Summary
Overview
Work History
Education
Skills
Certification
References
Timeline
Generic

Adem Kumburlu

Mascot,NSW

Summary

Results-oriented Software Sales professional with 5+ years of experience exceeding sales quotas by an average of 120%. Proven ability to build strong client relationships, identify strategic sales opportunities, and successfully navigate partner channels. Expertise in consultative sales and developing customised solutions that meet client needs, fostering collaboration with internal and external stakeholders to achieve optimal results.

Overview

6
6
years of professional experience
1
1
Certification

Work History

Senior Corporate Sales Development - LE

Workday Australia
01.2023 - Current
  • Generated $6.9M in pipeline in Q1 FY24, exceeding Develop quota by 172%.
  • Closed $1.2M in Q1 FY hitting 100% to target while on ramp.
  • Achieved 201% to target in Q3 FY24, closing APJ's largest Annual Contract Value.
  • Generated 250% of Develop pipeline for Q4 FY24, achieving 160% to Q4 FY24 target.
  • Achieved 120% to target on FY24 quota of $10M USD, receiving FY24 Q4 MVP Award.
  • Established strong relationships with stakeholders to come up with effective sales and marketing strategies to generate pipeline.
  • Conduct thorough research on each target account and tailor specific cold outreach content to foster brand awareness and relationships.
  • Proven ability to successfully prospect and engage C-Level executives.

Senior Corporate Sales Development - Planning

Workday Australia
08.2022 - 01.2023
  • Established strong relationships with stakeholders and initiated sales strategy for target accounts.
  • Built strong relationships with key clients, resulting in long-term partnerships and increased account growth.
  • Developed customised sales strategies for diverse clientele, effectively communicating value of products and services.
  • Hit 100% of Q4 FY23 attainment closing $643K USD in Annual Contract Value.
  • Conducted account plans targeting industries in New Zealand and south region of Australia
  • Generated leads through cold-calling, email campaigns, and social media outreach
  • Proven ability to successfully prospect and engage C-Level executives, establishing valuable connections and securing high-level partnerships for Medium Enterprise accounts.

Senior Corporate Sales Development - Healthcare

Workday Australia
04.2022 - 07.2022
  • Brought in to develop and understand Healthcare landscape in Victoria.
  • Created effective sales strategies for Victorian Healthcare accounts by conducting market research and understanding their contract processes.
  • Closed Workday's first Victorian Healthcare opportunity worth $890K USD
  • Delivered engaging presentations, raising brand awareness and generating new leads for the business.
  • Established strong relationships with stakeholders across territory to understand Healthcare landscape and relevant processes around shared services.
  • Consistently met or exceeded individual sales goals by employing effective time management techniques and prioritising tasks appropriately.

Senior Corporate Sales Development - Public Sector

Workday Australia
01.2022 - 04.2022
  • Hired to build and pioneer State Government sector within Workday.
  • Developed effective prospecting strategies by creating outreach sequences for outbound cold calling and emails.
  • Closed first public sector opportunity worth $1.4M USD
  • Understood Government contractual processes and collaborated with internal stakeholders on targeting specific accounts.
  • Monitored industry trends and competition, adjusting sales strategies accordingly to maintain competitive edge in the market.
  • Developed detailed reports analyzing account performance data, providing valuable insights for future strategy adjustments or improvements.
  • Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.

Account Executive

Telstra Corporation
12.2019 - 01.2022
  • Grew customer base by 110% through effective collaboration with internal and external stakeholders to drive sales and revenue growth.
  • Successful management of 700+ accounts in SMB, Mid-Market and Large Enterprise.
  • Closed $2.5 Million in Net ACV in Q1 and generated $5.5 Million in pipeline.
  • Developed business plans with partner managers for territory covered, identifying opportunities for growth, and actively participate in revenue-maximizing strategies.
  • Exceeded yearly sales target by 128%.
  • Closed Government tender with a TCV of $900K proving exceptional customer service, addressing client concerns promptly and effectively to ensure long-term success.
  • Monitored industry trends and competition, adjusting sales strategies accordingly to maintain a competitive edge in the market.

Customer Success Manager

Telstra Enterprise
12.2017 - 12.2019
  • Enhanced customer satisfaction by proactively addressing concerns and providing tailored solutions.
  • Streamlined customer onboarding process for accelerated product adoption and increased retention rates.
  • Collaborated with sales team to ensure seamless handoffs, resulting in smoother customer transitions.
  • Developed comprehensive training materials that facilitated faster customer proficiency with products and services.
  • Identified upsell opportunities through frequent account reviews, contributing to increased revenue generation of 110% to target.
  • Coordinated with internal teams to provide prompt support and address client needs efficiently.
  • Provided marketing, sales development, or partner teams with innovative approaches for generating new business, and implement these approaches directly or indirectly.

Education

Bachelor of Business in Marketing -

Western Sydney University
Sydney, NSW
06.2021

High School Certificate -

Amity College Boys High School
Prestons, NSW
11.2014

Skills

  • Business Development
  • Presentations
  • Sales Enablement
  • Sales Strategy
  • Software Sales
  • Channel Account Management
  • Digital Sales
  • Enterprise Software Sales
  • Enterprise Software Sales
  • Software Industry
  • Cold Calling
  • Sales Closing

Certification

Value Selling Associates

References

Available Upon Request

Timeline

Senior Corporate Sales Development - LE

Workday Australia
01.2023 - Current

Senior Corporate Sales Development - Planning

Workday Australia
08.2022 - 01.2023

Senior Corporate Sales Development - Healthcare

Workday Australia
04.2022 - 07.2022

Senior Corporate Sales Development - Public Sector

Workday Australia
01.2022 - 04.2022

Account Executive

Telstra Corporation
12.2019 - 01.2022

Customer Success Manager

Telstra Enterprise
12.2017 - 12.2019

Bachelor of Business in Marketing -

Western Sydney University

High School Certificate -

Amity College Boys High School

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Adem Kumburlu