Azubuike Iloh
332 Guinea Bisau Street, Efab Queens Estate, Gwarinpa, Abuja,FCT, Nigeria
Summary
Azubuike is a top - level sales & business development professional with 12years+ practical experience positioning a wide range of Information Technology solutions - hardware, software, network & connectivity, Cloud Solutions - IaaS, BaaS, etc. across several verticals.
Result-driven Key Account Manager with background in establishing strong relationships and negotiating contracts to benefit businesses. Strong understanding of market trends, customer needs, and effective communication strategies. Skilled at boosting sales revenue by designing strategic growth plans and maintaining key client partnerships. Significant impact made in previous roles through the implementation of innovative solutions for complex business challenges.
Overview
14
14
years of professional experience
Work History
Key Account Manager - Nigeria & Ghana
Canon Central & North Africa
Abuja, Nigeria
05.2019 - Current
- Leveraging on relationships with key decision makers in end users account while performing the role of a trusted advisor and influencer to shape their decision to buy Canon's enterprise solutions
- Build, own and close out on sales opportunities along with channel partners by successfully aligning business pain points with solutions and the business value and accurate closure forecasting through deep understanding of customer and vertical specific sales cycles
- Leveraging on industry use cases, demo sessions, Total Cost of Ownership (TCO), Cost per Page (CPP), and Return on Investment (ROI) analysis to justify business case for change
- Plan and develop Go-To-Market (GTM) and growth strategies in conjunction with cross functional teams to drive increased market share through upselling and cross selling
- Work with channel partners to develop annual business and measure quarterly progress
- Periodic technical and sales training for channel partners to equip them with the right value proposition and technical skills to pitch Canon's range of products and solutions
- Develop marketing plans for demand generation activities like key end user vertical events, demo workshop sessions, aimed at building sales pipelines
- Monitored market trends and competitor activity to adjust account strategies accordingly.
- Negotiated contracts and terms of agreement with key accounts, ensuring profitability and compliance.
Portfolio Account Manager, Oil & Gas
MainOne (An Equinix Company)
01.2019 - 05.2019
- Built strong and trusted relationship between assigned key Oil & Gas accounts and MainOne
- Grew revenue through upselling & cross selling Data Center, Infrastructure-as-a-Service (Iaas) & Backup-as-a-Service (BaaS) running on MS Azure, Connectivity and Managed Security services into assigned key accounts
- Developed a comprehensive account plan for key accounts to align their short term, medium term and long-term goals to the overall strategy of MainOne
- Managed the sales cycle from inception to execution
- Coordinated and led service review meetings to ensure customer satisfaction and SLAs were met
- Negotiated commercials and legal contracts with key accounts for new services & renewals
- Planned and presented reports on key account progress, goals, and quarterly initiatives to executive management team
Account Manager, Enterprise Business - Oil & Gas
MainOne (An Equinix Company)
05.2014 - 12.2018
- Exceeded sales quota and revenue targets for the financial year across various product offering in MainOne portfolio - IP Access, Infrastructure-as-a-Service (Iaas) & Backup-as-a-Service (BaaS) running on MS Azure, Colocation Services, MPLS, IPLCs
- Engaged key decision makers in existing and prospective accounts to identify new and emerging business opportunities
- Identified and reviewed customers' pain points in order to tailor our solutions to meet their business requirement
- Provided accurate sales forecasts to Sales Manager on a weekly basis
- Prepared and presented commercial and technical proposal/presentation ensuring it aligns with customer's business requirement and ensuring timely delivery
- Used Salesforce to manage opportunities by accurately updating stages in the sales cycle and providing right updates on opportunities
Business Development - Demand Generation, Nigeria
Oracle Corporation
03.2013 - 04.2014
- Positioned Enterprise Applications and Technology Solutions like Oracle Business Intelligence (OBI), Electronic Content Management (ECM), Business Process Management (BPM), Customer Relationship Management (CRM), amongst others to prospective customers after engaging in discovery sessions with key decision makers to understand their pain points
- Generated a healthy pipeline of opportunities after ensuring proper qualification of leads and followed through along with the Application Sales Representatives (ASR) of Technology Sales Representatives in Oracle
- Developed a prospect pipeline by setting up physical meetings, online or phone calls with key decision makers to properly qualify the leads generated from marketing events
- Worked with partner agencies to convene the right audience for end user event
Relationship Officer
Access Bank PLC
10.2010 - 03.2013
- Developed and built new customer relationships in addition to growing revenues in existing ones
- Leveraged analytical skills in the interpretation of customer's financial data to structure regulatory compliant and profitable loan packages for customers
- Mobilized CASA deposits from customers to improve balance sheet and enhance the overall profitability of the team
- Analyzed customers' industry types as well as specific business lines; package and structure both international and local trade finance lines for customers
Education
Bachelor of Engineering - Computer Engineering
Covenant University
Canaanland, Ogun State, Nigeria06.2008
Skills
- Territory Management
- Closing Strategies
- New Account Development
- Sales Training
- Complex Negotiations
- Lead Qualification
- Relationship Building
- Needs analysis
- Consultative selling
- Account strategy
- Sales lifecycle management
- Account management
- Client needs assessment
- CRM software proficiency
- Key account management
Accomplishments
- Won a major deal adjudged to be the largest deal in the CISS product category EMEA region in Canon with a major Telcos in Nigeria to drive the National Identity Number registration exercise.
- Canon, being a new entrant into the Nigerian market, I won a major deal that was awarded 'deal of the month' across the entire EMEA region in 03/2020 in a major public sector account against my major competitor who had dominated the account since inception of the organization.
- Grew revenue by 27% and exceeded YTD sales target by 12% within 05/2019 of assuming a new sales role within MainOne.
- Through new account acquisition, I grew end user account base and revenue portfolio from ground zero by 302% and 162% respectively within 4 years of joining MainOne.
References
Available on request
Trainings And Memberships
- Profiliant Consulting, Converting Strategy to Action, 07/2017
- Miller Hieman, Conceptual Selling, 07/2014
- KSBC Partners, Effective Sales and Marketing, 08/2012
- Dale & Parker Consulting in association with Brian Tracy International, Negotiation Skills, 07/2011, Selling Skills, 07/2011, Presentation Skills, 06/2011
- Visible Impact, Account Officer Program - Winning the Heart & Money of your Customers, 07/2011
- Access Bank School of Banking Excellence, Executive Entry Level Training Program, 05/2010 - 10/2010
Languages
English
First Language
French
Beginner (A1)
A1
Timeline
Key Account Manager - Nigeria & Ghana
Canon Central & North Africa
05.2019 - Current
Portfolio Account Manager, Oil & Gas
MainOne (An Equinix Company)
01.2019 - 05.2019
Account Manager, Enterprise Business - Oil & Gas
MainOne (An Equinix Company)
05.2014 - 12.2018
Business Development - Demand Generation, Nigeria
Oracle Corporation
03.2013 - 04.2014
Relationship Officer
Access Bank PLC
10.2010 - 03.2013
Bachelor of Engineering - Computer Engineering
Covenant University