SHEILA MARIE D. BERNAS
RESUME
MOBILE NO. +61 -)
E-MAIL:-
UNIT 2/212 HARRIS ST.
PYRMONT, 2009 NSW
CAREER HIGHLIGHTS
Achieved 2016 Sales Target
Sales Achiever Award APAC (2015) Elsevier
Sales Achiever Award APAC (2014) Elsevier
Sales Achiever Award APAC (2013) Elsevier
Nominated Client Manager of the Year (2010) at the Annual Blackboard (Bb) Sales Meeting
Achieved 90+% average renewal retention rate over 4 years with Bb
Achieved year 2003 sales target at 115% during the fiscal year with Ovum
Achieved a 300% increase in the Thailand market from year 2000 – 2001 with Ovum
Increased product revenue from SEA region 50% year on year from- with Ovum
Achieved 1997 Target Quota for Products and Services Sales with ASTI
Awarded as 1996 Year End Sales Contest Winner with ASTI
PROFESSIONAL EXPERIENCE
Elsevier B.V., Sydney, NSW, Australia
Elsevier is a world-leading provider of information solutions that enhance the performance of
science, health, and technology professionals
April 2013 – Present
Account Manager – ANZ
Responsible for the growth and retention across key strategic accounts across higher
education institutions in Australia and New Zealand with a combined revenue target for new
sales and renewal of $25M
Increased market penetration for existing products and introduction and
upsell/cross-sell/new sale for new products and services via a consultative solution sales
approach
Actively participated within the working group during consortia negotiation with CAUL and
CONZUL on the renewal of Science Direct and Scopus.
Developed relationships with all relevant decision makers and influencers at the customers
especially with University Librarians, DVCRs and Research office contacts within client
base.
Provided high level of customer support and after sales follow up working in unison with
Product Sales Managers.
Identified potential sales opportunities through detailed Local Market Planning
Blackboard Pty Ltd. Sydney, NSW, Australia
Blackboard is the global leading learning management systems (LMS) provider within the higher
education, K-12 and corporate sector
April 2008 - September 2012
Client Manager - Asia/AUS
Responsible for retention and renewal business of all accounts in Asia/AUS/NZ with an
annual renewal target of USD $9-10M.
Managed Blackboard software licenses renewals ensuring the implementation of
successful Client Care strategy to retain existing client base.
Proactively promote multi-year renewal licensing terms for clients to ensure long-term
relationships and increase retention rate within the region.
Worked with Reseller/channel partners in managing the renewal, retention and client
account requirements of Blackboard products and services. The average Blackboard client
base in the region is 100-150 accounts.
Identified upsell and cross sell opportunities within the existing client base and work with
resellers and regional sales manager to ensure that potential sales are maximized and
closed.
Managed the CRM (customer relationship management) process via SalesForce.com and
prepared forecast reports of renewal figures within the region for management reporting.
Ovum Pty Ltd. Melbourne, Australia
February 2002 – October 2007
Regional Manager –South East Asia
Developed productive business relationships in the South East Asia market (Malaysia,
Philippines, Thailand, Indonesia and Vietnam) for existing clients of the company through
consultative selling.
Exploited sales opportunities on the existing customer base which are the major
telecommunications, IT organizations and financial institutions in the SEA region
Developed “top right” business relationships with top level decision makers of the major
telecommunications companies in South East Asia
Created and managed other revenue generating activities such as paid seminar and
workshops in the telecom and technology areas
Developed marketing campaigns and activities to promote company research products and
consulting services within the target market
Ovum Pty Ltd. Melbourne, Australia
Analyst and consulting company, is the largest European headquartered advisor on telecoms,
software and IT services)
December 1999 - 2002
Account Manager - Thailand and Philippines
Developed productive business relationships within the territories assigned – Thailand and
Philippines
Identified potential consulting opportunities within the telecommunications and IT area
within the South East Asia market
Developed marketing campaigns and activities to promote company research products and
consulting services within the target market
Ensured customer service through active follow-ups, client visits and speedy resolution of
client queries, problems and issues.
BIS SHRAPNEL Pty Ltd. Melbourne Australia
Australia’s leading provider of industry research, forecasting and analysis
June 1998 - November 1999
Research Assistant (Permanent Part time role)
Conducted market research through primary desk research and interviews for the mobile
communications information services of the TAG group
Monitored and analyzed the markets for cellular, wide area paging, and cordless access
services covering the Asia-Pacific countries (Malaysia, Indonesia, Thailand and the
Philippines)
Generated multi –client reports of the Asia Pacific telecom operators through critical
analysis of data
AYALA SYSTEMS TECHNOLOGY (ASTI), INC. Manila, Philippines
Leading Systems Integration company and is the reseller of IBM Products and Services
Dec. 1994 - Dec. 1997
Account Manager
Identified and qualified prospects within assigned territory of banking, financial and
manufacturing segments
Determined IT requirements of prospects and develop proposals to address IT
requirements
For closed accounts, monitor the implementation of the solution and provide feedback to
management on the status of the implementation
Achieved a total customer satisfaction by ensuring that the level of technical and marketing
support meets customer expectation
EDUCATIONAL BACKGROUND
DEGREE
EDUCATIONAL INSTITUTION
Graduate
Monash University
Masters in Business Systems
Victoria, Australia
YEARS ATTENDED
1999
Tertiary
De La Salle University
Bachelor of Science in Computer Applications
Manila, Philippines
1992
