Lokesh Kannan K

• Responsible for building a $2 million worth pipeline per quarter.
• Responsible for creating a target list, industry-based outreach for enterprise businesses in the APAC region.
• Planning and organizing offline events in different parts of the country for brand awareness.
• Contributed to over $120K in sales closed and won in the last quarter.

• Territory: EMEA, APAC, and India.
• Work with BDRs in creating account-specific outbound playbooks.
• MEDDPIC, LinkedIn, and prospecting tools for qualifying leads.
• Challenger sale [4 Box approach] for deals involving competition.
• Rapid Execution Playbook: Involving multithreading, investor connections, customer references, and case studies.
• Prepare a business case and measure ROI to justify software spend.
• Working with channel and technology partners where needed.
• Negotiation and closing.

Contributions:

• I built an ROI calculator for PSA teams.
• Closed the second-largest deal in Rocketlane history as of Dec 2024, also the most profitable account to date in terms of per-user revenue.
• Closed the largest deal our competitor had after two years of follow-up and solutioning.

• Responsible for Mid-Market and Enterprise Accounts.
• Managed and coached Account Executives.
• Partners Management [Lead Sharing & Closing]
• Driving overall sales for Zoho Projects.
• Go-to-market strategies and product promotions.
• Monitoring and forecasting revenue, customer behavior, and regression analysis.
• Product positioning and brand management.

Acheivements:

• Closed the largest enterprise account for non-CRM tools (Zoho Projects), total TCV over $1.2 million USD.

• Enterprise sales, contract negotiations, strategic closure, customer implementation, and account management.
• Cross-selling and channel sales.
  
• Territory analysis, monitoring revenue growth, and providing sales analytics to the marketing and product teams.
• Responsible for non-CRM products, Zoho Workplace, Zoho Projects, Orchestly, and Zoho Sprints.
  
• Driving business through high-level prospecting and coordinating with pre-sales, marketing, and support teams for further engagement.

• Cold calling, outbound sales.
• Service delivery liaison, pre-sales engagement, and customer relationship management.
• High-level prospecting, lead validation, and RFP hunting.
• Market research: target industry-based accounts, source key contact information, and build account stakeholder maps.
• Outbound playbook creation for different personas.