Femi Alabi
Sydney,NSW
Summary
Experienced Senior Account Manager with expertise in client relationships, account management and genuinely understanding a customer's business needs and pain points. Customer obsessed and enjoy building strong and lasting relationship built on trust with clients. Always selling and providing solutions based on value and ROI. Hunting, growing and expanding accounts within territory, but most importantly focusing on client's short- and long-term business needs.
Passion for technology cannot be overemphasized, and the way that it is changing the world around us. Enjoy partnering with customers to truly understand their business and industry, and work together to solve their challenges, no matter how complex or simple. Consistently exceeded targets whilst driving significant business value for clients.
Overview
10
10
years of professional experience
Work History
SENIOR ACCOUNT MANAGER MID-MARKET
Nearmap
11.2022 - Current
- Territory planning to maximize value extraction from assigned territory
- Building and maintain high-level contacts with customers to secure new business opportunities
- High collaborative approach with teams which support commercial success of business including but not limited to marketing, SDR, Pre-sales, CSM and product
- Maintaining high level of salesforce hygiene enabling transparency and visibility
- Ensuring high level of quality and timeless in all reporting, forecasting and administration task
- Engage with decision makers to effectively articulate Nearmap unique value proposition, clearly understanding and articulating product's benefit to their business
- Solution selling to existing customers via demonstration of strategic thinking and effective collaboration with SMB supporting functions
- Responsible for extracting maximum value from all engagements with existing customers
- Upsell and cross selling of specific existing customers to ensure growth targets
- Continuous prospecting and outbound opportunity creation
- Ensuring revenue growth within ANZ territory of existing customers
- Pipeline management to achieve customer growth targets
- Account planning and mapping to ensure high sales conversion rates of over 95%.
- Developing long-lasting client relationships by providing exceptional customer service and support.
- Developing deep knowledge of customer businesses and relationship to company objectives.
- Selling new products and services and developed new accounts to maximize revenue potential.
ACCOUNT EXECUTIVE- MIDMARKET
Nearmap
05.2021 - 10.2022
- Identified requirements and proposed solutions to customers that delivered business value.
- Customer obsessed and built trust and lasting relationships with clients within territory.
- Constantly prospecting clients, as well as partnering with key clients across engineering, architecture, construction and insurance (AEC)
- Managed over 1,200 AEC accounts with carrying yearly quota of $1m and portfolio of $5.7m
- Strategically identified growth, license expansion and proactively reducing churn.
- Engaged in value-based product demonstration and educating clients of their ROI with Nearmap software.
- Constantly driving revenue through proactive outreach to key accounts within my territory and vertical.
- Regularly researching and genuinely understanding various parts of client's business and how Nearmap can help improve it.
- Partnered with internal departments to drive additional value and expertise.
ACCOUNT MANAGER
Fergus software
08.2020 - 04.2021
- Managed new leads from first contact through to paying customers
- Primary driver for securing new customers to Fergus software through telephone or online video, email and chat-based interaction
- Conducted demonstrations for businesses after initial prospect qualification that suits their needs
- Alerted Product team to any problems that arise with software identified by customers
- Managed of pipeline and entire sales process for ANZ clients and helping in forecasting
- Worked and coordinated with key internal stakeholders in all areas to evaluate and increase program's effectiveness through feedback
- Educated clients of other features of Fergus and how it can help maximise their ROI and profitability.
PREMIUM ACCOUNT MANAGER
Hipages pty ltd.
07.2017 - 08.2020
- Engaged and nurtured executive relationships over long complex engagements
- Established relationships and built rapport with client to earn trust and better client experience
- Proactively built and identify opportunity signals and generate expansion opportunities which included up-sell, add-on, cross-sell.
- Educated clients and prospects of Hipages values through onboarding calls, general SLA and app usage.
- Managed, tracked and measured performance of business campaigns with help of marketing.
- Managed outbound marketing campaigns - including efforts to ascend client to higher tier plans.
