Harman Braich

Full cycle enterprise sales (land and expand) across USA and Canada. Provide retail/sports venues Frictionless Retail Technology solutions based on artificial intelligence using computer vision and machine learning. 

• Work with internal and external channels, independently manage full sales cycle, and accurately forecast sales while managing a pipeline larger than the assigned quota
• Successfully closed the largest net new and expansion deals in company history, contributing to fiscal 2022 results of 121% to target ($3.63 million)
• Responsible for project scoping, negotiating and closing of complex large enterprise net new deals with a 2-part fee structure: recurring SaaS fee and a one-time hardware & setup cost
• Post deal account management responsible for customer success and account expansion
• Work with product and project teams for client specific integrations and implementations
• Travel across USA and Canada 1) conducting onsite walks at client venues to ensure project viability and 2) relationship building via in-person meetings and Launch Day support
• Build and manage Channel Partnerships to accelerate conversion
• Train and onboard new Account Executives

Primary sales territory of Southeast USA, with partnership responsibilities with MSPs and VARs in East Europe selling D3’s SOAR Cyber Security Solution

• Focusing on large enterprise accounts and partnership opportunities
• New business development from prospecting to close (discovery, demo, contract negotiation, scope of work, coordination with implementation team, kick-off, and post implementation)
• Trained, managed and continuously developed 2 Sales Development Reps 
• Leveraged internal resources where applicable within the sales cycle (SDRs, Sales Engineers, Product, Marketing, etc)
• Account management of D3’s largest active accounts within territory for customer success and revenue expansion
• Prospecting, securing and nurturing partner relationships in Southeast USA and East Europe (VARs, MSPs, MSSPs, etc)
• Create Go-To-Market plan for D3’s Security Orchestration, Automation, and Response tool, within a highly competitive market
• Review, respond and manage RFPs, RFIs, and RFQs
• Worked with marketing on joint programs and customer specific projects for account growth/expansion

Employed in a consultative sales role, providing mid to large enterprise clients with Human Capital Management solutions using a SaaS model

• Identify and cultivate new business opportunities by driving strategic HCM initiatives within organizations containing 50-1000 employees
• Manage full sales cycle from cold outreach to close
• Liaison with other business units signing stage and go-live date (Project Managers, Implementation Team, Developers, Professional Services Team, etc)
• Develop and execute territory business plan in order to define strategies for success
• Take part in ongoing sales development and product trainings (ie. Challenger Sales Model, The ADP Way, Executive Conversations)
• Continuously meet and exceed quarterly quota