Nijil Boneyfus Arakkal

Overseeing and managing 6 accounts - generate leads and organize 15 events (VRT and In-person), 3 Conferences, and a Summit for clients in the APAC region. Work with a team of 4 Customer Success Leads managing 4 accounts each, ensuring timely attainment of quota, Customer Renewals, Customer Engagement, Client Communication, Upsell and Cross sell opportunities and Client Support. Strategic initiatives for time efficacy for Data Researchers and Prospects to reach their goals on assigned accounts and assign them on new accounts as per the client requirement. Account’s health and retention - constantly checking customer engagement and being proactive in identifying disengaged accounts and taking appropriate proactive measures to retain them. Enhancing customer experience by proposing email and LinkedIn campaign strategies and plans.

Hire, Train and Manage a team of 14 SDRs and 2 lead gen agencies in India and 4 SDRs in APAC. Mentor and manage the team and turn them into productive salespeople that generate a high volume of new leads in a rapid manner and conduct research to identify potential prospects. Review individual performances to identify bottlenecks and implement strategic resolution. Manage a database of leads in Hubspot CRM, processing all opportunities, tracking, reporting and maintaining them until they are established in the sales pipeline. Timely review of qualified outbound and inbound leads generated by SDRs and lead gen agencies on BANT criteria. Collaborate with the stakeholders in Sales, Product, Marketing, Pre-Sales and Customer Success to discuss strategy and ensure smooth workflow between teams and to implement new process and improvements in the sales process. Develop top of the sales funnel growth strategy that generates high quality sales leads through outbound and inbound channels. Created a monthly opportunity pipeline of 21Cr in the Travel industry in 2020. Build outbound lead gen strategy, and continuously improvise on strategy.

Manage a team of 36 SDRs responsible for lead generation in software development industry for the US, UK and Canada regions. Develop sales ready opportunities by qualifying accounts and collecting information that includes business case, timelines, drivers and triggers, influencers, decision makers and other stakeholders and competitive information. Set and defined the Sales Development strategy to create a repeatable sales process that ensures the attainment of the annual revenue targets of the company. Manage a scalable and repeatable data-driven sales methodology that was grounded in rigorous sales measurement and performance metrics to consistently meet and exceed revenue targets. Provide regular coaching, feedback and professional development for everyone in the team. Directly hire, manage and ramp up all new SDRs. Proven successful track record in achieving quotas, directly managing day to day activities of the team and sales support activities. Work closely and collaboratively with the paired Account Executives Team to develop and implement appropriate prospect strategies and plans. 12/12 months over achieving quota, achieved 152% of annual quota.

Met performance targets in all areas such as speed, accuracy, volume, customer satisfaction, and issue resolution. Diffuse and resolve various volatile customer situations while maintaining the balance between the interests of the company and customer satisfaction. Awarded “Best Customer Satisfaction” and "NPS Topper" award. Up-sold additional products or services when applicable, resulting in an increase of 9% of annual sales. Over achieved quarterly sales targets, tasks included cold calling, create and deliver presentations, face to face negotiation, trade event participation, quotation preparation, and contractual negotiation. Made contracts and proposals following solicitation of customers to formally document oral agreements and terms; presented to C level executives. Foster relationships with existing customers to ensure customer satisfaction and continued sales opportunities by attending industry forums/meetings/trade shows.

Commended for initiative, persuasiveness, intense customer focus and dependability in performance evaluations. Awarded “Best Trainee” award during the first month of training. Received an average 90% customer satisfaction rating, 15% higher than company average. Recognized as “#1 Customer Success Associate” (out of 100s of reps in the division) in 2014; ranking was based on customer satisfaction, speed of resolution and availability. Earned 100% quality score in all categories including communication skills, listening skills, problem resolution and politeness. Became the lead “go-to” person for new reps and particularly challenging calls as one of the company’s mentors and trainers for both new and established employees. Resolved an average of 350 inquiries in any given week and consistently met performance benchmarks in all areas (speed, accuracy and volume). Up-sold additional products or services when applicable.

PCMB