Systems Operations and Vendor Management

• Oversee operations for all sales and marketing systems, including but not limited to Salesforce.com, Hubspot, Adaptive Insights, etc. 
• Evaluate and optimize the use of sales and marketing CRM and demand gen tools with a goal of streamlining lead generation, sales cycle development, and the customer lifecycle process. This includes team training, troubleshooting, governance, application, optimization, etc. 
• Manage reporting for both sales and marketing.
• Manage relationships with tools and systems vendors including system architecture and design, identifying development and customization needs, contract management, budgeting, user renewals, etc.

Market Opportunity and Pipeline Management

• Manage forecasting/planning and tracking for new business, as well as upsell/cross-sell opportunities across sales and business development. 
• Identify white space across all solution areas. Develop contact lists for opportunities. Work with marketing to penetrate target opportunities and deliver leads to sales for follow-up.

Prospect Journey, Sales Process, and RFP Support

• Oversee Salesforce.com process and execution as it relates to marketing lead generation, nurture programs, and prospect assignments to sales in all points of the prospect journey relative to campaign ideation, build, and execution. 
• Define and streamline sales processes, prospect life cycle, and cross-functional engagement with sales team members and other relevant teams. 
• Manage development and delivery of sales compensation, incentive plans and commissions in conjunction with Chief Growth Officer.
• Manage territory, targets, and compensation assignments.
• Collaborate with key stakeholders when coordinating messaging to target accounts (account management, marketing, and strategic sales team members). Help ensure a coordinated approach to direct campaigning and communication.
• Oversee the RFP process, including consultant support and cross-functional collaboration, to ensure quality responses are submitted on time and aligned to company objectives. 

Data Management, Reporting and Analysis

• Streamline data management processes across the organization to ensure demand gen and CRM management contacts are clean and segmented according to needs. 
• Manage data integrity, target lists and addition of net new leads to CRM and marketing databases to effectively target outreach. 
• Work cross-functionally to manage and report on the following: sales pipeline, demand pipeline, marketing campaigns, and communication outlets.
• Analyze results and develop recommendations on how to address shortfalls and maximize performance.

• Develop press releases and engage with the media. 
• Collaborate with stakeholders to create social media content.
• Plan or direct the development of programs to maintain favorable market views of the organization's agenda and accomplishments.
• Coach designated team members in effective communication with the public and employees.
• Study the organization's objectives and needs to build public relations strategies that influence public opinion and promote products, ideas, and services.
• Prepare and edit organizational publications, including employee newsletters or case studies and product brochures.
• Oversee web content, including evaluating, updating and maintaining content.
• Collaborate with subject matter experts to write and produce thought leadership content. 
• Develop content for solution-focused campaigns and singular content deliverables across multiple platforms, such as webpages, ads, emailers, brochures, case studies, articles, etc., and assist in creating content-driven templates and standards for various deliverables. 
• Edit and revise draft content from team members across the organization to ensure content is free of grammatical errors, and compliance risks and follows all brand editorial guidelines.
• Ensure all content is aligned with brand style, writing standards and CAQH voice.
• Oversee and assist in the professional bio creation and publication process. 
• Conduct simple keyword research working with SEO team to increase web traffic. 
• Identify gaps in content and recommend new topics. 
• Organize and maintain content calendar to publish or complete needed work within deadlines.