Job Description

Salesforce Functional Consultant - Enterprise Territory Management (ETM)

Job Description

We are seeking an experienced Salesforce Functional Consultant / ETM Implementation Specialist with strong expertise in Sales Cloud and Enterprise Territory Management (ETM) . The ideal candidate will be responsible for designing, implementing, and optimizing Salesforce ETM solutions aligned with complex sales operations, forecasting, quota management, and territory planning requirements.

The candidate should have hands-on experience in end-to-end ETM implementation, stakeholder management, sales process optimization, and Salesforce configuration. Experience with sales planning tools such as Varicent/SPM will be an added advantage.

Key Responsibilities

Enterprise Territory Management (ETM) Implementation

• Lead end-to-end implementation of Salesforce Enterprise Territory Management (ETM).
• Design and configure:
  • Territory hierarchies
  • Territory assignment rules
  • Account assignments
  • User assignments
  • Territory models
• Optimize territory structures to support sales operations and organizational growth.

Salesforce Functional Consulting

• Gather and analyze business requirements related to:
  • Sales territory planning
  • Quota management
  • Forecasting
  • Sales operations
• Translate business requirements into:
  • Functional specifications
  • User stories
  • Acceptance criteria
• Recommend Salesforce best practices and scalable ETM solutions.

Stakeholder Management

• Conduct workshops and discussions with business stakeholders.
• Collaborate with Sales, Service, and Experience Cloud teams to define:
  • Territory boundaries
  • Sales roles
  • Access controls
  • Data security models
• Ensure alignment between business processes and Salesforce solutions.

Automation & Data Management

• Configure and automate business processes using:
  • Salesforce Flow
  • Validation Rules
  • Process automation tools
• Support data migration and territory restructuring using Data Loader and related tools.
• Ensure data quality, consistency, and governance across territory models.

Testing, Training & Deployment

• Support User Acceptance Testing (UAT) activities.
• Prepare documentation, training materials, and knowledge transfer sessions.
• Assist users during deployment and post-implementation support.

Integration & Sales Performance Management (Preferred)

• Support integration between Salesforce ETM and Varicent/SPM solutions.
• Ensure territory changes align with quota and compensation planning processes.

Required Skills

Mandatory Skills

• Strong experience in:
  • Salesforce Sales Cloud
  • Enterprise Territory Management (ETM)
• Proven experience leading ETM implementation projects.
• Strong understanding of:
  • Sales operations
  • Territory planning
  • Forecasting
  • Quota management
• Experience in Salesforce configuration and automation.
• Hands-on experience with:
  • Salesforce Flow
  • Validation Rules
  • Data Loader
• Excellent stakeholder communication and workshop facilitation skills.

Preferred Skills

• Experience with:
  • Varicent
  • Sales Performance Management (SPM)
  • Compensation planning tools
• Experience in consultancy/partner environments.
• Exposure to Service Cloud and Experience Cloud.

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