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Education
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Pasha Raoufi-rad

Pasha Raoufi-rad

Sydney,Australia

Websites

Summary

Affable Strategic Account Manager with more than 20 years of experience creating and sustaining profitable, long-lasting commercial partnerships. Seasoned in collaborating with the largest IT vendors to support customers' innovation.


An Account Executive that is extremely driven and well-organized, with a track record of exceeding expectations through effective sales campaigns, territory planning, and stakeholder involvement.


I have accumulated over two decades of experience in selling sophisticated solutions and a variety of technologies to strategic ANZ accounts in a range of industries. I have spent my entire career honing my skills in interacting with senior decision-makers and negotiating complex purchasing procedures in order to close transactions that are worth a lot of money.


I am proficient in handling intricate sales situations and am knowledgeable about cloud, network, applications, integrations, security, and data technology methods.

Overview

23
23
years of professional experience
1
1
Certificate
3
3
Languages

Work History

Regional Strategic Account Executive

WSO2
01.2021 - Current
  • Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
  • Increased revenue by identifying growth opportunities and developing tailored account strategies.
  • Negotiated contracts, ensuring long-term partnerships and mutually beneficial terms for both parties. Built extensive networks within target industries, securing valuable referrals and expanding company''s presence in key markets.
  • Over achieved in FY 22 (233% ) and FY 23 (211%)
  • Grew ARR from 700K to 2.2M within 3 years
  • Grew Partners from 0 to 6 with ANZ
  • Entered new Markets, First sale to Fed with Home affair

Enterprise Account Executive

Nutanix
05.2019 - 01.2021
  • Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
  • Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
  • Mentored junior account executives, fostering a culture of professional development within the team.
  • Participated in trade shows and conferences, representing the company''s brand on a national level.
  • Developed strong partner and SI relationships to help engage with your target account list

Oracle Cloud Platform Account Executive

Oracle
03.2015 - 05.2019
  • Achieve Oracle’s growth expectations in our Oracle Cloud Infrastructure Solution
  • Established long-lasting relationships with key decision-makers within client organizations, solidifying the company''s reputation as a trusted partner in their respective industries.
  • Nurture and close complex deals – managing the end-to-end sales cycle with the objective to achieve assigned sales targets
  • Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.
  • Cross-sold products and services to clients to secure additional business and grow revenue streams.
  • Presidents club 2016
  • Sold first PaaS and IaaS solution
  • Received 3 promotions

Enterprise Account Executive

Telstra Business Centre Bella vista
03.2012 - 02.2015
  • Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
  • Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
  • Generated new contacts through networking and cold calling.
  • Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
  • Established strong relationships with key enterprise customers, driving customer satisfaction and retention.
  • Selling Data, Mobility, Voice, Software, Cloud, Telstra Solutions
  • Achieved 120% yearly target
  • Biggest iPad sale to New horizon 2013
  • 400 iPhone sale to IAG with biggest data pool plan 201
  • Implemented Online Ordering for Business centre

Director Education and Local Government

Trend Micro
04.2010 - 03.2012
  • Formed strategic partnerships and connected with potential clients to drive business development.
  • Leveraged professional networks and industry knowledge to strengthen client relationships.
  • Assisted with sales and marketing strategies to foster achievement of revenue goals.
  • Grew vertical by 25%
  • Converted 85% accounts to Cloud
  • Provided accurate information about promotions, customer programs, and products, helping drive high customer retention.
  • Developed a comprehensive understanding of product offerings and effectively communicated this knowledge to potential buyers, helping them make informed decisions.
  • Identify and pro-actively target prospects and existing clients to drive the adoption of Trend Micro technologies and services
  • Increasing market share in the defined territory objectives of accounts and develop market strategies for each product and service
  • Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities
  • Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams
  • Attain revenues goals per quarter allocation in line with BU goals

WA Large Enterprise Account Manager

Lenovo
01.2006 - 02.2010
  • Increased revenue growth by identifying new opportunities within enterprise accounts and developing strategic partnerships.
  • Grew Channel partner portfolio from $2 to $3 million
  • Presidents club 2 year in a row
  • Largest Desktop Sale – Bunnings 5000 Desktops for Point of Sales Solution
  • WA Education Desktops for Schools 8000
  • WA Education Notebooks for teachers 3000
  • First Green machines sold in APAC to Wesfarmers Insurance
  • Achieved the highest GP for notebook sale to BHP
  • 100% Share of wallet for Chevron, Dual panel contract with HP
  • Sold the highest amount of accessories in APAC

