Yash Dodia

- Team Quota Success: Consistently exceeded team quota, achieving 147% of the target and ranking 4th in the global Top Gun’s Manager list with a $3M annual quota. - Building a High-Performing Team: Built a sales team from scratch, including 3 new hires and coaching a rising veteran. Helped veteran increase quota attainment from 110% to 168% in one year. - Strategic SPIFFs: Developed SPIFFs balancing logo acquisition and ACV thresholds. These incentives drove behavior and ensured sustainable sales pipelines while keeping the team motivated. - Metrics-Driven Optimization: Focused on improving key sales metrics, such as attach rates, discounting, and win rates, resulting in continuous sales funnel improvements. - Coaching & Performance Metrics: Introduced metrics like MBRs, 1:1 skill assessments, and pre-call protocols. Used the GROW model for actionable feedback, driving team development. - Retaining A-Players: Retained top talent on the verge of leaving by addressing their challenges, building trust, and fostering engagement. This led to improved morale and performance. - Revitalizing Underperformers: Implemented tailored coaching for underperforming reps, improving conversion rates, win rates, ACVs, and reducing discount reliance. - Tough Decisions with Succession Planning: Made tough performance management decisions while ensuring solid succession plans, maintaining team alignment and stability. - Building Team Culture: Introduced regular Monday Morning Meetings (MMM) to foster a "One Team" mentality, improving morale and collaboration. - Sales Implementation & Process Improvement: Streamlined the Implementation team by optimizing processes, creating pitch decks, and clearing payroll pipelines, leading to higher operational efficiency. - Impacting AE Compensation Bands: Advocated for AE compensation increases, resulting in a richer candidate pool and improved hiring outcomes.

- Quota Achievement: Surpassed 145% of my quarterly quota, maintaining a strong 52% win rate and an average contract value (ACV) of $3k. - Team Training & Leadership: Recognized multiple times for Deal of the Month and played an active role in conducting training sessions to ramp up new sales reps, helping to elevate team performance. - Presidents Club Winner: Earned a spot in the prestigious President's Club in Mexico, recognized as one of the top Global Account Executives for outstanding sales results.

- Surpassed Quota: Achieved 143% of my annual quota, ranking 1st on the Top Gun list with a $480k target, earning the prestigious Rising Star Award. - Record-Setting Performance: Set an all-time high by hitting 300% of my quota in my second month—still the benchmark record to this day. - SPIFF Awards: Recognized for exceptional performance with multiple SPIFF wins, including Most Logos Acquired, Highest ACV, and Fastest to Quota. - Excellence in Metrics: Consistently exceeded North Star metrics, maintaining an average win rate of 54%, an ACV of $3k, and an 8-day average sales cycle. - Recognition: Honoured as a member of the India Team President’s Club and recognized for my contribution to the team’s success.

- Pioneered Market Expansion: Joined Aavenir as the first Account Executive based in India, leveraging deep Source-to-Pay (S2P) expertise gained from Zycus to help Aavenir establish a strong presence in the Indian market. - Closed Enterprise Accounts: Successfully closed multiple enterprise-level accounts, contributing directly to Aavenir’s revenue growth and establishing long-term relationships with key clients. - Business Development Strategy: Developed and executed a comprehensive business development strategy, including lead generation, cadence, and outreach, significantly improving prospect engagement and sales pipeline quality. - Sales Cycle Management: Managed the entire sales lifecycle from prospecting to closing, securing enterprise clients and driving substantial revenue growth for Aavenir’s Source-to-Pay solutions. - Collaboration with Cross-Functional Teams: Worked closely with the pre-sales team to craft customized solutions for clients and with the implementation team to ensure smooth onboarding and customer satisfaction. -Lead Generation & Channel Partner Development: Partnered with marketing to create sales collateral, refined lead generation strategies, and established key channel partnerships, boosting brand awareness and generating qualified leads. - GTM Strategy Development: Assisted in crafting and refining the go-to-market strategy, positioning Aavenir’s solutions effectively in the global enterprise market and enhancing product-market fit. - Direct Reporting to CEO: Worked directly with the CEO, providing valuable insights and feedback from the front lines of sales, while also aligning strategies with overall company goals. - Sales Collateral & Market Outreach: Contributed to the development of marketing collaterals, ensuring they were aligned with customer pain points, and worked with the marketing team to drive outbound campaigns tailored to enterprise accounts.

