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GLOBAL AI SALES ♦ STRATEGIC PARTNERSHIP ♦ TOP ADVOCATE♦ BUSINESS DEVELOPMENT ♦ ECOSYSTEM DEVELOPMENT ♦ REVENUE GROWTH ♦ CONTRACT NEGOTIATIONS ♦ STRATEGIC PLANNING ♦ MARKET PENETRATION ♦ ACCOUNT MANAGEMENT ♦I'm a passionate and results-driven sales leader with 24+ years of experience driving transformational change and delivering lasting value to organizations. I specialise in Data and AI-powered solutions, enterprise software, and strategic partnerships, consistently exceeding targets and accelerating revenue growth.My expertise lies in:👉Generative AI: Articulating and delivering innovative solutions that leverage the power of generative AI, understanding customer business priorities, and advising on transformations using our products.👉Strategic Sales: Cultivating client relationships, securing major deals, and expanding market reach, working with regional sales leaders to prioritize key customers and engagements.👉Business Development: Identifying and pursuing new opportunities, leading proposals, and developing growth strategies, partnering with extended teams to ensure adoption of our Data and AI portfolio.👉Team & Account Management: Building high-performing teams and fostering long-lasting client relationships, mobilising specialised Xaana ARK teams for tailored support.👉I'm adept at managing complex projects, navigating negotiations, and collaborating with senior stakeholders to achieve shared objectives. My proven track record includes:👉Spearheading IBM's resurgence in AI, Hybrid Cloud, and Analytics.👉Generating a $10M+ net new AI pipeline.👉Orchestrating $6M+ annuity revenue through SaaS agreements.👉Expanding prospect databases by 70% and securing new logos.👉Championing large-scale AI pursuits that model the convergence of Data and AI capabilities to drive business outcomes.👉Proactively shaping the Data & AI narrative to highlight unique value proposition over competitors.👉Developing longer-term customer relationships to shape and influence customer strategy and innovation.👉Advocating for executive customer voice to GTM and Engineering, accelerating repeatable business from landmark wins.I'm committed to delivering exceptional results and driving innovation in the ever-evolving world of AI.
Octane Software Solutions
View- Website:
- octanesolutions.com.au
- Employees:
- 28
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Principal - Data And Ai PlatformsOctane Software SolutionsSydney, Nsw, Au
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Director, Ai Customer ExcellenceXaana.Ai Apr 2024 - PresentCanberra, Act, Au👉Strategic Leadership: Drove substantial growth by developing and executing business plans for Generative AI, AI-Driven Customer Service Management (CSM) and Contact Center as a Service, prioritising data sovereignty and security. Spearheaded developing and implementing a Generative AI, Lakehouse, revolutionising data management and analytics.👉Business Development: Proficiently utilised LinkedIn, Sales Navigator, and HubSpot to identify and cultivate leads, resulting in significant business expansion. Built strong relationships with key stakeholders and effectively communicated the value of sovereign and secure AI solutions.👉Customer-Centric Approach: Led a proactive customer education strategy, conducting workshops and presentations to showcase the tangible benefits of generative AI across various industries. Collaborated with clients to identify and implement use cases that delivered measurable value, such as improved efficiency and cost savings.👉Market Expansion: Identified and capitalised on emerging market opportunities, expanding the company's reach and influence by building alliances with market-leading vendors to infuse their capability and developing a go-to-market jointly. 👉Thought Leadership: Spearheaded high-impact events like the Gartner Data & AI Summit, showcasing the company's expertise and commitment to responsible AI practices. Established thought leadership by speaking at industry events and demonstrating the capabilities of generative AI solutions, particularly Turium Enigma (eInvoicing and fraud detection) and Turium Zebra (knowledge search).👉Product Innovation: Championed the development of Turium Algology and Turium Assets Management, showcasing the company's commitment to pushing the boundaries of generative AI while upholding security and compliance standards. Get started with algology here : https://www.turium.ai/algology/get-started.👉Ecosystem Director: For Turium, I cultivate and expand strategic partnerships. -
