1. Resume - Vishnu Moorthy
Email: vishnu@iconsulttechnology.com.au Mobile: 0439 080 987
Personal Profile
I am an energetic, customer focused and enthusiastic person with a positive outlook. I have the ability
to work autonomously or as part of a team when required and can communicate at all levels. I have a
strong commitment to safety.
Career Objective
My objective is to successfully manage in a challenging environment and to nurture and develop a
culture of continuing success within a market-leading organisation.
Career Summary
My current role is in the telecommunications SMB and Corporate Sector representing M2 Commander as
an Account Executive. My role involves:
 Sales & Presentation of Phone Systems (Samsung, Avaya, Commander Phone) as a complete
bundle package (CPE, Rental and Maintenance) - Digital Systems and IP Telephony (IP &
VOIP)
 Sales of Fixed Line (PSTN, ISDN, SIP) and Internet services (VPN, NBN, ADSL) based on the
Telstra Infrastructure
 Wireless Broadband and Mobile Communication based on OPTUS Network.
 Up-selling and Cross-selling to existing accounts on my Portfolio
 Business Development and Acquisition in different territories of WA
 Maintain Customer Relationship (Account Management)
 WINBACK Sales from Competitors
In between roles at M2 Commander from 2011 and 2014, I was Project Officer for Department of
Housing WA representing the Project Management Office (PMO) practising in the areas of PRINCE2,
Benefit Realisation and Change Management. This role also improved my skills in Stakeholder
Management, building and maintaining Client relationships and creating solutions for clients and
stakeholders.
Before moving to my first role with M2 Commander in 2011, I was an entrepreneur of Telechoice (Retail
Telecommunications). I had four (4) staff working under my responsibility. My responsibility at the store
involved:
 Sales of Telco products & services – Smart Phones operating under different Operating
Systems
 Local Store Marketing on a month-to-month basis
 Management & Administration of the store
 Staff Sales Training on up to date products & services
 Staff management – keeping staff up-to-date on daily, weekly and monthly targets from the
business.
 Business Development and Portfolio Management outside the retail environment.
Before my role as an entrepreneur at Telechoice, I was Account Executive/Account Manager for SMB
Tier 1 at Telstra Corporate in Perth, WA. As Account Executive my role involved:
 Account Managing to retain and grow the revenue performance of the assigned portfolio
consisting of 238 customers with an approximate value of $800K of Sales
 Developing and growing business relationships with customers at multiple levels within an
organisation in order to meet and exceed business targets
 The ability to gain a deeper understanding of my customers business and therefore implement
specific solutions that meet the business requirements
 Working within a dynamically highly successful team and enjoy building and maintaining
relationships internally and externally within a very diverse environment
 The ability to possess a positive can do attitude and enjoy celebrating success individually as
well as part of a team

2. Before my role as Account Executive, I was appointed as Associate Mobile Sales Specialist & Business
Sales Consultant for Telstra Enterprise & Government. The Key most Important Competencies for this
job role included:
 Developing New Business with existing customers in the WA Government & Enterprise portfolio
 Customer Focus and Problem Solving
 Planning and Strategizing
 Recognising Sales Opportunities within the State and Local Government Departments
 Knowing Telstra’s Products and Services in detail
 Understanding Service Standards
 Meeting Customer Needs and Creating Solutions to Needs
 Building Long-Term Relationships
 Ensuring Quality Service
 Teamwork
 Results Driven
In this role I also held the responsibility to demonstrate and present products and services for
Enterprise & Government customers. This was an opportunity to maximize sales opportunities, maintain
customer relationship, and demonstrate strong customer focus in face-to-face customer sales & service
environment. During my time in this role I had the ability to resolve conflict situations and provide
leadership.
Skills Summary
 Articulate communicator, able to build excellent working relationships.
 Persuasive, motivated professional
 Organised, innovative, a committed team player with the ability to motivate others.
 Professional, hardworking and a willingness to accept responsibility.
 Eager to learn and understand, adaptable to new environments.
 Assertive, determined, self-motivated and conscientious, with an eye for detail.
Professional Experience
 Business Development and Acquisitions within in the IT and Sales environment
 Development and implementation of sales, marketing and customer service strategies
 Ability to deal with a variety of customers
 Effective Teamwork
 Achievement of:
 Understanding Products and Services
 Knowing Markets
 Research and Development
 Sales Negotiation Proficiency
 Managing Work Processes
 Sales Negotiation Proficiency
 Handling Service Challenges
 Expanding Customer Use of Products and Services
Career Synopsis 2001 – 2014
 Account Executive
M2 Commander
(Mar 2014 – Current)
Duties & Responsibilities:
 Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new
accounts by planning and organizing daily work schedule to call on existing or
potential sales outlets and other trade factors within the SMB.
 Adjusts content of sales presentations by studying the type of sales outlet or trade
factor.
 Focuses sales efforts by studying existing and potential volume of dealers.
 Keeps management informed by submitting activity and results reports, such as daily
call reports, weekly work plans, and monthly and annual territory analyses.
 Monitors competition by gathering current marketplace information on pricing,
products, new products, delivery schedules, merchandising techniques, etc.

