Gwendoline Francis
Hyderabad
Summary
A meticulous, self-disciplined, and industrious professional with 7+ years of experience in B2B commercial sales, SaaS sales, software sales, renewals, and hardware product sales, channel sales, account management, and business development. Demonstrating an excellent understanding of the end-to-end IT sales process, from prospect identification to contract negotiation and execution. Highly driven and motivated, excelling in both team and individual settings. Offering extended expertise in sales consulting, with a focus on identifying potential customers, negotiating deals, strategically managing pipelines using CRM systems, achieving sales KPIs, and fostering long-term relationships. Skilled in delivering compelling product demonstrations to C-level executives and decision makers. Exhibits effective networking techniques, stakeholder management, and outstanding interpersonal skills, resulting in a vast network for driving sales growth.
Overview
8
8
years of professional experience
Work History
Inside Product Specialist UK/IE ISG
Dell Technologies
05.2019 - 11.2022
- Provided extensive sales training to representatives to enable them to achieve their full potential in selling ISG products, through frequent evaluations, proactive mentoring, and coaching via on call observations.
- Managed Dell Legacy Renewal Business of Services Contracts for Global 500 Companies, totaling $5 million in value, and exceeded annual sales targets by $7.9 million.
- Collaborated with global sales teams to develop effective strategies for engaging high-level contacts (CXOs, Directors, VPs) within target accounts.
- Managed Dell Displays & Client Peripherals for UK Public Sector Governance, totaling $27 million in value, and exceeded annual sales targets by $43 million.
- Demonstrated expertise in pipeline management, diligently tracking and updating bids on the SFDC tool, accurately forecasting closing dates, and converting open leads into sales.
- Experienced in working on Request for Proposal (RFP) and Request for Information (RFI) processes, showcasing the ability to effectively respond to Global 500 Companies requirements.
- Acquiring new customers and securing signed contracts to initiate successful business partnerships with Dell Technologies, resulting in consistent organizational onboarding.
- Engaging decision makers through compelling presentations and meetings to secure large-scale deals, effectively articulating the value proposition of the proposed solutions.
Inside Sales Account Manager
Dell Technologies
01.2018 - 05.2019
- Owned end-to-end ownership of order management, auto-release for online/offline orders
- Demonstrated strong problem-solving skills and providing timely and effective resolutions to ensure customer satisfaction and retention
- Showcasing a commitment to staying up-to-date on new product, technology, and services offerings, as well as industry and vertical solutions, to ensure a comprehensive understanding of the product portfolio
- Responsible for achieving individual sales goals by performing a need based analysis and recommending relevant up sells to assist customers with their purchases
- Maintaining good business relationships with customers to conduct needs analysis, relay product information and provide technical specifications and quotations
- Proactively identifying opportunities for upselling and cross-selling, maximizing margins by effectively discussing additional products and services within the target market
- Retained customers by ensuring the best possible customer experience
- Monitored product usage percentages and offered guidance to customers to maximize their utilization and value from the products/services
Inside Sales Rep (US Gaming, APOS, POS)
Dell Technologies
10.2014 - 03.2016
- Responsible for achieving individual sales goals by performing a need based analysis and recommending relevant up sells to assist customers with their purchases.
- Possess core knowledge across products within the subsegment and engage Product and/or Sales Specialists when deep product expertise is required to drive successful outcomes and customer satisfaction.
- Actively contributed to the development of process improvements and share insights to enhance the overall customer success strategy.
- Mentored new hires and shared best practices.
Education
B.Com Accounting & Finance -
Indian Institute of Management & Commerce
05-2014
Skills
⦁ Diverse Sales Expertise (hardware & software, warranty renewals)
⦁ SaaS Sales
⦁ Sales Consulting & Relationship Management
⦁ Networking & Interpersonal Skills
⦁ Stakeholder Management
⦁ B2B Sales & Business Development
⦁ SOW, RFP, RFI, Commercial Negotiations
⦁ Lead & Pipeline Management
⦁ Email Campaigning
⦁ Salesforce CRM
Accomplishments
• Key Contributing Specialist of the Quarters (Q2 FY20/ Q3 FY20/ Q1 FY21/ Q3 FY21/ Q1 FY22/ Q2 FY22)
• Stack Ranked 1 for UK/IE Inbound Small & Medium Business Sales
Affiliations
- Play chess
- Volunteer at an animal shelter
Timeline
Inside Product Specialist UK/IE ISG
Dell Technologies
05.2019 - 11.2022
Inside Sales Account Manager
Dell Technologies
01.2018 - 05.2019
Inside Sales Rep (US Gaming, APOS, POS)
Dell Technologies
10.2014 - 03.2016
B.Com Accounting & Finance -
Indian Institute of Management & Commerce
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