Sebastian Joseph

North America Solution-Led Business

• Positioned and Sold Adobe DX Services: Leveraged strategic value-based selling to engage prospective organizations, effectively positioning Adobe's Ultimate Success Package. Tailored solutions to client needs through comprehensive business case development, ROI analysis and client references.
• Achieved Exceptional Results: Awarded Top Achiever of the Quarter with 200% of target.
• Collaborated Cross-Functionally: Led the end-to-end sales process, working closely with Sales Engineers, Professional Services, and leadership teams to craft and deliver customized solutions that address client challenges while driving measurable results.
• Focused on Long-Term Value Creation: Balanced short-term revenue generation with long-term customer success strategies, ensuring sustained growth and retention through effective account management and strategic upselling.
• Thought Leadership and Innovation: Selected as a key contributor to Adobe’s Vision for the Future initiative, where top-performing sales representatives share insights and collaborate on innovative approaches to reshape the future of sales within the organization.

• Drove sales growth and exceeded revenue targets across APAC achieving 109% of Q4 2021 target and 103% of Q1 2022 target.
• Developed and executed business plans to achieve both short- and long-term revenue objectives.
• Managed end-to-end sales process, securing new logos and cultivating long-term client relationships.
• Streamlined sales qualification process, reducing sales cycle by 40% and improving overall efficiency.
• Led onboarding and training of new hires, fostering team knowledge on product, process, and best practices.

• Led sales efforts for Freshworks in Israel and Jordan as part of our strategic initiative to expand the brand's footprint in key emerging markets within the Middle East & Africa
• Worked with a team of solution engineers, customer success and Sales Development representatives to win bigger business for Freshworks with a focus on the mid-market and enterprise segments, field marketing activities (Events, PR, Leadgen campaigns), customer advocacy efforts and scaling the channel ecosystem through local partners-resellers for deeper reach
• The geography and size of businesses at play demanded a departure from transactional product selling to a more solution-driven conversation, with a strong emphasis on relationships i.e
• Strategic partner over vendor
• Won the company 2 of its largest customers from Israel and Zimbabwe
• Achieved the highest annual revenue figures of an individual sales rep at Freshworks in a calendar year for MeNA

• Kickstarted Freshworks' bid to go up-market and do business with the largest companies and brands in Israel and ROA
• The mandate was to leverage outbound channels (Non Google Ad-words) to generate interest from the biggest brands in region and sign contracts with marquee enterprises
• With elongated sales cycles, the geography and size of businesses demanded a solution driven, and business transforming engagement, with a strong emphasis on relationships i.e
• Strategic partner over vendor
• Auxiliary responsibilities included taking ownership of field marketing efforts, scouting business partners for the Freshworks ecosystem, and enabling a network of capable channel partners/resellers achieve sustainable revenue

• Learnt the ropes at Freshworks by understanding the product ecosystem
• Focused on Outbound, high-velocity High-touch opportunities through a disciplined sales process
• The market of focus here was Medium-sized businesses across the Europe and United Kingdom
• Key takeaways from this stint were greater understanding of the sales cycle across stages from first-touch to closure and being able to demonstrate predictable revenue with consistent Raw Lead Conversion rates of 10-18%
• Worked in inbound and outbound engines, leveraging RFIs, RFDs, Sign-ups, event leads and cold outreach to get opportunities
• Social selling and building of a personal brand on LinkedIn
• Personalized outreach to executives based on industry intelligence and their corporate interests/backgrounds
• Maintained effective customer service by responding to service requests seamlessly

• Supported efficiency and data integrity by monitoring control documentation of reporting procedures
• Prepared monthly ad-hoc reporting in alignment with client needs
• Reconciled payment variances by gathering data and analyzing claims department reports
• Oversaw professional social media messaging through content development, follower engagement, social listening, trend analysis and by leveraging competitor research
• Maximized strategic approaches by keeping close eye on performance and making appropriate adjustments
• Prepared for public relations presentations and plans by gathering information on business objectives, vision, brand strategy, competition and industry trends