Enterprise Account Manager - Commercial Accounts
iZeno
مجموع سنوات الخبرة :25 years, 7 أشهر
Established in 2003 and headquartered in Singapore with operating offices in Malaysia and Indonesia, iZeno is a premier solution provider of best-of-breed open source business applications in the Asia Pacific Region. We have successfully implemented open source solutions such as CRM (SugarCRM), Business Intelligence (Jaspersoft) and Infrastructure (Red Hat) solutions for small and medium as well as large enterprises with revenues up to $10 billion, in multiple industry verticals.
♦️My Attributes♦️
✔️ Carried a revenue quota to meet or exceed sales targets within assigned accounts.
✔️ Aligned with company’s strategic objectives, handle and grow revenue and market share at designated accounts to improve customer happiness up to the CXO level
✔️ Extensive experience in software sales, selling subscription-based software-as-a-service (SaaS) products/solutions to enterprise/fortune accounts
✔️ Knowledge of vertical market sales and developing new vertical market .
✔️ Experienced in successfully managing the sales cycle from business champion to the CEO/CTO level.
✔️ Solid knowledge of and experience in formal sales training (i.e. Solution-Selling, Customer-centric Selling, Strategic Selling and/or Value Selling)
✔️ Experienced in implementing and utilizing sales automation tools.Solid understanding of relevant technology and platforms including web-based software applications and SaaS environments
✔️ Track record of over-achieving quota (top 10-20% of company) in past positions
✔️ Utilizing a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal & a formal sales presentation addressing their business needs
✔️ Experience with selling Analytics & Business Intelligence softwares.
✔️ Additional Experience with Cloud, Big Data, Hadoop, Talend & Social Media
✔️ Utilizes and follows integrated sales process and CRM system
Extensive knowledge in the products and services offered by Apple to provide the consumer with a complete solution which boosted overall customer service & sales goals.
Involved in strategic planning, tactical execution, team building, account development, territory management, forecasting, presentations, business solutions, multi-task management, administrative planning & organisation as well as new business development.
Sell end-to-end solutions from Mid size to Corporate Accounts.
Average sales range anywhere from $500 to $25, 000 + per sale.
Focus on giving ongoing technical advice and support while driving sales and maintain a performance based attitude.
Geo coverage (Australia, NZ, Singapore, HK & Thailand Market)
• Finding solutions for customers through Apple-focused solutions, products, accessories and software. Maintained Highest Sales CR + SSAT + FCR at 35, 100 & 75% consistently
• Delivered exceptional customer service while maintaining a high degree of
professionalism
• Sold Over $350, 000 worth of Apple products/solutions
• Create work-order’s for customers and complete basic computer diagnosis
• Create custom quotes and orders for customers.
• Provided concrete customer service and support of all standard Apple applications and hardware including hardware resets, password resets/setup, account setups, iTunes and App Store walkthrough.
• Performed basic troubleshooting procedures on iOS devices and MAC OS Computers
.
• Proficient in providing the right solutions to customers.
• Completed Apple Sales Training Online to APP within one month (Apple Product
Professional Level)
• Customer Skills for Service Technicians (online at GSX Training)
Directly responsible for looking after a geographical sales area covering India market for Softline Group and generating increased revenue streams by tailoring company strategies, products and solutions to meet the needs of the customer.
Interacted directly with corporate accounts whose annual turnover grossed at $200 million and above.
Develop and manage a territory plan to support lead generation, engage a sales cycle, and achieve financial targets
Grow and develop the pipeline through new business development, executing outbound sales activities, and supporting inbound marketing tactics
Engage and qualify new prospects, to develop and grow pipeline
Ongoing and reliable weekly, monthly and quarterly pipeline and forecast management
Focused directly on Microsoft products specializing in cloud based technology, including VMVARE, CITRIS, ADOBE, SYMANTEC, and KASPERSKY.
Achievements: In the first quarter, I generated an achievable revenue target of almost INR 4.5 MIL.
Went through numerous Microsoft trainings including
1-Sales Boot Camp (SMB):
2-Get Started on Azure (Cloud Surestep)
3-Office 365: Modern Productivity, Bootcamp KL: “ModernBiz Sales Campaign”.
4-Introduction to Microsoft Azure Services & Azure Backup
5-SMB Cloud Trends and Partner Opportunities
6-Cloud Trust and Security
7-Microsoft Dynamics CRM 2015 Update 1: Market Smarter: Microsoft Dynamics
Highlights
● Highest opportunity closer
● Consistent performer (Talk time-activities-Opps)
● Highly motivated and enjoy selling
● Able to present the value of our portfolio of products
● Always look forward to helping our business growth through capitalizing on each warm lead
● Desire to provide approachable expertise to our customers on a personal level
● Experience using a CRM system to manage leads and sales process.
● Experience cold calling and/or outbound telesales.
