Senior Account Executive
Telstra
Total years of experience :18 years, 7 months
Telstra is Australia’s leading Telecommunications Company and Australia’s largest partner of world renowned vendors such as Cisco, EMC and Microsoft. Due to my success as a Collaboration Sales Specialist I was promoted to the role of Senior Account Executive (AE) in Telstra’s Global Enterprise & Services Business Unit that works with Telstra’s largest customers in Australia and globally
My role involves managing the relationship with six customers across Health, Education and Social Welfare to ensure they remain Telstra customers, increase their spend with Telstra and have a high level of satisfaction with Telstra
I have been provided with a target of $10 million in sales (orders received) and $30 million in revenue (billings).
Engagement at CXO level across all my clients and working with them to drive value over and above Telstra's core offerings
I work with a team of Product Specialists who are aligned to me to understand my clients’ strategies and deliver solutions that meet their requirements
Account Manager within the Enterprise Team managing a handful of large enterprises such as DP World, Majid Al Futtaim and EMAAR. I manage a virtual team including a Systems Engineer and Product Specialists to develop & drive customer focussed strategies that deliver compelling customer outcomes. I lead the strategy in the accounts establishing multi-level relationships across my client portfolio allowing us to be a trusted advisor for the customer. Working closely with our partners to keep them aligned to our strategy in our accounts and exciting them to ensure they work with Cisco. Target of more than $10M across products and services including solutions across security, cloud, application performance management, networking and Data Centre.
As a Collaboration Sales Specialist (CSS) in Telstra’s Global Enterprise & Services Business Unit, I was responsible for driving IP Telephony, Video Conferencing, Contact Centres, Activity Based Working and SIP Carriage solutions into a defined list of clients
My role involved working with Account Executives to develop relationships with clients, identify opportunities within those clients, develop a pipeline and drive those opportunities to closure
Achieved my target in my two years in the role. My target for my final year was $10.4 million in sales. In both years I was awarded with the Cisco Alliance High Flyers award that recognises Telstra CSSs that achieved the most Cisco sales.
The key vendors that I worked with are Cisco, Polycom, Microsoft, Avaya, BroadSoft and Genesys
Dimension Data is one of the leading IT Integrators globally
As a Solutions Sales Specialist, I was responsible for driving local new business sales initiatives and pipeline activity for Blue Coat Solutions into Dimension Data client accounts
This was a co-funded role which required me to work with sales and technical resources at both Dimension Data and Blue Coat
My role involved working closely with the Account Managers and Solution Architects within the Security and Connectivity practices to identify and close Blue Coat opportunities
Managed to grow pipeline from $20, 000 Gross Profit to $600, 000 Gross Profit within six months
Won the first Blue Coat/Dimension Data WAN Optimisation opportunity in over two years
Monthly target was $50, 000 Gross Profit and my identified opportunities put me on track to achieve my target
Due to my commitment, drive, hard work and fit within the company, I was promoted to a Collaboration Sales Specialist driving predominantly Cisco Collaboration solutions to the mid enterprise market
Approached by the General Manager of Pepperstorm and offered an Account Management role
Pepperstorm was a Cisco Silver Partner and one of the leading Cisco Training Partners in Australia
The Account Management role was divided into three aspects:
1.Telstra Partner: Pepperstorm had signed a partnership with Telstra to be one of a handful of Cisco/Telstra Partners in Victoria. I worked closely with Telstra to identify new opportunities and deliver on those opportunities. In my first five months I delivered almost one million dollars worth of Cisco Solutions and had over one and a half million dollars in the pipeline for the next quarter.
2. Managed and developed new accounts: I was handed a number of accounts that I managed and developed new business from. Also, I identified and developed new accounts through business development activities
3. Cisco Training: Pepperstorm was also a Cisco Training Partner and parts of my goals involved signing new students for training.
Promoted from Account Manager, managing customers in Melbourne only, to National Account Manager, managing customers in Melbourne and Adelaide
Developed and won opportunities in Adelaide. This resulted in a Pepperstorm Office being opened in Adelaide and Pepperstorm having a physical presence in Adelaide for the first time and my responsibilities included running the Adelaide office
NetstarLogicalis is one of the leading IT integrators in Australia and is a Cisco Gold Partner
The Inside Sales Account Manager was a new role at NetstarLogicalis that did not exist previously and was created as per my request to allow me to gain sales experience in preparation for a full fledged Account Manager role. I had a commissionable yearly sales target of $200, 000 Gross Profit
My role consisted of growing existing accounts and creating new opportunities from leads that are provided to me
I managed to increase the expenditure of the existing accounts from the previous financial year. I created a new opportunity that resulted in providing a new lead with NetstarLogicalis’ full product suite - equipment, management, maintenance and professional services. This was recognised by my management team and an email was sent internally by the manager to reflect on the significance of the deal
Prior to being promoted to the Inside Sales Account Management role, I worked as the lead sales support in the organisation. The Account Managers I supported were the top two performers in the Victorian office and handle our biggest accounts such as Crown Melbourne and Swinburne University
Received several accolades for my strong work ethic and commitment to my role and the organisation. My hard work was rewarded by being named as the Employee of the Quarter twice in a row, making me the only employee ever to obtain this reward two times in a row. I was also selected by the management team to attend the Pinnacle Club. The Pinnacle Club is a yearly program that recognises the highest achievers in the company and rewards them by taking them to an overseas holiday
Bahrain International Circuit is the home of motorsports in the Middle East and the first Middle Eastern country to host the Formula One Grand Prix
Assisted in creating projects to help promote the Bahrain International Circuit, which hosts the Formula One in Bahrain. Prepared media kits, sent out press releases, assisted in organising press conferences and accredited media staff in the region to motor sporting events such as the GT Race, Formula 3 SuperPrix and BMW Williams Team Livery Launch.
Management was impressed with my work ethics and paid for my return to Bahrain to work during the 2005 Formula One Race (1 - 3 April, 2005) in Bahrain. www.bahraingp.com
Completed the Bachelor of Business: Business Information Systems Graduated with Distinction from university. Achieved a Distinction Average throughout my 4 years. Completed a 1 year internship at Australia Post and managed to obtain the only Business Analyst Role available to all Interns. Achieved a number of certificates due to my high results in certain subjects.
Completed by International Baccalaureate. Graduated with Honors