Sandra Bek

Sandra Bek 108/365 Kent Street, Sydney NSW 2000 M:- E:- ● PROFESSIONALPROFILE A dynamic, multitalented and outcomes driven management professional with extensive experience in account and portfolio management, business renewals, marketing and operations combined with excellence in strategic delivery of sales practices to achieve business development objectives. With demonstrated competence in team leadership, customer relationship management and stakeholder engagement gained from considerable years of employment history in the Telecommunications, Research & Advisory (Gartner) and Software (Oracle) industries. Visionary strategist capable of identifying ICT Software and technology strategy, development of future roadmaps, and driving them to the execution. Equipped with excellent communication skills, analytical and problem-solving skills. A proactive leader ready to leverage skills and experience to contribute significantly to the growth of the company. EDUCATION AND QUALIFICATIONS Diploma in Business|Liverpool College of TAFE High School|Bonnyrigg High School PROFESSIONAL SKILLS Business Planning & Development Sales Management Account Management Consultative Selling Strategy Planning & Execution Renewals Management Process Improvement Risk Management Team Leadership Resource Management Training & Mentorship Staff Development Client Engagement Stakeholder Management Change Management CORE COMPETENCIES • • • • • • • • • Ability to develop a broad, big-picture view of the organisation and its mission with a comprehensive grasp of competitive advantage, trends, technology and opportunities. Skilled at account and sales management, highly capable of recognising and developing business opportunities and leading projects productively, utilising performance evaluation and continuous improvement principles. Proven leadership, mentorship and talent development skills, using a motivating and collaborative approach to invigorate and develop teams focusing on performance and growth. Astute in the development and management of business processes establishing a strong customer base and advancing company services and market penetration. Powerful business acumen, commercial awareness and knowledge of effective sales strategies to help identify clients’ needs and recommend appropriate functional solutions. Proven record for exceeding sales targets guided by a genuine ambition to consistently succeed, creating and renewing sales and marketing methods and techniques. Exceptional customer service skills, able to meet diverse customer needs by applying sincerity and enthusiasm when dealing with customer issues. Superior ability to initiate and forge relationships, alliances and collaborative efforts with stakeholders at all levels. Values collaboration, respect, innovation, integrity and diversity. PERSONAL ATTRIBUTES • • • • • • • Strong leadership qualities with strong sense of initiative, flexibility and accountability. Exemplary work ethic; high degree of diplomacy and professionalism. Excellent organisational, planning and time management skills with the ability to keep within timescales and budgets. Customer-focused with superior problem solving and decision-making abilities. Communicator, innovator and motivator with the ability to influence and negotiate with internal and external stakeholders. Highly analytical and detail orientated with continuous improvement mindset. Ability to flourish with minimal guidance in a fast-paced environment, be proactive, and handle uncertainty. EMPLOYMENT HISTORY Strategic Renewals Manager | Meltwater // September 2024 – Present • • • • • • • • • • Led operations for a $10M USD Media portfolio, driving the end-to-end renewal sales cycle from proposal to contract execution in a co-prime model with Field Sales ASRs and Management. Directed renewal initiatives by identifying client needs and uncovering up-sell and cross-sell opportunities in collaboration with Field Sales ARMs, contributing to broader revenue growth objectives. Designed and implemented proactive renewal programs, resulting in improved customer retention and consistent achievement/exceedance of quarterly renewal targets. Developed strategic renewal plans to maximise revenue through on-time and early renewals, supporting account teams in minimising delays and improving closure rates. Provided frontline support to CSM reps, including resolving client queries and participating in high-impact customer meetings. Coached and mentored Customer Renewal Sales Managers (CRSMs) to build strategic selling capability, enhance customer engagement, and drive performance outcomes. Drove profitability by successfully selling extended-term contracts (2–3+ years), improving customer lifetime value and revenue predictability. Owned forecasting and analysis of quarterly renewal revenue across assigned territories, providing accurate projections and insights to VPs. Identified and addressed at-risk renewals early, implementing mitigation plans to ensure timely closures and minimise churn. Delivered regular business updates to senior leadership, highlighting key wins, blockers, and strategic recommendations to support ongoing performance improvement. Key Achievements • Strong FY25 Performance Q1: 92.5% Q3 Projected: 89.94% (Best Case: 96.7%) Q4 Projected: 92% (Best Case: 95%) • Proactive Portfolio Management - Drove early engagement across the portfolio, identifying risks up to four quarters in • • advance to enable timely interventions and reduce churn risk. Process & Structure Implementation - Established a consistent renewal framework and weekly workflow cadence, increasing operational efficiency and forecast accuracy. Achieved 0% past-due renewals quarter-over-quarter through disciplined planning and customer engagement. Renewals Lead Manager | ANZ – Oracle Corporation // August 2019 – SPreepstenmt ber 2024 • • • • • • • • • • Lead operations for $50M USD ANZ ERP, HCM, CX portfolio with the goal of driving the renewal sales cycle from proposal stage through contract execution in a co-prime relationship with Field Sales ASRs and Management. Provide direction and leadership to the activities of ANZ CX in identifying needs, up-selling & cross-selling opportunities within dedicated client base in coordination with the Field Sales ARM. Implemented effective programs that proactively set up customers for successful and timely renewals as well as achieve / exceed quarterly renewal targets for the team. Develop and execute strategies to maximise renewal revenue by driving on-time or early renewals. Provide assistance