EXECUTIVE RESUME
C.J. Land
Sales and Enterprise Operations Management
20+ years of experience delivering results in sales and process improvement, managing, integrating, and scaling enterprise applications for businesses of all sizes
Results-oriented director: Leveraging technology and data insights to achieve quantifiable business improvements in sales, marketing, and customer engagement.
Sales Operations leader: Driving revenue growth through MarTech strategy, process optimization, and data-driven decision-making.
Systems Integration expert: Building and integrating critical business applications (ERP, CRM, reporting) across diverse platforms for enhanced data availability and operational efficiency.
Project Management Professional: Leading cross-functional teams and managing complex projects to deliver on time and under budget.
PROFESSIONAL EXPERIENCE
Trusted Tech Team
Manager Sales Operations and Applications
Irvine, CA
12/2023 - 02/2025
Trusted Tech Team delivers Microsoft licensing and cloud solutions that empower IT professionals to achieve business success. Strategic leadership and hands-on implementation have delivered significant, quantifiable improvements in sales and marketing operations, including a 90% reduction in deployment errors, a 50% increase in identifying enterprise customers, and a 20% increase in lead conversion. Expertise in sales process optimization, MarTech, and data-driven decisions has fueled these results.
Oversaw the implementation of Customer 360 with Salesforce (DocuSign, Chargebee, Shopify) and migrating from Zoho Desk to Service Cloud, unifying customer data, streamlining sales workflows, and enabling targeted upsell opportunities. This drove a 50% increase in identifying enterprise-level customers.
Oversaw the implementation of Customer 360 with Salesforce (DocuSign, Chargebee, Shopify) and migrating from Zoho Desk to Service Cloud, unifying customer data, streamlining sales workflows, and enabling targeted upsell opportunities. This drove a 50% increase in identifying enterprise-level customers.
Led a cross-functional team (Salesforce administrators, developers, and implementation partners) to successfully deliver 15 key projects, including the Marketing Cloud initiative, which was critical for marketing expansion and projected to increase marketing-qualified leads by 25%.
Developed and maintained operational dashboards in Power BI, providing real-time insights into lead management, data quality, and system performance. As a result of the data-driven decisions these dashboards enabled, lead conversion rates improved by 15%, integration data quality errors were reduced by 35%, and operational efficiency increased by 20%, leading to more accurate reporting and forecasting.
Key Projects - Trusted Tech Team
Executive Summary
A collaborative effort between Marketing and Operations led to the successful development and deployment of a Salesforce Marketing Cloud solution in 15 weeks, with CloudPointe as the implementation partner, delivering training, SOPs, and system deployment—ultimately completing the project 40% under budget.
Project Details
A joint initiative between Marketing and Operations, this team set out to develop a foundational marketing application tailored to the marketing group’s needs. A detailed business requirements document was created, and multiple platforms, including HubSpot and Salesforce, were evaluated. Salesforce Marketing Cloud was ultimately selected due to its alignment with an agile development approach and the organization’s existing Salesforce expertise.
To drive execution, CloudPointe was brought on as the implementation partner, developing a comprehensive end-to-end deployment strategy. Phase I was completed in approximately 15 weeks, covering training, system deployment, and the establishment of standard operating procedures (SOPs) to support a growing marketing department with newly defined roles. Notably, the project was completed 40% under the original budget.
Key Takeaways
- Strategic Collaboration – Marketing and Operations aligned to develop a scalable marketing solution.
- Platform Evaluation & Selection – HubSpot and Salesforce were assessed; Salesforce Marketing Cloud was chosen for agility and internal expertise.
- Efficient Execution – CloudPointe led an end-to-end implementation, ensuring a structured deployment.
- Operational Impact – Training, SOPs, and new marketing roles were introduced to support adoption.
- Cost Efficiency – The project was completed 40% below budget, maximizing ROI.
Executive Summary
The Salesforce Team implemented a structured development lifecycle with a formal sign-off process and clear process visualization, improving efficiency and eliminating direct production changes.
Project Details
The Salesforce Team established a structured development lifecycle, eliminating direct production changes. A formal sign-off process was introduced, requiring internal business owners to approve each project stage to ensure that completed work was properly documented. Additionally, a detailed flow diagram was shared with the team, outlining the end-to-end process. This framework has been effectively communicated to the Operations group, leading to a more streamlined and efficient Salesforce development process.
