Marvin Diop
Melbourne,VIC
Summary
Highly motivated and dynamic Account Executive with demonstrated track record in SaaS and iPaaS solutions, particularly within the Higher Education and Government sectors. Proven ability to develop and execute strategic sales initiatives, deliver digital transformation solutions, and drive tangible value to customers.
Overview
9
9
years of professional experience
Work History
Account Executive
Ellucian Australia
11.2021 - 02.2024
- Cultivated and maintained executive relationships with key accounts, including Melbourne University, Sydney University, UTS, QUT, James Cook University, UTS College, and the University of Tasmania
- Utilised strategic relationship management to understand client needs and provide tailored solutions
- Achieved a 5x revenue target, translating to $1 million USD in ACV and $5 million USD in TCV by leveraging data-driven sales strategies and deep market insights
- Strategically acquired new prospects, contributing $400,000 USD in ACV and $2 million USD in TCV
- Focused on identifying high-potential opportunities and nurturing them through the sales pipeline
- Delivered customised SaaS solutions, enhancing client satisfaction and loyalty, resulting in $300,000 USD in ACV and $1.5 million USD in TCV from renewals and upsells
- Implemented customer feedback mechanisms to continually improve service offerings
- Developed and executed strategic account plans to expand market presence and secure new clients, focusing on cloud-based SaaS solutions
- Employed competitive analysis and market research to inform strategy
- Successfully managed complex tendering processes, creating unique selling propositions (USPs) to showcase Ellucian’s competitive advantages and secure high-value contracts
- Used a consultative selling approach to address client pain points
- Demonstrated precision in quarterly forecasting and revenue delivery through effective pipeline management and regular performance reviews
- Supported UTS College in the initial stages of their market scan to replace a 20-year legacy system by delivering an architectural review
- Provided key outputs that supported their system change while reducing risk and complexity, forming the basis for their tender RFP
- Applied risk management and system integration expertise to ensure project success.
Business Development Executive
Capgemini – Digital Customer Experience (MuleSoft SBU)
09.2019 - 04.2021
- Developed and implemented comprehensive business development strategies for Government agencies and Higher Education institutions
- Utilised MuleSoft’s integration and SaaS solutions to drive digital transformation, enabling seamless connectivity and data integration across disparate systems
- Spearheaded initiatives that leveraged MuleSoft's robust API-led connectivity approach to streamline operations, improve data accessibility, and enhance decision-making processes for clients
- Facilitated the digital transformation of Victoria University by migrating their systems to MuleSoft v4
- This project involved consolidating legacy systems, improving data integration, and enabling real-time data exchange, which significantly boosted operational efficiency and decision-making capabilities
- Secured a major tender to develop a comprehensive data and integration strategy for Ahrpa, valued at $200,000 USD in ACV and $1 million USD in TCV
- The solution leveraged MuleSoft’s capabilities to provide a unified data integration platform, reducing complexity and operational costs
- Led 7-Eleven's Customer Digital Transformation initiative, valued at $240,000 USD in ACV and $1.2 million USD in TCV, utilising MuleSoft’s platform to integrate customer data across various touchpoints, enhancing customer experience and operational insights
- Managed enterprise accounts, leading transformative projects and ensuring seamless client transitions to MuleSoft Managed Services
- These projects delivered significant improvements in system interoperability, data accuracy, and business agility
- Identified opportunities, created compelling proposals, and negotiated contracts by showcasing MuleSoft’s value proposition of enhanced connectivity, reduced IT complexity, and accelerated digital innovation
- Developed strategic responses to RFPs/RFIs, emphasising Capgemini’s and MuleSoft’s unique capabilities in delivering tailored digital transformation solutions that meet specific client needs.
Business Development Officer
Australian Training Products
05.2018 - 09.2019
- Conducted strategic meetings to position SaaS learning resources to TAFE institutions and RTOs
- Secured a significant RFT from Submarine Corporation ASC PTY LTD to develop an online training course, valued at approximately $100,000 USD in ACV and $500,000 USD in TCV
- Enhanced compliance and quality control measures, ensuring continuous adherence to ASQA standards, valued at an estimated $60,000 USD in ACV and $300,000 USD in operational savings
- Led marketing initiatives and crafted detailed proposals in response to tenders, focusing on Australian Training Products’ unique value propositions to address specific client needs
- Strategically positioned products to highlight their unique benefits and differentiate them from competitors.
Partner Account Manager
MYOB
12.2016 - 05.2018
- Identified and recruited partners, providing live software demonstrations and training on SaaS solutions
- Expanded partner network and enhanced partner engagement through targeted training programmes, valued at approximately $120,000 AUD in ACV and $600,000 AUD in TCV
- Achieved high levels of client satisfaction and retention by addressing their needs and staying updated on relevant regulations, valued at around $80,000 AUD in ACV and $400,000 AUD in TCV from renewals
- Managed a portfolio of 400 accounting practices, ensuring client satisfaction and regulatory compliance within the SaaS framework
- Delivered education and support on the benefits of SaaS to partners, driving adoption and retention
- Developed and presented compelling proposals to potential partners, emphasising MYOB’s unique strengths and market positioning.
Account Manager
Commvault
01.2015 - 12.2016
- Marketed Self-Paced Training modules to large enterprises like Fulham F.C., Disney, and NHS, focusing on SaaS training solutions
- Identified and cultivated opportunities within the territory, contributing to an estimated $140,000 USD in ACV and $700,000 USD in TCV
- Generated detailed quotations tailored to customers' training requirements, ensuring ongoing skill and product knowledge development
- Built and maintained strong customer relationships, developing trusted advisor roles with key accounts
- Strategically responded to tenders, highlighting Commvault’s unique product features and competitive advantages.
Education
Certificate IV in Cyber Security -
RMIT University
Melbourne, VIC01.2024
BA in Marketing and Business Development -
Holmesglen Tafe
Melbourne01.2016
Skills
- Strategic Account Planning
- Enterprise Sales
- Business Development
- Digital Transformation
- Value-Based Selling
- Contract Negotiation
- Executive Stakeholder Engagement
- Pipeline Management
- Cybersecurity Fundamentals
- Analytical Thinking
Languages
English (Fluent)
French (Fluent)
Professional Development
- Value-Based Selling, 2022
- The Challenger Sales Methodology, 2017
- Emotional Intelligence, 2018
Timeline
Account Executive
Ellucian Australia
11.2021 - 02.2024
Business Development Executive
Capgemini – Digital Customer Experience (MuleSoft SBU)
09.2019 - 04.2021
Business Development Officer
Australian Training Products
05.2018 - 09.2019
Partner Account Manager
MYOB
12.2016 - 05.2018
Account Manager
Commvault
01.2015 - 12.2016
Certificate IV in Cyber Security -
RMIT University
BA in Marketing and Business Development -
Holmesglen Tafe
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