Rahul Tabeck
Country Manager & Sales Director
Melbourne
Summary
Dynamic sales leader with over 20 years of experience driving business growth and leading high-performance sales teams. Proven expertise in crafting and executing impactful sales strategies across enterprise, mid-market, and channel partners, consistently exceeding ambitious revenue targets.
Specialized in IT solutions such as SaaS, cloud, CRM, ERP, and IT applications, with a strong track record of delivering innovative solutions that effectively address complex business challenges. Committed to fostering collaborative environments that inspire teams to achieve exceptional results while enhancing customer satisfaction.
LinkedIn: https://www.linkedin.com/in/rahul-tabeck-a246b0b/
Overview
19
19
years of professional experience
4
4
Certifications
Work History
Country Manager & Sales Director, ANZ
SolarWinds
01.2024 - Current
- Team Leadership: Leading and developing a high-performing team of Account Executives, overseeing the pipeline build, movement, and closure strategy to drive ARR growth of 20 million USD in the region. Driving 35% growth on YoY basis.
- Go-to-Market Strategy: Owning and executing the regional Go-to-Market strategy, onboarding 35 new partners and driving success with the top 10 SIs in the ANZ region, which results in a 3x increase in business closure with these partners.
- Operational Excellence: Driving operational excellence to make the region the most predictable in APJ, achieving 98% forecast predictability through disciplined pipeline management and data-driven sales processes.
- Brand and Pipeline Growth: Spearheading ANZ marketing and PR initiatives to successfully elevate the SolarWinds brand, resulting in a consistent and robust pipeline for both direct and channel-led sales.
- Cross-functional Collaboration: Driving integrated execution by forging strong partnerships with Solution Engineering, Channel, Customer Success, Marketing, and other internal teams to align sales initiatives and maximize market impact, driving regional growth.
- Financial Management: Managing budgets, overseeing financial planning, and providing accurate forecasting to optimize profitability and resource allocation for all country operations.
Enterprise Account Leader
Honeywell Pty Ltd
11.2020 - 01.2024
- Executed over 30 enterprise account assessments, devising strategies that amplified engagement by 25% and unveiled new cross-sell opportunities.
- Championed a customer-centric Go-to-Market strategy across Enterprise and mid-market accounts leading to a remarkable 25% revenue growth, surpassing sales targets by an impressive 32%.
- Led the establishment of robust relationships with C-level executives, elevating customer loyalty and realizing a substantial 30% increase in repeat business.
- Collaborated with key channel partners such as Data 3, CDW, Software ONE, Ingram, Tech Data, and Avnet to expand coverage and achieve a significant annual revenue growth of 35%
- Employed solution-oriented strategies with Honeywell's platform, raising customer satisfaction rates by 35%.
- Provided data-driven insights during negotiations, improving deal profitability by 20% and customer retention by 15%.
- Prioritised customer needs with tailored technical solutions, positioning Honeywell as a key success enabler and increasing satisfaction by 30%.
- Utilised exceptional communication skills to simplify complex cloud technologies, improving stakeholder understanding and alignment by 50%.
- Leading Enterprise Accounts across AU and NZ territory
- SaaS solutions sales
- Achievements/Tasks
General Manager of Sales & Services
DEV IT SERV
06.2017 - 02.2020
- Orchestrated an outstanding surge in revenue, catapulting from AUD 8.8M to AUD 45M by February 2020, achieving an unprecedented 100%+ year-on-year growth in challenging conditions.
- Crafted a notable surge in net profits, rising from 2.8% in 2017-2018 to an impressive 9.75% by 2020.
- Pioneered the geographical expansion of DEV IT SERV, elevating from 2 to 9 locations across major cities in India.
- Spearheaded a substantial increase in the Sales and Support Team, growing the team from 22 to 76 within a dynamic span of three years, resulting in heightened sales productivity.
- Revolutionized DEV IT SERV's business model, shifting from a traditional box seller to a comprehensive IT Life Cycle Management company with nationwide availability and serviceability across India.
- Executed a strategic overhaul of the Sales and Operations team, introducing and integrating five Department Head roles, encompassing finance, procurement, and more, optimizing organizational efficiency.
