The Principal Revenue Systems Architect plays a pivotal role in supporting execution of ADTI US’s sales and channel strategy by leading the design, implementation, and optimization of CRM, including integration of CRM with other systems, together with the end-to-end sales processes. This individual is a hands-on process expert, and integration architect, managing and monitoring continuous improvement of the CRM. This role is responsible for delivering scalable, high-performing CRM solutions tailored to the needs of a distributed sales model involving reps, channel managers, external partners, OEMs, and warehouse/distribution networks.
This role is highly cross-functional, collaborating closely with Sales, Marketing, IT, and Business Unit leaders to ensure CRM systems are tightly aligned with business objectives, data integrity, and revenue operations. The ideal candidate is deeply detail-oriented, systems-savvy, data sensitive, and driven by clean process design and business demand.
What you’ll do:
- Lead end-to-end CRM lifecycle projects: from requirements gathering and documentation through configuration, testing, go-live, and user training.
- Evaluate and implement integrated sales applications (e.g., quoting tools, data enrichment, reporting layers) based on business needs.
- Maintain a structured CRM feedback loop to prioritize enhancement requests and system improvements.
- Serve as the connective link between business process owners across Sales, Marketing, Finance, and IT, translating competing priorities into one coherent system and process.
- Facilitate alignment across departments when process or system changes affect multiple functions, ensuring no single team’s workaround breaks another team’s workflow.
- Translate business needs into clear sales workflows and CRM functionality, covering stages such as lead intake, opportunity management, quoting, and deal closure.
- Ensure CRM supports external partner and rep-based sales structures, including accounting assignments, lead routing, and deal registrations.
- Continuously audit and improve sales process implementation to ensure alignment with evolving business models.
- Design and deliver sales reports and dashboards to track key sales metrics and performance indicators.
- Support data-driven sales planning by surfacing actionable insights and ensuring CRM data is structured to support analytics.
- Maintain CRM data quality standards, ensure clean, accurate, and reliable sales data.
- Implement secure CRM configurations in compliance with internal policies and external regulations.
What we look for:
- 8 years of hands-on experience in Digital Transformation and daily systems management, including proven experience implementing or managing at least two CRM or similar system rollouts from start to finish – requirements, configuration, data migration, testing, training, and post-launch support – ideally building structure from the ground up.
- Deep expertise with ERP, CRM, or similar systems, including configuration, customization, workflow design, and implementation best practices (e.g., validation rules, user adoption strategies).
- Experience designing systems for rep-based field sales, partner/channel models, and warehouse/distribution ecosystems, with familiarity in integrating ERP data, external industry sources, and data imports; demonstrated ability to work with salespeople to gain buy-in and drive adoption.
- Strong understanding of sales journeys, buyer behaviors, funnels, KPIs, sales motions, and lead routing from systems like PRM; experience tracking deal progress signals like discount requests.
- Demonstrated experience in reporting, dashboarding, and BI tools.
- Bachelor’s degree in computer information systems, Business, or related field.
- ERP experience preferred (e.g., with data imports relevant to manufacturing/distribution).
- Experience in manufacturing or industrial distribution environments strongly preferred, especially handling multi-brand data and competitive scenarios.
- SugarCRM certifications (Admin, Advanced Admin) are highly desirable, project management certification a plus.
- Ability to travel 15%.
Core Competencies
- Deep, hands-on experience integrating systems, people, and process, with a strong appetite for system administration and a focus on scalable, user-friendly systems.
- Process-driven and logical thinker, with strong business analysis and influencing skills to drive cross-functional buy-in, collaboration, and adoption.
- Data-sensitive, with the ability to prioritize business impact (e.g., every dollar counts) amid complex data collection and deal tracking; comfortable restructuring messy legacy setups.
- Excellent documentation, training development/enablement, changing management and communication skills to translate needs into capabilities.
- Passion for clean data, structured processes, and awareness of CRM rollout best practices/pitfalls, including establishing SOPs and working directly with sales teams for alignment.
- Individual Contributor role.