Nirav Prajapati
Beacon Hill,Australia
Summary
Senior Enterprise Account Executive at Darktrace with over 3 years experience in driving robust sales growth and achieving targets in SMB, Enterprise and Strategic markets. Excelled in delivering 'Proof of Value' implementations and managing complez sales cycles using the MEDDPICC framework, which led to prestigious President's Club recognition in the first full year at Darktrace.
My biggest learning throughout my career so far has been understanding the need to balance both the science and the art of selling, which has allowed me to build genuine connections with clients, whilst still consistently attaining targets through data-driven insights.
Overview
5
5
years of professional experience
Work History
Senior Enterprise Account Executive
Darktrace
11.2021 - Current
- Promoted to Senior Account Executive in April 2024 based on above-average revenue attainment and 'Proof of Value' implementations.
- Developed and executed sales strategies to meet and exceed revenue targets in New South Wales, Queensland, and ACT.
- Identified and qualified leads through regular prospecting, conducted product demos, and negotiated contracts with key decision-makers.
- Built and maintained strong client relationships with CIOs and CISOs, providing ongoing support and aligning with security needs.
- Implemented and oversaw 'Proof of Value' trials, utilising MEDDPICC framework for deal management.
- Supported product and customer alignment to cyber security frameworks (NIST, CMMC, ISO27001, IRAP, Essential 8)
- Achieved 112% of quota in FY24, including 153% in Q2.
- Achieved President's Club in FY23 (first full year at Darktrace), hitting 95% of quota, including 187% in Q3 and 123% in Q4.
Sales & Analytics Graduate Program
Janssen Pharmaceuticals
03.2021 - 01.2022
- Partook in a graduate program for Sales & Analytics at Janssen, the pharmaceutical arm of Johnson & Johnson
- Conducted data modelling, statistical analysis and business intelligence gathering to deliver data-driven recommendations and insights to stakeholders and executives
- Worked closely and collaboratively with account executives, gaining first hand insight into the sales processes, including Salesforce effectiveness
Inside Sales Executive
SoftwareONE
08.2019 - 11.2020
- Generated sales opportunities through both inbound and outbound prospecting activities, including cold calling
- Helped to drive new sales and renewals worth $100,000+ for large enterprise accounts such as ANZ Bank, Allianz and Computershare
- Worked collaboratively with Business Development Managers to develop an overall territory account plan, whilst qualifying pipeline along the entire sales cycle through CRM (Salesforce) and ERP (Microsoft Dynamics)
- Developed strong industry knowledge through ongoing training with leading software vendors, as well as attaining certifications (in AWS and VMware)
Education
Bachelor of Commerce & Economics - Finance And Economics
University of New South Wales
Sydney03-2021
Skills
- Competitive Analysis
- Solution selling
- Contract Negotiations
- CRM proficiency
- Executive Presentations
- Complex Deal Structuring
- Lead prospecting
- Sales Pipeline Management
References
References available upon request.
Timeline
Senior Enterprise Account Executive
Darktrace
11.2021 - Current
Sales & Analytics Graduate Program
Janssen Pharmaceuticals
03.2021 - 01.2022
Inside Sales Executive
SoftwareONE
08.2019 - 11.2020
Bachelor of Commerce & Economics - Finance And Economics
University of New South Wales
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