Vish Pande
Melbourne,VIC
Summary
Results-oriented Sales Leader with 10+ years of experience in building business from a zero base and selling into enterprise, public sector and service provider markets. Successful at driving growth by building relationships with decision makers, technical & business influencers and deepening relationships with strategic partners. Recognized for effective leadership across high-performing teams, business development initiatives and maintaining a robust pipeline to win net new logos and winning white space opportunities with customers. Adept in consultative selling and committed to inspiring customers by driving innovation within their environments. A strategic thinker, passionate about helping customers solve their toughest technological challenges.
Overview
16
16
years of professional experience
Work History
Sales Director
CSG International
05.2020 - Current
- CSG is a high-growth SaaS platform company providing business support systems (BSS) software and services primarily to the telecommunications industry
- Key responsibilities include new business acquisition and driving growth within existing accounts in Oceania
- Proficient in selling the entire SaaS product suite including Configure Price Quote (CPQ), Order Management, Revenue Management & Digital Monetization, Partner Management, Customer Engagement & Experience Management and Payment & Merchant Services
- Key Achievements
- Symbio Global BSS Implementation: Symbio (ASX: SYM) provides communication services to software companies, telecom providers and enterprise customers in Australia and internationally
- By providing a catalog driven Configure Price Quote (CPQ) and Order Management system CSG has allowed Symbio’s Enterprise & Wholesale divisions to expand to new international markets by reducing time to market
- VicTrack BSS Transformation: VicTrack owns Victoria’s transport land, assets and infrastructure and provides telecommunication solutions to Victoria’s public transport and government sectors
- This multi-year transformation has allowed VicTrack to improve its ordering times by 30% in addition to accurately qualify and order complex services to support its growth ambitions
- FibreconX BSS implementation: FibreconX is an Australian Service Provider that runs and operates its own dark fibre network in Australia
- By partnering with CSG, FibreconX was able to provide an industry first, self-serve ordering experience that allows live dynamic pricing, true transparency into its network, real time qualification and ordering, supported by proactive service monitoring & assurance and flow-through to billing
- Etisalat Bandwidth-on-Demand: Etisalat is the largest telecommunication corporation in the GCC. This project was done in partnership with Ciena Blue Planet and allowed Etisalat to offer Bandwidth on Demand for Etisalat’s Enterprise customers.
Founder & Director of Sales
Essene Group
09.2014 - 02.2020
- Essene Group sold communication solutions (Data, Cloud, Voice and Mobile) and telephone systems to small to medium businesses in Australia
- (Direct Reports: 6)
- As Founder and Director, I worked on all aspects of the business including lead generation, sales, account management, operations and delivery
- Lead 5 high performing business development executives in addition to closing deals myself
- Key Achievements
- Established an outbound lead generation center that generated over 1200 qualified leads in 2019
- Essene Group sold solutions to 300+ businesses in 2019.
Enterprise Sales Executive
M2 Group, now Vocus Group
03.2013 - 05.2014
Enterprise Sales Executive – Commander
03.2013 - 05.2014
- The role required business development into corporate and enterprise businesses in Victoria
- Commander offered a full suite of telecommunication solutions with key focus on WAN, Data, Hosted Voice and Data Centre
- Key Achievements
- 120% of new revenue target in year one
- Successfully built a strong pipeline of corporate and enterprise clients through client research and cold calling leading to successful client meetings and contracts
Sales Executive
M2 Telecommunications
04.2007 - 05.2014
- M2 Telecommunications (MTU) was a publicly listed telecommunications company that owned Commander, Primus and Dodo brands
- M2 merged with Vocus Telecommunications (VOC) in 2016 creating the fourth largest telco in Australia with a total annual revenue of $1.8 billion.
Operations Manager
08.2011 - 02.2013
- I was responsible for managing the order intake from 80+ channel partners
- Key Achievements
- Integrated M2’s multiple partner channels (People Telecom, M2, Primus, Commander) into one streamlined channel under the Commander brand
- Reduced order fallout by 30% while managing multiple BSS stacks.
Operations Manager
M2 Wholesale
06.2008 - 07.2011
- M2 Wholesale provided voice and data services to 75+ Carriage Service Providers (CSPs)
- I provided leadership to the operational teams supporting these customers
- I also worked on multimillion-dollar business critical initiatives ranging from strategic acquisitions, Business Support Systems (BSS) implementation and network consolidation
- Key Achievements
- Implementation of Telstra fixed voice provisioning & ordering platform (LOLIG) that was responsible for managing $80M in annual wholesale carriage and used by over 50 CSPs
- Project lead in the acquisition of VIP Tel, a mobile MVNO with over 60,000 active services and 500 employees.
Operations Manager
04.2007 - 05.2008
- I managed Customer Service, Provisioning and Service Assurance teams that serviced M2’s business customers
- I also led special projects that had an impact on operations
- Key Achievements
- Reduced Telecommunications Industry Ombudsman (TIO) complaints from 300+ to under 10 within 6 months
- Project managed the network migration of 50,000+ landlines from Telstra to Optus.
Education
BBA - Business Administration And Management
Bradford University, School Of Management
IILM, New Delhi Campus07.2020
Skills
- Experienced in closing complex SaaS deals
- Adept in business development and account management
- Highly effective in collaborative solution selling
- Strong problem-solving skills
- Excellent client satisfaction and retention
- Exceptional leadership, team building and management skills
- Persuasive Negotiations
Affiliations
Challenger Sales, Challenger Customer
SPIN Selling
Timeline
Sales Director
CSG International
05.2020 - Current
Founder & Director of Sales
Essene Group
09.2014 - 02.2020
Enterprise Sales Executive
M2 Group, now Vocus Group
03.2013 - 05.2014
Enterprise Sales Executive – Commander
03.2013 - 05.2014
Operations Manager
08.2011 - 02.2013
Operations Manager
M2 Wholesale
06.2008 - 07.2011
Sales Executive
M2 Telecommunications
04.2007 - 05.2014
Operations Manager
04.2007 - 05.2008
BBA - Business Administration And Management
Bradford University, School Of Management
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