- Closed Key Enterprise Accounts : Successfully closed multiple enterprise accounts across various industries, contributing to revenue growth for Zycus' software solutions in the Indian market. - Strategic CXO Engagement: Met with and built strong relationships with CXOs and decision-makers at top Indian enterprises. - Collaboration with SDRs: Worked closely with the Sales Development Representative team to prioritize and qualify leads, ensuring the efficient use of resources to secure high-value meetings and opportunities. - Effective Presentation and Negotiation: Delivered compelling presentations, negotiated contracts, and managed the entire sales cycle, from prospecting to closing, ensuring successful deal closures. - Market Insights and Strategy: Leveraged deep understanding of the Indian market to tailor sales pitches and strategies, ensuring product offerings resonated with the unique needs of enterprise clients. - Cross-Functional Collaboration :Coordinated with product, marketing, and customer success teams to ensure smooth onboarding and implementation, resulting in high customer satisfaction and retention rates.

Zycus is an Leader in the Procurement Automation space and provides end to end Source to Pay automation tools that include Analysis of Historical Spend, E-sourcing & E-Auctions, Supplier Repository & Performance management, Contract Management and Procure to Pay. * Within Zycus i initially worked in the North America region and was handling business development and consulting for 6 territories. * Moved to APAC market and now look after SAARC region with major focus on India. * Directly reporting to Business Head SAARC region and Africa Region. * Won Best Pipeline Generation Award * New project - Moved to South East Asia and directly reporting to the VP Sales of Zycus. * Role includes to be part of end to end sales cycle. * Lead generation, presentation, assist in product demonstration, content and messaging creation, account nurturing,creating business cases, organizing internal events for prospects for potential leads. * Ensuring smooth engagement with prospects and moving accounts to further stage in the sales pipeline. * Extensive skills in conversing with C-level executives ( Majorly MD, CEO, CFO, CIO & COO ) of global Fortune 500 organizations. * Interacted with companies of different verticals and proposed customized best practice in current process flow. * Continuous interaction across departments like Pre-sales team, POC team, Marketing team, Legal team and Delivery Team to ensure the Sales project moves smoothly ahead.

The first responsibility is to thoroughly understand the entire Sales process and then act on the various tasks involved in the process. The Sales Process include sourcing, developing, identifying, segregating, differentiating, client calling, evaluating, pitching, discussing, reviewing and approving. Each task demands differentiated levels of skills with a common denominator named PASSION The role specifically called to work on existing Siemens clients and provide them a financial arm on equipment financing which include term loans , leasing and deffered payment. This involved researching of the company, the equipment etc and getting in touch with the client via email , phone etc to set up initial engagement. This was followed by having a meeting with the interested party to speak about in depth terms of agreement. Once the relevant documents were collected from the client an assessment needs to be made on them. Three years of the company's audited report needs to assessed by looking into the balance sheet and profit and loss account and its ratios needs to be determine as well as need to go through 1 year of the clients bank statement to see that the repayment track record is maintained well. Once the financials are made and assessed, a brief report needs to be made about the company all these information needs to be sent to the operations team. This will follow with making a concise decision on the interest rate that needs to be charged to the client. WAS ABLE TO CLOSE 4 DEALS AND CREATE MANY OPPORTUNITIES

Checked bureau report of customers who applied for credit cards, loans and mortgages. Checked there income and expenses by checking there payslips or tax documents or spoke to the payroll team or accounts for the information. According to that approval or disapproval was given on the account.

Ensured superior customer experience by addressing customers concerns demonstrating empathy and resolving problems in a timely manner. Developed reputation as an efficient service provider with high levels of accuracy. Researched and resolved account payable discrepancies. Managed call flow and responded to technical support and sales needs of customers Retained customers and and also cross sold for new contracts. WON BEST REPRESENTATIVE OF THE MONTH