software presales manager
Focus Softnet
Total years of experience :12 years, 4 Months
Managed multiple teams across UAE for CRM presales activities and supported other GCC country teams for online product demos. Key areas of expertise include product management activity dealing with Enterprise Software Solutions in the domains of CRM, ERP, Business Process Management (BPM) & Robotic Process Automation (RPA) across Real Estate, Retail, FMCG, Trading, Automobile, Contracting, Service, Distribution, Healthcare and Education verticals.
• Consistently achieved the combined personal and team target of $1Million per annum by generating new leads thru a large partner network and thru repeat business from existing clients in the form of product upgrades and cross-selling. Followed a disciplined approach to maintaining a rolling pipeline.
• Present CRM / ERP product demos to CXOs and management level personnel explaining the technical functions of the software which made the concept of the applications clearly understandable for clients across various industry verticals.
• Create detailed technical and commercial proposals in response to client requirements or tenders by consolidating all the documents required for the submittal process before the deadline and ensuring the contract is profitable.
• Gather customer’s business automation requirements and provide insights on improving the process flows. Prepared POCs using the CRM / ERP Platform tools to demonstrate the automation possibilities offered by the software and designed dashboards on the CRM / ERP platform for clients based on their unique MIS reporting requirements.
• Actively understood each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Reviewed public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Provide detailed knowledge transfer to the implementation team on key deliverables of the project and continued to track the progress of the software implementation by routinely organizing and overseeing project discussion meetings. Also offered conflict resolution for satisfying client requirements deemed out of scope for the product deployed.
• Introduced new ways of lead generation thru digital marketing campaigns which resulted in 30% increase in the number of leads within the first 3 months of the campaign leading to an increase in revenue by approx. $500k. Created product profile presentations with attractive infographics to help the sales team offer a convincing and thorough product pitch to customers.
Led the sales operation of this startup company to penetrate the market with software solutions aimed at Real estate, banking and healthcare sectors. Built a strong vendor network to ensure quality product delivery and an efficient after sales support.
• Spearheaded the entire business operations with P & L, Long range plans and annual plans of major areas like Sales & Marketing, Business Development and Team performance management. Achieved the personal annual sales target of $250k and helped the company break even in the first year of inception.
• Signed channel partnerships for innovative products such as Fujitsu Palm vein sensor, E-service manager, Interactive pdf and Scientech Education.
• Led the project team to implement a custom real estate management application from scratch for a local real estate giant to manage 1500 units across UAE alongwith a complete financial module. Coordinated the entire development effort with the backend office in India and gave timely updates to the client team in regards to the progress of the application.
• Managed the overall marketing activities to promote the company brand at various trade shows and also thru digital marketing channels such as SEO, Google Ads, Social Media and email campaigns.
• Conducted training sessions for the new hires to explain and demonstrate the entire suite of applications offered by the company.
Part of the sales team that managed the operations for the entire MENA region and handled key government accounts such as Department of Economic Development, RTA and Ministry Of Interior for the premium software services offered by the company. Also won new customer accounts in private industries such as automobile, real estate and logistics.
• Provide regular reporting to the top management team on red flag accounts paying special attention to key accounts of concern and working to execute plans to improve client health and engagement.
• Onboarded seven major channel partners over the course of my tenure which increased the company turnover by 15%. Also held training sessions for the sales teams of the channel partners to ensure a more active participation in the product sales lifecycle.
• Led the effort to take the company brand to various trade shows and conferences such as Gitex, Comex, Intersec etc., and coordinated the logistics of stand designing, banners and partner podiums.
• Worked closely with the development team during product implementation to better understand the capabilities and technical functions of document and service management software.