Sales Process & Platforms Specialist

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The Sales Process & Platforms Specialist serves as the strategic owner of end-to-end sales processes (Lead-to-Order) and associated platforms, including Salesforce, Outreach, Jiminny, and ZoomInfo. This role is pivotal in driving platform optimization, ensuring user adoption, and managing change across the global sales organization. Collaborating closely with the Director, Sales Process, and other process owners, you will simplify, harmonize, and integrate sales processes to enhance sales productivity and customer engagement.

Platform Administration & Optimization:

• Lead the administration and continuous improvement of key sales platforms (Salesforce, Outreach, Jiminny, ZoomInfo).
• Ensure platforms are configured to support streamlined, efficient, and effective sales processes.
• Oversee platform integrations to create a unified, user-friendly experience across the sales tech stack.

Sales Process & Design Management:

• Design, optimize, and maintain all sales processes and policies, ensuring alignment with business goals and global consistency.
• Collaborate with technical business analysts and other stakeholders to build and execute the technology roadmap for digitalizing sales and partner management processes.

User Adoption & Training:

• Drive user adoption of sales platforms through effective change management strategies, training programs, and ongoing support.
• Develop and deliver training materials and workshops to ensure the sales team fully leverages platform capabilities.

Change Management:

• Assess and manage the impact of process and platform changes on the sales organization, ensuring smooth transitions and minimal disruption.
• Work with change management teams to develop communication strategies and training plans that support the successful rollout of new processes and tools.

Process Simplification & Harmonization:

• Simplify complex customer-centric operational processes, driving consistent, consolidated, and integrated sales processes across the organization.
• Implement industry best practices such as Lean Six Sigma to improve process efficiency and effectiveness.

Collaboration & Stakeholder Management:

• Work closely with cross-functional teams, including Sales, Marketing, IT, Finance, and external vendors, to ensure alignment and successful project delivery.
• Build consensus and influence stakeholders at all levels to support process and platform changes.

Measures of Success:

• Successful implementation and optimization of sales platforms with high user adoption rates.
• Defined and documented sales processes, policies, and technical architecture that align with business objectives.
• Positive feedback from the sales team on the ease of use and effectiveness of sales platforms and processes.
• Clear and measurable improvements in sales productivity, process efficiency, and customer engagement.

Essential Competencies, Knowledge, Skills, and Experience:

• Platform Administration: Proven experience administering and optimizing Salesforce, Outreach, Jiminny, ZoomInfo, or similar platforms in a global sales environment.
• Sales Process Expertise: Deep knowledge of sales processes (e.g., lead management, opportunity management, forecasting, quoting) and related sub-processes (e.g., approvals, commission splits).
• Change Management: Strong track record in managing the change impacts of process and platform automation within sales teams, with a focus on user adoption and training.
• Process Optimization: Expertise in process design, simplification, and optimization using methodologies like Lean Six Sigma.
• CRM Knowledge: Comprehensive understanding of CRM domains, including sales cloud, master data management, configure-price-quote (CPQ), incentive compensation management, and digital signatures.
• Innovative Process Modelling: Experience with modern process modelling methods such as design thinking, innovation, and storyboarding.

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As a global leader in PR, marketing and social media management technology and intelligence, Cision helps brands and organizations to identify, connect and engage with customers and stakeholders to drive business results. PR Newswire, a network of over 1.1 billion influencers, in-depth monitoring, analytics and its