Sue Gurung

• Drive the growth of Exigo Tech’s application services globally through established channels and innovative go-to-market strategies.
• Develop and execute comprehensive sales strategies.
• Manage and grow existing client relationships.
• Identify and pursue new business opportunities.
• Collaborate with various departments to ensure the successful delivery of application services.
• Provide leadership and mentorship to the current Application Business Development Managers (BDMs), enhancing their knowledge and supporting their local strategies.
• Develop and implement strategies to expand the team’s capabilities and market reach.
• Work with the delivery team to help facilitate value-added services to new and existing clients.
• Build strong relationships with major vendors within Microsoft and Telstra to ensure pipeline and prospecting activities.
• Perform webinars and customer events to represent Exigo Tech as a key spokesperson for Application Services.
• Stay upto date with channel developments and build new relationships across channel teams.
• Forecast accurately individual numbers.

• Sell product training and solutions to current and prospective customers; works with other education personnel to position and leverage to acquire, grow and retain customers within assigned territory.
• Works closely with new and existing customers, Software Sales Account Executives, Customer Success managers and /or Consulting to determine training needs and advise on appropriate solutions.
• Proactively crafts and proposes solutions that clarify how SAS training offerings can bring business value and address each customer’s critical business challenges.
• Assists customers in assessing their Talent Development needs.
• Build customized training based on SAS solutions (Anti Money Laundering, SAS Viya).
• Achieves success by being a trusted advisor to SAS customers and to effectively manage the sales process from discovery to close.
• Works closely with training colleagues to facilitate timely response to qualified and high customer satisfaction.
• Facilitates on-site training engagements from qualifying and logistics to supervising delivery and follow up.

ACHIEVEMENTS:

Department of Employment and Workplace Relations: Generated new business of $350K. Building enablement plan for the adoption of SAS Viya 4 Solution.

Commonwealth Bank of Australia: Upskilled workforce with Anti Money Laundering solution, resulting in new business of $275K.

Department of Social Services: upskilled workforce with Artificial Intelligence learning pathways, resulting in 70K new business.

• Sells a subset of product or services directly or via partners to small-and-medium sized accounts.
• Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory.
• Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities.
• Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting, and support to uncover all customer needs.
• Responsible for understanding McAfee’s product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.
• Travels to customer sites to identify / develop sales opportunities.
• Participates in the development, presentation, and sales of a value proposition.
• Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities, and maximizing sales.

ACHIEVEMENTS:

National Australia Bank (CASB Solution): $450,000 (250 Users Perpetual License + 200 Professional Services).

Volt Bank Digital Bank: $110,000.

86400 Bank Digital Bank: $350,000.

Achieved 110% of my quota 800,000 Annual Target.

• Identify and establish new end customer accounts.
• Maintain and grow business with existing end customer and partner accounts.
• Consult with customers in selling and supporting Meraki products and partner services.
• Provide product presentations and expertly demonstrate Cisco Meraki technology via use of WebEx and face to face as appropriate.
• Prepare territory account plans and execute through selected partners.
• Identify cross selling opportunities within Cisco Meraki products and services portfolio.
• Develop relationships with Meraki Account Management Teams.
• Manage the entire sales process from prospecting to close, leveraging appropriate resources during the sales cycle.
• Meet and exceed quarterly sales targets.
• Accurate pipeline management and forecasting.
• Cultivate, grow and enable partners to successfully close Cisco Meraki business.
• Understand customer needs and requirements.
• Achieve the revenue and gross profit targets in line with Company directives and objectives.
• Delivers a customer obsession approach which ensures the highest level of service for our customers.
• Gain a thorough understanding of the clientele business, resulting in knowledgeable contribution pro-active sales support & increased business.
• Allocate time effectively to ensure customer expectations are achieved and role requirements are met.
• Maintain and expand database of prospects within assigned territory.
• Perform ‘Reason to Call’ campaign activity to uncover net new opportunities within assigned territory.
• Form highly engaging relationships with key stakeholders to ensure effective communication across the organization.
• Share best practice and successful outcomes to foster learning across team.

