Hayma Kumar Nadarajah

Working with Microsoft & handling ANZ Customers in SMB segment by coaching & supporting teams to meet customer’s needs through Microsoft Solutions Responsibilities • Sales Execution: Orchestrating a team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate, discover new opportunities and close opportunities. Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos, and the collaboration with partners or internal teams. • Business Value Selling: Foster and expand relationships with stakeholders and landing the value proposition of Microsoft solutions. • Scaling and Collaboration: Lead the planning, orchestration and execution of opportunities with internal stakeholders and partners to cross-sell and up-sell. • Subject Matter Expert & Technical Expertise: Lead Business Decision Maker and IT Decision Maker conversations and share best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit for Microsoft Solutions. • Sales Excellence: Lead and plan for accounts across territories, do compete plans and business analysis to pursue high-potential customers. • Leading/Mentoring Team Member: Leads a team to explore business and emerging opportunities to optimize the portfolio and conduct pipeline review sessions with agent/seller. Coaches team members on ensuring customer/partner satisfaction by establishing recovery action plans to improve clients' overall experience. Supports the end-to-end business for strategic & TUM accounts. Achievement: • Rising Star Award (FY24Q3) • Generated >USD 1m upsell pipeline for Microsoft Solutions (FY24Q4) • Generated >500 Copilot seats pipeline for M365 (FY24Q4-FY25Q1) • SAS for TUM • Block64 Project Lead • Top Performer - FY25Q2 & Q4 / FY26Q3 • Highest Pipeline Value Delivery (FY25Q2 & Q4 / FY26Q3) • Conducted training on Azure • Resilience Award

Esync Software Services is a One-Stop IT Solutions Provider that involves in the designing and developing of software, websites, databases and information systems. We offer cost-effective development services and solutions for customers with projects both small and medium. My Roles at Esync: • Consult and educate clients on the importance of digitalizing the business operations. • Initiated digital marketing strategies and provide assistance with implementing suggested plans. • Implemented sales SOP and Sales Management System to conduct complex analysis in order to find new market opportunities. • Design and develop sales plans and strategies with the assigned accounts or past customers. • Oversee and examine new strategy progress and development of the company growth. • Handle business deals operations and activities and suggest measures for improving customer satisfaction and loyalty. • Build, encourage and maintain long-term relationships with key stakeholders. • Ability to draught, decipher, and negotiate business contracts while analyzing and reformulating existing and promise business contracts to maximize turnover. • Craft short and long-term, action plans in consultation with the leaders. • Compile detailed reports that capture successes and opportunities and finding gaps for improvements. • Analyze current market conditions for clients while initiating strategies for small, medium and large companies to make steady profits. • Monitor, review and analyze strategies in marketing, sales, advertising and other fields of operations. • Create strategies for existing accounts to generate business and develop presentation for prospective clients. Accomplishments, achievements & progression:  Total personal sales (till Oct 2023): MYR 80k+  Onboarded first client to implement sales management system.  2 ongoing IoT projects (appx value: MYR 2mil)

• Leading the direct sales team for Company’s SME Solutions and responsible for the sales and revenue growth of the SME segment in Malaysia & Singapore. • Assisting direct sales team in all sales related challenges and coaching to close any gaps to improve productivity. • Develop ideas/strategies to meet targets and automate sales processes using cloud-based system and retain the winning advantage while doing prospecting. • Performs outbound calls to potential SME businesses to qualify them as sales leads and propose our solution based on their requirements and act as a consultant to provide solutions for customer pain points. • Delivery of cloud computing service including cloud software, storage, database over the Internet to offer faster innovation. • To attend meetings, discussion and deliver product presentation and follow up with potential customers in a timely manner. • Apply a positive customer service attitude in interactions with all customers and be able to establish a positive rapport to provide quotes & proposals to potential customers. • Supporting marketing team in developing sales and marketing collaterals and other marketing activities by providing constructive feedback from market research to analysis of competitors. • Use database, cloud CRM software to track progress with new prospects and existing customers. • Possess strong problem solving and decision-making skills while using good judgment and proposing a relevant cloud system to customers. • Provide timely and accurate reporting & feedback on team member’s performances daily. • Accomplishments and consistent achievements of KPI’s in term of sales targets etc.:  Total personal sales: approx. SGD 185k+ & approx. MYR 58k  Onboarded 7 SME & 1 Enterprise business/clients as cloud Second CRM & Agiliux users  Successfully presented 50++ demo to potential customers across Malaysia & Singapore virtually.

