Grace Lee

1) Own the end‑to‑end sales cycle (origination → progression → close → post‑close delivery) for a predefined account base in the ANZ market. 2) Lead renewals, upsell, and cross‑sell to expand footprint and maximize lifetime value. 3) Engage operational, business, financial decision makers and CXOs with executive‑level communication. 4) Apply an account‑based, consultative selling approach to uncover requirements and co‑create solutions. 5) Cover a full portfolio: mobility, data connectivity, cloud, and cybersecurity (firewall) solutions; comfortable discussing IoT and transformative IT trends. 6) Maintain pipeline hygiene and velocity; keep opportunity records accurate and deliver clear forecasts and proposal documentation. 7) Build and nurture long‑term stakeholder relationships to accelerate time‑to‑value and secure strategic wins. 8) Manage deals 0–100%, including qualification, solution shaping, negotiation, and post‑close fulfillment/delivery and account management. 9) Operate with strong business operations discipline, coordinating dependencies across teams to ensure smooth, timely closures. 10) Work fluently with Salesforce CRM, O365, web conferencing, and LinkedIn Sales Navigator; experienced with USD 200K+ deal sizes.

1) Drive end-to-end sales cycle within assigned territory, from pipeline generation to deal closure and post-sale account management. 2) Develop and execute territory plans to achieve revenue targets and market penetration goals. 3) Build and maintain strong relationships with key stakeholders, including CXOs and business decision-makers. 4) Apply consultative selling techniques to uncover customer needs and deliver tailored Telstra solutions. 5) Position Telstra’s full portfolio: mobility, data connectivity, cloud, cybersecurity, and IoT solutions. 6) Generate and maintain a healthy sales pipeline, ensuring hygiene, velocity, and accurate forecasting. 7) Focus on growth acquisition, win-back strategies, and new-to-market business development to expand Telstra’s footprint. 8) Collaborate with cross-functional teams to guarantee smooth delivery and customer satisfaction. 9) Analyze market trends and competitor activity to identify new growth opportunities. 10) Ensure compliance with Telstra’s governance, security, and contractual standards, while sharing best practices for continuous improvement.

1) Lead and oversee end-to-end sales for cloud & security project for private, public, hybrid or multicloud. 2) Craft all commercial construct, client deal negotiation and strategy planning for complex, multi-year deals with global, regional/or large account with a Managed Service, Cloud or Application focus. 3) Manage reliable forecast, create and document a shared strategy to meet sales target (e.g. a net new customer pursuit plan to land new logos, consultative selling, minimize churn, cross-sell, upsell, revenue and margin goals). 4) Partner and vendor engagement for commercial strategy planning and new client opportunities. 5) Digital transformation consultant for Managed Public Cloud, Managed Private Cloud, Managed Infrastructure Services with expertise across enterprise technologies such as Amazon Web Services (AWS), Google Cloud (GCP), Microsoft Azure, Oracle, SAP, Dell Technologies, NetApp, Cisco and others.

1) Manage a set of client accounts assigned specialising in managing conglomerates and multinational corporation. Consistently identify and develop sustainable business opportunity. Position as consultant for converged solutions. 2) Develops and updates expertise in IT technology, manage customer through consultative selling approach. Engages as appropriate with the customer's CTO/CIO/CEO, carry out both top down and bottom up customer relationship management from C-level to executives level. 3) Develop comprehensive account business plan, sales planning, execution plans and solution mapping for mobile, fixed business, IoT & Solutions according to customer's business needs. 4) Builds and executes plan to drive growth and profitability across Maxis portfolio to key accounts to increase wallet share of Maxis in client's overall ICT spent. 5) Collaborate with internal stakeholders such as presales, product, marketing, solutions, channel team, provision, network, global service providers & manage partners for sales activities. 6) Orchestrate communication and collaboration between cross functional Maxis team and customers, from presales to post sales and service delivery. 7) Plan, organize & execute sales initiatives; events, roadshows, courtesy visits, et cetera. 8) Develop long-term strategic relationships with key accounts. 9) Prepare, forecast key account metrics and revenue report based on new and renewal opportunities. 10) Translates customers' business challenges and goals into business opportunities. Ensure strong rightsized pipeline and funnel in Salesforce.

1) Work closely with Head of Sales on agency sales development and distribution channel management. 2) To explore new partnerships, market segments and develop new revenue stream. 3) Negotiate and manage global accounts and multi-market agreements including new proposal, renewal, legal and all contract negotiation with strategic key accounts. 4) To analyse market intelligence, monitor competitor fares and work with Head of Sales on follow up actions to maximize revenue opportunity. 5) To review and monitor the corporate accounts and travel agency sales performance. 6) To develop and maintain close working relationship with corporate and travel agents. 7) Conduct product briefing to stakeholders (travel agencies and corporate accounts). 8) Regular sales visits to existing and potential corporate and leisure accounts. 9) Analyse future booking and prepare weekly/monthly sales report for upcoming sales planning with sales tools insight (Travelport Airline Insight, QlikView, PRISM and Sales Force Automation). 10) Liaise with head quarter revenue team to negotiate fares, budget, parameter and sales promotion.

1) Corporate Sales Development • To source, negotiate and acquire potential corporate accounts on a regular basis to sustain corporate revenue growth. • Work closely with head office to support and negotiate global corporate deals. • To intensify efforts to gain stronger influence over corporate business travelers for CX services from corporate and ticketing agents. • To maintain regular contacts with new and existing corporate clients and regularly update on CX product and service enhancements. • To build rapport with corporate clients to enhance working relationship in order to build a higher corporate revenue. • To monitor corporate accounts performance and any other sales related matters to meet customer expectations • Close monitoring of all accounts and constantly seek to grow CX share of corporate account revenue base. 2) Sales Coverage: Corporate Ticketing Agents • To develop and maintain close working relationship with corporate ticketing agents to maximize and expand revenue opportunities. • To secure market intelligence and feedback of the industry. • To support airline ticketing 3) Sales Promotions/Marketing Activities • To plan, carry out and follow up on tactical marketing promotions activities target at corporate accounts or travel agents to generate incremental revenue. • To support and promote frequent flyer membership recruitment. 4) Business and Staff Development • To secure accurate market intelligence and feedback for analysis with recommendations and respond to the changing market landscape. • Explore potential corporate leads to develop new markets and business opportunities to maximize corporate revenue contribution. • Analyze/forecast market trend for competitiveness to sustain market share and further expand the corporate market growth. • To provide on the job guidance and coaching to Corporate Sales Support Officer and manage the development of staff.

1) Student recruitment 2) Support marketing & recruitment/promotional activities 3) Manage and coordinate all marketing, advertising and promotions, exhibition, education fair activities 4) Project management 5) Social media management