Suraj Sharma
Pune
Summary
Highly motivated and results-driven Sales Executive with extensive experience in customer success, sales, and marketing. Proven track record of driving increased sales and enhancing the buying experience while elevating the company's profile within the target market. Skilled in effectively demonstrating services, overcoming objections, and closing sales. Known for persuasive negotiation skills and diplomatic communication with customers, fostering long-term and productive relationships.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Head of Sales
Demand Upsurge
04.2021 - Current
- Developed and implemented comprehensive sales strategies that aligned with company goals, resulting in a 30% increase in annual revenue within the first year.
- Led a high-performing sales team of 5 professionals, fostering a culture of excellence and accountability that consistently exceeded quarterly targets by 15%.
- Established key performance indicators (KPIs) to measure team performance, which improved individual sales productivity by 20% through targeted coaching and training programs.
- Cultivated and maintained strong relationships with key clients, securing contracts worth over $1 million annually, significantly enhancing client retention rates by 25%.
- Collaborated with the marketing department to launch new product initiatives, leading to a 40% increase in market penetration and a 50% rise in lead generation.
- Conducted thorough market analysis and trend forecasting that identified new business opportunities, contributing to a 15% expansion in market share.
- Implemented a CRM system that improved lead conversion rates by 50%, streamlining the sales process and enhancing customer relationship management.
- Spearheaded the recruitment and training of new sales personnel, reducing onboarding time by 30% while increasing overall team performance metrics.
Head of Sales
AviraInsights (Avira)
04.2021 - Current
- Owned all sales plans and strategies for developing business and achieving the Avira's sales goals
- Contributed in the development of the sales plan
- Prepared forecasts and KPI reporting for the sales leader and upper management, for use in organizational planning, financial forecasting, budget setting and strategic planning
- Closed and onboarded Enterprise and Agency clients and bought in $75K business in first three months
- Built sales process and funnel for manual top-down reachout, onboarding, activation, and expansion
- Evangelized our services and personally helped close largest deals
- Worked collaboratively across teams - including Marketing, Operations, Content and Database
- Established the inbound lead requirements needed to meet our sales objectives
- Provided full visibility into the sales pipeline at every stage of development
- Established and fostered partnerships and relationships with key customers both externally and internally.
Director of Strategic Accounts
Machintel Systems Private Limited
08.2015 - 03.2021
- Ensured customer success strategy is aligned with the Machintel's long term goals by implementing OKRs
- Drive for building and growing out Tech, Agency and Publisher customers through cross-sell, upsells, and renewals
- Recruited, trained and lead team of up to 5+ Customer Success Associates and managed a business of up to $5M annually
- Created and implemented CSM plan which included CSM responsibilities and activities for four stages of a customer - Onboarding (new customers), nurturing (retained customers), growing customers through renewals, upsells, and cross-sells and retaining at-risk customers
- Influenced customer lifetime value through higher services usage, customer satisfaction and overall health scores
- Defined and optimized customer lifecycle by mapping customer journey, developing listening points, standardize interventions for each point in journey, defining segmentation of customer base and varying strategies, identifying opportunities for continuous improvement
- To measure effectiveness of customer success team and to monitor clients health, defined and built operational matrics, established system for tracking metrics, success plays and programs
- Implemented softwares (Salesforce, Survey Monkey, Active Campaigns) to enhance effectiveness and efficiency of CS team
- Inspired Customer Success across Machintel by creating company-wide culture of Customer Success, Drove company-wide definition of ideal customer, aligned with marketing around marketing to existing clients, aligned with sales around cross-sell and up-sell and focus on selling with a retention focus, aligned with Finance around measurement and forecasting.
Business Development Executive
SM Technomine Private Limited
05.2013 - 07.2015
- Identifying opportunities for new business development through prospecting, following up on leads and conducting research on target clients
- Meeting and exceeding weekly and monthly activity and revenue targets
- Setting up appointments for our Director of Sales and the decision makers to introduce our services
- Enhancing client engagement and client interaction in the regions like North America, Europe, APAC and ANZ
- Maintain fruitful relationships with clients and address their needs effectively
- Crafting business proposals and contracts to draw in more revenue from clients
- Negotiating with clients to secure the most attractive prices.
