Marilou T. Labung-Talosig
West Pennant Hills,NSW
Summary
Highly organized and motivated Account Executive with demonstrated track record of building relationships with clients, developing successful sales campaigns, and managing teams of account managers. Skilled in financial analysis, customer service and problem-solving. Experienced in coordinating activities with various departments to achieve strategic objectives. Also has advanced knowledge and skills in digital transformation and Generative AI.
Overview
23
23
years of professional experience
Work History
Account Executive
Microsoft Pty
12.2021 - Current
- Accountable for sales territory on SMC Corporate managed segment under BPO/Real Estate and Construction Industries.
- Ensures renewal motion with customers, through Commercial Executives and partners to drive customer adds and revenue.
- Works with Cloud acquisition roles and orchestrate pod members to achieve key Business metrics.
- Focuses on driving Support offerings to our customer base through Microsoft Unified Support, Specialists and Customer Success Units.
- Able to scale through partners by sharing opportunities and engagements.
- Excellence in execution on Account Based Marketing (ABM) and High Marketing Engagement Index (MEI) recommendations
- Achieves excellence in KPIs for Sales Model pillars
- Leads Territory Planning exercises
- Develops Customer Priority plans with most important accounts in territory.
- Builds and strengthened relationships with new and existing accounts to drive revenue growth.
- Qualifies leads, built relationships and executed sales strategies to drive new business.
- Manages sales cycle to maintain solid customer base.
- Attends networking events to build relationships and identify sales opportunities.
- Cross-sells products and services to clients to secure additional business and grow revenue streams.
Cloud Specialist/BPO Lead
Microsoft Philippines
07.2021 - 12.2021
- Accountable for cloud opportunities in corporate BPO segment
- Focused on customer adds and upsell.
- Helped on territory planning orchestration for BPOs
- Actioned on assigned ABM Daily Recommender and High MEI recommendations per week
- Orchestrated pod resources involved to drive wins and key revenue deals
- Hunted new opportunities, lead value conversations with BDMs and ITDMs, addressing business challenges related to their digital transformation, leveraging capabilities of our three clouds
- Practiced Co‑Sell sharing with Partners
- Actively participated in Portfolio Planning led by AE and leveraged Daily Recommender.
- Ensure co‑sell partners are driving IP Co-sell ACR into our new customers.
- Leverage Digital Tools (Portfolio Planning, Daily Recommender, Seismic, MSX D365
- Account 360) to engage customers
- Engage with Cloud Acquisition specialists to drive plans for acquire new customer adds
Consultant/BPO Lead
Viventis Search Asia For Microsoft Philippines
12.2020 - 07.2021
- Selling cloud services or application development services to large/global BPO enterprise customers with a focus on cloud application modernization, cloud data services and cloud infrastructure technologies
- Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management
- Ensured boardroom access and Executive Presence
- Experience and expertise selling to LOB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer's overall business pain and/or strategic opportunities and decision criteria
- Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps ‑ containers & serverless, microservices, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevOps/Dev-Test environments.
- Orchestrated and influenced virtual teams to pursue sales opportunities and lead virtual teams through influence.
Business Head, Offshoring & Outsourcing (BPO)
PLDT, Inc.
10.2019 - 11.2020
- Managed Team of 20 Relationship Managers
- Managed portfolio of $30M over 800 BPO customers
- Established and managed monthly, quarterly and yearly sales plans.
- Set and monitored annual budgets for departments and entire business.
- Built and strengthened relationships with industry partners to drive growth.
- Cultivated long-term relationships through focused effort on customer's unique needs and finding best solutions.
- Developed strategy to combat increased competitive presence within territory.
- Established clear and competitive goals, growth roadmaps, and strategic business plans.
- Developed in-depth knowledge of each client's business through research and regular on-site meetings.
- Earned company exceptional ratings and testimonials from clients and industry organizations.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
- Established team priorities, maintained schedules and monitored performance.
- Evaluated employee performance and conveyed constructive feedback to improve skills.
- Assisted in organizing and overseeing assignments to drive operational excellence.
- Used industry expertise, customer service skills and analytical nature to resolve customer concerns and promote loyalty.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Provided guidance to and directly participate in shaping and reviewing of PLDT Transformative Sales Initiatives especially on ICT and Cloud migration efforts.
- Led quality and risk management support for complex projects and other critical transactions during sales stages by reviewing Statement of Work, technical solutions and providing risk mitigation recommendations
- Managed and monitored quality during sales, delivery and operations in close cooperation with local teams
- Drove consistency, adoption & integration of TELCO and CLOUD quality standards
- Supported creation and adoption of quality standards, processes, policies and systems.
Business Head, Small & Medium Enterprise
PLDT, Inc.
01.2010 - 10.2019
- Vice President and Customer Relationship Management
- Handled team of 60 FTEs.