● Assessed competitors by analyzing and summarizing competitor information and trends; identifying sales opportunities.
● Develops sales opportunities by researching and identifying potential accounts; soliciting new accounts; building rapport; providing technical information and explanations; preparing quotations.
● Develops accounts by checking customer's buying history; suggesting related and new items; explaining technical features.
● Maintains and improves quality results by following standards; recommending improved policies and procedures.
● Accomplished department and organization goals by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Net Solutions. Sdn.Bhd.KL. Malaysia
ICT SALES & ECOMMERCE MANAGER.
May 15-2011- Dec 2014.
As a Sales Manager for Net solutions an Ecommerce based company I was responsible for establishing strategic business relationships with key partners and developing creative sales plans and their implementation to drive product acquisition.
Applications and tools of the trade: Wordpress, PPC, Microsoft Office, Templated Online Website Builder, Facebook, Twitter, YouTube, Photoshop, Email Marketing - Constant Contact, Adobe Software, Digital Mag Software, Social CRM Shoutlet, Google Analytics, Google AdWords.
My responsibilities included:
● Manage the day-to-day execution of digital campaigns for major accounts that include SEM, SEO, Email, display, retargeting, video, social media, and content marketing.
•Maintain and manage online product assortments for all Brands; ensure item content is relevant, engaging, accurate, and optimized for onsite search & discoverability.
•Develop innovative approaches to online promotional/merchandising tactics and deliver them in a multi-channel environment.
●Online Marketing Campaigns, Content Writing, Copy Editing, Proofreading, HTML Coding and Website
•Leverage analytical tools to optimize online merchandising efforts, develop promotional strategies, and improve overall conversion for all Brands.
•Coordinate closely with third-party fulfillment partner and internal/external customer service teams to ensure a best-in-class customer experience
•Forecast sales and inventory levels related to Net Solutions direct-to-consumer eCommerce business in close coordination with the internal and third-party Inventory Management teams
•Execute channel-specific marketing activities that will increase traffic to direct-to-consumer websites and increase overall conversion; channels include paid search, comparison shopping engines, and promotional e-mail
•Develop, measure, analyze and report key performance indicators for Net Solutions direct-to-consumer ecommerce business
•Collaborate with marketing, product development, and creative teams to execute digital content tactics to include: customer review management, managing product catalog information, developing digital assets, and optimizing content for on-site search and discoverability
•Coordinate with eCommerce analytics manager to execute A/B and multi-variate tests to understand merchandising & marketing performance and optimize future strategies
Highlights
• I have been involved in meeting and exceeding sales quotas
• Maintaining customer relationships after the sale
• Managing a sales territory; marketing products and services
• Making sales calls and contacts with potential and existing customers;
• Creating a customer base
• Providing service and individual attention to customers
• Keeping records of all interactions with customers, regardless of the outcome of a sale
• Remain updated on product knowledge
• Seek opportunities to consistently learn and train
• Develop and implement the global strategy for the development and management of online business both brand and e-commerce.
• Develop creative sales techniques; grow existing account base; and educate customers through detailed explanations and/or demonstrations
Super Technologies Inc. U.S.A
Sr.Key Account Manager/Team Lead/Sales trainer.
Oct 2009-Mar 2011.
Super Technologies is involved in the business telephony services delivered over broadband and local phone numbers from several countries which was then powered by Vonage.com.
Products I managed:
1- Didx.net http://www.didx.net/
2- Virtual Phone Line http://www.virtualphoneline.com/
3- IP-PABX http://www.ip-pabx.com/
4- Super Fax http://www.superfax.com/
5- Health Management System http://www.healthmanagementsystem.net/
6- School Management System http://www.schoolmanagementsystem.net/
Summary:
Following are highlights of my role with my last firm. I was actively involved in maximizing sales and training new hires in Sales Position.
Highlights
• Revenue maximization from $600, 000 to $1.2 million in year ending 2010.
• Evaluate new interconnect agreements(new countries, new carriers) (business case, legal and regulatory aspects & contracts)
• Identifying training and development needs of our organization through job analysis, appraisal schemes and regular consultation with business managers and human resources department.
• Conducting appraisals
• Devising individual learning plans
• Manage relationship with carriers to maximize QOS, revenue and profit.
• Coaching, motivating and retaining staff and coordinating bonus, reward and incentive schemes
• Organizing staffing, including shift patterns and the number of staff required to meet demand
• Offering support to internal departments on carrier related issues
• Study business rules and implement them as per requirement
• Management of the international wholesale agreement with international carriers.
• Perform client presentations articulating the value proposition of product, solution, and service offerings.
• Identified target companies and key decision makers.
• Setting and meeting performance targets for speed, efficiency, sales and quality
Winning Edge is a Talent development company. Their aim is to provide clients customised training and consulting solutions. We believe that consultants should be part of the extended team of the client and solving the client’s problem is more important than finding problems to fit our pre-existing solutions.
