Marilyn Dash
SUMMARY
A Professional Program Manager with over 30 years working with technical and non-technical clients, developing strategic programs, and breaking them down into tactical steps to success.
Specialties Include:
Product, Project, and People Management
Customer Centric Messaging and Positioning
System and Process Adoption and Training
Change Management and Rollouts
Customer Success, Support and Enablement
Real Estate Consulting and Project Development
Director - Project Management Office Mar 21 – Current
Contract to assist in the development of their first PMO.
Defined Strategic Planning and Project Governance
Defined the Project Management Methodology
Captured Best Practices
Developed Resource Management Tools
Also Assisted in Managing Product Integration and Transition projects. Responsibilities included structuring, coordinating, and monitoring complex product migration projects across internal departments and external customers.
Collaborating across Product Development, Product Marketing, Customer Solutions, Sales, Customer Success and Data Solutions teams to manage product integration projects
Creating the appropriate Gantt charts to show critical path, dependencies, owners, and timelines to hit target dates with high quality and confidence
Ensure that various team members have the support needed to perform their work towards a successful project outcome
Coordinating and problem-solving with customer-centric teams to develop and manage multiple initiatives on various timelines that are used via internal teams and external customers to ensure successful customer migration
Attending stand-up meetings, planning sessions, encouraging others, and collaborating at a rapid pace with competing deadlines
Leading new initiatives to ensure high-quality customer solutions programs
Salesforce Consultant Dec 19 – Mar 21
Working with multiple clients to assist in their Salesforce.com implementations. Delivering profitable sales growth to companies is the mission. Focusing on marketing engagement, sales, and post-sales, customer support, and process identification and development. We then bring it to life.
By focusing on sales, marketing, & service and technology, we work with clients to deliver:
Demand generation through inbound and outbound marketing
Lead qualification and management process development
Inside Sales and telemarketing call center design, training, and rollout
Sales Process Identification and development
Customer Service and Account Management Process Development
Best-Practices implementation of the Salesforce.com platform and associate technologies
Training and Coaching of executives and teams to embed these capabilities
Product Rollout Strategy
Once the solution is developed, a rollout strategy needs to be in place. This includes Change Management, physical distribution of new technology (laptops, tablets, phones), cloud-based distribution of documentation and solutions
Specialties: Marketing & sales process, business development, inbound & outbound marketing engagement, sales enablement, sales & marketing productivity, customer service technology, marketecture. Salesforce.com, Eloqua, Marketo, Pardot, and other tools.
Industry experience in manufacturing, healthcare, business services, high-technology, and telecommunications.
Rimini Street Jan 18 - Nov 19
Director – Product Management and Strategy – SaaS Products
Focused on defining strategic product requirements, positioning, key benefits, and identifying the target customer base for Advanced Management Services for Salesforce at Rimini Street.
Manage the entire product line life cycle from strategic planning to tactical activities
Develop Personas and create Journey Maps
Benchmark competitive solutions and market forces to derive product implications
Develop the Overall Strategy and Roadmap
Specify market requirements and product definitions for current and future products by conducting market research
Partner with development and design on product requirements and focus on delivering value to clients early and often
Work closely with Partner Management to research and identify suitable partner alliances to build out the partner ecosystem.
Communicate clearly and frequently with internal stakeholders through clear articulation of the value proposition and to promote buy in and product awareness.
Enablon Jan 16 – Dec 17
Director Customer Success
Managed the relationship between the clients and Enablon. This included working to ensure long term client partnerships, helping maximize the value of the products over time and coordinating between the client and our partner community as well as our internal teams. Carried a multi-million-dollar quota for add-on Sales and Services.
Responsibilities include:
Work with Sales Team to transition clients once Phase 1 product sale is completed
Perform as Engagement Manager for Implementations
Develop Client Metrics - Key Business Objectives and Key Performance Indicators
Coordinate with Partners, Product and Services to increase collaboration
Drive Long Term Engagement with clients to increase product footprint and obtain quota
Lead Roadmap Exercises, Workshops and Conferences
Force by Design Oct 14 – Dec 15
Director of Customer Solutions and Sales
As a member of the Sales Organization, I worked with the Customers to develop their solution around the Salesforce.com Products and Platform. I also carried a quota for new business, support renewals and repeat business. Force by Design ended up closing their doors at the end of 2015.