Key Takeaways
- Structured Development Lifecycle – Eliminated direct production changes to ensure controlled deployments.
- Formal Sign-Off Process – Required internal business owners to approve each project stage for proper documentation.
- Efficient Execution – CloudPointe led an end-to-end implementation, ensuring a structured deployment.
- Clear Communication – Effectively conveyed the framework to the Operations group.
- Improved Efficiency – Resulted in a more streamlined and structured Salesforce development process.
Executive Summary
DocuSign integration with Salesforce optimizes contract management by automating processes, reducing turnaround times, and improving accuracy.
Project Details
Embedding DocuSign within Salesforce enhances contract management by automating document creation, enabling electronic signatures, and providing real-time tracking—all within a unified platform. This integration eliminates manual workflows, speeds up contract execution, and improves accuracy by centralizing all contract-related processes. Sales teams can efficiently send, sign, and oversee agreements, driving productivity, ensuring compliance, and accelerating deal closures.
Key Takeaways
- DocuSign within Salesforce automates contract generation, signatures, and tracking.
- Eliminates manual processes, reducing delays and increasing efficiency.
- Centralized contract management improves accuracy and compliance.
- Sales teams can easily send, sign, and monitor agreements in one platform.
- Streamlined workflows accelerate deal closures and enhance productivity.
Executive Summary
Shopify, Chargebee, and Salesforce nightly data synchronization is stable and fully aligned with Chargebee’s 2.0 package using the Celigo Integration as a Service (IasS) platform.
Project Details
Following initial implementation challenges, the synchronization between Shopify, Chargebee, and Salesforce is now functioning seamlessly. The existing setup mirrors Chargebee’s 2.0 managed package, ensuring accurate and reliable data flow.
Key Takeaways
- Nightly synchronization between Shopify, Chargebee, and Salesforce is fully operational.
- The current integration aligns with Chargebee’s 2.0 managed package.
- Seamless integration using Celigo.
- Sales teams can easily send, sign, and monitor agreements in one platform.
- Streamlined workflows accelerate deal closures and enhance productivity.
Executive Summary
Automated lead flow for the UK office has been optimized, reducing reliance on the Salesforce Team.
Project Details
A lead automation process was implemented to provide the UK office with a steady flow of leads matching its ICP. Training efforts ensure that the office can manage the process independently without ongoing Salesforce Team support.
Key Takeaways
- UK lead flow now aligned with ICP.
- Automation reduces dependency on the Salesforce Team.
- Localized training ensures long-term self-sufficiency.
Executive Summary
Enhancements in Salesforce lead data enrichment using ZoomInfo have improved response times and ICP management.
Project Details
Improvements in Salesforce lead enrichment processes have increased synchronization frequency, implemented a 90-day email verification schedule, and supported stock ticker data requests. These enhancements optimize ICP management, ensuring cleaner and more actionable lead data.
Key Takeaways
- Increased enrichment synchronization frequency in Salesforce.
- Email verification now scheduled every 90 days.
- Stock ticker data inquiries integrated for better ICP management.
- Faster, more efficient responses to lead enrichment requests.
Executive Summary
Integrating the Business Review Form into Salesforce improved data collection and opportunity tracking for AE and AM teams.
Project Details
The Business Review Form was embedded within the Salesforce Account object to enhance QBR data collection. Automation now links multiple opportunities to a single form submission, improving efficiency, data accuracy, and cross-functional reporting.
Key Takeaways
- Business Review Form now integrated into Salesforce.
- Automation enables multiple opportunities from a single form.
- Enhanced data accuracy and accessibility for sales teams.
Tech Stack - Trusted Tech Team
Cognigy
Senior Director of Business Applications
San Francisco, CA (Remote)
09/2021- 01/2024
Worked at Cognigy, a global leader in AI-driven customer service solutions, to improve customer satisfaction and streamline support processes. Managed sales and revenue operations systems across key platforms, including Salesforce and NetSuite, to optimize lead management, pipeline, and forecasting. Launched a Microsoft Azure data warehouse and Power BI reporting system to establish a single source of truth for critical financial and sales analytics, enabling real-time business insights.
