Abigail Kuo

Forpoint Solutions is a company specialised in reselling financial accounting automation software and providing consulting services. My main responsibilities as Client Account Executive at Forpoint Solutions are:

• Executed upselling and cross-selling strategies to a portfolio of 60+ enterprise and mid-sized clients while managing contract negotiations and renewals.
• Prospected, qualified and closed net new business opportunities to expand client base.

Details of how I successfully achieved responsibilities of this role:

• Engaged with new sales prospects by cold calls, outreach campaigns and in-person meetings to ensure pipeline sufficiency.
• Evaluated clients' potential needs to create upselling and cross-selling opportunities by engaging with clients weekly.
• Provided sales forecasts within 80% accuracy each quarter and each year for long-term strategic planning with upper management.
• Consistently achieved and exceeded sales targets by maintaining a strong pipeline of prospective clients and diligently following up on leads.
• Delivered contract renewals on time with 98% retention rate.
• Led contract negotiations with clients, ensuring favourable terms that supported long-term business growth while preserving client satisfaction levels.
• Collaborated with key software business partners extensively that led to new business opportunities and referrals.
• Conducted quarterly customer success review to increase client satisfaction by promptly addressing issues, identifying potential business pain points, resolving conflicts, and presenting tailored solutions.
• Collaborated with Marketing and SDRs to create prospecting campaigns and qualified leads.
• Contributed 20% Year-On-Year sales growth.
• Served as the primary point of contact for clients, building trust and rapport while ensuring clients' needs were met in a timely manner.
• Delivered compelling presentations to clients and new prospects in order to showcase recommended software products and services, resulting in 60% sales conversion increase.
• Expanded the client base through networking events, lead generation, and targeted marketing strategies.
• Utilized professional communication skills and extensive product knowledge to persuade clients to prioritise my proposed sales initiative.
• Championed the use of CRM software tools among team members for better organization, prioritization, and tracking of account activities.
• Streamlined account management processes, improving efficiency and reducing response time to client inquiries.
• Spearheaded efforts to improve overall customer experience by utilizing feedback from clients and implementing relevant changes.
• Facilitated effective communication between clients and internal teams, fostering a collaborative environment that promoted shared success.
• Increased client satisfaction by promptly addressing issues, resolving conflicts, and delivering tailored solutions.
• Applied consultative approach and established script responses to overcome customer objections.
• Enhanced 20% revenue growth by identifying cross-selling and upselling opportunities within existing accounts.
• Leveraged knowledge of company services, familiarity with industry competitors and persuasive communication style to prevent clients from ending contract or downgrading services.
• Worked closely with project managers to ensure timely delivery of products or services aligned with client expectations.

• I am responsible for selling CreditorWatch’s Business Credit solution in NSW Mid-Market Sales Team. I managed full sales cycle by identifying potential customers, conducting demo meetings, and negotiating contracts. As a result I closed 2 major deals in my first month within the onboarding period.

• I am responsible for selling BlackLine’s Financial Accounting Automation Solutions. I deliver revenue and regional growth for ANZ Mid-Market Team owning 600+ new target accounts with companies’ annual revenue under USD$500M. I attained new logos while developing relationship with SAP & Deloitte, and enabling two newly recruited channel partners Tridant and Fusion5. I am exceptional at simplifying complex sales process and building relationships with customers as their trusted advisor.
• Achievements
• I closed new deals and significantly shorten sales cycle down to 90 days and under, compared to global average deal closing time 6 to 9 months.
• I achieved quarterly quota with USD$125K in Q1 & Q2 2023 which surpassed 85% of my peers. I attained new businesses such as Koko Black Chocolate, Symal Group, Barwon Health, Denso Automotive Australia and Southern Star Window.
• Established significant relationships with CFOs and created referenceable customer stories for BlackLine events – Koko Black Chocolate CFO, Symal Group GM Finance became keynote speakers for BlackLine event in September 2023
• I ran the BlackLine Global Sales Transformation enablement session for APAC Sales Team, resulted in creating over USD$520K pipeline in H1 2023 in combination with channel partners to my assigned territory. APAC sales team generated USD$2.48m in pipeline.
• Developed and executed territory strategy with specific KPIs in collaboration with Business Development, Marketing and Channel Partners.

• In my role as a Senior Business Development Representative, I was responsible for developing new leads for BlackLine’s solutions. I played an integral part in qualifying actionable leads and conveying the value of BlackLine solution to channel partners and potential clients.
• Achievements
• I led the APAC Business Development pilot program for APAC Account Management Team sales expansion, consequently restructured the whole APAC BDR team to support account managers and increased cross-sell opportunities by 40%.
• Training and coaching new BDRs to help them accelerate – Resulted in achieving 108% team quota in 2022.
• I identified up-sell & cross-selling opportunity to increase deal size by 23%.
• Throughout 2019 to 2021 H1 – Contributing USD$1.2M as 33% of total pipeline for APAC sales team.
• I helped sales teams attained new customers with no prior success in engagement such as Rio Tinto, Officeworks, New Hope Group, and more. Subsequently I helped sales team created the highest single transaction in APAC region to win the deal with RioTinto, generating USD$1.2M in revenue.
• I collaborated with marketing to create campaigns in spreading brand awareness and accelerating sales in channel partners’ account base.