Vikram Lalwani
Tarneit,VIC
Summary
Results-driven Account Executive/Business Development manager with a strong track record of accelerating growth and driving the adoption of cloud-based collaboration solutions. Adept at cultivating and closing sales opportunities for Microsoft Cloud Collaboration products, including Meetings/Events, Calling, Contact Center, CPaaS, SaaS, Video Devices, and Phones/Headsets. Proven ability to navigate complex sales cycles, collaborate with cross-functional teams, and build lasting customer relationships. A self-starter and collaborative team player, adept at managing numerous accounts concurrently, maintaining a robust customer pipeline, and driving partner engagement to extend reach. Possessing a solid foundation in software, cloud, and SaaS markets, with over 5 years of direct sales and business development experience targeting C-level executives. Over 5 years of proven CX/Cloud (CCaaS) sales experience, translating into a comprehensive understanding of customer needs and market dynamics. Adept at building and nurturing relationships with key decision-makers, showcasing the ability to engage seamlessly at the CxO/VP level. Deeply rooted in the Contact Center software industry, offering valuable insights into product knowledge and differentiators. Exceptional communication skills, enabling effective interaction with both technical developers and business stakeholders. Strong presentation abilities, adept at crafting compelling messaging, training materials, and supporting resources. Leadership experience in guiding teams through product/services training, best practices, and sales guides. Innovative mindset, consistently seeking novel ways to enhance sales strategies and drive new business initiatives. Strategic thinker with demonstrated analytical acumen, capable of crafting and communicating a robust value story to the market.
Overview
11
11
years of professional experience
1
1
Certificate
Work History
BUSINESS DEVELOPMENT MANAGER/ACCOUNT EXECUTIVE
Government, Symbio Enterprise
05.2022 - Current
- Met and exceeded sales goals and key performance metrics each consecutive month
- Responsible for sales for direct and Partners according to their requirements and Conducted client demos, presentations, and QBRs, showcasing tailored solutions
- Demonstrated deep knowledge of telecommunication market, IP, UC, and Microsoft Office 365 technologies
- High level of understanding in Microsoft o365, Teams and Microsoft sales model
- Researched prospective accounts, identifying company services and market presence, and developed proactive plans to penetrate the accounts
- Engaged C-Level and VP-Level Executives in high-level conversations addressing business needs
- Leveraged Salesforce CRM for accurate sales activity tracking, forecasts, and status updates
- Successfully qualified customers to promote the right mix of products and services led to new contracts
- Collaborated in market strategies that were effective in attracting clients
- Resolved customer complaints regarding sales and service
- Obtained credit information about prospective customers.
CUSTOMER SUCCESS MANAGER ICT
SAAS, ICTHUB
05.2021 - 04.2022
- Proactively expanded client base within ICT, Telco, SaaS and IT sectors using a strategic blend of cold calling, lead generation, and client visits
- Identified and assessed potential prospects through detailed consultations, offering customized quotations that aligned with client needs and industry standards
- Cultivated and qualified sales prospects, effectively establishing a robust and dynamic sales pipeline to drive business growth
- Led successful contract negotiation processes, consistently meeting or exceeding revenue generation targets, Total Contract Value (TCV), and profit margins for sold products
- Proficiently utilized CRM systems to document customer interactions, insights, and progress, delivering comprehensive reports to management for informed decision-making
- Cultivated and maintained meaningful client relationships, aligning with overall Account Plans and ensuring a high level of customer satisfaction
- Identified, influenced, and engaged decision-makers, stakeholders, and influencers, both internally and externally, to drive successful sales outcomes
- Expanded and managed a productive network of customer relationships within the ICT, Telco, SaaS and IT sectors, contributing significantly to sales growth and market presence.
BUSINESS DEVELOPMENT MANAGER
Optus
11.2020 - 05.2021
- Met and exceeded sales goals and key performance metrics each consecutive month
- Researched prospective accounts, identifying company services and market presence, and developed proactive plans to penetrate the accounts
- Successfully qualified customers to promote the right mix of products and services led to new contracts
- Collaborated in market strategies that were effective in attracting clients
- Resolved customer complaints regarding sales and service
- Obtained credit information about prospective customers.