Key Projects - Cognigy
Executive Summary
To enhance data integrity, historical tracking, and reporting accuracy, a dedicated SQL instance was deployed for structured archiving of key customer, account, and deal data. This initiative introduced automated daily and weekly data snapshots, enabling real-time comparisons between historical and current datasets. These archives support data governance, compliance, and advanced analytics, ensuring operational efficiency and improved decision-making across sales and finance teams.
Project Details
A new SQL instance was implemented to systematically archive critical sales-related data, including customer records, account details, and transactional deal history. The automated process captures and stores data on a daily and weekly schedule, preserving historical snapshots for long-term accessibility. These archives allow sales operations and data analytics teams to conduct real-time data comparisons, detect inconsistencies in system synchronization, and enhance overall reporting accuracy. Additionally, this structured archival approach strengthens compliance with data retention policies, supports forensic analysis, and enables predictive insights by leveraging historical trends.
Key Takeaways
- Deployed a dedicated SQL instance for structured sales data archiving.
- Automated daily and weekly data snapshots to ensure comprehensive historical records.
- Enabled real-time comparisons between archived and current data for enhanced reporting accuracy.
- Improved compliance with data retention policies and strengthened data governance.
- Provided a foundation for predictive analytics, anomaly detection, and strategic decision-making.
Executive Summary
To enhance scalability, reliability, and performance, the data warehouse infrastructure was migrated from an unsupported in-house system to a managed external service. This transition introduced automated ELT monitoring, high availability architecture, and structured documentation to ensure data integrity and system resilience. As a result, uptime significantly improved, and data synchronization frequency was enhanced from daily to hourly, enabling more accurate and timely reporting.
Project Details
A full-scale data warehouse modernization was undertaken to replace an aging, unsupported in-house system with a fully managed external solution. This shift improved system reliability and scalability while reducing maintenance overhead. ELT (Extract, Load, Transform) monitoring was implemented to provide real-time tracking of data pipelines, ensuring data accuracy and reducing downtime. High availability architecture was introduced, minimizing disruptions and optimizing performance. Additionally, comprehensive process documentation was developed to standardize workflows, ensuring knowledge retention and operational efficiency. With these upgrades, uptime improved dramatically, and data sync frequency increased from daily to hourly, enabling near real-time data access for sales, finance, and operations teams.
Key Takeaways
- Enhanced dashboards and reporting for improved international sales team support.
- Implemented a Daily Sales Report for real-time performance monitoring.
- Developed Quarterly Target & Revenue Attainment Reports for QTD tracking.
- Strengthened Territory Management across key global regions (DACH, MENA, US, ANZ, UK, ROW).
- Launched Customer 360 to provide a unified view of customer interactions and engagement.
Executive Summary
To enhance scalability, reliability, and performance, the data warehouse infrastructure was migrated from an unsupported in-house system to a managed external service. This transition introduced automated ELT monitoring, high availability architecture, and structured documentation to ensure data integrity and system resilience. As a result, uptime significantly improved, and data synchronization frequency was enhanced from daily to hourly, enabling more accurate and timely reporting.
Project Details
A full-scale data warehouse modernization was undertaken to replace an aging, unsupported in-house system with a fully managed external solution. This shift improved system reliability and scalability while reducing maintenance overhead. ELT (Extract, Load, Transform) monitoring was implemented to provide real-time tracking of data pipelines, ensuring data accuracy and reducing downtime. High availability architecture was introduced, minimizing disruptions and optimizing performance. Additionally, comprehensive process documentation was developed to standardize workflows, ensuring knowledge retention and operational efficiency. With these upgrades, uptime improved dramatically, and data sync frequency increased from daily to hourly, enabling near real-time data access for sales, finance, and operations teams.
Key Takeaways
- Migrated from an unsupported in-house system to a fully managed external service for improved scalability and reliability.
- Implemented automated ELT monitoring to ensure data accuracy and pipeline efficiency.
- Established a high availability architecture to minimize downtime and enhance performance.
- Developed comprehensive documentation for standardized procedures and knowledge retention.
- Increased data sync frequency from daily to hourly, providing near real-time insights for decision-making.