• Performs outbound calls to potential SME businesses to qualify them as sales leads and propose our solution based on their requirements. • Develop ideas/strategies to meet targets and automate sales processes using cloud-based system and retain the winning advantage while doing prospecting. • To attend meetings, discussion and deliver product presentation and follow up with potential customers in a timely manner. • Apply a positive customer service attitude in interactions with all customers and be able to establish a positive rapport to provide quotes & proposals to potential customers. • Use database, cloud CRM software to track progress with new prospects and existing customers. • Possess strong problem solving and decision-making skills while using good judgment and proposing a relevant cloud system to customers. • Provide timely follow ups and act as a consultant to potential clients to enhance relationship and to close deals. • Accomplishments and consistent achievements of KPI’s in term of sales targets etc.:  Total personal sales (till Aug 2021): approx. SGD 20k+  Onboarded 5 SME business/clients as cloud Second CRM & Agiliux users  Successfully presented 50++ demo to potential customers across Malaysia & Singapore virtually.

• Leading a team of salesman in managing operations and end to end distributions of tobacco products to existing customers within my assigned territory. • Conducting market audit by visiting retailers and building strong business relationships among stakeholders – retailers, distributors. • Ensuring all planned activities are executed with excellence by sales team by analyzing performance data. • Identify gaps for improvements of sales team and provide necessary action plan – training and coaching • Develop area of coverage by: - Identifying opportunities in assigned area and developing and execute marketing initiative programs/development plans. - Recruiting new outlet to the portfolio. - Project driver for tracking and monitoring marketing programs designed by leaders. - Verify customer details and queries and solve challenges for customers.

• Responsible for the end-to-end order management and processing of products, services and solutions received via sales staff and direct customers. • Making sure the orders are processed and well managed to meet the SLA and achieve targeted performance matrix. • Verify and review the accuracy of online and offline orders and determine the appropriate method of order processing to support the needs of the business. • Handling minor escalations, checking, and verifying duplicates, finalizing, and releasing purchase orders for production and creating purchase ID. • Preparing reports on a weekly basis to be presented to the management. • Accomplishments and consistent achievements of KPI’s:  Achieved 15% increase in productivity by the Order Processing Team of North America as a whole and gained amazing exposure and experience of multicultural business operations.  Collaborated with cross functional team on process improvement via automations and proposed ideas to capture duplicate orders automatically to eliminate redundant tasks and ensure efficiency.

• Covered Perak state and visiting clinics, GP’s, and pharmacies to arrange appointments with doctors and medical personnel which may include pre-arranged appointments or regular cold calling. • Conduct presentations to doctors and medical personnel about the products. • Negotiating and resolving customer’s questions and concerns about credit terms, products, prices, and making a mutual decision. • Build and maintain positive business relationships with medical staff and support administrative staffs. • Keep, maintain, and update detailed records of all customer contacts. • Plan work schedules on areas to cover in monthly basis to systematically meet and, if possible, exceed sales targets. • Developing sales forecast and analyze sales data to improve results and make sure resources (samples) are effectively allocated. • Accomplishments and consistent achievements of KPI’s in term of sales targets etc.:  Meeting daily number of calls/visits to clinics & pharmacies. (10 appointments with PIC)  Hitting monthly sales targets. (MYR 10k)

• Managing company’s digital media sites • Outdoor sales • Inventory checks • Marketing & branding

• Student recruitment • Telemarketing • Lead generation – Education fairs