Pingala Odayammadath

Responsibilities

• Developed and implemented win/win negotiation strategies for medium and large account contract renewals that increased contract value while protecting and improving customer trust.
• Partnered with sales representatives to fully understand and develop clear renewal strategies for each customer based on data-driven decisions.
• Improved account growth opportunities by actively contributing to the account team and identifying incremental opportunities upon contract renewal.
• Owned, drove, and led the renewals process in collaboration with the account team.
• Achieved financial and strategic targets by minimizing attrition, positioning favourable terms, and boosting incremental revenue through up-sells, cross-sells, and add-ons.
• Collaborated with internal resources (Competitive Intelligence, Pricing, Product Management, Customer Success, Account Executives, etc.) to develop comprehensive “win” strategies for renewals.
• Identified customer requirements, uncovered roadblocks, and demonstrated strong account management and commercial capabilities to drive renewals to timely closure.
• Provided executive management with complete insight into renewals and solicited executive involvement when needed.
• Maintained and updated a rolling 1-year forecast of renewals in the territory, ensuring uncovered risks were communicated to develop resolution strategies.
• Followed and adhered to best practices for all internal processes including Opportunity Management, Data Quality and accuracy, Quotations, Orders, and Forecasting.
• Engaged in strategic account planning with key collaborators at VP levels to ensure accountability across teams.
• Acted as a Renewals brand ambassador.

Responsibilities

• Responsible for growing, developing and managing Xero’s relationships with existing and newXero partners.
• Managed Xero Accounting & Bookkeeping Partner within assigned territory.
• Meet Revenue Targets and KPI's on a monthly basis.
• Developing business plans with partners to help them adopt Xero and managing within dedicated regions to recruit, educate and grow Xero Partner channel.
• Help new partners on building a strong foundation by educating them about Partner program and benefits associated to succeed in the Partner Journey.
• Work with Existing partners, to book Product Demos and check-in sessions to make sure they are updated about all the latest news at Xero.
• Understand the workflow and challenges that accounting firms face on a day-to-day basis.
• Coordinate with pre-sales, post sales, marketing and education teams within Xero
• Organize End to End Product Demo sessions for partners, by collaborating with technical Consultants.
• Identify high opportunity partners and encourage the adoption of Xero Products.
• Territory planning to segregate firms, depending on the engagement they show and accordingly have an action plan to nurture and drive growth in these accounts.
• Organize webinars and catch up sessions to promote networking and relationship building amongst Xero Partners community.
• Product presentations at Xero events.
• Promote use of Xero’s adjacent products along with teaching and helping them choose add on apps effectively.

Achievements

• Through my current role role, I’ve built great relationships, educate and helped drive success amongst Xero Partners in my territory.
• Worked on several Business plans/deal closures and Implementation for small and medium sized Accounting firms , while influencing and supporting them to adopt Xero practice Tools.
• Gained more traction from Partners to help them adopt Xero, by supporting through webinars, and demo sessions.
• Consistently exceeded Revenue Targets.
• Collaborated with the team on Multiple projects, to win Xero partners.
• I have had the opportunity to work with some challenging Partners/Firms and move them along the journey to Implement Xero.

Responsibilities:

• Building beautiful on-boarding experiences for Xero Partners, priming them for success.
• Grow and develop key relationships with Accountants and Bookkeepers.
• Educate partners on all resources available and expand their use of Xero.
• Assist new partners in the planning of and rolling out of their cloud strategy.
• Monitor prospective partners progress throughout the onboarding cycle.
• Keep all information relating to sales tickets, inbound & outbound calls in Salesforce up to date.
• Promote Xero features and functionality via Xero training and Webinars.
• Run webinars to educate Accountants and Bookkeepers on partner program.

Achievements

• Successfully onboarded close to 700 Partners on Xero.
• Consistently achieved more than 100% target for each quarter.
• Played a key role in training new team members.

• As a Talent solutions specialist, I worked with companies in APAC, to show them how to best leverage LinkedIn's network to find top talent more efficiently and cost effectively, through our Talent Solutions and generate new client opportunities through our Sales Solutions
• Partnered with stakeholders in closing new business, renewal of contracts of existing customers and supported targeted territory management.
• Complete accurate tracking of communication with current and potential customers in Salesforce.
• Coordinated with team members, cross functional teams and client for giving acceptable solutions to problems, queries raised by client within predefined stringent time limit.
• At LinkedIn my goal was to enable companies to tap into the incredible network, build out a solid talent acquisition strategy, and ultimately bring on great people who will go on to accomplish extraordinary things

Achievements

• Increased closures in Small and medium sized business sectors.

• Identify key accounts and do extensive prospect territory planning for APAC.
• Develop a `Why Akamai, Why Now' value proposition for every prospect & Customers.
• I strategized with customers to target pain points and provide customer-specific workflows.
• Target specific role with monthly and yearly KPI's.
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives
• Collaborate closely with Field marketing and Channels to educate customers of the various solutions Akamai has to offer.
• Forecast and track key account metrics and efficiently articulate value proposition and opportunity assessments.
• Grow cross selling opportunities within territory and collaborate with sales teams to ensure growth attainment.

Achievements

• Key wins in Ecommerce, Healthcare and Finance Accounts and helped gain more traction from these Industries.
• Proved my mettle in organizing internal events and also coordinating all required logistics when the organization participates for external events.
• Represented Akamai at the Gartner Event and E-commerce Expo at Sydney.

• Proposed business deals by contacting potential partners; discovering and exploring opportunities in ANZ region
• Screen business deals by analyzing market strategies, deal requirements, potential, and financials
• Partnered with the business heads to identify and close new business
• Closed new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations

Achievements:

• Facilitated the closing of key services projects.

• Hosting trainings and conferences for all the major organizations in the biggest market hubs in the world
• Organize market research, Competitor activities and product promotions
• Build new relationships and extend network of contacts and industry leaders
• Networking with the leading organizations across the globe
• Plan and deploy strategies to improve advertising, and product marketing
• Charged with developing new customers and growing sales from existing client base
• Facilitated international Conferences in Middle East and Africa
• Won Top Delegate sales award