Raj Choudhary

Experienced Senior Account Director/Executive with a 25+ year track record of success in enterprise sales across Australia and New Zealand. Demonstrated expertise in driving new business growth and expanding client relationships. Proficient in developing GTM strategies, sales growth strategies, and Territory/Account plans. Highly skilled in negotiation and fostering strong c-level relationships. Successfully identifies customer needs, delivers tailored solutions, and closes deals effectively. A proactive team player dedicated to achieving targets.

• Minitab Australia, Senior Account Executive -Enterprise Sales, 06/01/20, 05/31/24, Not Provided, Not Provided, Australia, Not Provided, ANZ regional business development role selling to Enterprise customers (ASX 200 and Global 500) accounts. Cross Industry with focus on Mining, Manufacturing, and Utilities & BFSI., Develop GTM for Minitab Software (SaaS) Platform for AI enabled Data Management platform, Business Analytics, ML & Predictive Modelling, Process automation, Quality, Project/Portfolio execution, Operational Excellence and consulting / implementation services., New Business (net new logo) acquisition and Strategic Account Management., Engage consultatively and identify business problems and recommend suitable solutions., FY24 -Attained US $1.84M against $1.9M., From start-up business in 2020 to 2024, turned around the region from 20% YOY decline to 30% YOY growth. Via a multichannel prospecting strategy qualified and won over 20 new logos, converting prospects into a portfolio of 50 customers., Developed strategy for A, B and C accounts, with Top 5 customers experiencing annual ARR of $300K via upsell and cross sell opportunities. 140% YOY growth in existing accounts with 95% retention in FY24. Successfully built senior level relationships in Business, Procurement, and Technology and negotiated six figure, multi-year contracts., Key Enterprise wins: BHP, Rio Tinto, Orica, Fortescue, F&P Healthcare, ResMed, Cochlear, BAE, Fonterra, Sydney Trains, ADHB-NZ BlueScope Steel NZ, IAG-NZ, MLC and more., Identified solution areas for GTM strategy: Improved CX and Operational efficiencies, Cost reduction, Process automation with AI, Predict Customer churn, Credit card fraud and more.
• OpenText, AI & Data Analytics Lead Account Executive - Enterprise. (Overlay role), 08/01/18, 10/31/19, Not Provided, Not Provided, Not Provided, Not Provided, Build the 3X pipeline, drive sales process and CRM cadence to achieve $1.3M quota., Trusted Advisor for the OpenText Magellan AI platform for existing Enterprise Content Management (ECM) Enterprise customers., Identify customer challenges and reframe their business problems to align with our Analytics and AI solutions. Develop value proposition for AI Platform including popular use cases., Develop ANZ Regional business plan and a clear GTM strategy. Identify new stakeholders to position and sell the value of the Analytics and AI platform., Identify (consulting and professional services) partners that will assist in advocacy, sandbox pilots and deployments of the OpenText AI platform., Built from scratch, a $5M pipeline in new business across the team with $3M as an individual number and won 3 x strategic Analytics deals within the white-space., Developed and executed the sales plan and developed GTM solutions, value prop and ROI for the AI Magellan platform., Successful wins: Identified a new use case for Text Analytics and BI reporting as-a-service and achieved a prototype win for NewsCorp. Pilot win $400k., Developed an offering for AI augmented Capture solution. Prototype win for a start-up BU of a global re-insurance company for unstructured content to improve Operational efficiency & enhanced Broker experience. Pilot win $200k., Partnered with a Global SI in a large bank to build predictive analytics based as-a-service model to predict delinquent home loans, proactively engage & prevent churn. Win $300k.
• Dynatrace Australia, Enterprise Strategic Account Executive, 07/01/14, 04/30/17, Not Provided, Not Provided, Australia, Not Provided, Remit to sell to ANZ Regional Enterprise customer and develop new business, brand and value proposition of AI powered Dynatrace SaaS Observability/ Cloud/ APM / DX platform., Find new opportunities across all industries and build new business pipeline. Generate demand through digital transformation marketing campaigns and build demand for the new AI powered APM SaaS platform., Achieve $1.34M quota for Dynatrace Observability SaaS software platform., Build relationships in key accounts and identify stakeholders across DevOps, Testing, and Production environments, GMs for Application Owners, BU heads, CX heads and Technology key decision makers., Achieved $1.4M ARR against $1.34M., Prospected successfully to build $3.5M pipeline, including upsell and cross-sell deals., Won 15+ new clients and successfully closed a strategic deal with AMP for a 3-year contract for $1.2 M opportunity., Developed an 18 month rolling Territory plan, strategic account plans. Coached SDR's., Build executive relationships key executives from AMP, IAG, QBE, Westpac/BT Financial Group, CBA, Macquarie Bank, Optus, Woolworths and Qantas.
