Manoj Shankar G A

(Yearly Attainment Stats: 2021: 101% | 2022: 137% | 2023: 158% | 2024: 88% till now) Territories Handled: India, Sri Lanka, and ASEAN:

• Innovatively identified new business opportunities through the network of channel partners, field events, and campaigns to generate and maintain a 4x pipeline.
• Led and closed large, intricate deals involving multiple executive level stakeholders, demonstrating process in managing complex sales cycles and negotiating win-win agreements grounded in value-based selling
• Crafted precision demo scripts alongside solution engineers, orchestrating dynamic collaboration to meet Customer expectations.
• Captured sales activities and revenue details in the internal CRM with accuracy for management-level forecasting.
• Conducted deal huddles with the leadership team for key logos, following the MEDDICC process to enhance sales effectiveness.
• Held one-on-one meetings with partner sales team members to identify selling hurdles and offered insight into best remedy.

(Yearly Attainment Stats: 2019: 145% | 2020: 101% ) Territories Handled: ASEAN.

• Identified and targeted high potential leads through meticulous research and strategic outreach.
• Leveraged tools like Builtwith, Lusha, Sales Navigator, Outreach, Gong etc for smart prospecting.
• Crafted compelling emails and conducted impactful cold calls to engage prospects and convey product value.
• Maintained proper CRM records, ensuring accurate and timely documentation of prospect interactions.
• Applied stringent qualification criteria (BANT) to efficiently assess lead quality for seamless handoff to sales.
• Developed deep understanding of customer needs, priorities and pain points to deliver customized service.
• Proactively collaborated with AE's, Marketing team for enhanced outreach and messaging strategies.
• Cross-trained and managing team to maximize team agility and performance.

(Yearly Attainment Stats: 2016: 125% | 2017: 140% )

Territories Handled: Europe, UK, and Nordic.

• Identified and developed new business opportunities by targeting key decision makers in enterprise organizations across multiple industries (e.g., IT, healthcare, finance, etc.).
• Leveraged deep knowledge of ServiceNow products and IT Service Management (ITSM) solutions to engage potential customers, qualify leads, and position ServiceNow as the preferred platform for digital transformation initiatives.
• Collaborated with sales leadership and marketing teams to define and execute strategies for penetrating new markets and verticals. Contributed to the creation of tailored proposals, presentations, and outreach materials.
• Initiated and managed high level discussions with senior executives to understand customer business requirements and pain points, positioning ServiceNow solutions as a fit for their needs.
• Managed a robust sales pipeline by qualifying inbound leads, following up on opportunities, and nurturing relationships to move prospects through the sales cycle toward closing.
• Worked closely with Solution Architects, Pre-Sales Engineers, and the Delivery team to ensure that client requirements were fully understood and integrated into solution design and service offerings.
• Stayed up-to-date on industry trends, competitor offerings, and ServiceNow product updates to ensure relevant and accurate sales discussions.
• Utilized CRM tools (SugarCRM) to track sales activities, report on pipeline status, and forecast revenue growth. Collaborated with sales leadership to refine and update sales strategies.

• Engaged with retail customers to identify business needs and present GoFrugal's POC software as a solution for improving operational efficiency and driving growth.
• Led end-to-end sales processes, including prospecting, product demonstrations, negotiations, and closing deals.
• Conducted on-site meetings and product presentations to C-level executives, IT teams, and business stakeholders.
• Developed and managed a sales pipeline, tracking opportunities through CRM systems and ensuring accurate forecasting.
• Collaborated with internal teams to customize POC software solutions based on client-specific requirements.
• Built and nurtured strong relationships with key retail decision-makers, ensuring high levels of customer satisfaction and repeat business.

• Prospected and developed new business opportunities in the real estate sector, promoting software solutions tailored to client needs.
• Conducted product demos, presentations, and consultations with real estate professionals to showcase software capabilities.
• Managed the sales cycle from lead generation to closing, ensuring alignment with client requirements and objectives.
• Built and maintained strong relationships with key decision-makers to drive customer satisfaction and repeat business