver for deal size up to USD 1,000,000 (DEAL DESK) and restructuring the quotes for better profitability
• Responsible (POC) for the AMS Deal Desk approval, new joiner training and support
• Analyze deals and approve/reject quotes for Non-Standard Pricing by reviewing quotes and existing contracts in Salesforce, through company policies and business judgment
• Worked on the daily team cases through Case Management Arranging for the required Sales Leaders Approvals for huge discounts
• Resolving booking related issues by coordinating with finance, sales, renewals, and other required teams
• Assisting Partners and Sales Team with the entire Sales Cycle, generating opportunity, creating/managing queries on quotes and renewal service contracts, NSP discount approvals and Sale to order booking issues
• Manage the entire end to end order life cycle, including order preparation, order monitoring, permission, and billing/credits/cancellations for new and renewal orders
• Collaborate with the Sales Team to support and manage queries with respect to existing or new processes that we are briefed and trained on
• Directly aligned to the Sales Rep belonging to the EMEA region so that they can directly get in touch for urgent quote requests
• Validation of the Quotes prepared by the Sales Rep to ensure that the quotes are created correctly without any errors.