• CA Technologies, Enterprise Account Manager - NSW, 10/01/13, 04/30/14, Not Provided, Not Provided, Australia, Not Provided, NSW Enterprise customer remit for sales of CA portfolio products into Emerging markets and a named account - Woolworths., Develop New Business (new logo acquisition) pipeline and cross -sell SaaS APM solution into Woolworths., Develop Territory plan, sales & account strategy. Develop account relationships, identify use cases and sell software impacting UX/CX, Project Management, IAM and Helpdesk software., Successfully closed a single contract for $400k in new business -First ANZ regional APM SaaS sale to Woolworths., Developed Wipro alliance to assist account's UX and digital teams to enhance customer experience for web and mobile users for Woolworth's online platform using CA software.
• IGATE (now Capgemini) Australia, ANZ Region- Sales Director, 03/01/10, 10/31/12, Not Provided, Not Provided, Australia, Not Provided, Responsible for new business IT Services and outsourcing services revenue. Quota $3.5M., Drive sales development in ANZ region & be the Account Director for GE Capital., Innovate bid management process, engagement strategy & contracts and pricing., Attained $4M in new outsourcing and consulting services against $3.5M quota., New business - Won MetLife Australia and MLC (NAB). 3 year TCV of $5M for Testing (managed services) and AMS outsourcing deals., GE Capital: Increased annual revenue from initial $700k to $2M in ITOPS services.
• Oracle Australia, Consulting Sales Manager, 01/01/96, 12/31/08, Not Provided, Not Provided, Australia, Not Provided, New Business role ANZ Region remit for Manufacturing, Retail & Distribution Industry., Achieve $3M quota for Oracle Consulting Services. Maintain 80% utilisation., Achieved $3.2 M in new consulting services and won Key accounts: Boral, ResMed, Canon, BlueScope steel and CCA to name a few.
• KPMG Australia, Key Account Director -AMP, Not Provided, Not Provided, Not Provided, Not Provided, Australia, Not Provided, Key Account responsibility. Drive KPMG Professional services sales. Develop Account Strategy and Key senior level relationships to achieve $10M quota., Qualify leads and take ownership of sales processes and sales cycle., Attained $12 M against $10M quota. Led cross functional teams- identified new geographies for business including AMP Asia & AMP NZ.
• HP Asia Pacific, APAC sales lead for ILM Business Unit. Overlay role., Not Provided, Not Provided, Not Provided, Not Provided, Not Provided, Not Provided, Lead and manage a virtual team of 8 x Storage BDM's. Achieve $7M revenue selling HP's ILM (Information Lifecycle Management) solutions. Identify new business, growth markets & partners to meet sales objectives., Build regional pipeline, reporting and coaching ILM solution specialists and sales executives. Identify new channels across APJ region for developing GTM solution and co-sell activity., Won 9 new client logos in New Business. 142% growth in YOY sales., Attained $10 M revenue against $7M quota. Key wins: KIA, HKHA, HSBC, KTB, ALLIANZ, MLC, Bajaj, Indian Army, OIL, Reliance, SBI, etc.
• HCL America Inc., Global Alliance Manager-Microsoft Inc., Not Provided, Not Provided, Not Provided, Portland, OR, Not Provided, Key role: Manage the strategic partnership with Microsoft in PacWest and Canada region., Drive joint sales pipeline, solution development, identify new business and growth markets., Won 2 new accounts AMD and Nike in Portland, Oregon worth $1.5M.
• Microsoft Australia, Alliance Manager - Intel and SAP, Not Provided, Not Provided, Not Provided, Not Provided, Australia, Not Provided, Co-sell with key partners into ANZ Region. Own GTM and Partner Strategy., Manage a team of 3 x Partner Account Managers -Pipeline review, QBRs and Coaching., $37M against $30M for Intel. Large wins - New logo sales -Telstra, NAB, BCC & Linfox. $1.2M against $1.0M for MS SQL/SharePoint server sales with SAP Australia.
• Compuware Australia, Senior BDM -QLD, NSW and NZ Remit., Not Provided, Not Provided, Not Provided, Not Provided, Australia, Not Provided, Identify new business for Compuware's APM solutions in key accounts across the region., Achieved ARR $1.2M revenue against $800K. Won: 12+ New Logo accounts.
• IBM Australia, Key Account Manager -Westpac Bank., Not Provided, Not Provided, Not Provided, Not Provided, Australia, Not Provided, Lead Business Development and Key Account Ownership for IBM PC Company., Achieved $8.9M revenue against $8.0M.