- Successfully expanded market reach across Small and Medium-sized Businesses (SMBs), Mid-Market, and Enterprises, demonstrating versatility in capturing diverse client segments.
- Introduced and implemented innovative business solutions catering to the unique needs of SMBs, Mid-Market, and Enterprise clients, showcasing adaptability and responsiveness to distinct market demands.
- System Integrator and Reseller
- Leading India Enterprise and Mid-Market Sales team
- Achievements/Tasks
Senior Account Executive
Dell International Services
05.2014 - 06.2017
- Surpassed AUD 7M revenue target through strategic territory business plans, expanding wallet share in Data Centre hardware and software solutions for cloud, ERP, and end-user clients.
- Orchestrated strategic initiatives to expand market presence and capitalize on emerging opportunities, contributing to sustained business growth and increased market share.
- Managed 21 large enterprises and global accounts, overseeing sales and account planning, RFP responses, and sales forecasting and achieved sales quota by 135% YoY
- Led comprehensive sales training programs, equipping the sales team with advanced skills and techniques. This resulted in enhanced sales effectiveness and a more agile and adaptive sales force.
- Negotiated profitable deals to expand opportunities based on the existing business, increasing the company's footprint and revenue by 1.5M AUD.
- Reached NPS of > 60% in customer satisfaction rated by all clients.
- Utilized the Integrated Sales Cycle to propose and close 12+ technical solutions, including servers, storage, virtualization software, and networking products.
- Innovated and implemented customer engagement strategies that elevated client relationships, resulting in increased client retention and recurring business.
- Global IT and IT Services
- Leading BFSI and Global accounts
- Achievements/Tasks
Commercial Account Manager
EMC IT Solutions
01.2012 - 05.2014
- Improved the Net Promoter Score survey by 40% annually against a business target of 35% in FY12.
- Supported the Account Manager by providing technical expertise, and participating in client engagements, leading to the acquisition of 11 new enterprise accounts.
- Coordinated 6 marketing events to showcase EMC's latest technology and IT trends, unearthing all potential business opportunities adding 400K AUD in new business
- Adapted an advice-giving approach with prospective clients, presenting formal sales presentations addressing their Operational and Business needs, upholding a sale conversion rate of 25%.
- Increase the 'share of wallet' penetration of offerings previously purchased in the accounts by 20% YoY adding 600K AUD in new business
- Spearheaded collaborative efforts with key partners, fostering strategic alliances that enhanced the overall ecosystem impact and contributed to sustained business growth.
- Initiated innovative product positioning strategies, aligning EMC's offerings with market trends and customer demands. This approach led to increased product adoption and market competitiveness.
- Led initiatives to strategically expand key accounts, driving revenue growth and strengthening EMC's foothold in critical client relationships
- Data Storage & Management
- Data Management Solution and Storage Acquisition
- Achievements/Tasks
Sales Account Manager
Dell Technologies
09.2010 - 01.2013
- Increased territory revenue from $600K to $1.2M QoQ, with an annual business contribution of $3.8M.
- Developed a comprehensive understanding of solutions, conducting high-level demonstrations that secured 22+ clients. This showcased an adept ability to align solutions with client operational concerns.
- Activated over 150 in-active or non-potential accounts, successfully converting 20% into active business potential accounts. This initiative expanded the active client base and increased revenue streams.
- Generated a remarkable 5X increase in revenue over new leads through meticulous territory planning, call-down campaigns, and personalized presentations. This strategic approach uncovered new opportunities and drove business growth.
- Developed 15+ business plans for key accounts, infiltrating all Lines of Business (LOB) and positioning Dell as a comprehensive solution provider.
- Innovated to strategically remove technical and business sales roadblocks, resulting in streamlined processes and improved business development practices.
- Improved the Net Promoter Score survey by an impressive 40% annually, surpassing the business target of 35% in FY12.
