Sales Management

PRASHANT GUPTA

*** ******* ******, *** **, Waltham, MA 02451

Cell: 857-***-****

Email: ***************@*****.***

SUMMARY

• Strong knowledge in Salesforce Administration and Customization, and Data Validation (thru

DemandTools).

• Strong knowledge of Xactly Express – tool used to calculate commission on Salesforce.

• Hands on working experience in Role Hierarchy, Custom Profiles, and Public Groups creation and User

Management.

• Hands on Experience in creating Custom Objects, Custom Fields, Page Layouts, Reports, and Email

Templates.

• Extensive business knowledge and customization experience on various Salesforce.com standard objects

like Leads, Accounts, Contacts, Opportunities, Products and Price books, Forecasting, Reports and

Dashboards.

• Experienced to maintain, enhance and create Workflows, Validation Rules, and Lead Assignment Rules.

• Experience in Forecasting and Pipeline Management.

PROFESSIONAL EXPERIENCE

Senior Field & Corporate Financial Analyst and Salesforce Admin April 2011 to present

Digital Guardian, Inc. (formerly Verdasys, Inc.) Waltham, MA

Major accomplishments: In 2013, Verdasys recorded total renewal business of $11.5M, the highest in the

last 5 years. My contribution to this growth was:

• Manage all product renewals (worldwide) and communicate with the customers on the

same. Prepare/issue renewal quotes/invoices and track them accordingly.

• Develop monthly commission statements based on the monthly bookings using Xactly

Express on Salesforce and on Excel too.

• Track all the bookings on Salesforce and reconcile them with the financial record.

• Create Sales and Marketing metrics, forecasts, pipeline reports, and productivity metrics.

Support all open pipeline, closed won/lost opportunities, forecasts, and territory management.

• Enforce data integrity for all leads, accounts, contacts, and opportunities promoting

accuracy – using reports, validation rules, and DemandTools by CRMfusion. Work with sales team on

continued development of Salesforce utilization including workflow creation, reporting and data

management.

• Create and maintain users, profiles, and roles on Salesforce. Train new and existing end

users on Salesforce.com application.

• Design management reports/dashboards and analytics to enable business decisions.

Manage all the active products and price books.

• Evaluator and part of the decision process for Salesforce apps – Xactly Express and

Insidesales.com; Admin for the mentioned apps along with other apps – DiscoverOrg & ClearSlide and

work with sales team & with the vendors on the proper functioning.

• Help senior accountant in developing/updating the annual budget and develop variance

analysis on a quarterly basis.

Responsibilities and achievements as a Field & Corporate Financial Analyst:

• Develop monthly commission statements based on the monthly bookings (using Excel).

Communicate with the Field Sales representatives, Inside Sales, Pre-Sales, & the Delivery team

members on the commissions earned.

• Prepare quarterly audit reports for VSOE (Vendor Specific Objective Evidence) analysis –

method of revenue recognition allowed by US GAAP.

• Develop different royalty reports on a monthly basis.

• Track all the bookings on Sales Logix (SLX) – tool used to record the bookings; reconcile

them with the financial record.

• Prepare monthly bank reports and assist the Controller/CFO in other financial analysis as

required. Develop PowerPoint slides with different financial data for the Board and for Investors.

Financial Operations Analyst January 2009 to February 2011

MTV Networks/Viacom Media Networks Cambridge, MA

• Contributed to the creation and maintenance of the business evaluation model for the top

executives of Viacom Inc./MTV Networks as a part of a critical business strategy evaluation project.

• Generated project budget reports and performed extensive variance analysis to identify

operations requiring special attention. Experienced in using Hansoft – tool used for project

management and JD Edwards EnterpriseOne.

• Generated product sales reports and conducted sales analysis of digital music products

using SQL queries on the MS database (MySQL) to identify strong product lines and sales trends.

• Generated music royalty reports for digital music products. Accrued royalty payments due

to music groups and revenues from the distribution partners.

