Support Specialist Project Manager

Irfan M. Usman

617-***-**** ***********@*****.*** 27 Jacqueline Rd, Waltham, MA 02452

Enthusiastic, goal oriented, and driven professional. Exceptionally organized and detail-oriented with more than 6+ years’ experience in sales operations, sales analytics, accounting and financial analysis. Recognized for natural leadership capabilities, problem solving skills, business knowledge, and project management. Valued team member with a talent for mastering new processes and technologies, implementing operational improvements, and controlling large volumes of information with utmost confidentiality.

Proficiencies include: Dynamic leader and strong work ethic Experience in business planning and logistics Extensive finance and management skills Accounting procedures knowledge Knowledge of Sales Operations and analytics C-Suiteutive communication and presentation skills Analytical and problem-solving experience Project Management Expert Strong knowledge of Enterprise selling process and SaaS business models

Software Skills: MS Office Suite, Google Suite, Salesforce, Slack, Zoom Info, D&B Hoovers, Asana, and Highspot

PROFESSIONAL EXPERIENCE & ACHIEVEMENTS

MyCase (Affinipay), Austin, TX July 2022- Present

Sales Operations Lead

•Sales Operations Lead working with Director of Revenue Operations to update sales operations 5 merging companies

•Directed performance and implementing new process for SFDC to from Lead to Cash upon the merger of companies

•Collaborated in developing and implementing compensation plans for 100+ sales representatives which improved sales by 5%

•Develop and implement a new process to calculate commissions reducing inaccurate sales compensation payouts by 10%

•Create and manage SFDC reports and dashboard for sales representatives, sales managers, and C-Suite

•Analyze KPIs to identify trends for sales team and sales management and developed best practices for GTM

•Presented and analyzed and Sales Managers to provide sales performance metrics for C-Suite

Kuebix (A Trimble Company), Maynard, MA Nov 2019- Mar 2022

Sales Operations and Enablement Manager

•Sales Operations and Enablement Manager working to reorganize sales strategies and sales operations for Kuebix

•Collaborated with Finance, Marketing, Sales, Product Development, Business Development, and Executive teams to align sales strategies

•Developed and defined new sales and Salesforce processes and strategy of lead to cash flow for Marketing and Sales increasing sales by 5+ million

•Created and maintained budgets, forecast, territory, sales training programs, battlecards, and onboarding to reduce sales ramp period to 2 months

•Project Manager for implementation of sales enhancement systems; D&B Hoovers, Zoom, Yesware, Zoominfo, and Outreach with in 1 Year

•Work with Director of Business Intelligence to enhance data integrity, data analysis, and implement effective sales tools for sales team

•Work with C-Suite to continuously bring on new technologies and provide analysis to the team to ensure growth on 5+ million revenue

Jenzabar, Boston, MA Jun 2018- Oct 2019

Sales Operations Manager and Project Manager

•Sales Operations Manager reporting directly to the Chief Revenue Officer

•Project Manager for Salesforce, negotiation, configurations, implementation, and maintenance of SFDC at Jenzabar with in 5 months

•Develop and implement sales strategy with the CRO for Salesforce and sales progression increasing sales by 3+ million

•Implementation of new processes and procedures to streamline and automate lead to cash sales strategy, reducing levels in the sales funnel

•Assist CRO in instituting a vertical sales structure and revamping BDR and SDR compensation and bonus plan to increase leads by 10%

•Work with Finance, Marketing, Legal, Services, and Support to incorporate new incentive and sales strategy within Jenzabar

Rosetta Stone, Lexia, Concord, MA Oct 2016- Jun 2018

Account Specialist Supervisor, Sales Operations

•Develop expired renewal process to aid the Sales team in renewals and account maintenance, increased revenue by 5+ million in 3 months

•Analyze processes for Salesforce of expired renewal process to senior management to streamline efficiency and reduce churn

•Created Salesforce reports and dashboards development of Account Specialist strategy and role out

•Monthly analysis of expired accounts to increase sales, client communication, and client retention to reduce churn by 15%

•Aided in creating and developing a regional sales operations account specialist model to assist Account Executives in account organization

•Analyze order qualification to finalize order processing procedure to reduce errors by 5% and efficiency by 10%

InStore Audio Network, Lexington, MA Oct 2014- Oct 2016

Sales Operations Manager and Project Manager

•Conducting sales business and planning process to measure performance and assign budgets

•Partnered with finance and accounting department to ensure sales of 18+ million are allocated accurately

•Salesforce administrator, working all aspects of Salesforce integration for Instore Audio Network

•Project manager in creating and modifying existing pricing tools processes to streamline client contract negotiation

•Assist President of Sales in creating quarterly and yearly budgets allocating 20+ million dollars

•Worked with accounting department ensuring all financial aspects of the business are allocated properly

•Managed Salesforce reports for business and strategy planning to ensure sales goals were obtained

•Presented Salesforce and financial data to executives to increase productivity and facilitate sales operations goals

Quest Diagnostics, Cambridge, MA Jan 2013- Sep 2014

Sales Support Specialist

•The point of contact for client quote creation, contract management, and client setup

•Developed and maintained the SOP for suspended licenses to be implemented throughout Quest Diagnostics

•Partnered with customer success on large client projects and onboarding client’s prior to go live date

•Single point of contact for servicing accounts and customer solution projects to

•Ensure interfaces between Quest and clients are operating properly and reports are generated and delivered in a timely manner

•Collaborated in onboarding new employees to ensure process goals and quality metric adhered to the 94% QA standard

EDUCATION

M.B.A, Business Management and Marketing

University of Massachusetts, Boston (2009-2011)

BS, Accounting

University of Massachusetts Boston, MA (2003-2008)

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