●Assessment of marketing opportunities and target markets.
●Intelligence gathering on customer and competitor
●In charge of establishing business opportunities for the company in the areas of services development. Also responsible for sales revenue target achievement of the company and organize program, Demo’s and seminars to heighten the profile of the company
●Generating leads for possible sales.
●Follow up sales activity.
●Formal proposal writing and business model design.
● Attended conducted and facilitated Pubic Programs and Training Sessions.
Key Clients: Abbot, Pakistan Refinery l.t.d, Pakistan State oil, Pakistan Petroleum l.t.d, Emaar Pakistan, Glaxo Smith & Kline, E.N.I, Engro Foods and Engro Vopak, Siemens, Bosicor, Sanofi Aventis, K.I.C.T.L, Novartis Pharma, Habtoor Group(U.A.E), Al.Rostamani Group(U.A.E), Easa Saleh al Gurg(U.A.E), ENOC(U.A.E), DUBAL(U.A.E)
Leitman, Seigal and Payne.P.C (Attorney at law) Bham.U.S.A
Manager Admin and H.R
February 2000 - March 2001 (1 year 2 months)
Founded in 1976, Leitman, Siegal & Payne offers clients the very best of legal environments -- the caring, personal attention characteristic of smaller firms uniquely blended with the sophistication often associated with larger firms. Our services, which are described in this Web site, include corporate, litigation, real estate, taxation, estate planning and probate, employee benefits and pension planning, labor and employment law, and health law.
Responsibilities & Duties
Highlights
● Using a range of office software, including email, spreadsheets and databases;
● Developing and implementing new administrative systems, such as record management;
● Recording office expenditure and managing the budget;
● Overseeing the recruitment of new staff, sometimes including training and induction;
● Ensuring adequate staff levels to cover for absences and peaks in workload, often by using temping agencies;
● Carrying out staff appraisals, managing performance and disciplining staff;
● Delegating work to staff and managing their workload and output;
● Promoting staff development and training;
● Holding meetings with senior management to review performance;
● Writing reports for senior management, which may include reports on finances, staff performance, service development or an annual review;
● Delivering presentations about the work of the office to senior management and other sections of the organization
● Involvement in management discussions on the organization's policies and strategic development;
● Responding to customer enquiries and complaints;
● Reviewing and updating health and safety policies and ensuring they are observed;
● Attending conferences and training
BEST BUY'S ELECTRONICS.INC. U.S.A
Brand Executive
May 1998 - January 2000 (1 year 9 months)
Best Buy is a Fortune 500 company and the largest specialty retailer of consumer electronics in the United States accounting for 21% of the market. It also operates in Canada, Mexico, and China the Company's subsidiaries include Geek Squad, Magnolia Audio Video, Pacific Sales, and, in Canada operates under both the Best Buy and Future Shop label. Together these operate more than 1, 150 stores in the United States, Puerto Rico, Canada, China, Mexico and Turkey. The company's corporate headquarters are located in Richfield, Minnesota, USA.
Responsibilities & Duties
Highlights
●To provide brand approvals to all authorized users
●To assist in the development of marketing plans and to ensure that the brand is integrated into all planning.
●To provide general brand management support to the team, including presentations to staff and external partners.
●Brief and manage external agencies
●Carry out specific projects as directed and other ad-hoc communication projects ensuring delivery to time, cost, quality and standards.
Zahrat Al Shams Trading Co. (L.L.C) . Dubai.U.A.E.
Business Development Executive.
March 93-June 96
This was my first job after completing my internship. It was a medium sized firm in Dubai, it was the time when Dubai was booming in electronics trading. Our majority of business was conducted within GCC region. I successfully worked with them for a period of 3 years and gained very valuable knowledge about how to market products to retailers and how to conduct international trade.
Highlights
● Identified target market and develop strategies to communicate with them
● Expanded sales to include mass market accounts.
● Double the revenue within a period of 7 months.
● Formulation and implementation of affiliate strategy
● Preparing marketing presentations.
● Managing a budget
AM I QUALIFIED ?
● Attended University of Alabama at Birmingham, U.S.A. Courses taken: Marketing Strategy, Market research, Intro to business Finance, Global economy and business.
•Attended Cyprus College, Nicosia- Cyprus- completed 6 months semester.
● Attended Dubai Aviation College for Higher National certificate.
Computer Affiliation:
• Practiced Office Package: Microsoft word, Microsoft Excel, Microsoft Access, Microsoft PowerPoint, Microsoft Outlook Express.
•Practiced Operating Systems: Windows 9X, Windows 2000, Windows ME, Windows XP, Vista, Linux, Unix, MS DOS.
● G.C.S.E Certificate from University of London Board.