Sales Operations Manager/Analyst

Karen U. Bentivegna

Stony Brook, N.Y. ***** 631-***-**** E-Mail: ********@*****.***

https://www.linkedin.com/in/karenbentivegna/

Summary of Qualifications

An initiative-taking Sales and Revenue Operations Manager who worked collaboratively to build and manage processes to enable teams to function efficiently This demonstrated capabilities to drive revenue growth for the business. Performed management, forecasting, team development, customer success measurements, and implementation of internal and global processes. A resourceful, cost conscientious, deadline and multi-task-oriented initiative-taker with excellent problem solving and communication abilities. Excels in performance through both team and individual efforts.

Selected Accomplishments

Employee of the Year Award – 2019, ConvergeOne

Implemented an improved document control system in achieving ISO 9000 Certification

Increased the company’s divisional service revenue by 45% covering a one-year period.

Developed and implemented a Collections System which decreased division DSO by 80% within a six-month period.

Negotiated a vendor contract which saved 65% from original cost.

Attained corporate recognition for Internal Audit assignments.

2010 Received award for highest Renewal Rate achieved in company.

Leadership Skills

Strong leadership, problem solving, decision making, analytical, interpersonal, negotiation skills, critical thinking, change management skills, and relationship building skills at all levels of the organization.

Robust analytics and reporting expertise

Compelling cross-functional skills, bringing various teams together to meet company and process objectives.

Effective ability to motivate others.

Durable ability to manage multiple priorities and demands.

Tool Skills

Access, Clarify, CRM (MS Dynamics, HubSpot), EDI, ERP (MS GP), Advanced Excel, G-Suite, Ivanti, MS SharePoint, MS Teams, OneNote, Outlook, PowerPoint, Qlikview, Salesforce, ServiceNow, SAP, Smartsheet, Visio, WebEx, and Word.

Professional Experience

ConvergeOne – October 2014 – May 2023

Manager, Sales/Revenue Operations/Analyst

Chaired monthly meeting to enable field sales to reach the corporate renewal goals.

Worked on a variety of reports throughout the year for top management using Qlikview, Excel, and dashboard to comprehend the successes and failures we experienced over a specific period and to comprehend potential future changes. .

Completed strategies and reports for achieving specific KPI’s.

Analyzed data to identify trends, implement best operational processes to optimize revenue generation.

Created various metrics (reports/analytics) for sales, management, finance, and the customer.

Coordinated and facilitated the holistic customer account management process and lead in driving improved customer retention and renewal rates across all lines of business, resulting in an NPR of 80 with an annual renewal amount of $750M.

Provided support and guidance for maintaining accurate customer data, working with IT to help increase sales productivity.

Successfully integrated fourteen acquisitions.

Cross-functional teaming within the organization on new platforms and their implementation within my department and others.

Worked with proposal and legal teams on completion of MSA’s and RFP’s.

Negotiated pricing for customer/vendor contracts, utilizing data for a successful deal.

Established priorities for team in continually meeting contract and customer commitments while being customer driven and reported on SLA’s.

Utilized data mining and advanced analytics to provide business insights.

Assisted in go-to-market planning and assisted data driven decisions.

Aided in fulfilling customer performance indicators, managed service business plans, tracked progress toward plans and conducted initiative-taking corrective action plans.

Efficiently managed and negotiated renewals ensuring successful, on-time, execution, and effective completion of the process.

Worked on sales compensation, forecasting, revenue, profit/loss, deal tracking, margin analysis, and pipeline data, the source for all sales related data.

Developed a Sales Playbook that served as the team’s main reference, enabling streamlined automation and convenient access to designated personnel. As a result, the Sales Team was able to concentrate on important organizational goals.

Created P&L and FP&A reports for the services organization.

Facilitated cross-functional collaboration, improved communication channels, encouraged shared metrics, pinpoint operational deficiencies, and pinpoint training requirements.

Avaya – March 2010 – Sept 2014

Global Operations Manager (Senior Data/Revenue Analyst)

Managed service renewals team and exceeded company goals.

Improved the quality and accuracy of customer data records.

Managed pricing strategies based on current market conditions and the competitive environment.

Analyzed invoices (credit/debit), enterprise service revenue, pricing, and resolved customer disputes.

Call Center Operations

Collaborated with global teams to accomplish a consistent environment (internal and out-sourced companies)

Customer driven activities toward successful account reconciliation.

Created documentation, implemented processes, and trained teams.

Worked on operational improvements for global implementation of customer renewals and identifying process improvements.

Participated in customer proposal meetings.

Represented Global Service Contract Organization ($50M), as liaison in providing solutions to problems associated with specific projects, products, proposals, pricing, and warranty status.

Vendor relationship, contract reviews

Worked with SOX auditors, creating queries, and performed internal auditing functions.

Education

Polytechnic Institute of New York University, Farmingdale, NY

M.S. Degree majoring in Business Management with a concentration in Information Technology

Fordham University, Bronx, New York

B.A. Degree majoring in Business Administration with three concentrations: Accounting, Quantitative Methods, and Computer Science

Certifications

Skillsoft – Tableau Desktop – Certification in Opening & Connecting Data Sources

Skillsoft – Customer Service – Generating Effective Solutions

Coursera – HubSpot Certification – Introduction (email, deals, contacts, dashboards, reports)

Coursera – Salesforce Admin Certification – in progress

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