Executive Summary
To consolidate financial and operational data, existing SharePoint systems were migrated into NetSuite, ensuring seamless integration and improved data accessibility. The NetSuite launch, executed with a contractor in December 2022, required close collaboration with both external consultants and the finance team to successfully migrate data from disparate silos into a centralized ERP system. This transition enhanced financial reporting accuracy, streamlined workflows, and eliminated inefficiencies caused by fragmented data storage.
Project Details
The migration from SharePoint to NetSuite was a critical initiative aimed at unifying financial and operational data under a single, scalable ERP platform. This transition required working closely with external contractors and the finance team to ensure data integrity, proper classification, and smooth integration. The project focused on extracting, cleansing, and mapping data from existing SharePoint repositories, preventing discrepancies and ensuring compliance with financial reporting requirements. The NetSuite launch in December 2022 marked a significant milestone, providing enhanced reporting capabilities, automation of financial processes, and improved visibility across departments.
Key Takeaways
- Successfully migrated legacy SharePoint systems into NetSuite for a unified ERP solution.
- Launched NetSuite in December 2022 in collaboration with external contractors.
- Worked closely with finance teams to ensure accurate data migration and classification.
- Eliminated data silos, improving financial reporting and operational efficiency.
- Enhanced automation, data governance, and system scalability within NetSuite.
Executive Summary
To optimize partner relationship management (PRM), Channeltivity was successfully launched with integrations into HubSpot to enhance partner collaboration and streamline communication. Despite the technological success of the launch, the project faced challenges due to turnover within the Partner Group, which impacted adoption and overall reception.
Project Details
The Channeltivity Build was implemented to enhance partner engagement and streamline operations within the Partner Relationship Management (PRM) system. The integration with HubSpot was designed to provide seamless connectivity between partner interactions and marketing automation, improving lead management, performance tracking, and communication. However, while the technical execution of the project was successful, it faced challenges in achieving widespread adoption due to significant turnover within the Partner Group. This turnover led to disruptions in the partner management process and affected the overall effectiveness of the system rollout. The project has been identified for further refinement to improve partner engagement and adoption.
Key Takeaways
- Successfully launched Channeltivity with HubSpot integration for enhanced partner management.
- Focused on improving lead management and performance tracking within the partner ecosystem.
- Faced adoption challenges due to turnover within the Partner Group, hindering overall project success.
- Identified the need for refinement and re-engagement to ensure long-term PRM system effectiveness.
- Improved communication and collaboration potential with partners through streamlined processes.
Executive Summary
The Enablement Services framework was developed to optimize resource management and improve operational efficiency across service projects. Key features include forecasting, resource allocation, and partner enablement tracking. Additionally, the system tracks billable rates, service hours, and customer activity to ensure that resources are being utilized effectively. Reports on top customers by service hours and team hours enable more strategic decision-making regarding service delivery and customer engagement.
Project Details
The Enablement Services system was designed to streamline the management of service-related activities, focusing on resource planning, forecasting, and tracking. Forecasting tools allow for better prediction of service demand, enabling proactive resource allocation across projects. The system tracks partner enablement efforts and activity to ensure partners are engaged and delivering value. Additionally, billable rates are monitored to ensure pricing models align with revenue goals, while detailed tracking of service hours provides insights into project costs and resource efficiency. The top customers by service hours and team hours reports help prioritize customer engagement and optimize service delivery. This framework ensures that all service operations are aligned with organizational goals and resources are used efficiently.
Key Takeaways
- Implemented forecasting and resource allocation to optimize service delivery and resource planning.
- Tracked partner enablement and activity, ensuring alignment with business objectives and performance goals.
- Monitored billable rates to ensure alignment with revenue objectives and operational profitability.
- Generated reports on top customers by service hours and team hours to prioritize service efforts and optimize resources.
- Enabled data-driven decisions for service management, ensuring efficiency and strategic resource utilization.
Executive Summary
The Finance Hub was created to provide an integrated, centralized system for comprehensive financial analysis and reporting. Key performance metrics such as MRR, ARR, Waterfall, and Budget vs. Actual are now tracked through dynamic dashboards and reports, offering enhanced visibility into financial performance. Additional reports include detailed sales performance analysis, including Bookings/Pipeline, Sales Won/Lost by rep, Winrate, and ARR/ACV 360 insights. Future integrations with Planhat and activity tracking will further enhance customer satisfaction (CSAT), Net Promoter Score (NPS), and overall customer success analysis.