• Assisted senior accountant in the month-end general ledger close activities and

preparation of various accounting reports. Performed regular Cost and Cash Flow Analysis,

Inventory reconciliation, and other analysis as needed.

• Managed payment of manufacturing expenses. Verified and approved all

manufacturing invoices; ensured payments are made to all the manufacturing vendors on

timely basis. Resolved vendor payment matters and worked with MTV financial operations

and management to resolve problems.

• Administered manufacturing and logistics payment cash flows. Generated Letter

of Credit (LC) requests for all production POs and coordinated with MTV treasury and

vendors.

• Generated and tracked Harmonix/MTV POs & Invoices for all international

shipments. Tracked all production hardware shipments and generated freight accruals.

Reconciled 3rd party shipping expenses with Harmonix/MTV accruals.

Business Consultant (contract job - Accountemps & Infoway Software) July 2008 to January 2009

Harmonix Music Systems Cambridge, MA

• Worked with vendors from Hong Kong, US, and China on a daily basis regarding outstanding

payments, deliveries, and orders. Responsible for invoice audit, payment follow-ups, and LCs

generation.

• Assisted Senior Business Consultant with additional duties as requested, which were related to

production planning, financial/cash – flow planning, and related issues.

• Communicated with the financial team from MTV, NY on payment updates, LCs status.

Financial Analyst (contract job - Kelly Services) March 2008 to June 2008

State Street Corporation Boston, MA

• Responsible for the validation of business data. Data was extracted from the database using SQL

queries.

• Ensured timely delivery of client reports, and creation of custom reports (pivot reports).

• Managed the interaction and communication with Business Unit heads/financial comptrollers

Consultant, Management Consulting Project (MBA curriculum at HULT) June 2007 to August

2007

Electrolyzer Corporation Woburn, MA

• Participated in a team-based feasibility and implementation study for a start-up venture in the cleaning

services industry.

• Developed entry strategies and analyzed potential market and customers for the company.

• Resulted in an increase in sales of 100% within 3 months of the project.

Project Engineer May 2000 through December 2006

Wipro Technologies, Keane India, and other companies.

Key accomplishments include:

• At Wipro, led team of four employees to develop the Electronic Data Interchange (EDI)

solution for 50 major clients, resulting in efficiency improvements and cost reduction of 15%.

• At Wipro & Keane, managed client and project team coordination and exceeded the

service level agreements, resulting in rewards and recognition by both senior management and clients.

• At Keane, recruited and trained 20 new employees and contractors supporting the

technology and placed them on billable projects within 2 months.

• At Keane, designed the new Training Management system, resulting in time saving in

identifying the training needs along with the training record.

EDUCATION

HULT International Business School, Cambridge, MA

Master’s in Business Administration (MBA), December 2007.

GPA: 3.5/4.0

Took one quarter of studies abroad: Shanghai, China

Relevant courses: Financial Statement Analysis & Valuation, Investment Banking, Working Capital

Management, Managerial Accounting, Economics, Quantitative Decision Analysis, Strategy, Management

Consulting

International Management Institute, New Delhi, India

Post Graduate Program in Information Technology & Management, May 2003

GPA: 3.3/4.0

Major in Finance and Accounting (Minor in Information Technology)

Punjab University/Government College for Men, Chandigarh, India

Bachelors of Commerce, April 2000

Graduated with distinction and Honors in Business Financial Accounting

ADDITIONAL INFORMATION

Languages Fluent in English and Hindi

Skills Financial Analysis & Reporting; Financial Modeling

Budgeting and Variance Analysis

Microsoft Great Plains

Microsoft Office Suite (Word, Excel, Access, & PowerPoint)

Pivot Tables; VLookup; SQL

Salesforce.com; Xactly Express

Sales Forecasts; Pipeline; Reporting; and Dashboards

EchoSign

Linked-in Profile http://www.linkedin.com/pub/prashant-gupta/4/9a9/82a

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