Bobby Lilani

Responsibilities:

• Managing, mentoring, and coaching a team of 6 BDRs across APAC (Japan, China, ASEAN and ANZ)

• Train the BDR Team to identify, contact and create qualified opportunities

• Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s

• Plan for hiring and onboarding new BDRs

• Work closely with the Demand Generation team to provide feedback on Marketing Qualified Leads (MQLs) and campaigns

• Ensure BDRs create quality pipeline by conducting outbound prospecting activities via phone calls, email and social media, e.g. LinkedIn to identify key personas/accounts. This will be followed by engaging and scheduling meetings with decision-maker to generate qualified, sales-ready leads

• Work closely with Sales and other members of the BDR Leadership team to improve opportunity management and qualification processes

• Work closely with Sales, Senior BDR Manager/Director, to identify areas of improvement for the BDR Team on messaging, campaigns and early sales material impact to enhance marketing efforts

• Ensure BDRs adhere to defined lead management process and timely updating of Salesforce records of all leads and outbound prospecting activities to enable closed loop reporting

• Build relationships with cross-functional sales teams across APAC to gather feedback and identify ways to optimize BDR team performance

• Work in collaboration with Content, Marketing Program Managers and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline

• Accurately forecasts weekly, monthly, quarterly attainment

Achievement:

Achieved 137% of my target for Q3 and doubling the productivity of the team in the last three months versus the first six months of the year by increasing the activities e.g. email sent and number of outbound calls, while at the same time maintaining a high meeting quality

Responsibilities:

• Managing, mentoring, and coaching a team of 7 SDRs covering ASEAN and Korea

• Plan for hiring and onboarding new SDRs

• Train the SDR Team to identify, contact and create qualified opportunities

• Ensure SDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s

• Providing onboarding and sales processes training to new SDRs. This includes SDR best practices for managing Salesforce hygiene, running Outreach sequences for outbound and inbound prospecting

• Ensure SDRs create quality pipeline by conducting outbound prospecting activities via phone calls, email and social media, e.g. LinkedIn to identify key personas/accounts. This will be followed by engaging and scheduling meetings with decision-maker to generate qualified, sales-ready leads

• Provide training sessions for best practices around lead/prospect qualification before setting up meetings with prospect and Account Managers

• Ensure SDRs adhere to defined lead management process and timely updating of Salesforce records of all leads and outbound prospecting activities to enable closed loop reporting

• Provide training for leveraging on different sales tools, e.g. ZoomInfo, Lusha, Google and Salesforce to run outbound campaigns on accounts which the Account Managers regard as key priority

• Ensure SDRs are exceeding their daily KPI’s by making at least 60 to 70 dials and sending out

80 emails via Outreach

• Conduct performance reviews with SDRs every quarter

• Trained MEDDPICC Selling technique to SDRs

• Partner with Sales Directors every month and during QBRs across the Southeast Asia, Japan and Korea region to understand their expectations and if there is any feedback from the team for improvements

• Partner with marketing on demand generation activities and account-based marketing to generate quality leads

• Provide bi-weekly feedback to marketing on quality of leads and suggestions on improvements

• Accurately forecasts weekly, monthly, quarterly attainment

Achievements:

• Achieved 122% of my target for the quarter which was from April 2022 to June 2022

Responsibilities:

• Achieves new sales and cross sell revenue growth targets of the assigned product portfolio across Southeast Asia and South Asia

• Creates and executes on the portfolio-specific penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan

• Collaborates with regional sales teams to develop targeted sales plans for each region and the execution of these plans

• Develops a deep understanding of the relevant customer segment the solutions are sold into, translating the solution value to be segment specific

• Negotiates and closes contracts for new sales

• Successfully transitions of ownership of the account/ agreement to Account Manager

• Understands the competitors’ business, strategy and sales approach in territory

• Provides continuous feedback to product and marketing teams and participates in projects to help marketing in meeting strategic sales objectives

• Provides channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions

Achievement:

• Achieved 110% of my sales revenue quota for 2019

Responsibilities:

• Prospect, educate, qualify, and develop leads provided by marketing or through my own research to create sales-ready leads for the Australia and New Zealand, India and Indonesia market

• Research accounts, identify key players, and develop accounts to stimulate buying interest

• Interact with prospects via telephone, email and LinkedIn

• Effectively document sales leads to build the Account Executive’s interest and understanding about potential opportunities

• Successfully manage and overcome prospect objections

• Being involved in live demos with my Account Executives to further understand prospects pain points and showcasing how our solutions would add value to them

• Become a trusted resource for and develop superior relationships with prospects and Account Executives by following up on existing opportunities till deal closure

• Update prospect interaction in Salesforce CRM to ensure efficient lead management

• Consistently achieve sales qualified lead, meeting, and opportunity quotas to support revenue objectives

• Provide closed-loop feedback to my team manager and the marketing team, ensuring continuous lead management and nurturing process optimization

• Assist my manager to on board new Sales Development Reps, sharing best practices around lead generation, management, and qualification

Highlights:

• Global Sales Development – Results Awards 2017
• Top Global Sales Development Performer 2016 & 2017
• Sourced over $2.38M in revenue for ANZ LTS business over two years
• Averaged 194% Opportunities Creation Attainment across two consecutive years