STORE MANAGER
Telstra
03.2019 - 01.2020
- Coach Customer Advisors day-to-day for the delivery of sales and customer experience targets
- Responsible for induction of new team members, all core and ongoing training
- Execute business initiatives to meet and achieve store targets for each quarter through their store team
- Monitor the store's performance to achieve sales and customer experience targets
- Monitor the store's compliance against central operating standards and processes and manage performance to improve operational excellence
- Resolve store level customer complaints
- Ensure adherence to the agreed customer sales model within the store
- Manage the shop floor to control customer flow and store traffic
- Manage team to customer demand and operational requirements.
SALES REPRESENTATIVE
Vodafone
02.2016 - 05.2018
- Adapted sales techniques to specific clients and promoted products based on individualized client needs
- Collected and processed payments
- Developed and delivered engaging sales presentations to convey product benefits
- Recommended accurate and effective solutions to customers after identifying problems.
SALES ASSOCIATE
Yes Optus
01.2013 - 01.2016
- Trained and served as a peer coach for new sales associates
- Greeted customers and ascertained needs to ensure high-quality service and appropriate product recommendations
- Skilfully prepared merchandise for distribution and placement across sales floor
- Identified and addressed complex problems affecting the organization, contributing positively to business development
- Provided repeat customers with exceptional care and attention.
Education
DIPLOMA - BUSINESS MANAGEMENT
Stanley College
Skills
- Customer-Centric Innovation
- Sales Expertise in Enterprise & Government Environment
- Solution Analysis & Strategic Engagement
- Technical Expertise in Cloud Collaboration
- Effective Communication and Presentation
- Market Penetration and Pipeline Management
- Customer Relationship Management
- Team Leadership and Collaboration
- Strong Salesforce CRM proficiency
- Problem Solving & Negotiation
- Visionary and Strategic Planning
- Cloud Integration
- Industry Experience
- Broad Communication Standards & Technologies Knowledge
- Performance Evaluations
- Salesforce Management
- Mergers and Acquisitions
Timeline
BUSINESS DEVELOPMENT MANAGER/ACCOUNT EXECUTIVE
Government, Symbio Enterprise
05.2022 - Current
CUSTOMER SUCCESS MANAGER ICT
SAAS, ICTHUB
05.2021 - 04.2022
BUSINESS DEVELOPMENT MANAGER
Optus
11.2020 - 05.2021
STORE MANAGER
Telstra
03.2019 - 01.2020
SALES REPRESENTATIVE
Vodafone
02.2016 - 05.2018
SALES ASSOCIATE
Yes Optus
01.2013 - 01.2016
DIPLOMA - BUSINESS MANAGEMENT
Stanley College
Certification
- CERTIFICATES OCI 2023 Ai Certified Foundation associate
- Google Cloud Digital Leader
- Microsoft 365 Fundamentals (MS-900)
- Microsoft Azure Fundamentals (AZ-900) Salesforce Essential Training
Additional Information
Key Highlights:
- Over 5 years of proven CX/Cloud (CCaaS) sales experience, translating into a comprehensive understanding of customer needs and market dynamics.
- Adept at building and nurturing relationships with key decision-makers, showcasing the ability to engage seamlessly at the CxO/VP level.
- Deeply rooted in the Contact Center software industry, offering valuable insights into product knowledge and differentiators.
- Exceptional communication skills, enabling effective interaction with both technical developers and business stakeholders.
- Strong presentation abilities, adept at crafting compelling messaging, training materials, and supporting resources.
- Leadership experience in guiding teams through product/services training, best practices, and sales guides.
- Innovative mindset, consistently seeking novel ways to enhance sales strategies and drive new business initiatives.
- Strategic thinker with demonstrated analytical acumen, capable of crafting and communication a robust value story to the market.
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