- Established and managed monthly, quarterly and yearly sales plans.
- Streamlined costs through proactive examination and improvement of operations.
- Developed and implemented successful strategies for building company sales.
- Set and monitored annual budgets for departments and entire business.
- Developed strategy to combat increased competitive presence within territory.
- Managed and organized internal communication to hold staff accountable to priorities.
Relationship Manager
PLDT, Inc.
10.2003 - 12.2009
- Directly reported to Vice President of Corporate Business Group
- Handled Conglomerate, BSFI, Hospitality and Public Sector Accounts
- Managed a portfolio of $5M.
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Executed successful sales strategies to convert leads into customers.
- Collaborated with internal teams to develop account strategy.
- Managed sales cycle to maintain solid customer base.
- Leveraged CRM to collect, organize and manage sales data and customer information.
- Gained understanding of goals, objectives and processes to meet client business needs.
- Met and exceeded service level goals to achieve standards and expectations.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Stayed up-to-date on emerging industry and product standards and trends to revitalize accounts.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
- Employed proactive and collaborative approaches to strengthen relationships and manage customer needs.
- Gathered information from clients to secure accounts, verify payment and identify special requirements.
- Created and executed account strategies to translate organizational goals into client activities.
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
- Applied needs-based analysis to assess current satisfaction and importance of various product features to customers.
- Designed program and maintenance plans to monitor product inventories.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanour.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Developed, maintained and utilized diverse client base.
Senior Account Manager
Eastern Telecoms
04.2002 - 10.2003
- Go to market solutions included : Internet, MPLS, IP VPN, IPLC and Wireless
- Technologies, Directly reported to the Vice President of Key Accounts Group
- Handled BPOs, BSFI and Hospitality Accounts
- Handled a portfolio of $2M
- Solutions included : Data and Internet
- Rookie of the Year 2002
- Highest Revenue Contributor for 2002
- Mentored junior account management professionals to develop skills and increase company revenue.
- Provided extensive support in sales, technical and business areas to key accounts.
- Worked with customers to develop strategic business and account plans.
- Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
- Contributed to annual revenue goals by selling new services and developing new accounts.
- Developed deep knowledge of customer businesses and relationship to company objectives.
- Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
- Researched emerging industry trends, applications, and concepts to enhance products and services.
Account Manager
PhilCom Corporation
09.2000 - 04.2002
- Directly reported to the Vice President of the Corporation Solutions Group
- Handled BSFI and Hospitality Accounts
- Handled a portfolio of $1M
- Solutions included : Data, Internet and Voice
- High Flyer Awardee for 2001
- Highest Revenue Contributor for 2001
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Educated clients on new products or services to increase customer engagement with brand.
- Facilitated client satisfaction and renewed customer relations to drive growth.
- Evaluated client needs and developed tailored solutions to increase positive customer ratings.
- Coordinated with internal teams to facilitate prompt delivery of client projects.
- Monitored and analyzed customer feedback to identify opportunities for improvement.
- Developed and implemented strategies to increase client retention.
- Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
- Set clear sales goals to identify activities and behaviours to advance sales process and close deals.
Education
Bachelor of Science - Psychology And Guidance&Counselling (Double Major)
St. Scholastica's College
Manila, Philippines03.1999
Skills
- Customer Relationships
- Generative AI
- Needs Assessment
- Sales Expertise
- Business Development and Planning
- Business Growth Opportunities
- Goals and Performance
- Strategic Selling
- Executive Leadership
Accomplishments
- Manages Association Presence to 2 Key BPO Associations : IBPAP and CCAP as
- Primary Member Representative of Microsoft Philippines
- Orchestrate Over‑all GTM Strategies for the BPO Industry
- Lead Tech Innovation discussion and environing of key BPO Customers
- Participates in key industry events as a keynote speaker or member of the panel
- Activates Microsoft led‑events for the industry and with key partners
- Releases monthly BPO Newsletter for Sub and intended APAC recipients
Languages
English
Native or Bilingual
Timeline
Account Executive
Microsoft Pty
12.2021 - Current
Cloud Specialist/BPO Lead
Microsoft Philippines
07.2021 - 12.2021
Consultant/BPO Lead
Viventis Search Asia For Microsoft Philippines
12.2020 - 07.2021
Business Head, Offshoring & Outsourcing (BPO)
PLDT, Inc.
10.2019 - 11.2020
Business Head, Small & Medium Enterprise
PLDT, Inc.
01.2010 - 10.2019
Relationship Manager
PLDT, Inc.
10.2003 - 12.2009
Senior Account Manager
Eastern Telecoms
04.2002 - 10.2003
Account Manager
PhilCom Corporation
09.2000 - 04.2002
Bachelor of Science - Psychology And Guidance&Counselling (Double Major)
St. Scholastica's College
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