Rishad Irani

Was recruited by the Sales Enablement team to lead several key priorities for their AU strategy.

- Sales Methodology (complete): Challenger Sale, ECIT & Competitive analysis official training for all AU sales (LE was optional)

- Insights & Value Selling (complete): facilities & logistics manager, venue selection, logistics, event planning, stakeholder management. A 2 day sales training event at an external venue. I was the lead contact in leasing with the external venue staff to plan and navigate between our internal organizational needs for the training and what the venue was capable of providing.

- Braintree Global (AU Launch): planning the official training leading to GA & facilitation of Office hours for CSM/ AM team migration. Managing stakeholders, working across segments, leveraging SME & GTM groups to deliver stakeholder facing value ~ and end user value as a result.

- Various on the fly team trainings for Sales & CSM (complete): MCW, IC++, FPA, CBP, SF processes for risk/ UW/ compliance etc. , managing reports, raising contra requests, best practice call structure,

- FastLane Alpha, Migration & GA (in progress):

end to end planning for the sales strategy and rollout of training including post training support and reinforcement training.

- Fraud protection advanced sales enablement end to end strategy and training planning including post training support and reinforcement. new feature rollout for PayPal direct credit card processing: in progress

- 6 other projects with significant business impact spanning over the next 6 months, responsible for the end to end logistics, strategy and rollout of training including reinforcement, and post session support: in progress (chargeback protection, Consumer Package tracking, Polaris: which includes 4 topics which i am responsible for from my team and this will be an APAC relevant series)

• Orchestrated and executed "Sales Competency" Journeys for 16 AU based Mid Market Sales Representatives. My team consists of 6 (including myself and my manager) representatives. I am the only one in the AU region, the others are based all around the globe and we collaborate to deliver consistent coaching content across the greater organization.
• Was the sole representative for AU responsible for documenting an entire "Time in Motion" Sales Analysis Study (from scratch). I had to report on time consumption per sales task involved in a study of 5 different sales representatives in the AU team (picked as a random sample). This involved breaking down the sales processes into it's most effective outlay and including commentary from sales experts via additional sheets (allowing for overview visuals as well as detailed viewing insights). Reported back to Revenue Enablement for planned improvement designs (which they undertook and executed separately for the teams i was also managing via online courses) ~ these courses then aided me in providing one on one coaching to the sales reps.
• Performed 'sales call' analysis and conducted collaborative reviews as well as scored sales calls and assessed how well representatives were following guidance/ demonstrating best practice sales skills.

• Worked a low velocity high value pipeline consisting of around 180 clients at any given time.
• Worked on a 4 month commission cycle per go live based on a revenue attainment model. Achieved the highest performing sales representative for PayPal Australia Mid Market in one of my years in the role and exceeded target in all other years in the role.
• Was designated as a product specialist for multi-currency clients within the volume range of 5-25 Million AUD $ per year

• On-Board, Revenue Growth & retention of new and existing online merchant partners
• Achieved individual in-year & team revenue targets 2014, 2015 & 2016.
• Recognized for on-board of “best developer referral” for 2014. Commended for most innovative integration during 2015. Continued growth in merchant portfolio and diversity of product utility in 2016 & 17.

• 3 month internship in 2012
• Demonstrated quick responsibility adoption in cross-organizational communications specifically between IT and marketing departments.
• Helped reach deadlines for activity prioritization; pushed launch to live dates for advertising campaigns, and engaged in the culture as a junior event planner

• A small startup in NZ offering a purely online realtor service for property sales.
• Conducted sales calls, physical mail drops and attended face to face client meetings as an assistance/intern.