SUDDHA SHAN
Sydney,Australia
Summary
- With over 15 years of sales experience, I have successfully worked with leading companies such as Dell, Lenovo, Cisco, and HPE, and top vendors like Salesforce, Microsoft, and Snowflake. I am passionate about digital transformation and have honed my expertise in cloud computing, datacenter solutions, ERP, CRM, and data science, with a particular focus on government and education sectors. Throughout my career, I have demonstrated a strong track record in business development, relationship building, and revenue generation. My goal is to leverage this expertise and leadership capabilities to transition into a Sales Manager role, where I can guide teams to deliver exceptional results, foster a high-performance culture, and drive sustainable business growth.
Overview
11
11
years of professional experience
1
1
Certification
Work History
SENIOR BUSINESS DEVELOPMENT MANAGER
AC3
10.2024 - Current
- Cultivate and nurture strategic relationships with C-level executives, marketing executives, Heads of Digital, and Heads of Marketing to drive growth opportunities and manage key accounts effectively
- Guide clients through digital transformation initiatives, specializing in the implementation of digital experience and customer experience solutions tailored to their unique business needs
- Proactively identify and engage with potential customers, leveraging deep industry insights and strategic connections to drive revenue growth and secure new partnerships
- Lead the creation of comprehensive responses to RFPs, RFTs, and RFIs, collaborating with cross-functional BID teams to craft compelling and successful proposals
- Conduct in-depth market research to stay abreast of emerging industry trends, ensuring adaptive strategies that align with client objectives and market demands
- Work closely with key partners, including AWS, Azure, ServiceNow, HPE, and VMware, to enhance solutions, expand service offerings, and deliver business success
- Closed a $1 million deal with a top government institution, delivering impactful solutions that aligned with their digital transformation objectives
- Actively pursued new business opportunities by knocking on doors and collaborating closely with partners to identify and capitalize on emerging opportunities in the market
SENIOR BUSINESS DEVELOPMENT MANAGER
Engagis
03.2023 - 10.2024
- Spearheaded business development efforts, identifying new opportunities and expanding client relationships in the digital transformation space
- Fostered a high-performance sales culture, driving team success in surpassing sales targets
- Guided clients through the integration of digital signage solutions and CMS, helping them achieve successful digital transformation
- Built and maintained a $60 million sales pipeline, with 10 new accounts generating $2 million in revenue in the first year
- Successfully navigated complex RFP processes, delivering tailored solutions in alignment with client needs
- Led prospecting efforts across 40 universities and 50 NSW government agencies, conducting over 60 meetings to build lasting partnerships
- Secured 10 new accounts in the first year, resulting in $2 million in revenue
- Established a robust sales pipeline valued at $60 million
ACCOUNT MANAGER / BUSINESS DEVELOPMENT MANAGER
NEC
03.2021 - 03.2023
- Managed sales cycles for NEC's operational backbone solutions and digital solutions, focusing on the NSW government and higher education sectors
- Drove $120 million in sales pipeline value and secured $16 million in contracts, including network infrastructure, managed services, and digital signage solutions
- Collaborated with key vendors such as Cisco, HPE Aruba, and Fortinet to deliver cutting-edge solutions tailored to client needs
- Led successful proposal development, aligning solutions with client objectives through RFP, RFT, and RFI processes
- Secured $6 million in business for network infrastructure and biometrics
- Won a $10 million deal for digital signage solutions for NSW clients
ACCOUNT MANAGER / BUSINESS DEVELOPMENT MANAGER
DXC
03.2018 - 02.2021
- Drove business development efforts for NSW state government clients, managing accounts and identifying new revenue opportunities
- Secured $5 million in revenue from NSW DCS cluster and generated $20 million in new opportunities
- Successfully partnered with vendors like Lenovo, Cisco, and AWS to sell datacenter, network infrastructure, cloud migration, and ERP solutions
- Engaged with over 100 CIOs and IT managers to foster long-term relationships and drive business growth
- Generated $5 million in revenue from the NSW DCS cluster
- Secured $4 million in contracts for cybersecurity improvements across government and university clients
BUSINESS DEVELOPMENT MANAGER
IBM
06.2014 - 01.2018
- Proactively built relationships and generated new business for IBM systems solutions, focusing on high-performance computing, big data, and business continuity services
- Maintained a pipeline of over $25 million, consistently achieving over 100% of sales targets
- Worked with partners like SAP, PureStorage, and Lenovo to provide integrated solutions
- Retained sales pipeline at 100%, consistently achieving over 100% of sales targets quarter after quarter
- Successfully orchestrated go-to-market strategies with vendors such as PureStorage and Lenovo, contributing to IBM’s revenue growth
Education
Master of Science - Computer Science
Victoria University
Melbourne, Australia12-2006
Bachelors of Engineering - Electronics And Instrumentation
Periyar University
Tamilnadu INDIA04-2002
Skills
- Territory management
- Customer engagement
- Key account management
- Pricing strategy
- Lead prospecting
- Sales closing
- Industry networking
- Proposal development
- CRM software proficiency
- Partnership management
- Training and mentoring
- Team collaboration
- Client relationship building
Languages
Hindi
Native or Bilingual
Tamil
Native or Bilingual
English
Native or Bilingual
Certification
- Spin Selling Skills Certification – Huthwaite International.
- Miller Heiman Group Certified Professional in Strategic Selling® and Conceptual Selling® – Miller Heiman Group.
Timeline
SENIOR BUSINESS DEVELOPMENT MANAGER
AC3
10.2024 - Current
SENIOR BUSINESS DEVELOPMENT MANAGER
Engagis
03.2023 - 10.2024
ACCOUNT MANAGER / BUSINESS DEVELOPMENT MANAGER
NEC
03.2021 - 03.2023
ACCOUNT MANAGER / BUSINESS DEVELOPMENT MANAGER
DXC
03.2018 - 02.2021
BUSINESS DEVELOPMENT MANAGER
IBM
06.2014 - 01.2018
Master of Science - Computer Science
Victoria University
Bachelors of Engineering - Electronics And Instrumentation
Periyar University
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