Project Details
The Business Review Form was embedded within the Salesforce Account object to enhance QBR data collection. AutomatiThe Finance Hub was designed to centralize financial tracking and reporting, enabling teams to access real-time data on critical metrics. This includes MRR, ARR, and Waterfall reports, along with a Budget vs. Actual comparison to track financial performance against targets. The system also supports detailed analysis of Bookings/Pipeline Generated, Sales Won/Lost by rep, and overall Winrate, offering insights into sales effectiveness and pipeline health. Additionally, an ARR/ACV 360 Report provides a comprehensive view of customer data, allowing for detailed analysis of CPQ data and categorization of Closed Won, Closed Lost, and Closed Open opportunities. Looking forward, the integration with Planhat will track customer activity and enhance insights into customer satisfaction (CSAT) and NPS, further informing customer success strategies and retention efforts.on now links multiple opportunities to a single form submission, improving efficiency, data accuracy, and cross-functional reporting.
Key Takeaways
- Centralized the Finance Hub to streamline MRR, ARR, and financial reporting across departments.
- Created detailed Sales Performance reports, including Bookings/Pipeline, Winrate, and Sales Won/Lost analysis by rep.
- Enhanced forecasting with an ARR/ACV 360 Report, offering comprehensive customer and financial data analysis.
- Integrated CPQ data and categorized sales opportunities for more granular insights into deal progression.
- Future Planhat integration will enable activity tracking, CSAT, and NPS for improved customer satisfaction and retention analysis.
Tech Stack - Cognigy
OpenText
Senior Manager of Business Applications, EBS
Irvine, CA
03/2020- 09/2021
Managed all contractor and vendor relationships for critical business application development, ensuring timely delivery and adherence to quality standards.
Tech Stack - OpenText
XMedius
Irvine, CA
12/2018- 03/2020
XMedius
Senior Manager Sales Operations
Irvine, CA
11/2017- 12/2018
AVST
Irvine, CA
11/2017- 12/2018
Managed Salesforce architecture and integrations with Marketo and HubSpot, enhancing sales and marketing operations. Developed and launched partner programs and CPQ tools, improving quoting efficiency, and built integrations between Salesforce and SQL databases to streamline operations and reporting.
EDUCATION
MBA, Business Administration
Cal State Fullerton, College of Business and Economics
Fullerton, CA
1996
BA, Psychology
Irvine, CA
1990
VOLUNTEER
Technical and Business Advisor
Huntington Beach, CA
01/2024 - present
The National Scholastic Surfing Association (NSSA) is a nonprofit organization whose mission is to encourage and assist its members in their interest to learn and develop the fundamentals and skills of surfing competition while competing in structured and quality events. The NSSA is one of the few national youth sports organizations that require its participants to maintain academic standards in order to compete.
As a Technical Advisor for NSSA, I provide guidance on web technologies, membership systems, databases, archival solutions, and payment gateways to support the organization’s mission. I assist with system architecture, data management, and integration to ensure efficient operations, secure transactions, and a seamless user experience. My role includes advising on best practices, troubleshooting technical challenges, and optimizing digital tools to enhance engagement, accessibility, and long-term sustainability.
Salesforce Architect / Administrator / Developer
Huntington Beach, CA
01/2013 - 01/2022
The Surfing Heritage Culture Center (SHACC) is dedicated to preserving, educating, and celebrating surfing’s rich heritage and cultural impact. Through meticulously curated archives, immersive exhibits, and engaging experiences, we bring the history of surfing to life for surfers and non-surfers alike. The center features the world’s largest archive of surfboards, photos, printed materials, and oral history on the subject.
Led the development of a Salesforce solution for a nonprofit organization, overseeing system architecture, database design, and data migration to ensure a seamless transition. Additionally, I provided comprehensive training to equip users with the knowledge needed to maximize the platform’s capabilities. In my current advisory role, I focus on providing ongoing technical guidance, system maintenance, and strategic recommendations to optimize performance and support the organization’s evolving needs.