Business Development Executive
Aloha Technology
08.2010 - 03.2013
- Identifying, qualifying, and securing business opportunities by coordinating business generation activities and developing customized targeted sales strategies
- Building business relationships with current and potential clients
- Understanding client needs and offering solutions and support; answering potential client questions and follow-up call questions; responding to client requests for proposals (RFPs)
- Creating informative presentations; presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences
- Making multiple outbound calls to potential clients; closing sales and working with the client through the closing process
- Creating and maintaining a list/database of prospect clients and maintaining a pipeline of all sales administration using Salesforce CRM
- Meeting all quotas for cold, active, inactive calls, appointments, and interviews, meeting annual sales goals
- Collaborating with management on sales goals, planning, and forecasting, maintaining short- and long-term business development plans.
Education
Bachelor of Computer Application (BCA) -
Calorx Teacher's University
Ahmedabad, Gujarat06.2012
Skills
- Excellent spoken and writing skills
- Problem-solving
- Solution selling
- Strategic Planning
- Competitive intelligence
Certification
- HubSpot's Inbound Sales certification, 06/2018, Present
- Linkedin - Customer Success Management Fundamentals, 01/2020, Present
- HubSpot's Digital Marketing certification, 06/2021, Present
- Coursera's - The Art of Sales: Mastering the Selling Process, 04/2020, Present
Accomplishments
- Hit and exceeded sales KPIs by 30% for the months of October, November, and December in 2011.
- Helped setting up CSM department in Machintel from scratch.
- Presented and set up Machintel Systems booth at B2B Marketing Exchange (B2BMX) event in USA.
Languages
English
Hindi
Konkani
Hobbies and Interests
- Playing football
- Exploring new places
- Listening to music
- Reading books
Volunteer Experience
- Participant, Pune International Marathon 2019, 12/2019, Pune, India, Participated in the marathon, the proceeds of which used to buy supplies for an orphanage in Hadapsar, Pune.
- Key Organizing Member, Machintel Systems Initiative, 05/2020, Pune, India, Arranged and distributed food and essential supplies from 6 societies for construction workers and labourers. Donated food to nearby areas to people affected by the pandemic.
- Coordinator, Tayyabia Orphanage, 04/2018, Pune, India, Donated toys and clothes in good condition for use by the children at the Orphanage.
Timeline
Head of Sales
Demand Upsurge
04.2021 - Current
Head of Sales
AviraInsights (Avira)
04.2021 - Current
Director of Strategic Accounts
Machintel Systems Private Limited
08.2015 - 03.2021
Business Development Executive
SM Technomine Private Limited
05.2013 - 07.2015
Business Development Executive
Aloha Technology
08.2010 - 03.2013
Bachelor of Computer Application (BCA) -
Calorx Teacher's University
Similar Profiles
Skyler BoyleSkyler Boyle
On-Site Resident Manager at Property UpsurgeOn-Site Resident Manager at Property Upsurge
Shi HuangShi Huang
Massage Therapist at Soothe Massage On-Demand, Zeel Massage On-Demand (Independent Contractor)Massage Therapist at Soothe Massage On-Demand, Zeel Massage On-Demand (Independent Contractor)
Genevieve WilliamsGenevieve Williams
Dispatcher Office Manager at Transport On DemandDispatcher Office Manager at Transport On Demand
DURGAPRASAD KONAPUREDURGAPRASAD KONAPURE
Vice President- Administration & Facilities at Poonawalla Fincorp LimitedVice President- Administration & Facilities at Poonawalla Fincorp Limited
Aditya SawantAditya Sawant
Sr. Manager Network Operations at Vitech Systems Asia Pvt Ltd.Sr. Manager Network Operations at Vitech Systems Asia Pvt Ltd.