Prasanna Kulkarni

Areas of Expertise

1.  Complex and High Value New Business  Sales 

2.  Consultative Sales 

3.  Technology Sales

Profile

An MBA with 5 years of consultative sales experience in selling enterprise application softwares across various verticals now seeking a challenging new business sales role preferably with a  financial markets software vendor. 

A member of the London Stock Exchange Academy and a top performer in my current and previous new business sales roles, I understand and practise that success in sales depends on the ability to mitigate risks perceived by customers. Equipped with the ability to communicate, convince and negotiate at various authority levels in a multi-stakeholder environment, I have recognised revenue of around half a million in the last two years. With a multi-country sales experience along with 4 promotions in the last 5 years, I believe I am an achievement oriented and well rounded individual. 

Work History

Work History
Jul 2008 - Present

Sales Consultant

ProspectSoft Ltd

Responsibilities:

  • Winning new license sales of CRM and eCommerce solutions in line with the revenue targets
  • Approach each business opportunity with the SPIN Selling Methodology, which is a three stage process involving identification of customer needs (stage 1) which leads to solution demonstration  (stage 2) which is turn leads to the proposal meeting (Stage 3). Each stage requires specific documentations like requirements summary, outline specification, project scope, proposal etc which aids the operations team to implement the solution
  • Counsel and assist Channel Partners with their sales opportunities
  • Liaise with  marketing teams to develop joint sales and promotional strategies
  • Coordinate with strategic partners to work on mutual sales opportunities. 

Achievements:

  • Achieved sales worth £450,000 (approx) 
  • Secured ProspectSoft's biggest deals in  the year 2009 and 2010
  • Consistent top performer of the new business sales team 
  • Introduced vital amendments in the sales methodology which are adopted as a standard practice within the sales team.
  • Mentored Graduate Sales Consultants (New Recruits).
Jul 2007 - Jul 2008

Sales and Marketing Intern (Part Time)

ProspectSoft Ltd

Responsibilities

  • To research the market, and recommend pricing and positioning strategy for ProspectSoft’s eCommerce and Content Management Solutions. 

  •  Influence the channel marketing and sales processes by acting as a co-ordinator between ProspectSoft and its channel partners.

Achievements

  • Some of the recommendations for the pricing and positioning strategy have been adopted by ProspectSoft. 
  • Introduced a new marketing process to communicate frequently with the channel partners and the existing customer base
  • Planned and delivered informational  webinars to partners and customers
  • Worked with ProspectSoft's Managing Director to influence the strategic success of the Content Management and eCommerce Solutions
  • Promoted to the Sales Consultant position.  
Jun 2006 - Sep 2006

Engineer - Client Relations

Sescoi Ltd

Responsibilities

  • Project and achieve sales targets for South and West of India
  • Identifying and capitalising on the commercial networking opportunities
  • Identification of co-marketing and partnership opportunities
  • Speaking at the Sescoi events

Achievements

  • Increased overall sales by 30% 
  • Introduced the software to new vertical markets - educational sector and manufacturing services sector
Oct 2005 - May 2006

CAM/CAD (Sales) Engineer

Sescoi Ltd

Achievements

  • Sold over 9 CAD/CAM licenses during the above tenure which was considered as the best performance in the company.
  • Built relationships with Deckhel Maho (a leading German machine manufacturer) and Seco Tools (a leading Swedish tool manufacturer) which resulted in additional business generation. 
  • Promoted to the Engineer - Client Relations position
  • Represented Sescoi at the industry events and exhibitions 
Apr 2005 - Sep 2005

Trainee Engineer

Sescoi Ltd

Achievements

  • Generated sales worth £6,000 from cold calling and market research activities
  • Demonstrated the CAD/CAM solution to a potential customer which resulted into a sale.
  • Promoted to CAM/CAD (Sales) Engineer

Education

Education