to reps in addressing enquiries and participate in client meetings as needed. Conduct coaching and mentoring to help develop the strategic selling skills of the CRSMs on the team. Contribute to the company's profitability by selling extended term contracts (>2 - 3 Years). Gather information and conduct analysis to accurately forecast quarterly renewal revenue for allocated territories to Senior Geo VP’s. Evaluate data to identify “at-risk” renewal clients early in the cycle and construct the action plan to ensure a successful, timely renewal with zero or minimal churn. Communicate with the management to provide continuous feedback on both successes and challenges of the business. Key Achievements: • Increased Renewal Rate per QTR from commencement of the Role, from 42% - 91% Renewal rate for CX ANZ. • 16% YoY Growth – CX Portfolio. • FY22 Results, Q2 91%, Q3 90%, Q4 91% Renewal Rate. • Performed consistently with 0% no past due qtr. to qtr. • Garnered an award with JAPAC - FY22 Q2, JAPAC - FY22 Q3 for Top Renewal Rep. Renewal MVP Award JAPAC FY22 Senior Account Executive – New Zealand Territory| Gartner Corporation // March 2018 – March 2019 • • • • • Managed a New Zealand major account portfolio ensuring all client needs were addressed and provided. Implemented strategies integral to securing contract value retention as well as growth through contract expansion with the introduction of new products and services. Entered into consultation with C-level executives to discuss methods aimed to develop and implement an effective, enterprise-wide strategy that maximises the value delivered by Gartner's products and services. Ensured efficiency in account management which in turn converts to customer satisfaction and increase in retention & account growth. Maintained high quality service by adhering to company policies and protocols. Key Achievements: • Achieved 100% Retention of existing accounts and successful growth expansion of premium products. • Introduced C-level Round table engagement events across New Zealand. • Saw the successful attendance to Gartner’s Gold Coast Symposium of New Zealand clientele. Total of 13. New non-seat holder - 8, CIO’s – 2, Existing Seat holder - 3. Senior Account Executive| Telstra Corporation Limited // December 2014 – March 2018 • • • • • • Established excellent account management relationships with C-suite customers in large organisations (100+ employee) with multiple touch points with a very diverse range of sophisticated stakeholders, including functional specialists as well as business leaders, C-suite and Boards. Carried out processes to achieve Revenue and Sales Objectives, spend with Telstra $100K - $500K + p.a. Provided leadership to the team and conducted complex sales negotiations directly as well as finalised commercial deals. Conceptualised, managed and monitored effectiveness of the account strategy, account plans and portfolio plans. Increased customer base by managing the opportunity pipeline via lead identification and qualification. Led and promoted customer advocacy across the portfolio of managed customers in partnership with connect team Member/s. Key Achievements: • Acquired End of Year result which yielded a Revenue YTD 105.6%, Incremental Sales YTD 110.9%, Focus Sales YTD 70.8%. • Effectively identified and executed projects resulting in new contracts valued at $3.2 million. • Fostered excellent customer relationships resulting in positive customer satisfaction surveys. Wholesale Engagement Director| TPG (Formerly AAPT) // August 2013 – August 2014 • • • • Developed and implemented processes aimed at increasing revenue and margin growth within $8million Wholesale & Carrier portfolio. Executed plans for driving business strategy and ensuring positive outcomes. Developed, implemented and account strategies and plans for each client, Retention of existing customer portfolio through in-depth customer engagement. Identified issues and provided resolution by utilising the ability to navigate complex business challenges to achieve desired outcomes. Strategic Account Executive| Westpac Group Optus SingTel // April 2010 – Nov 2013 • • • • • Took on the responsibilities on key ownership of the significant Westpac Business Portfolio, BT Financial Group, Retail Business Banking, Product and Operations. Ensured customer satisfaction through broad customer relationships with Senior Executives, Heads of Technology and the Chief Information Officers. Led the strategy for Westpac's business requirements for Contact Centre, Collaboration and Video, and Corporate Networks. Implemented the account strategy in keys areas of the Contact Centre, Branch and Corporate Network along with Unified Collaboration identifying target state and future state solutions. Conceptualised strategies and account plan integrating product solutions and service offerings, including cross company initiatives. Key Achievements: • Played an integral part in the execution of the response document securing a $9 million Optus mobile deal. • Led key projects resulting in new opportunities valued at $3.2 million in contracts with St George and Westpac Group. • Proactively and extensively involved in the delivery of Westpac's largest SIP initiatives project (Western Sydney Data • • Centre). Delivered Customer Value Proposition for impending Westpac re-sign. Led the development of key projects of SIP to Branch Voice, Westpac Hosted IVR initiative and driving cost effective initiatives as part of the Westpac re-sign. Senior Account Manager| Uecomm Pty Ltd - Optus SingTel // March 2005 - April 2010 • • • • Oversaw all aspects of Banking and Finance portfolios of the Fortune 200 firms JP Morgan, ASX, Deutsche Bank, IAG, Clayton Utz and Phillips Fox. Set up complex sales solutions to drive business outcomes. Demonstrated in-depth understanding of the key accounts, overall ICT strategy, development of future roadmaps and driving them to the execution. Carried out processes to retain clients and in turn maintain existing revenue and significantly increased new revenue within the Banking and Finance portfolio. Key Achievements: • Negotiated and secured the $15 million DWDM network for IAG. • Acquired membership to the prestigious High Achievers Club 125. • Consistently exceeded sales objectives and quarterly revenue quotas achieving 9 quarters of over 125% of targets. Prior employment history available upon request LANGUAGE SKILLS Fluent in English, Serbian and Croatian as well as basic Ukrainian HOBBIES AND INTERESTS Interior Design ●Fitness ●Travel ●Cooking REFERENCES Available upon request