Senior Enterprise Ai, Data Platforms, And It Automation SalesIbm Feb 2021 - Apr 2024Armonk, New York, Ny, Us⚡️Accelerates top-line revenue growth through the acquisition of new clients and strategic upselling to existing ones, driving widespread adoption across diverse verticals and territories.⚡️Aims for excellence and delivers exceptional results in Government, Public Sector, Retail, Oil, Gas, and Mining, and Financial Services sales.⚡️Advise C-level executives across various industries on analytics strategies to enable new revenue streams and create key competitive advantages using data, technology, people, and processes⚡️Lead negotiations and customer closure for strategic, complex, or highly competitive deals to shape overall deal strategy and structure aligned with customer business outcomes and goals⚡️Leads account planning with a focus on account strategy, financial targets, and critical milestones.⚡️Oversees full sales cycle utilising MEDDPICC Sales Qualification, collaborating with pre-sales, consulting, and partner teams.⚡️Position SaaS, PaaS, IaaS (Data, AI, and Automation SW's) value propositions effectively.⚡️Drives successful sales and marketing campaigns based on competitive analysis and customer needs.⚡️ Develop pipelines using phone calls, email campaigns, and market sector intelligence.⚡️Generates short-term results while maintaining a long-term perspective.⚡️Demonstrated ability to foster strong partnerships with key stakeholders, proactively identify untapped growth potential, and spearhead the implementation of innovative solutions resulting in a significant boost in demand from channel partner⚡️Proactively seek out, build, and manage a sales pipeline and client acquisition opportunities in the A&NZ region through collaboration with ecosystem partners, creating effective go-to-market strategies, recruiting new business partners, and establishing favourable commercial terms.⚡️Demonstrated channel sales and partnership expertise by recruiting, enabling, and managing regional partners with a deep understanding of market dynamics. -
Ibm Data And Artificial Intelligence (Ai) A/Nz Gsi Leader(Blackbelt - Sales)Ibm Jan 2019 - Feb 2021Armonk, New York, Ny, Us⚡️Establish strategy, define an IBM Data and Watson AI offerings best suited for named customers in the region and advising customers to map current digital transformative needs and understand short, mid and long-term opportunities. (e.g. analyse the relevant trends, drivers and effects of the transition to Industry 4.0 and enabling, digital twins for manufacturing to reduce maintenance issues and ensure optimal production output)⚡️Leading data & analytics strategy engagements that involve vision, roadmap, maturity assessment, target state elaboration and business case.⚡️Complex sales / large opportunities lead (typically $2M~10M deal size, involving Data and AI portfolio), for key clients across industries with DXC, TCS, Wipro, Deloitte, etc⚡️Enabling the business to increase the regional funnel YoY and incubate validated commercial opportunities. Execute the strategic business development plan while working with key internal stakeholders (account teams, channel teams, service teams, support, etc.) related to technology solutions (IaaS, PaaS, SaaS and managed services)⚡️Execute growth plans at named accounts to increase adoption/utilisation of existing offerings and demand/consumption of new offerings. Help define the market segments, customer base, functional, technical and industry data and AI/ML use-cases.⚡️Report to Regional Cloud & Cognitive Leader - Strategic Markets Leader and Global leadership team to create strong working relationship & influence across product management, offerings management and other stakeholder groups to successfully deliver solutions to customers. ⚡️Partner closely with offering management/engineering directors, product leaders, global sales strategy, and executive leadership to work on solutions alignment with go-to-market priorities.⚡️Evangelise IBM Data and Watson AI technology platform to drive demand and continued interest.⚡️Lead the development and execution of action plans to achieve identified customer outcomes
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☁ Ibm Business Analytics Xaas Sales Leader (Australia And New Zealand) ☁Ibm Jan 2017 - Dec 2018Armonk, New York, Ny, Us⚡️Lead IBM Data Science and Business Analytics Hybrid Cloud in A/NZ, to better enable Data Activation and Personalisation (micro-segmenting) by assisting the broader sales and delivery organization in the rotation to AI.⚡️Orchestrated few "first-of-its-kind" (IBM, IBM-AP, IBM-ANZ) deployment of tactical xaaS solutions.⚡️Lead Hybrid Cloud initiative for #Chatbots, #AI, #IoT, #Blockchain #Bigdata #Datascience⚡️Help organisations align and optimise their digital transformation strategy - capabilities,processes, technology to achieve competitive advantage and business growth.⚡️Help organisations in A / NZ to innovate, improve operations, build capabilities, and deliver value by bringing, cognitive and advanced analytics levers for solutions.⚡️Create, Grow and Lead IBM Hybrid Cloud “as a service” in the growth market to maximise growth and ROI.⚡️Pro-actively work with field sales staff and certified business partners in the region to ensure that Analytics Cloud is best positioned in related opportunities. ⚡️Deliver against strategic targets consistently by understanding growth drivers, identifying opportunities for growth, managing risks and creating multi-quarter plans for achievement.