Responsibilities include:
Development of Salesforce.com Solution Architecture for client engagements
Creation of Sales Proposals, RFP responses and Statements of Work
Support and successful transition of projects from Sales to Delivery
Preparation and follow up for Phase X Solutions for Quota Attainment
Development of internal Sales to Delivery Methodology and Solution Estimation Tools
Working with Application and Technology Partners to provide Clients with the best overall solution
Salesforce.com Aug 12 – July 14
Solution Engagements Director - Customer Success
As the Customers For Life Organization’s representative on the Sales Team, I consulted with our Customers to develop their vision, identify their implementation strategy and define the products they need to be successful. My focus was on Customer Success and creating a culture of reference-ability. Verticals include Healthcare and Life Sciences, Technology and Financial organizations.
Responsibilities include:
Working with clients to manage their salesforce.com environments focusing on: Vision and Strategy, Governance, Executive Alignment, Adoption, Business Metrics, Processes, Roadmaps and Best Practices
Reviewing high level scope for proposed projects and recommend appropriate strategy for utilizing implementation partners and Salesforce Strategic Services
Assessing the need for key resources such as Customer Success Executive, Program Architect, or Programs such as Mission Critical and Premier Success Plans
Enabling and collaborating with Partners and System Integrators
Developing a well-defined roadmap for our clients to continue being successful with our platform and helping them achieve that success
PwC - San Jose, CA Apr 11 – Aug 12
Senior Manager – SFDC Practice/Technology Manager
As part of the SFDC Alliance, Business Development and Delivery Team, I managed the strategy for our practice and developed the Business Development activities for our CRM Practice. Created opportunities, built pipelines, and led the pursuit team activities. I performed as the lead sales executive on CRM related pursuits, solution, and knowledge development projects.
Additionally, I helped to develop the Change Management methodology for the CRM practice. Focusing on the specific elements of Change associated with CRM related Business Processes, Systems and Technology, Job Roles and Organizational Structures. This enabled our clients to drive faster adoption, with higher ultimate utilization and proficiency which impacted their bottom line.
DA, LLC, and Velocity Group Aug 06 – Apr 11
Independent Management Consultant
As a CRM/Sales and Marketing Program Manager worked with Technical and Functional Team for Sales and
Marketing projects to successful completion. I excelled at both Hands-on and Management Roles – including Business Process Requirements, UAT, Status Meetings, etc. Have utilized both Scrum and Waterfall Methodologies – dependent on what fit the client’s environment and needs.
Responsibilities included performing as Project Manager and SFDC Admin as needed. Also, I developed relationships with software vendors, to uncover new business opportunities. Managed P&L of the organization and client projects while creating and maintaining a consistent project approach, deliverables, methodology, and messaging across multiple projects simultaneously while overseeing multiple project teams Created Business Plan for CRM Practice along with recruiting plans.
Protiviti (aka Arthur Anderson) Jul 05 – Aug 06
Director – Alliances and Partner Programs/Subject Matter Expert - Salesforce.com
Developed and managed several Key Alliances with the goal of developing mutually beneficial partnerships to increase revenue generation. Maintained C-level relationships with several software companies, developed and tracked regional and global sales pipelines, organized a technical sandbox to enable training and development of consultants, and managed all aspects of a successful Partner Program.
Concurrently, I worked with the Lines of Business and the Verticals to assist them in tracking their sales and opportunities using SFDC including heavy use of the Dashboards and Reporting. This enabled us to quickly analyze which Alliances and Partnerships were bringing in pipeline opportunities and which ones needed additional leverage.
Selling Advantage, LLC Jan 95 – Jun 05
Director CRM Practice & Business Development
Co-founded sales and marketing consulting company dedicated to increasing competitive advantage using technology.
KPMG (Bearing Point) 1993 - 1995
Management Consultant / Alliance Manager
Performed the tasks of an Alliance Manager dedicated to increasing business for the Strategic Sales Automation Practice. The tasks included interviewing potential partners, selecting strategic partners, and creating innovative, mutually beneficial programs to increase business. This also included working with the Partners of different Geographies and Business Lines to create interest in KPMGs Strategic Sales Automation Practice. This included many internal presentations and other programs to introduce the Partners to our business potential.
TECHNICAL SUMMARY
All MS Office 365 products including MS Project, MS Access, Teams, Visio and SharePoint
Google Cloud-Based Applications
Jira, Confluence, Slack, Asana, etc.
Certifications:
Certified Scrum Master
Salesforce.com: Admin, Service Cloud and Sales Cloud
Pragmatic Product Management
Real Estate Agent - NV
EDUCATION
University of Maryland, College Park, MD
Bachelor of Science; Major: Business Administration, Minor: Computer Science
Additional Education
Strategic Selling
Negotiation Skills
Presenting Winning Arguments
Managing at the Speed of Change
Digital Transformation Awareness and Fundamentals
Pragmatic Product Management
Agile - Scrum Master Certification
Project Management Foundations
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