Vlad Dimitrijevic

• Establishing and growing partnership between the Sales Dev and Enterprise teams as a key hire for South APAC, which at the time was lacking
• Engaging with clients early and regularly to reduce churn risk
• Driving Enterprise renewal conversations with over 20 focus accounts
• Outbounding to new and existing clients via a variety of mediums – emails, calls, LinkedIn etc
• Creating and supporting campaigns to drive adoption of focus SKUs
• Deep dive analysis of focus accounts and messaging – account plans, alignment to revenue motions, aligning stakeholders
• Collaborating with multiple stakeholders in a joint motion – sellers, partners, engineering, operations, marketing, senior leadership
• Providing team enablement sessions to showcase processes behind wins so as to upskill as a team
• Attending events to help drive awareness and adoption – GitHub Galaxy, Singapore FinTech, Gartner Symposium, DevOps events etc
• Reporting regularly on campaign progress, ROI and suggesting avenues to explore based on market intel
• Providing the best possible customer service as a customer first trusted advisor
• Attending internal enablement and cultural sessions

Achievements –

• Supporting role in growing Enterprise Business 4x over the last 24 months
• Regularly exceeded quotas – averaging 150% SQL attainment and 26% of team pipeline sourced

[] Q1FY24 - 158% SQL attain, 28% of team pipeline

[] Q2FY24 - 122% SQL attain, 14% of team pipeline

[] Q3FY24 - 141% SQL attain, 42% of team pipeline

[] Q4FY24 - 177% SQL attain, 19% of team pipeline

• High pipeline sourced largely from services attachment, which was a key focus through various campaigns - partners, SABs, MSFT (ECIF, AIP)
• Sourced key deals – Westpac, ANZ, Kbank, Xero, Palo IT and more – featured on Town Hall meetings and RKO25

• Manage and grow a portfolio of high-profile accounts in the enterprise space
• Leverage relationships with internal, external and 3rd party stakeholders so as to provide the best experience for the customer
• Inform of and leverage customer benefits which may not be known to them
• Provide solutions for a range of use cases – mobile fleets, satellite solutions, trans-pacific data links and IoT solutions
• Be involved in the entire sales life cycle – from proposal to execution and post sales project account management
• Leverage resources and relationships at all levels to add value to the client and the internal team (technical teams, deal desk etc)
• Be the trusted advisor and continuity in an ever-changing environment
• Account retention and growth
• Attend · internal meetings and networking functions
• Meet and exceed monthly KPI’s – revenue, NPS etc

• Assess SME clients' web presence prior to meeting, via a variety of tools
• Attend remote and on site client meetings – discussing findings of above and gaining clarity around clients online marketing/design requirements
• Presentation of an appropriate solution through an extensively researched proposal and suggest paths forward to achieve their target state
• Attendance of design/kick off meetings once contract signed so as to bridge communication between client & design/project team
• Objection handling
• Meeting and exceeding KPI’s
• Attending internal meetings
• Follow up of any outstanding quotes

• Build, grow and maintain designated territory from scratch
• Provide B2B solutions based on intimate knowledge of their business
• Involved in entirety of sales cycle, from onboarding through to delivery of product
• Account management – renewals, business changes
• Strategize new approaches based on market intel
• Regular targeted “blitzes” to increase sales revenue,
• Attend internal team and company meetings
• Regular reporting and collating of information – sales plays, market intel etc
• Accounts retention through contract renewals
• Resolve customer complaints and/or issues
• Attending to customer enquiries on processes and products