Summary
Overview
Work History
Education
Skills
Community Service
Timeline
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Charlton Watts

Pasadena

Summary

Equipped with strong problem-solving abilities, willingness to learn, and excellent communication skills. Poised to contribute to team success and achieve positive results. Ready to tackle new challenges and advance organisational objectives with dedication and enthusiasm.

Overview

12
12
years of professional experience

Work History

Senior Account Executive

Splose
06.2024 - Current
  • Utilised CRM tools effectively to manage client information and track progress on accounts, leading to more accurate forecasting and pipeline management.
  • Trained account executives on the software, fostering a positive work environment and encouraging professional growth.
  • Increased account retention by building strong relationships with clients and addressing their needs promptly.
  • Negotiated contracts that maximised profit margins while maintaining competitive pricing for clients.
  • Collaborated with cross-functional teams to ensure timely delivery of products and services, resulting in high customer satisfaction.
  • Cold called 20 prospects per day to explain partnership benefits, representing company values.
  • Streamlined internal processes (email sequences, demo flows, created Ai product demos) to increase efficiency within the sales department, leading to quicker response times for client inquiries.

Sales Executive

Zoho
05.2023 - 06.2024
  • Company Overview: Zoho Corporation is a global leader in cloud-based business software, offering an integrated suite of applications designed to enhance productivity, collaboration, and customer relationship management. Since 1996, Zoho has provided innovative, user-friendly tools for businesses of all sizes, including CRM, project management, finance, HR, and marketing solutions. Known for its customer-centric approach and commitment to data security, Zoho's affordable and scalable software is trusted by millions worldwide, making it a top choice for organizations seeking reliable, customizable solutions.
  • As a Sales Executive at Zoho Corp, I played a pivotal role in driving the company's growth by identifying and acquiring new business opportunities. Primary responsibilities included prospecting potential clients who had signed up for a trial, delivering compelling sales presentations, and nurturing relationships to convert leads into long-term customers. Success in this role required strong communication skills, a customer-centric approach, and a deep understanding of SaaS products. Collaborated closely with cross-functional teams to ensure client satisfaction.
  • Achievements:
  • Q1 2023 - 2024 - 65% of target
  • Q2 2023 - 2024 - 40% of target
  • Q3 2023 - 2024 - 80% of target
  • Attended multiple users events representing Zoho to current and potential customers at Zoho Conference and Manage Engine conference. MC’d panels and workshops with attendants
  • Assisted marketing team engage at local business networking events/groups (SA Leaders, Business SA, ShowcaseSA etc).

Account Manager

FOUR
03.2020 - 05.2023
  • Company Overview: FOUR is a SaaS business that drives high performance business through bespoke automation of business processes, specialising in digital transportation, IoT and telematics. FOUR services some of Australia's largest government, corporate and SME customers.
  • Led account development and met sales targets for the top 40% of the clients in the Transport, Agriculture and Supply chain industry sectors. Accountable for establishing commercial terms, with particular focus on protecting the firm's intellectual capital.
  • Achievements:
  • Reduced key account attrition through negotiation and expectation management.
  • Introduced a mechanism to identify and manage risk of account attrition.
  • Collaborate leadership team to develop and improve account and sales strategy.
  • Successfully led complex commercial negotiations valued over $250K focusing on outcome-based performance indicators.
  • Expanded revenue through developing new services offering, to drive organic revenue growth.
  • Realised a 40% conversion rate through cold calling prospects to drive sales.
  • Lead mediating discussions between customers and engineers to resolve conflicts.
  • Implemented a process for setting and tracking customer contact cadence.
  • Initiated a routine meeting to align sales and delivery teams weekly.
  • Worked with CEO and COO to enhance the Account Manager role to align with the goals and needs of the business.
  • Prepared client proposals to reflect unique customer goals, problems and priorities.
  • Mentored teams, particularly in preparation for difficult customer engagements.
  • Proactively engaged with customers to generate new work, and identifying potential problem areas before they presented.
  • Facilitated customer meetings for engineers ensuring they remained in line with realistic business goals and pricing.
  • Took initiative to undertake simple engineering tasks to improve the time horizon for customers.

Developer

FOUR
11.2019 - 03.2020
  • Writing scopes, planning sprints, working with senior engineers to design new customer specific software services. Programming with PHP, JavaScript, PostgresQL, HTML, JQuery and CSS. Scheduling releases and testing changes after release.
  • Writing technical documents, planning and engineering skills, presenting compelling demonstrations to customers, programming with PHP frameworks and testing software.

Field Salesman

Chameleon Customer Contact
01.2019
  • Delivering company pitch, using resources to justify customer onboarding
  • Sales pitching, dealing with high rejection rates, objection handling, negotiating, building rapport in under 30 seconds.

Junior Developer / System Admin

Aligent Consulting
02.2017 - 05.2019
  • Maintaining internal network, security, VoIP and phone infrastructure, provisioning new development machines, developing internal DevOps tools.
  • Working with networks and Linux systems. Installing new hardware in machines. Working with senior staff and asking for help at opportune times.

Sales Assistant

Mitre 10
01.2013 - 01.2017
  • Providing tailored assistance and advice to customers, having a thorough knowledge of product use and leveraging this to sell suitable products, upselling, cash handling, counting tills, front of house communication, stocktake and cleaning.
  • Creating relationships with customers and colleagues, problem solving, ability to think on my feet and work independently. Working proactively, taking initiative and maintaining organisational responsibilities.

Education

Bachelor - Computer Science

The University of Adelaide
01.2020

SACE - undefined

Keith Area School
Keith, SA
01.2016

Skills

  • Business development
  • Product training
  • Business relationships
  • Product demonstrations
  • Cold calling
  • Active listening
  • Effective communication
  • Conflict resolution
  • Solution selling
  • Customer retention

Community Service

  • TraitSelect, TraitSelect is a SA start up that won the Adelaide University E Challenge 1st Prize, Advisory Board member, 2023-01, Present, Responsible for advising TraitSelect founders on technical decisions to bring a minimum viable product to market by Spring 2023.
  • Boys in Leadership, 2013, 2016, Regularly coordinating events at the community cinema and working in teams to ensure they run smoothly.
  • Keith Community, 2013, 2017
  • Keith & District Show 2013 – 2017
  • ANZAC DAY Auction Keith 2014-2017
  • Keith Diesel and Dirt Derby 2014-2017
  • Keith Football Club 2014-2017
  • Boar & Barrel Fundraiser 2016-2017

Timeline

Senior Account Executive

Splose
06.2024 - Current

Sales Executive

Zoho
05.2023 - 06.2024

Account Manager

FOUR
03.2020 - 05.2023

Developer

FOUR
11.2019 - 03.2020

Field Salesman

Chameleon Customer Contact
01.2019

Junior Developer / System Admin

Aligent Consulting
02.2017 - 05.2019

Sales Assistant

Mitre 10
01.2013 - 01.2017

SACE - undefined

Keith Area School

Bachelor - Computer Science

The University of Adelaide

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Charlton Watts