Account Based Marketing
Created demand through various campaigns focused on digital, content, and account-based marketing tactics to create a diverse opportunity pipeline to generate sales revenue. Utilized Salesforce.com, Bombora, Terminus, Zoominfo, and Pardot to execute campaigns and track success.
Identified and Developed High-Value Customer Profiles
Identified customer purchasing behavior, decision-making processes, and pain points to create tailored marketing strategies that drove growth. Developed customer personas and mapped target audiences’ buying journeys to unify and optimize marketing resources, including talent, technology, and go-to-market strategy.
Redefined Lead Qualification to Align with Customer Behavior
Drove the transformation of a division into a stand-alone brand. Developed customer-centric strategies that integrated multiple acquisitions, streamlined customer engagement resources, and refined lead qualification processes, contributing to a 20% increase in marketing-to-sales conversions by better aligning marketing efforts with customer purchasing behavior.
Post-Merger and Acquisition Technology Consolidation
Implemented strategies post-acquisition and consolidated marketing technology into a cohesive sales and marketing infrastructure. Created seamless integrations between HubSpot and Salesforce: sales process alignment, lead conversion, and opportunity pipeline management.
Marketing Automation Implementation and Sales Process Alignment
Integrated HubSpot and Salesforce, enhanced web forms, and redefined the scoring and qualification processes. Streamlined lead routing and assignment, improved marketing attribution and nurture programs to cultivate prospects until they become sales-ready.
Marketing Attribution to Show ROI through Comprehensive Campaign Management
Implemented a holistic approach to opportunity pipeline management to seamlessly align campaign association with key performance indicators and optimize ROI. Created a robust reporting and dashboard system to provide clear visibility into campaign performance, ensuring data-driven decisions and sustained growth.
Streamline Customization for Reduced Costs and Expansion
Conducted an in-depth Salesforce environment analysis to increase end-user satisfaction and decrease administrative complexities. The analysis included detailed application/interface diagrams, Salesforce object models, security audits, and Salesforce associated cost review. The environment improvements included a 70% reduction in custom objects and significant yearly cost savings.
Implementing A Program Management Office
Project manager for a large-scale Program Management Office redesign. Redesigned project intake and activation processes and controls, defined department roles and responsibilities, and designed and facilitated the launch of an executive management steering committee to align and prioritize projects with the company’s strategic objectives and growth plan. Also conducted a clean-up and re-prioritization of the […]
Post-Merger and Acquisition Program Management
Led post-merger and acquisition integration for a publicly traded health care client following its purchase of another publicly traded solution provider. Responsible for managing multiple teams through the consolidation of financial, CRM, human resources, and other technical solutions.
Operational Assessment for Scalability
Project manager for a company-wide operational assessment to identify inefficiencies, quality issues, scalability barriers, and business frustrations for a two-year-old technology start-up. Developed actionable recommendations to address these pain points and position the company for future growth.