- Owned full sales cycle, from identifying expansion opportunities, to building relationships with key stakeholders to negotiation and contracting.
- Responsible for ensuring effective day-to-day pipeline management through consultative sales approach
- Constantly developed creative, pragmatic and innovative solutions in solving clients' problems through effective communication.
ENROLMENT CONSULTANT
Open Colleges Pty Ltd
05.2014 - 06.2017
- Recruited students, typically working professionals, for Nationally accredited, high-level business, management and accounting qualifications at Australia's largest and leading online provider
- Open Colleges is wholly owned subsidiary of Apollo Education Group (HSA)
- Managed significant database and pipeline of industry accounts and student enquiries through Salesforce, working within strict compliance and regulatory framework.
- Hit challenging KPIs in highly regulated and competitive adult education industry.
- Balanced strict QA with challenging sales targets
- Outbound calls to prospective students lead, identifying their individual needs and future goals and advising them of most suitable course to undertake with Open Colleges
- Managed over 60 calls outbound & inbound calls from prospective students/leads and handled enquiries to achieve mutually satisfactory result.
- Nurtured leads from initial inquiry stages through final enrolment decisions using regular follow-up communications.
- Actively contributed to positive work environment through collaboration with colleagues across departments towards shared goals of increased student success.
Education
CERTIFICATE IV IN FINANCE BROOKING & MORTGAGES -
Kaplan Professional
Sydney01.2017
Bachelor of Science -
University of Lagos
Lagos01.2008
High School Diploma -
Civil Service Model College -Lagos
Lagos01.2001
Skills
- Excellent communication & writing skills
- Reliable and professional
- Excellent Time management skills
- Team player
- Strong sales instincts with track record hitting and exceeding quota
- Experience selling to C-suite level
- Exhibits growth and customer obsessed mindset, intellectual curiosity,
- Prospecting into target accounts, building trust & managing relationships
Personal Information
Title: SENIOR ACCOUNT MANAGER
Awards
- HIGHFLYERS ACHIEVERS AWARD (GTM) FROM JULY 2021, 2022, AND 2023.
- ACHIEVED OVER 110% OF YEARLY QUOTA, ACHIEVED HIGHEST RETENTION TARGET WITH DEDICATED CSM 96% ACROSS 3 CONSECUTIVE FINANCIAL YEAR.
- CURRENTLY HOLDS HIGHEST ADS IN MID-MARKET RECORD FOR MOST ACCOUNTS CLOSED IN MID-MARKET FOR FY22
- FERGUS TOP DOG FOR SALES TEAM ANZ REGION FROM OCT 2020-FEB 2021.
- ACHIEVED OVER 120% OF TARGET EVERY MONTH, AND CURRENTLY HELD THE RECORD FOR MOST ACCOUNTS CLOSED IN A MONTH 46 & HIGHEST EVER REVENUE CLOSED.
- RECEIVED HIPAGES HIGH ACHIEVERS AWARD
- Top salesperson in hipages Hall of fame for most sold accounts and revenue in the company's history of over $2m.
- Achieved over 150% of quota FY 2018 and 2019.
- INDUCTED INTO OPEN COLLEGES SALES ELITE CLUB
- Achieving over 110% of target every month from Jan2016- April 2017
References
AVAILABLE UPON REQUEST
Timeline
SENIOR ACCOUNT MANAGER MID-MARKET
Nearmap
11.2022 - Current
ACCOUNT EXECUTIVE- MIDMARKET
Nearmap
05.2021 - 10.2022
ACCOUNT MANAGER
Fergus software
08.2020 - 04.2021
PREMIUM ACCOUNT MANAGER
Hipages pty ltd.
07.2017 - 08.2020
ENROLMENT CONSULTANT
Open Colleges Pty Ltd
05.2014 - 06.2017
CERTIFICATE IV IN FINANCE BROOKING & MORTGAGES -
Kaplan Professional
Bachelor of Science -
University of Lagos
High School Diploma -
Civil Service Model College -Lagos
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