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☁Business Analytics Platform Sales Leader (Nsw, Qld & Act)☁Ibm Sep 2015 - Jan 2017Armonk, New York, Ny, Us⚡️Helping my customers by empowering their existing data to drive further growth with the aid of statistics, machine learning, geospatial analysis, model simulation, entity analytics and sentiment analysis.⚡️Accountable for all aspects of sales roadmap, sales, marketing, and business development, including planning and forecasting for Analytics Platforms in a highly competitive market in NSW, QLD and ACT. ⚡️Responsible for leading the entire Analytics Platforms business in the public sector for State, Federal, Telecommunications, Higher-Education, Media and Entertainment market. ⚡️Working with a team of high-performing Pre-Sales, Ecosystem Manager’s with an emphasis on transitioning the market from on premise enterprise applications to cloud based enterprise solutions. ⚡️Cultivate strong relationships while working with customers to execute shared services, cloud best practices and IT modernisation strategies. ⚡️Help customer’s solve complex business problems with Analytics Platforms solutions, including: Cognos Analytics, Watson Analytics, SPSS, CPLEX / ILOG, Infosphere, Master Data Management, Hadoop, Big Insights, dashDb, DB2 and BigSQL.⚡️Leverage my daily operations experience with Hadoop to especially contribute to decisions involving Hadoop and the integrated use of Hadoop with BI platforms.⚡️Collaboratively work with architecture and stakeholder teams to develop a practical vision of the firm's future analytics infrastructure with the goal of efficiently capitalising on the firm's strategic opportunities while increasing revenues and operating profits in the near term by using analytics to make our external partners, more successful.
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Enterprise Solutions Sales Specialist - Sap Analytics, Microsoft Dynamics CrmNexon Asia Pacific (Formerly Cdc Software, Praxa) Nov 2010 - Sep 2015I thrive on helping businesses maximise value from their data by establishing a clear pathway for people, process and technology evolution. My responsibilities involved acting as a trusted advisor to the business for new BI consulting engagements. I maintain executive and field level engagement with key stakeholders and promote Praxa and Nexon's solutions through sales enablement.● Role - Develop new large strategic business.● Territory - National● Largest new business account signed(multimillion) in the NSW Public Sector with EBIT growing by over $1m● Increased revenue from key clients by up to 300% in 1H FY 16SPECIALTIES: ✔ Strong team sales experience✔ Superior knowledge of market and customer dynamics✔ Outstanding salesmanship and closing abilities✔ High communication and interpersonal skills✔ Strategic account development✔ Upselling and Consultative selling✔ Demand Forecasting✔ Persuasive Deal Closer✔ Resourceful and Driven✔ Data Science Tools (version control, markdown, git, GitHub, R, and RStudio) ✔ BigData ( Challenges, Collection, Storage and Analytics) ✔ Business Intelligence & Data Warehousing ( Data modelling, Data marts, Reporting, Analysis, Dashboard, Scorecard, Data architecture, Data profiling) ✔ Delivering IT as a Service✔ Relationship Management✔ IT Strategy & Management✔ Authorised Reselling✔ Business Solutions✔ End to End Solutions✔ Go-To-Market Strategies✔ Interest-free financing✔ Joint Vendor Campaigns✔ Marketing✔ Pipeline Building✔ Program Leads✔ Revenue Growth✔ Channel
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Account ManagementDeloitte (Formerly Analytics8) Mar 2006 - Oct 2010General Description:● Managed complex sales processes and negotiated to a successful conclusion.● Answer customers' questions about products prices, availability, and uses.● Work closely with company executives to identify new business opportunities.● Deliver exceptional account service to strengthen customer loyalty.● Wrote, proofed, and edited sales proposals and correspondence.● Collaborated with other account managers to prepare and deliver performance updates and quarterly business reviews.● Assessed current technical architecture, Estimated system capacity to meet near- and long-term requirements● Lead in the design, delivery and implementation of Business Intelligence solutions, providing expert-level hands-on expertise when required.Key Responsibilities: ● Account plans● Performance Management● Relationship Management● Revenue Growth● Sales● Stakeholder Engagement● Strategic Planning● Design and Build
