Senior ETM / Tools Analyst

Job Title: ETM & Sales Tools Administrator

Location: [Bengaluru, Hybrid]

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Summary

We are seeking an experienced and detail-oriented ETM & Tools Admin to oversee and manage key sales tools within Salesforce, including Zoominfo, People.ai, Clari, and LinkedIn Sales Navigator. This individual will play a critical role in the administration, optimization, and auditing of our connected systems, ensuring smooth operations and driving sales effectiveness across the organization. They will also be responsible for conducting regular audits of user activity and usage trends to identify opportunities for improvement and compliance.

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Responsibilities:

• ETM Management in Salesforce:
  
  
• Lead the administration and maintenance of Enterprise Territory Management (ETM) within Salesforce to ensure territories are assigned correctly and optimized for performance.
• Manage territory realignments, updates, and any system configurations required to ensure smooth territory management.
• Collaborate with Sales, Marketing, and other stakeholders to ensure the ETM process aligns with business goals and sales strategies.
• Sales Tools Administration:
  
  
• Oversee and manage the integration and daily operations of key sales tools, including Zoominfo, People.ai, Clari, and LinkedIn Sales Navigator, ensuring proper functionality and user adoption.
• Work with IT and vendors to resolve any technical issues, ensuring all tools are working efficiently, and keeping a pulse on vendor enhancements & feature releases.
• Provide training and support to sales teams to maximize tool utilization and effectiveness.
• User Management & Auditing:
  
  
• Conduct regular audits of user activity and sales tool usage to ensure compliance, identify trends, and track KPIs.
• Proactively identify and resolve issues related to tool adoption, system configurations, and user permissions.
• Work with the sales team to identify inefficiencies and recommend improvements to the sales process and tool usage.
• Reporting & Data Analysis:
  
  
• Generate and analyze reports on territory performance, tool usage, and sales effectiveness.
• Provide insights and recommendations based on data to improve sales operations and tool utilization.
• Continuous Improvement & Optimization:
  
  
• Stay current on best practices and emerging trends in sales operations and technology, applying new techniques and tools to improve territory management and sales effectiveness.
• Regularly assess the effectiveness of the ETM processes and sales tools, implementing improvements where necessary.
• Cross-Functional Collaboration:
  
  
• Work closely with Sales, Marketing, IT, and Finance teams to ensure alignment of sales processes, territory assignments, and tool usage.
• Act as the main point of contact for any escalations or questions related to Salesforce ETM, sales tools, or territory management.

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Required Skills & Qualifications:

• Experience:
  
  
• 3+ years of experience in Sales Operations, Territory Management, or related roles, with strong experience in Salesforce administration.
• Hands-on experience with sales tools such as Zoominfo, People.ai, Clari, and LinkedIn Sales Navigator.
• Proven ability to manage and optimize territory management processes and sales tools to improve sales performance.
• Technical Skills:
  
  
• Strong proficiency in Salesforce (Sales Cloud, Enterprise Territory Management).
• Experience with data analysis and reporting tools, with the ability to extract and analyze data from various systems (Salesforce, Zoominfo, People.ai, etc.).
• Strong Excel skills; experience with advanced formulas, pivot tables, and data visualization.
• Analytical & Problem-Solving Skills:
  
  
• Ability to perform detailed audits, identify usage trends, and recommend data-driven improvements.
• Strong attention to detail and the ability to solve complex problems related to territory management and sales tools.
• Communication & Collaboration:
  
  
• Strong written and verbal communication skills, with the ability to collaborate across teams and communicate complex technical concepts to non-technical stakeholders.
• Experience training and supporting sales teams in the use of sales tools.
• Project Management:
  
  
• Ability to manage multiple projects simultaneously, prioritize tasks, and meet deadlines in a fast-paced environment.

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Preferred Qualifications:

• Salesforce certifications (e.g., Salesforce Administrator, Salesforce Sales Cloud).
• Familiarity with data visualization tools (e.g., Tableau, Power BI, Anaplan)
• Experience with additional sales enablement tools or CRMs (e.g., HubSpot, Outreach, etc.).

Key Competencies:

• Detail-Oriented: Ability to manage complex systems and ensure the accuracy of territory and user data.
• Adaptability: Ability to pivot and adjust to new tools, processes, and evolving business needs.
• Proactive Mindset: Willingness to take initiative, improve processes, and drive efficiency across sales operations.
• Collaborative: Strong team player who works well across departments to achieve business objectives.