- Mid Market and and Acquisition of Accounts
- Achievements/Tasks
Territory Account Manager
HP
09.2008 - 10.2010
- Led HP's Enterprise Solution sales, targeting key customers in Delhi NCR, driving market penetration. Achieved a 23% increase in sales revenue
- Managed key accounts in the Technology Solutions Group, elevating account retention by 80% through tailored technology solutions.
- Strategically increased HP's share of wallet, breaking into key competition accounts, resulting in a 16% collective sales increase through improved channel partner performance.
- Implemented customer education initiatives, leading to a 25% reduction in product-related queries and improved customer self-service capabilities
- Diversified channel partnerships strategically, resulting in a 20% expansion of sales channels and increased market reach
- Implemented client-centric solutions, leading to a notable 15% improvement in customer satisfaction and loyalty
- Spearheaded customer-driven product enhancements, leading to a 20% increase in upsell opportunities and customer lifetime value.
- Optimized inventory management processes for channel partners, reducing costs by 18% and improving order fulfillment speed by 25%.
- Achievements/Tasks
Inside Sales Account Manager
Dell International Services
07.2006 - 09.2008
- Managed timely delivery by coordinating with various Dell departments, ensuring a seamless and hassle-free experience for customers.
- Strategically engaged customers during Dell product sales, emphasizing better margins and increased revenue for the company.
- Implemented follow-up strategies with previous customers to retain market share, focusing on selling services and additional computer peripherals.
- Applied efficient techniques in concession management, contributing to favorable negotiation outcomes.
- Took ownership within the team, facilitating training sessions on best practices to enhance quality and productivity.
- Conducted open forum discussions for new hire batches, clarifying doubts, and providing insights into upselling techniques for increased productivity.
- Acted as a Single Point of Contact (SPOC) within the team, convincing customers to opt for superior products and Dell services, and addressing issues with Dell tools and other departments.
- Achievements/Tasks
Skills
- Business and IT Ventures: Strategic planning and execution for building and scaling new and existing IT ventures
- SaaS and Cloud Solutions: Deep expertise in selling SaaS solutions including Cloud, Security, CRM, ERP, and Automation
- Data Center & IT Infrastructure: Proficient in Data Center technologies, including Storage, Backup, Servers, and data management
- Digital Adoption & Modern Sales: Leading projects focused on digital adoption and mastery of modern sales methodologies
- Executive Communication & Influence: Demonstrated ability to influence at all levels, including C-suite, and to champion business value internally and externally
- Strategic & Analytical Skills: Adept at translating business goals into actionable sales plans and leveraging data to drive decision-making and business growth
- Customer-Centric & Consultative Selling: Proven ability to understand complex customer problems and deliver tailored solutions that drive tangible business value
- Cross-functional Alignment: Skilled in orchestrating and partnering with diverse teams to ensure unified execution of sales initiatives
Certification
Franklin Covey Sales Methodology (2022)
Interests
Startup Investments and Business ideas, Consumer Tech, Science and exploration, 90's music, Cricket and Tennis
Accomplishments
- President's Award: Awarded for surpassing sales targets by 32%, achieving a 25% revenue growth.
- Customer Delight Maestro: Honoured for raising customer satisfaction NPS by 35%, and increasing repeat business by 30%.
- Sales Excellence Innovator: Recognised for innovative strategy, increasing account engagement by 25% and conversions by 40%.
SALES METHODOLOGIES
- Strategic Account Planning
- Cultivating C-Level Customer Relationships
- Facilitating Cross-functional Collaboration
- Implementing Revenue Growth Strategies
- Expertise in Contract Negotiation and Closure
Timeline
Country Manager & Sales Director, ANZ
SolarWinds
01.2024 - Current
Enterprise Account Leader
Honeywell Pty Ltd
11.2020 - 01.2024
General Manager of Sales & Services
DEV IT SERV
06.2017 - 02.2020
Senior Account Executive
Dell International Services
05.2014 - 06.2017
Commercial Account Manager
EMC IT Solutions
01.2012 - 05.2014
Sales Account Manager
Dell Technologies
09.2010 - 01.2013
Territory Account Manager
HP
09.2008 - 10.2010
Inside Sales Account Manager
Dell International Services
07.2006 - 09.2008