Channel Manager

Lenovo
01.2006 - 02.2010
  • Facilitated channel engagement to support territory sales goals.
  • Articulated value proposition to assigned territory partners to maintain and increase share of partner business.
  • Developed strong relationships with key partners, leading to higher revenue generation and long-term collaborations.
  • Monitored industry trends to stay ahead of competitors and capitalize on emerging opportunities within market space.
  • Grew WA partner portfolio 45%
  • Grew SOW with TOP Tier 1 partners to over 60%

WA Account Manager / Bid Manager

IBM
01.2005 - 01.2006
  • Accomplished multiple tasks within established timeframes.
  • Optimized resource allocation by identifying areas where additional support was needed within bid team structure.
  • Adapted existing methods and procedures to create possible alternative solutions to moderately complex problems.
  • Built strong relationships with key stakeholders across all organizational levels, allowing for better understanding of internal capabilities and expertise available when preparing bids.
  • Maintained up-to-date knowledge of industry trends and market changes, allowing for better alignment with customer expectations during bidding process.
  • Evaluated post-bid results to identify areas for improvement in future proposals by conducting thorough debriefs with both internal teams and clients.

Sales Manager

Computer Maintenance Australia
06.2004 - 01.2005
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Sales of managed services
  • Built long-lasting client relationships through excellent customer service and consistent followups.

Sales Information Centre - Microsoft

Datacom
04.2001 - 06.2004
  • First point of call with Microsoft call centre
  • Create leads for each department
  • Handled customer inquiries and suggestions courteously and professionally.
  • Managed high-stress situations effectively, maintaining professionalism under pressure while resolving disputes or conflicts.
  • Resolved customer complaints with empathy, resulting in increased loyalty and repeat business.

Education

Master of Management, Business/Managerial Economics -

Macquarie Graduate School of Management (MGSM)
Sydney, NSW
03.2014

Postgraduate Diploma of Management (PGD)., Business/Managerial Economics -

Macquarie Graduate School of Management (MGSM)
Sydney
01.2013

Postgraduate Certificate of Management (PGC)., Business/Managerial Economics -

Macquarie Graduate School of Management (MGSM)
Sydney, NSW
01.2012

High School Diploma -

Cherrybrook Technology High School
Sydney
01.2000

Certification

  • CPSP - Certified Professional Sales Person
  • Challenger
  • MEDDIC
  • BANT
  • SPIN
  • Sandler
  • Solution Selling

Skills

    Channel Partners

  • Cloud Computing
  • Enterprise Software
  • Business Development
  • Solution Selling
  • Direct Sales
  • Account Management
  • Pipeline Management
  • CRM proficiency
  • Territory Management
  • Stakeholder Management
  • Sales tactics
  • Sales strategy development
  • Managed Services
  • Lead Generation
  • Sales
  • Deal Closing
  • Value-based selling
  • Network
  • Applications
  • Integrations
  • Cloud
  • Security
  • Data
  • SaaS
  • PaaS
  • IaaS

Quote

I find that the harder I work, the more luck I seem to have.
Thomas Jefferson

Awards

  • Salesman of the year 2008 - Lenovo
  • Oracle Middleware Rep of the Quarter - Oracle Direct
  • Oracle Middleware Rep of the Quarter
  • First Antivirus appliance sold to Local Government - Trend Micro
  • First Antivirus appliance sold to Local Government
  • First sale of Deep Security - Trend Micro
  • The Duke of Edinburgh's International Award - Australia - The Duke of Edinburgh's International
  • Bronze Award 1996
  • Silver 1997
  • Gold 1998

Awards

  • Salesman of the year 2008 - Lenovo
  • Oracle Middleware Rep of the Quarter - Oracle Direct
  • Oracle Middleware Rep of the Quarter
  • First Antivirus appliance sold to Local Government - Trend Micro
  • First Antivirus appliance sold to Local Government
  • First sale of Deep Security - Trend Micro
  • The Duke of Edinburgh's International Award - Australia - The Duke of Edinburgh's International
  • Bronze Award 1996
  • Silver 1997
  • Gold 1998

Awards

  • Salesman of the year 2008 - Lenovo
  • Oracle Middleware Rep of the Quarter - Oracle Direct
  • Oracle Middleware Rep of the Quarter
  • First Antivirus appliance sold to Local Government - Trend Micro
  • First Antivirus appliance sold to Local Government
  • First sale of Deep Security - Trend Micro
  • The Duke of Edinburgh's International Award - Australia - The Duke of Edinburgh's International
  • Bronze Award 1996
  • Silver 1997
  • Gold 1998

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Pasha Raoufi-rad