Territory Manager - Australia/New Zealand
Aptean
Total years of experience :19 years, 11 Months
Aptean empower people and businesses with end-to-end, industry-specific solutions to address complex business challenges more effectively. Our software applications and professional business services enable more than 9, 000 customers, in more than 100 countries.
Aptean specializes in Customer Relationship Management, Enterprise Resource Planning, Supply Chain Management, Global Trade Management and eCommerce platforms.
Responsibilities
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* Achieve the sales target for Australia & New Zealand.
* Managing Aptean channel partners in Australia & New Zealand.
* Reporting to the Managing Director of Aptean APAC, I work as the first point of contact to Aptean customers in Australia & New Zealand.
* Managing the sales pipeline for Aptean Australia & New Zealand.
Melbourne IT Limited is a publicly listed company on the Australian Stock Exchange and operates within the Internet Software and Services Industry. The company provides its customers with a range of products and services including domain names, email services, website hosting and design, website security, and corporate domain management. The company is focused on delivering industry leading products and services to a global customer base. The company has offices in Australia, Africa, North America and Europe which creates a requirement to operate across a number of international time zones, 24 hours a day, 365 days a year.
Responsibilities
• Deliver new business revenue to achieve or exceed sales targets and develop new revenue opportunities by leveraging business network, outbound business development activities and a range of channels.
• To generate new business sales through a strategic selling process, contributing to the sales targets assigned by the business unit by prospecting, developing and presenting offers, negotiating and closing.
• Support the preparation of specific sales and marketing initiatives designed to grow revenues from clients and prospects in the market, through communication with prospective clients on desired new functionality or new products.
• Prepare and implement marketing strategies as appropriate including the initiation and overall management of appropriate collateral and promotions.
Achievements
• Achieved new business and retaining business targets regularly.
• Brought the NSW SMB channel revenue from 80% to 100% within 12 months.
• Highest new partner acquisitions in 2012.
IBM, NSW Australia
Responsibilities
• Identify, develop and nurture leads generated from Marketing Campaigns.
• Outbound calls to targeted customers.
• Handle general enquiries, including pre-sales enquiries, student enquiries, customer satisfaction/dissatisfaction calls, sales leads (from Business Partners, Resellers & Consumers), internal staff and advertising related questions.
• Identify and manage new business opportunities from web and telephone inbound enquiries, including marketing campaigns. Enter and track those opportunities in Siebel until they are progressing satisfactorily.
• Act as a shared central point of contact for all in-bound enquiries and possible leads.
• Be proactively involved in competitive marketing campaigns such as Forum.
• Increase awareness across the IBM lead tracking process by reinforcing the role of Opportunity-Noticer at every point, taking leads, passing leads and tracking leads.
• Develop and maintain effective working relationships within our team by providing resources in a timely manner, maintaining open communication etc.
• Attend regular briefings with Marketing/enablement for education on latest product offerings, marketing campaigns, events and special offers.
• Manage the relationship with marketing teams to ensure the lead management team receives all briefing related documents prior to any campaign commencing.
IBM World Trade Corporation, Sri Lanka
Responsibilities
Reporting to the country manager of IBM-global technology services team, I promoted solutions such as IT-Outsourcing, Managed Services, Unified Communications, VoIP, Video Conferencing, Data and hosted solutions as well as maintenance services for on-going projects. Build strong relationships with multi-level customer contacts, including C level executives. Coordinate sales efforts between my verticals from India/Sri Lanka and multi national organizations such as Dialog Telekom. Sales and business development of OEM products such as Cisco, Juniper and ISS in new and existing customer accounts. Identify opportunities with large integrated solutions such as Network Management Systems, Unified Communications and Wireless Solutions which involved several product brands. Managing projects and providing customer support to existing customers. Account Management including preparing account plans, strategic mapping of the accounts, facilitating technical presentations and discussions with the clients. Maintenance of programme documentation, preparation of reports and minutes
Achievements
* Achieved 173.59% of the revenue target as per the 2008 1st half sales plan attached to me.
* Achieved 113.47% of the revenue target as per the 2008 2nd half sales plan.
Trainings
* July 2008 - Graduated from the IBM Global Sales School with a Distinction
* June 2008 - IBM Induction Training in Bangalore
Millennium Information Technologies (Pvt) Ltd, Sri Lanka
Millennium Information Technologies (Millennium-IT) is a multinational software designer & developer specializing in the capital markets and telecommunications industries. The current clientele includes some of the largest stock and debt exchanges in the world including iCap Inc.- New Jersey, Boston Stock Exchange, Nairobi Stock Exchange, Colombo Stock Exchange, Malaysia Stock Exchange, AMEX etc
Millennium-IT is also an IT Architecture Company in Sri Lanka and the South Asian region, providing innovative, scalable solutions to Telecom, Enterprise and Banking & Finance industries in association with technology partners such as Cisco, SUN, Oracle, Symantec, Crossbeam, Wipro and IBM. Millennium-IT is a Cisco premier partner, Microsoft Gold partner and the sole distributer/re-seller for Sun in Sri Lanka.
Responsibilities
Reporting to the executive vice president of the enterprise & service provider business, I was responsible for promoting Unified Communications, Managed Services, VoIP Solutions, Systems Integration Options and High Availability solutions to my clients. Preparation of annual and quarterly sales funnels strategies for each account. Prepare customer service proposals. Coordinate business development activities in new and existing customer accounts. Maintain strong coverage through the customer accounts and business partners/vendors with focus on driving and achieving sales targets. Manage the projects after the sale through the user acceptance to ensure the maximum client satisfaction.
Achievements
* Achieved 100% GP targets in 2007/08 financial year.
Responsibilities
Reporting to the director of Millennium-IT's global support and consultancy division, I remotely managed the applications installed at the multinational client sites in US & UK. Provide technical consultancy on infrastructure sizing to host applications. Prepare test plans for change requests, release management and deployment. Train the clients and team members and nurturing customer relationships. Troubleshooting of live systems and crisis management
Achievements
* Appointed as the team leader of the support team for the AMEX & Seamount projects.
Registration Number P2R/505642
2008 - PMP (Project Management Professional) Training program Post Graduate Institute of Business Management (Under the supervision of Project Management Institute Sri Lanka Chapter)
2006 - Diploma in Business Management Metropolitan Business School, Sri Lanka
2006 - Completed the "Toast masters" program
2003 - B.Sc. in Computing and Information Systems (2nd Class Honors - Upper Division) University of London, UK
