Shilpa Ponnam
San Francisco,CA
Summary
Business systems analyst specializing in Salesforce go-to-market strategies and revenue operations optimization. Demonstrated success in identifying and resolving complex system issues, resulting in enhanced business performance. Expertise in strategic planning, project management, and process improvement, leading to streamlined workflows and increased efficiency.
Overview
13
13
years of professional experience
3
3
Certifications
Work History
Senior Business Systems Analyst
Confluent
01.2023 - Current
- Led Salesforce GTM, Marketing, and Confluent data integration initiatives, enabling scalable revenue operations and real-time data workflows.
- Served as Technical Product Owner for cross-functional enhancements in Sales, Marketing, and RevOps.
- Designed and implemented Salesforce integrations with Confluent Kafka streaming pipelines to enable real-time lead, account, and opportunity updates across systems.
- Leveraged Momentum AI to automate sales workflows, reduce manual tasks, and prioritize high-value opportunities for reps.
- Implemented Relevance AI to enrich, classify, and route leads and accounts, improving data quality and targeting precision.
- Optimized sales engagement using SalesLoft AI, delivering AI-driven recommendations for emails, calls, and cadence strategies.
- Integrated 6sense AI to identify in-market accounts and enhance predictive lead scoring for ABM campaigns.
- Partnered with Sales, Marketing, and Operations to optimize end-to-end GTM processes, enhancing funnel visibility and improving lead-to-revenue workflows.
- Translated business requirements into detailed technical specifications, user stories, and roadmap features using Jira and Confluence.
- Integrated Salesforce with Confluent Kafka for real-time CRM updates, reducing data latency from hours to minutes.
- Analyzed system interdependencies, requirements, and risks to assess potential impacts of new products, services, or technologies.
Senior Business Analyst
Zuora
Redwood City, USA
02.2020 - 12.2022
- Supported global GTM and Quote-to-Cash processes leveraging Salesforce and Zuora Billing.
- Translated business assumptions, risks, and both functional and non-functional requirements into clear, actionable technical user stories.
- Partnered with development teams to review and understand technical design related to user stories, ensuring alignment between business needs and technical solutions.
- Collaborated with cross-functional stakeholders to define project requirements, application dependencies, and system impacts.
- Translated technical roadmap features and enablers into well-defined, prioritized user stories to drive development execution.
- Designed and delivered enhancements for CPQ workflows, subscription management, and renewals automation, streamlining billing integrations.
- Collaborated with finance, sales, and business operations to enhance reporting accuracy, ensure compliance, and improve scalability across systems.
- Defined and maintained functional and technical specifications for cross-system enhancements, facilitating effective communication and implementation.
- Redwood City, CA
Business Systems Analyst
Nevro
Redwood City, USA
02.2018 - 02.2020
- Implemented Salesforce GTM solutions to facilitate SaaS growth and enhance operational scalability.
- Enhanced lead management, campaign attribution, and sales reporting through automation and system configuration, improving overall marketing effectiveness.
- Managed Salesforce-Marketing Automation integrations (e.g., Marketo, Pardot) to improve data flow and visibility between teams.
- Supported stakeholders with requirements gathering, testing, and user enablement.
- Redwood City, CA
Sr. Business Systems Analyst
Apttus
10.2014 - 01.2018
- Designed and maintained Apttus CPQ configurations, approval workflows, and contract lifecycle management solutions.
- Facilitated CPQ, CLM, and product lifecycle projects, enhancing alignment within Business Systems team.
- Coordinated with cross-functional teams to convert functional specifications into effective technical configurations.
- Acted as Senior Salesforce Administrator, ensuring data integrity, user enablement, and scalable solution delivery.
Business Systems Analyst
Digital Realty
05.2013 - 10.2014
- Delivered Salesforce enhancements and administration, optimizing processes for a global real estate and data center organization to meet evolving business needs.
- Partnered with Finance and Sales Operations to implement CPQ workflows, dashboards, and analytics reporting.
- Facilitated requirements gathering, testing (UAT), and ongoing enablement for end users, ensuring system usability and user satisfaction.
- Analyzed system interdependencies, requirements, and risks to assess potential impacts of new products, services, or technologies.
- Translated complex functional specifications into detailed technical specifications, creating and managing user stories in Jira to ensure clear communication and project alignment.
Education
MBA -
University of Wisconsin-Milwaukee
University, MS04-2010
Skills
- Salesforce reporting
- Advanced reporting
- Data Visualization
- Business Requirements Analysis
- System Integration Strategies
- Process Improvement Techniques
- Data Integration Solutions
- Data Quality Management
- Sales Cloud
- Service Cloud
- Marketing Cloud
- CPQ
- CLM
- Marketo
- LeanData
- Outreach
- Salesloft
- Gong
- 6sense
- LinkedIn Sales Navigator
- Groove
- Xactly
- Dun & Bradstreet
- Cloudingo
- Traction
- Demandbase
- Clari
- SalesLoft AI
- Process analysis
- Requirements gathering
- Stakeholder engagement
- Problem solving
- Attention to detail
- Process modeling
Skills
Sales Cloud, Service Cloud, Marketing Cloud, CPQ, CLM, Marketo, LeanData, Outreach, Sales loft, ZoomInfo, Discover.org, Gong, 6sense, LinkedIn Sales Navigator, Groove, Xactly, Dun & Bradstreet (DNB), Crunchbase, Cloudingo, Traction, Demandbase, Domo, Clari, Salesforce Reports & Dashboards, Advanced Reporting, Data Visualization, CPQ, Billing, Subscription Management, Renewals Automation, Financial Systems Integration, 6sense AI: Predictive ABM / account prioritization, Momentum AI: AI-driven workflow automation for reps, Relevance AI: Data enrichment, classification, and AI insights, SalesLoft AI: Engagement optimization and conversation intelligence
Certification
Salesforce.com Administrator
Issued Feb 2013
Credential ID 1246756
Issued Feb 2013
Credential ID 1246756
Timeline
Senior Business Systems Analyst
Confluent
01.2023 - Current
Senior Business Analyst
Zuora
02.2020 - 12.2022
Business Systems Analyst
Nevro
02.2018 - 02.2020
Sr. Business Systems Analyst
Apttus
10.2014 - 01.2018
Business Systems Analyst
Digital Realty
05.2013 - 10.2014
MBA -
University of Wisconsin-Milwaukee