Prashanth S

• Managed the end-to-end sales cycle across assigned Enterprise and Commercial accounts, from lead qualification and opportunity development to supporting strategic deal closure.
• Owned and managed run-rate business, ensuring timely follow-up on renewals, subscription expansions, upgrades, cross-sell, and upsell opportunities to maximize customer lifetime value and revenue growth.
• Worked alongside Marketing teams to plan and execute targeted campaigns, webinars, events, and outbound initiatives to generate demand, increase customer engagement, and build qualified pipeline.
• Built and maintained strong relationships with customers, partners, and key stakeholders, coordinating with Account Executives to secure meetings with decision-makers and advance strategic opportunities.
• Followed up with partners and end customers throughout the sales process, including quotation reviews, purchase order (PO) management, deal progression, and closure activities.
• Conducted proactive account research and customer outreach to identify new business opportunities, nurture prospects, and support territory growth objectives.
• Maintained accurate CRM records, opportunity tracking, and pipeline forecasting to support business planning and operational excellence.

• Held the Webhelp specialist role, transitioning from a contract position through Webhelp payroll to a direct Cisco employee in March 2024.
• As an Account Development Representative, I focused on driving revenue growth by identifying, qualifying, and nurturing sales opportunities within large enterprises and government organisations. My responsibilities spanned engaging Automation Qualified Leads (AQLs) and outbound prospects, to strategic appointment setting with key influencers and decision-makers, working closely with Account Managers to advance the sales process.

Key Responsibilities and Achievements:

• Strategic Lead Generation & Qualification:
• Successfully generated and qualified leads through diverse prospecting methods, including cold calling, targeted email campaigns, and strategic social media outreach.
• Researched and built new and existing accounts, identifying opportunities within existing accounts to expand reach into new divisions or subsidiaries.
• Implemented a clearly defined qualification process to generate demand and nurture potential, interested accounts.
• Engaged Automation Qualified Leads (AQLs) and outbound prospects to contacts in target accounts.

Sales Process Advancement and Collaboration.

• Scheduled strategic appointments with key influencers and decision-makers, collaborating closely with Account Managers to drive sales progression.
• Provided Account Executives (AEs) with detailed lead information, including needs, pain points, and decision-making processes, ensuring seamless handovers.
• Maintained ongoing support to AEs throughout the sales process, addressing inquiries, and providing essential information.
• Work closely with our sales team to develop and execute sales strategies that drive revenue growth.
• Collaborate with sales and marketing teams to develop sales strategies.

Account Management and Intelligence.

• Conducted weekly reviews of target accounts, tracking new contacts, and gathering sales and marketing intelligence.
• Stayed informed of customer business opportunities, current conditions, future prospects, active measurements, market conditions and competitive issues.
• Facilitated, investigated, and followed up on assigned account issues, ensuring timely resolution.

CRM and sales tool proficiency.

• Proficiently managed 'day-to-day' call and email activity using Salesforce, Outreach, Sales Connect, ZoomInfo, LinkedIn, and other sales enablement tools.
• Optimized tracking of sales activities through advanced CRM utilization.
• Manage and update the CRM system with accurate sales information.

Performance and Goal Achievement.

• Demonstrated self-discipline and focus to effectively manage a high-volume business.
• Consistently achieved or exceeded daily, weekly, monthly and quarterly goals.
• Effectively addressed customer objections and concerns to close deals.
• Ensure sales leaders and team members remain informed about lead progress during weekly commit calls.

Basic skill sets.

• Demonstrated understanding of SASE (Secure Access Service Edge) architecture, and its benefits for modern network security.
• Familiarity with cloud security concepts.
• Understanding of the sales-related talking points around cloud migration and zero trust architecture.
• Understanding of basic Cisco networking concepts, including routing, switching, and wireless technologies.
• Familiarity with Cisco security solutions, such as firewalls, intrusion detection/prevention systems, and VPNs.
• Awareness of Cisco collaboration tools, such as Webex.

Performance indicators.

• Q1, FY24: Performer of the Month.
• Q3, FY24: Achieved 105% of the initial set target.
• Q4, FY24: Achieved 200% of the initial set target. Generated a £6.7 million pipeline with an initial target of £3.5 million.

Cybersecurity Solutions Specialist.|Enterprise and Mid-Market Accounts: Drove revenue growth by strategically managing the full sales cycle for cybersecurity solutions, from pre-sales engagement to post-sales account management, targeting enterprise and mid-market clients across India.

Key Responsibilities and Achievements.

• Strategic Deal Closure & Revenue Generation: Consistently closed sales deals through effective negotiation and persistent follow-up, exceeding revenue targets.
• Successfully implemented solution-selling strategies, tailoring cybersecurity products and services to meet specific client requirements.
• Proactively identified and capitalised on opportunities for upselling and cross-selling within key accounts, driving significant revenue growth.

Key Account Management and Client Relationship Building.

• Cultivated and maintained strong relationships with IT Heads and CXO-level executives, establishing trust and ensuring long-term partnerships.
• Conducted thorough needs assessments to understand client pain points, and deliver customised cybersecurity solutions.
• Managed key accounts, ensuring ongoing client satisfaction, and identifying opportunities for expansion.

Pre-sales and post-sales execution.

• Delivered compelling pre-sales presentations and demonstrations, effectively communicating the value proposition of cybersecurity products.
• Provided comprehensive post-sales support, resolving client issues and ensuring seamless product implementation.
• Interacted effectively with vendors and distributors to stay up to date on cybersecurity product information.

Market analysis and strategic development.

• Conducted comprehensive business and competitor analyses to identify market trends and opportunities.
• Developed and executed strategic plans to expand the client base, and penetrate new markets within India.
• Prepared detailed monthly reports, providing insights into sales performance and market dynamics.

• Promote products or services to potential customers
• Conducting the market research to identify the business opportunities
• Increase the sales by enhancing the exposure of products
• Demonstrating product features to clients
• Contacting leads and setting up the appointments to present company products
• Completing order forms and submitting them for processing
• Preparing sales proposals for potential customers
• Assisted mid-level and senior sales representatives in managing client accounts, generating leads, and maintaining good customer relationships
• Organized meetings and appointments with regional companies to promote company product and services
• Assessed client need based on current objectives and Demands
• Cooperated with the sales and marketing to closure the sales
• Follow up the clients and closing the sales deal.