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Hewlett-Packard Asia Pacific Pte Ltd (Isop)- LeadCapgemini (Formerly Igate Global Solutions) 2000 - 2006General DescriptionDevelops, manages, and updates data models, including physical and logical models of the data warehouse, data mart, and staging area, and sometimes the operational data store and source systems Key Responsibilities: ● Interviews business users to obtain data requirements for new analytic applications● Designs conceptual and logical models for the data warehouse or data mart● Communicates physical database designs to database administrator● Evolves models to meet new and changing business requirements● Develops process for capturing and maintaining metadata from all data warehousing components● Research & write ETL data design documentation for fact & dimension tracks including architecture blueprint & program specifications (ETL data design & implementation)● Facilitate design sessions for Enterprise Warehouse (EDW) data content & process functionality including designs of atomic data mart, retroactivity (reinstatement), reconciliation, & hierarchies. (Dimensional data modelling, BI architectural principles)● Works closely with the project team and as a team player working with application developers, data modellers, & database analysts as well as the EDW business team● Assist with implementation of a strong data reconciliation process● Educate and mentor team members on best data warehouse practices & principles● Responsible for assessing the architecture of all the databases to be deployed in the region.● Coordinated change control process, business prioritization, and configuration management.● Facilitated team communication and decision resolution between business and IT, peers, and governance. Key Deliverables● Source system recommendations● Model management standards● Logical and physical data models● Meta model for metadata repository
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Awa ProjectPowersoft Consulting Pty 1999 - 2000Scandicci, Firenze, ItGeneral DescriptionResponsible for the scripts required extracting, transforming, cleaning, and moving data and metadata so they can be loaded. Key Responsibilities● Map source system data to data warehouse models● Develop and test extraction, transformation, and load (ETL) processes● Define and capture metadata and rules associated with ETL processes● Adapt ETL processes to accommodate changes in source systems and new business user requirements
Steny Sebastian Skills
Steny Sebastian Education Details
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The Wharton SchoolAccounting Analytics And Business Analyt -
Harvard Business School OnlineDisruptive Strategy
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Agsm @ Unsw Business SchoolEconomics
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Massachusetts Institute Of TechnologyBigdata
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Massachusetts Institute Of TechnologyBlockchain And Cybersecurity
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Agsm @ Unsw Business SchoolOrganizational Leadership
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Australian School Of BusinessEdge
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Ibm Global Sales School - Experienced Professional Stream
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Ace Millennial Mentoring Program
Frequently Asked Questions about Steny Sebastian
What company does Steny Sebastian work for?
Steny Sebastian works for Octane Software Solutions
What is Steny Sebastian's role at the current company?
Steny Sebastian's current role is Principal - Data and AI Platforms.
What is Steny Sebastian's email address?
Steny Sebastian's email address is st****@****ail.com
What is Steny Sebastian's direct phone number?
Steny Sebastian's direct phone number is +614888*****
What schools did Steny Sebastian attend?
Steny Sebastian attended The Wharton School, Harvard Business School Online, Agsm @ Unsw Business School, Massachusetts Institute Of Technology, Massachusetts Institute Of Technology, Agsm @ Unsw Business School, Australian School Of Business, Ibm Global Sales School - Experienced Professional Stream, Ace Millennial Mentoring Program.
What skills is Steny Sebastian known for?
Steny Sebastian has skills like Business Intelligence, Data Warehousing, It Strategy, Business Objects, Business Analysis, Etl, Strategy, Requirements Analysis, Leadership, Solution Architecture, Enterprise Software, Solution Selling.
Who are Steny Sebastian's colleagues?
Steny Sebastian's colleagues are Rajan Bajracharya, Makarand Oke, Siddhesh Pednekar, Sasidaran Rammoorthy, Rakib Khan, Vamshi Krishna, Melwin Jose Alappadan.
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