Salesforce
Lamyae Zarioh
Global Sales Operations Analyst
Berlin
Summary
Driving growth and scalability is a passion! Which means providing strategic direction and reducing friction in the sales processes to close revenue more efficiently and effectively is a satisfaction.
Overview
5
5
years of professional experience
Work History
Global Sales Operations Analyst
Uberall
07.2023 - 09.2024
- Managed and optimized sales pipelines, leading to an improvement in sales cycle time and a 10% increase in the win rate.
- Introduced a forecasting process that helped improve forecast accuracy by 7% so far.
- Supported marketing with competitive analysis and market data to set up efficient campaign management workflows.
Global Sales Operations Associate
Uberall
11.2021 - 06.2023
- Boosted operational efficiency by introducing and managing various sales processes such as Deal Desk, RFX, QBRs, Forecasting Cadence, and Sales Support scalability by making it self-service, etc.
- Improved data accuracy by leading data hygiene initiatives and
implementing data maintenance processes (TAM clean-up, Territory
Management, Lead Routing Flow, MEDDPICC Scaling, Sales Exit Criteria, etc.). - Ensured tech stack optimization to boost customer org efficiency (through bottleneck identification and systems gaps closures).
- Produced reports and dashboards to monitor sales team KPls such as activity and pipeline generation insights, average deal size &sales cycles, conversion & win rates, quota attainment, forecast accuracy %, etc.
- Provided data needed for decision-making to the leadership team as well as the board members (YoY Growth, market activations, H1 &H2 Reviews, etc.).
- Held 1:1 meetings with Sales, Presales, and GTM Ops VPs on a weekly basis to discuss selling hurdles and business needs and align on best remedies/ corrective actions.
- Smoothened cross-functional collaborations (sales, marketing, product, engineering, legal, finance, etc.) by navigating functional changes and juggling different interests to accomplish shared goals.
- Organized internal enablement sessions to share best practices and trained reps based on identified pains (e.g. how to leverage our data & tools).
Sales Support & Enablement Consultant
Uberall
05.2021 - 10.2021
- Created enablement materials for the Global Customer Org such as onboarding programs, pitch decks, and playbooks.
- Documented internal processes and ensured its communication with the key partners.
- Trained various teams across the customer org on sales processes strategies and best practices.
- Produced sales analysis and materials (product mockups, pain gain analysis, commercial presentations, etc.) and provided tools to increase sales efficiency.
- Drove adoption of new products and resources through end-user education (onboarding & refresher trainings).
- Assisted in implementing and managing Seismic (the enablement platform, serving as the single source of truth for the global customer org content).
- Met with different stakeholders to outline operational and training needs for the revenue booking teams.
Global Sales and Steering Intern
Lufthansa Service Holding
01.2020 - 07.2020
- Supported strategic customer analysis and accounts planning.
- Assisted with the KPls development and analysis.
- Consolidated Covid-19 data and reported its impact daily.
- Prepared data for the Virtual Data Room.
- Optimized webinars and Salesforce data.
Pricing & Revenue Management Intern
Lufthansa Aviation Center
07.2019 - 12.2019
- Run market analysis and monitored revenue development.
- Developed pricing strategies for different groups.
- Proposed a new pricing structure for the Baltics-NA.
- Reported cross-team performance.
Education
Master of Arts - International Management
University of Applied Sciences
Bad Honnef, Germany 04.2001 -
Bachelor of Science - Computer Science And Business Management
Ecole Supérieure De Technologie
Oujda, Morocco 04.2001 -
Skills
- Reporting & Analytics
- Project Management & Operating Procedures
- Sales Process Optimization
- CRM Management
- Pipeline Management
- Sales Forecasting
- Enablement
Software
Cognism
Asana
Seismic
Tableau
LeanData
Outreach
Bombora
Jira
Languages
Arabic
Bilingual or Proficient (C2)
English
Advanced (C1)
French
Advanced (C1)
German
Intermediate (B1)
Spanish
Elementary (A2)
Turkish
Beginner (A1)
Interests
World Discovery: I haven't been everywhere but it's on my list! So far l've been to just 23 countries!
Hiking: Walking and hiking (nature bathing) recharges me!
Cooking: Food is love!
Timeline
Global Sales Operations Analyst
Uberall
07.2023 - 09.2024
Global Sales Operations Associate
Uberall
11.2021 - 06.2023
Sales Support & Enablement Consultant
Uberall
05.2021 - 10.2021
Global Sales and Steering Intern
Lufthansa Service Holding
01.2020 - 07.2020
Pricing & Revenue Management Intern
Lufthansa Aviation Center
07.2019 - 12.2019
Master of Arts - International Management
University of Applied Sciences
04.2001 -
Bachelor of Science - Computer Science And Business Management
Ecole Supérieure De Technologie
04.2001 -
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