Video Producer/Graphic Program Director
South County Performing Arts
RANCHO SANTA MARGARITA, CA
01/2018- 12/2019
At South County Performing Arts (SCPA), we inspire children in Orange County, CA, through a dynamic theatre arts education. Whether aspiring to perform on stage, TV, or film, building confidence, or simply having fun, students experience the full production process in an encouraging environment. Our programs teach dance, acting, singing, blocking, memorization, public speaking, stage makeup, and set design—helping young performers develop both artistic and life skills. Join us as we sing, dance, and act our way across the stage, because at SCPA, the journey is just as meaningful as the final performance!
Served as a multi-camera videographer and video editor for all theatre productions, producing and editing over 20 full-length (75+ minute) shows. Developed and managed multiple e-commerce platforms for selling digital downloads of video and photography content. Oversaw a team of photographers, managing over 20,000 event submissions to ensure high-quality coverage.
Produced a 17-minute video for the South County Performing Arts Gala to showcase the program, increase awareness, and drive theater donations.
Event raised over $50,000 for the program.
Founder/Support Group Leader
RANCHO SANTA MARGARITA, CA
01/2018- 12/2019
Founder and support group leader.Monthly support group designed for parents who have children suffering from life-threatening food allergies. The group met monthly to give parents a place to help navigate the daily dangers and challenges of having a child with good allergies. The group was part of the Saddleback Church family of Support Groups and met on the Lake Forest, CA Saddleback Church campus.
In addition to leading support group meetings, I also maintained the website, SEO, social media outreach, and email marketing campaigns to grow meeting attendance.
This was the largest support group in South Orange County serving the needs of these families.
BUSINESS SKILLS AND APPLICATIONS
Enterprise Operations
Enterprise Operation Skills
Enterprise Architecture
Business Applications
Change Management
Operations Management
Project Management
Unified Communications
Cloud Computing
IT Infrastructure
Enterprise Operation Skills
Business Process Improvement
Data Integration
Data Warehousing
Database Administration
Data Transformation
CI/CD
Mergers & Acquisitions (M&A)
Enterprise Operation Tools
Microsoft Azure
Azure Synapse
Azure Data Factory
SQL Azure
Devart
Skyvia
Enterprise Operation Tools
Power Automate
Visual Studio
SharePoint
ServiceNow
OwnBackup
Sales Operations
Sales Enablement
Sales Processes
Sales Pipeline Management
Lead Management
CRM
Revenue & Profit Growth
Sales & Revenue Skills
Go-to-Market Strategy
Partner Relationship Management
Sales Prospecting
Business Development
Strategic Partnerships
Sales & Marketing Alignment
Reporting & Analysis
Sales & Revenue Tools
Salesforce Sales Cloud
Salesforce Service Cloud
HubSpot
Channeltivity (PRM)
Planhat
Salesloft
Sales & Revenue Tools
Outreach
ZoomInfo
Lusha
Cognism
CallRail
Marketing & Customer Engagement
Sales Operations
Sales Enablement
Sales Processes
Sales Pipeline Management
Lead Management
CRM
Revenue & Profit Growth
Go-to-Market Strategy
Partner Relationship Management
Sales Prospecting
Business Development
Strategic Partnerships
Sales & Marketing Alignment
Reporting & Analysis
Salesforce Sales Cloud
Salesforce Service Cloud
HubSpot
Channeltivity (PRM)
Salesloft
Outreach
ZoomInfo
Lusha
Cognism
CallRail
Financial Reporting & Analysis
ARR, MRR, ACV, TCV Models
Financial Budgeting
Revenue Forecasting
CPQ Data
Revenue Forecasting
Performance Management
Oracle NetSuite
Chargebee
Sage
SAP
Power BI
Configure One (CPQ)
Data Analytics
Data Analysis
Data Visualization
Operational Analytics
Business Insights
Strategic Planning
Analytical Skills
Critical Thinking
Problem Solving
Power BI
Microsoft SQL Server
Postman
Python
Ringlead
Data Integration
Database Management
Database Migration
Data Mapping
Data Transformation
ETL Development
ETL Optimization
iPaaS Solutions
Business Intelligence
Power Query
Microsoft SQL Server
Postman
Azure Data Factory
Celigo
Devart
Skyvia
Collaboration & Productivity
Asana
Confluence
Slack
Collaboration & Productivity Tools
ClickUp
Lucid