Robert Aler
Frewville
Summary
A highly accomplished professional with significant experience in strategic account management for corporate enterprises and in government sectors with a superior track record in meeting and exceeding revenue, sales and customer value analysis targets. Acknowledged for building high levels of executive engagement with potential and existing clients and other key stakeholders to develop new lines of business, implement revenue growth strategies and successfully retain clients in highly competitive markets. An innovator, skilled in understanding the customer’s business environment and applying positive and effective business outcomes and solutions.
Overview
42
42
years of professional experience
Work History
Account Executive K-12 South Australia
Dell Technologies
- Develop deep insights into customer’s business objectives and technology requirements within the South Australian education sector.
- Expand Dell’s share of wallet by delivering integrated solutions—encompassing servers, storage, networking, software, security, and managed services—to address diverse school needs.
- Manage territory and accounts through rigorous account planning, accurate sales forecasting, and by leveraging cross-functional and virtual teams to ensure enterprise-wide alignment and execution.
- Consistently engage key decision-makers onsite, building trusted relationships and uncovering new opportunities through regular, meaningful interactions.
- Provide strategic sales leadership on large and complex opportunities, guiding teams and customers to successful outcomes across Dell’s full technology portfolio.
Account Executive K-12 Southern Region
Dell Technologies
08.2023 - Current
- Manage and expand Dell’s presence within Independent and Catholic schools in the Southern Region by retaining current accounts and capturing new opportunities for laptops, desktops, servers, storage, and data center solutions.
Account Executive K-12 South Australia & Western Australia
Dell Technologies
09.2022 - Current
- Responsible for Education sector (Public and Private) in South Australia and Western Australia
Senior Account Executive
Telstra Corporation Limited
01.1996 - 01.2017
- Effectively operated as the main interface between the client and the organisation, ensuring outstanding business outcomes with clients and sales revenue targets were achieved.
- Managed strategic plans of business Enterprise and Government accounts (portfolio value of $11M p.a.), consistently achieving annual and quarterly sales revenue targets
- Built strong sales pipeline opportunities and worked closely with executive level clients to determine present and future needs and proposed suitable products, services and upgrades in order to maintain and grow revenue
- Retained Enterprise accounts by negotiating with internal and external stakeholders to achieve 3 - 5 year term contracts
- Managed strategic client relationships and ongoing development of relationships achieving high levels of customer satisfaction
- Collaborated and partnered with key internal stakeholders to ensure completion of tasks associated with retaining designated accounts and revenue targets were achieved
- Provided specialist advisory and support services; and conducted product demonstrations (as required) and coordinated the preparation of sales proposals, tenders, contracts and account management plans
- Maintained leading edge industry / market awareness and performed competitor and industry research; evaluating proposed partnerships and developed business cases for new business leads
Senior Mobile Communications Consultant
Telecom Australia
01.1992 - 01.1996
- Developed and implemented mobility solutions for corporate and government portfolio and exceeded sales targets for the penetration of mobile handsets into customer base.
- Maintained customer’s awareness of new and existing products, services and price movements and facilitated the introduction of other key internal stakeholders into customer accounts.
Sales Representative
Advertiser Newspapers Ltd
01.1984 - 01.1992
- Provided account management for a $4.5M portfolio. Developed and pursued leads in order to produce new business from non-advertisers or clients using other media.
- Assisted clients in establishing a sound marketing plan and developed relationships with indirect channels such as advertising agencies.
- Maintained existing clients and achieved market share.
- Conducted cold calls to build customer base and generated over 100 new trading accounts over a three year period.
Education
MBA - Business Administration
University of Adelaide
01.2007
Skills
- Account strategy development
- Revenue enhancement strategy
- Strategic Thinking
- C-level Strategic Conversations
- Relationship Development & Management
- Solution Development
- Business Development
- Global Account Management
- Commercial Acumen
- Customer Analysis
- Business Partnering Skills
- Industry & Competitor Analysis
- Professional Presentation & Writing Skills
- Collaborative and Strategic Partnerships
- Interpersonal and Engagement Skills
- Negotiation
Accomplishments
- Achieved a number of professional staff reward and recognition programs including the:
- Extreme Hawaii 2007/2008 | Telstra Corporation Limited – an annual award presented nationally to 75 employees
- Levitate 2008 League Ladder Winner | Telstra Enterprise and Government
- Cisco/Telstra TDM Liberate Top Achiever Award 2011
- Sales Person of the Month, October 2005 | Telstra Business and Government
- Customer Satisfaction Awards Quarters 3 and 4 in 2004 | Telstra Business and Government
- Hosted and chaired a BRW business event for C-level executives; fostering further opportunities for business partnering and collaboration
Affiliations
- Member of the PPI Investment Club
- Volunteer member of the Royal Adelaide Hospital Canteen staff
- Member of the Port Adelaide Football Club
- Member of the Stirling Cricket Club
- Member of the Grange Golf Club
Languages
Italian
Native or Bilingual
Timeline
Account Executive K-12 Southern Region
Dell Technologies
08.2023 - Current
Account Executive K-12 South Australia & Western Australia
Dell Technologies
09.2022 - Current
Senior Account Executive
Telstra Corporation Limited
01.1996 - 01.2017
Senior Mobile Communications Consultant
Telecom Australia
01.1992 - 01.1996
Sales Representative
Advertiser Newspapers Ltd
01.1984 - 01.1992
Account Executive K-12 South Australia
Dell Technologies
MBA - Business Administration
University of Adelaide
Training
- Sales Accreditation, TE&G Sales – Advanced Level (2007)
- Negotiation Skills (2006)
- High Impact Solution Selling Program (2006)
- PowerPoint Level 2 (2005)
- OASIS (Account Executive) (2002)
- Telstra Values Workshop (2002)
- Target Account Selling (2002)
- Data Sales – Business Development (2002)
- Winning Presentations (2001)
- Cisco Networking 101 (2001)
- Business Acumen Modules 1-4 (2001)
- Target Account Selling (2001)
- Positioning and Selling Business Partnership Program (2000)
- Advanced Sales Strategies (2000)
- Business Partnership Phase II (2000)
- Account Management Program 1-2 (1999)
- Telstra Partners (1998)
- Internet & Data beyond the Millennium (1998)
- Hills Accelerate Data (1997)
- Business Imperatives (1997)
- Financial Awareness (1996)
- Consultative Selling and Account Planning (1996)
- Introduction to Team Leadership (1996)
- Think on your feet (1996)
- RAA Collision Avoidance and Defensive Driving (1995)
- Self-management (1994)
- Introduction to TQM (1993)
- Negotiation Skills (1993)
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