ANUJA PAINGANKAR
PUNE
Summary
Results-driven Sales Professional with over 10 years of experience in Software industry, specializing in growth and customer experience across EMEA. Demonstrated strong ownership and initiative in achieving sales targets while fostering productive relationships within team-oriented settings. Committed to pursuing opportunities in Asian markets to further enhance career development.
Overview
4
4
Languages
1
1
Certification
3
3
years of post-secondary education
8
8
years of professional experience
Work History
SENIOR RENEWAL MANAGER EMEA
MIRO GMBH
07.2023 - Current
- Built, coached, and managed team of renewal coordinators to achieve best-in-class renewal results for EMEA region.
- Managed a team covering renewals across the region.
- 120% YoY 2023-24 Growth with renewal teams on gross retention and on time targets.
- Facilitated team efforts to eliminate roadblocks affecting renewal goals, enhancing overall team effectiveness.
- Leading and educating teams on renewal related topics
- Provide a regional forecast considering different aspects of the business and potential growth strategy.
- Handling strategic and enterprise customers by working cross-functionally to grow the accounts.
- Collaborating with regional Customer Success and Account Management leadership teams, by participating in meetings and strategic customer business reviews
- Communicating with customers and partners in escalation situations to answer questions and address issues and resolve them.
- Supporting the development and execution of specific programs and projects
- Improved team procedures using Miro GmbH collaboration tools and shared boards.
- Coordinated cross-functional projects with sales, product, and support teams to drive alignment and improve project outcomes.
- Led daily operations across Miro GmbH teams and business workflows.
- Monitored customer requests and escalated issues through internal channels.
- Cultivating an environment of continuous learning and personal development for the team members.
STRATEGIC ACCOUNT MANAGER EMEA
ACCEDIAN NETWORKS
02.2022 - 06.2023
- Achieved more than 95% of total DACH sales with a YoY Revenue growth of 25% in 2022-23.
- Successfully identified 5 new accounts to build new business opportunities, initiatives and engagements.
- Renewed and upsold existing business on a quarterly and yearly basis.
- Proactively identified renewal issues and engaged resources to address them effectively.
- Managing the Sales and Business Development of Central East European region in Service providers industry for Network Performance monitoring assurance cloud-based solution for network providers.
- Building different strategies with partners such as Cisco, Keysight, NEC, VMware, Capgemini etc.
- Developed RFQs and RFPs for major tenders across the region, enhancing competitive positioning.
- Collaboratively working with presales, customer success manager, supply chain manager, PLM team for upselling and cross selling.
STRATEGIC ACCOUNT MANAGER
BENTLEY SYSTEMS
01.2021 - 01.2022
- Developing relationships at various levels including C-Level, VPs and Directors within assigned accounts through use of direct sales techniques and conducting on-site meetings.
- Prospecting for new business opportunities and driving sales in assigned territory to exceed quota.
- Developing a sales pipeline and forecasting all revenue by effectively following sales process and managing all opportunities in CRM. Adhering to the Bentley Sales Process by fully utilizing SAP Cloud for Sales (C4S) as a daily sales tool and reporting system.
- Promoting our value proposition to designers, engineers, architects, contractors and owners by providing technical solutions to help the customers meet or exceed business objectives.
- Created business plans that expanded use of Bentley technology within assigned accounts.
- Maintaining a high knowledge level of the company's solutions and services.
- Maintaining a detailed knowledge and understanding of all Commercial Offerings and Software Support Policies.
- Negotiating sales and/or SaaS agreements.
COMMERCIAL ACCOUNT MANAGER
BENTLEY SYSTEMS
10.2019 - 01.2020
- Created and maximized opportunities across DACH+ region, including Germany, Austria, Switzerland, Czech Republic, Slovakia, Poland, and Hungary.
- Generating sustainable pipeline to achieve given targets and maintaining KPIs for global results.
- Developing pipeline to achieve potential revenue growth.
- Managing cloud-based solutions such as ProjectWise, AssetWise, iTwins, Digital Twins, SYNCHRO etc.
- Coordinated with various channel partners and product sales team to qualify leads through cold calls and emails.
- Followed and maintained Bentley Sales Process, encompassing qualification, discovery, evaluation, and negotiation.
SALES AND MARKETING INTERN
INTEL GMBH
08.2018 - 07.2019
- Collaborated with team to develop strategies that captured market share from competitors.
- Monitored client accounts, analyzed incomings and outgoings and annual forecasts.
- Developed consultation programs to enhance client engagement.
Education
MBA - Entrepreneurship
University of Roehampton
Germany 09.2017 - 01.2018
Bacherlors - Business Administration in International Business
University of Pune
Pune 07.2014 - 01.2017
Skills
- Renewal management
- Account Management
- Sales Operations
- Revenue forecasting
- Pipeline management
- Forecast analysis
- Contract management
- Customer retention
- Salesforce management
- Data Management
- Project management
- Agile Project Management
- Team management
- Team leadership
- Team Optimization
- Task Delegation
- Talent Development
- Customer-focused strategy
- Strategic thinking
- Stakeholder communication
- Negotiations
- Conflict resolution
- Problem solving
- Cross-functional teamwork
- Decision-making
- Process Improvement
- Team Optimization
- Project management
- Process Improvement
Certification
- Goethe Institute B2 Certification
- Google Digital Marketing Certification
- LinkedIn Certification
- B2 German Level from Goethe Institute Pune
Languages
English
Proficient
C2
German
Advanced
C1
Marathi
Proficient
C2
Hindi
Proficient
C2
Timeline
SENIOR RENEWAL MANAGER EMEA
MIRO GMBH
07.2023 - Current
STRATEGIC ACCOUNT MANAGER EMEA
ACCEDIAN NETWORKS
02.2022 - 06.2023
STRATEGIC ACCOUNT MANAGER
BENTLEY SYSTEMS
01.2021 - 01.2022
COMMERCIAL ACCOUNT MANAGER
BENTLEY SYSTEMS
10.2019 - 01.2020
SALES AND MARKETING INTERN
INTEL GMBH
08.2018 - 07.2019
MBA - Entrepreneurship
University of Roehampton
09.2017 - 01.2018
Bacherlors - Business Administration in International Business
University of Pune
07.2014 - 01.2017