ACHIEVEMENTS:

Achieved 90% of my annual renewal target of $650,000.

Closed significant deals in renewing a portfolio of 1 million

• Establish and manage strategic customer relationships to achieve customer satisfaction.
• Assist customers with the development of their ICT roadmap.
• Manage stakeholders internally and externally to achieve optimum results for my customers.
• Develop and execute strategies for the coverage of major accounts.
• Responsible for discovering, qualifying, negotiating, and closing opportunities by developing and presenting solutions.
• Act as an advisor to clients on trends, new technologies, and other issues related to their business.
• Managing a portfolio of $1.5 to $2 million and establishing business relationships to generate revenue and build a pipeline.
• Achieving the set target.
• ACHIEVEMENTS: Monthly Target – $150,000 incremental, $100,000 strategic.
• New Business – $250,000 Opportunity (New TID link, TBS) (Telstra Business Phone System).
• New Business – $300,000 (Power BI – Business Intelligence, Microsoft).
• Worked on the NPS Advocacy Project: Leading the advocacy session within Salesforce. Educating internal stakeholders on how to set and meet the expectations with business customers. Demonstrate how to educate customers on the Telstra NPS score and rating with Advocate, Passive, and Detractor. Making face-to-face meetings, strategic calls/check-in calls, and bringing the regional NPS score to +37, while hitting the regional sales NPS target.

• Reporting to Sales Manager with sales forecast for each month.
• Collaborating with Sales force to hit the target for the region.
• Wining new Businesses and win back opportunities.
• Renewals and Growing Accounts.
• Manage the Partner Channel to educate them on the solution and new features.
• Create marketing briefs for new edm campaigns.
• Using Salesforce.com for CRM to manage the pipeline and sales process.
• Reporting and Forecasting.
• Attending Industry Events.
• Whitespace.
• ACHIEVEMENTS:
• New Business Closed: Civica Closed Deal – $300,000.
• Deal Type – Professional Services (IT Services, CIO as a Service).
• ANZ Bank – Finance Industry, Deal Type – Managed Services, Closed Deal - $40,000.

• Meeting with clients to identify opportunities of service improvement and working with internal and external business stakeholders to drive process and procedure improvements.
• Incident, problem, change reporting for clients to aid in client billing.
• Working with client managers and client executives.
• Record management.
• Ensuring contract requirements are met consistently.
• Maintaining client information security preventing leakage or cross-sharing of data between clients.
• Participating in team meetings to improve processes and client satisfaction.
• Liaising with database vendors, suppliers, service providers for database software packages, external resources analyzing and monitoring contractual obligation, performance delivery and service level agreement.
• Representative Projects: Managed all phases of System Development life cycle such as Windows 8 Upgrade project for users.
• Installing and upgrading the database server and application tools.
• Creating of detailed Test programs for all possible scenarios.
• Performing all relevant test and recording the outcome.
• Providing solutions of all possible errors.
• Diagnosing Issue by using Analysis tools.
• Worked on Production manuals to provide clear guidelines to follow windows 8 upgrade procedures and policies.

• Developed product knowledge to identify client and customer needs to win sales and clients.
• Built relationships with clients in different industries.
• Provided customer service to existing, returning and frequent clients.
• Daily morning meetings to provide the business with at-a-glance information on the state of sales in progress as well as new sales.
• Coaching and helping develop strategies with the business to increase sales as well as driving them with business stakeholders.
• Technical Support Engineer for the Telstra Corporation client.
• Investigating and resolving client ADSL, cable, wireless and cable incidents.
• Providing incident support and management to my client’s database systems and operating systems.
• Documenting new procedures for the knowledgebase.
• Meet daily and monthly personal KPIs as well as team KPIs.
• Assist and take off loaded work from other team-mates.
• Client reporting.