Summary
Overview
Work History
Education
Skills
Websites
Professional Development
References
Timeline
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Sonali Sharma

Sydney,NSW

Summary

A high-performing and confident Account Executive and Deal Maker with 10 years of experience in client-facing sales and relationship management. I grow revenue, improve client satisfaction & Net Promoter Score, and expand solution and client footprint. This is achieved through a value-driven approach, where I bring the best of my brand across multiple business units and teams, leading to an outcome based solution. I have managed the Financial Services Sector for 8 years, holding relationships with C-suite executives across both global and local clients. I am also a culture champion and play an active and influential role for company culture. I have organised and run multiple sales and charity events as Head of the Social Committee. I consistently overachieve sales targets and am motivated by my clients, putting their best interests first.

Overview

8
8
years of professional experience

Work History

Marketing Cloud Account Executive – Financial Serv

Salesforce Australia
04.2021 - Current
  • Develop Financial Services Industry Point of View, and work with clients on their digital and marketing strategy
  • Managing large insurance, FX/Trading and lending clients
  • Significant marketing and digital transformations, including Personalisation, CDP, Reporting and Analytics, Advertising strategies
  • Growing key clients TCV by average of $1 Million
  • Collaborate with wider Salesforce team on account and territory plans
  • Responsible for facilitating demonstrations, quoting and product support and success.
  • Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action.
  • Salesforce Marketing Cloud Product knowledge

Commercial Client Executive – Financial Services

IBM Australia
01.2017 - 03.2021
  • Responsible for Financial Services in the Commercial space (including global clients, ASX 100, local clients)
  • Work with clients to understand their business challenges and industry trends
  • Responsible for building and sustaining client relationships at C-Suite levels and accountable for key client satisfaction measures across my territory
  • Collaborate with IBM teams to deliver solutions to meet these challenges and assist clients to achieve business goals
  • Developing and driving account strategy across all IBM business pillars to align with client business objectives
  • Instrumental in multiple mergers and acquisitions within FSS, helping shape their strategy and technology roadmap
  • Consistent revenue achievement – 100% – 200%
  • Grew large Australian Superannuation company by 170% year-on-year
  • Delivering average of $35 mil AUD per year in revenue
  • Consistent Signings Total Contract Value achievement – 200% - 400%
  • Multiple complex cross brand, multi-year deals up to $18 million AUD
  • Winner of Infrastructure Services Cup – awarded to the seller that has created the most OI and closure within a quarter.

Analytics Business Development Representative

IBM Australia
06.2016 - 12.2016
  • Front of the line for IBM, reaching out to IT and C-suite audiences, targeting Enterprise and Commercial sized accounts across Australia & New Zealand
  • Identifying analytics, cognitive and IoT opportunities via inbound and outbound methods
  • Travelled to Bangalore for Software and Solutions Top Gun, and was awarded Top Gun (2017)
  • Creation of over $2 million AUD of OI.

Early Professional Seller

IBM Australia
03.2016 - 06.2016
  • One Channel: Supported the Channel team in healthcare industry strategies
  • Work with the lead generation/marketing team on strategy and better collaboration.

Education

Bachelor of Commerce - Human Resource Management, Taxation and Business Law

University of New South Wales
Sydney, NSW

Skills

  • Sales expertise
  • Account Management
  • Team Collaboration
  • Relationship building and management
  • Interpersonal Skills
  • Strategic selling
  • Sales Quota Achievement
  • Adaptability
  • Territory Management
  • Problem-solving abilities
  • Forecast preparation
  • Lead Generation

Websites

Professional Development

  • IBM Design Thinking Training (2016)
  • IBM Agile Explorer (2016)
  • IBM Global Sales College (2017)
  • IBM Software and Solutions Top Gun (2017) (awarded Top Gun)
  • IBM Business Accumen Simulation (2017)
  • IBM New Seller Journey Badge (2017)
  • IBM Cloud and Cognitive Patterns Badge (2017)
  • IBM Global Sales School (2017)
  • IBM Commercial Sales Badge (2018)
  • IBM Offering Advisor for Cloud Bronze and Silver (2019)
  • IBM Selling Profession Certification (2019)
  • IBM Technical Foundation for Sellers (2019)
  • IBM Enterprise Design Thinking Practitioner (2020)

References

References available upon request.

Timeline

Marketing Cloud Account Executive – Financial Serv

Salesforce Australia
04.2021 - Current

Commercial Client Executive – Financial Services

IBM Australia
01.2017 - 03.2021

Analytics Business Development Representative

IBM Australia
06.2016 - 12.2016

Early Professional Seller

IBM Australia
03.2016 - 06.2016

Bachelor of Commerce - Human Resource Management, Taxation and Business Law

University of New South Wales

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Sonali Sharma