3.  Recommends changes in products, service, and policy by evaluating results and
competitive developments.
 Resolves customer complaints by investigating problems; developing solutions;
preparing reports; making recommendations to management.
 Maintains professional and technical knowledge by attending educational workshops;
reviewing professional publications; establishing personal networks; participating in
professional societies.
 Provides historical records by maintaining records on area and customer sales.
 Contributes to team effort by accomplishing related results as needed.
Skills/Qualifications:
 Customer Service, Meeting Sales Goals, Closing Skills, Territory Management,
Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation
Skills, Client Relationships, Motivation for Sales
 Project Officer – Benefits Realisation and Change Management, Department of
Housing
(Jun 2013 – Mar 2014)
Accountabilities
 Manage the benefits realisation process for a group of allocated projects, including
identification, mapping, developing and implementing benefits realisation plans.
 Establish and maintain effective stakeholder management with key stakeholders in
the business areas, project teams and PMO during the process of undertaking
benefits mapping to identify project benefits, identify change impacts of project
outcomes, desired engagement levels and to address resistance.
 Facilitate workshops to identify key benefits for projects, map benefits to strategic
KPIs, develop Benefits Realisation Plans, assign benefits ownership, support the PMO
with monitoring and reporting on benefits realised at key points, and training to
develop stakeholder capabilities in the areas of benefits realisation and change
management.
 Supports project teams through the identification of change activities and costs
required to ensure change management activities are planned and enacted to ensure
the successful transition of project outcomes into “business as usual”.
 Responsible for the effective leadership within project teams in the areas of benefits
realisation and change management which may include managing and facilitating
multiple work groups of internal and external resources
 Assistance with the provision of effective benefits realisation and change management
planning, work allocation, reporting and performance management.
 Responsible for compliance with Government, agency and public sector policy and
processes and facilitates education and awareness where appropriate.
 Develops effective relationships with key stakeholders both internal and external to
the Agency
 Interprets strategic plans, provides guidance and direction to key stakeholders as
appropriate.
Skills/Qualifications:
 Knowledge of PRINCE2, key Benefits Realisation and Change Management processes
during the project lifecycle
 Ability to develop strategic and innovative solutions to issues as they arise.
 High level interpersonal, written and oral communication skills that support the ability
to work effectively with multiple stakeholders from a range of backgrounds.
 Demonstrated organisation and planning skills.
 Demonstrated ability and experience in working in an autonomous manner within a
team environment.
 Demonstrated knowledge of Governance and compliance methodologies for
Projects/Programs (PRINCE2)

4.  Account Executive
M2 Commander
(Sep 2011 – May 2013)
Duties & Responsibilities:
 Services and Sales (Up-sell and Cross-Sell) to existing accounts, and establishes new
accounts by planning and organizing daily work schedule to call on existing or
potential sales outlets and other trade factors within the SMB.
 Adjusts content of sales presentations by studying the type of sales outlet or trade
factor.
 Focuses sales efforts by studying existing and potential volume of dealers.
 Keeps management informed by submitting activity and results reports, such as daily
call reports, weekly work plans, and monthly and annual territory analyses.
 Monitors competition by gathering current marketplace information on pricing,
products, new products, delivery schedules, merchandising techniques, etc.
 Recommends changes in products, service, and policy by evaluating results and
competitive developments.
 Resolves customer complaints by investigating problems; developing solutions;
preparing reports; making recommendations to management.
 Maintains professional and technical knowledge by attending educational workshops;
reviewing professional publications; establishing personal networks; participating in
professional societies.
 Provides historical records by maintaining records on area and customer sales.
 Contributes to team effort by accomplishing related results as needed.
Skills/Qualifications:
 Customer Service, Meeting Sales Goals, Closing Skills, Territory Management,
Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation
Skills, Client Relationships, Motivation for Sales
 Business Development, Sales Manager/Owner
TeleChoice
(May 2010 – Aug 2011)
Accountabilities:
 Management of the Business Administration & Finance (use of MYOB Payroll)
 Responsible for recruiting & coaching staff, and developing & ensuring that the Stores
business and Revenue objectives are met.
 Building a team with a strong sales focus.
 Creating a culture and strategy of selling mobiles devices and data services
representing the Optus & Virgin network
 Revamping HS&E within the kiosk
 Effective Floor Management of staff and kiosk traffic
 Maintenance of daily and weekly Visual Merchandising (VM) of the kiosk
 Leadership and Management of Retail Sales Consultants in the area of sales,
customer service, expenses, gross profit, visual merchandising, general administration
and inventory management.
 People Management Skills - Manage the performance of staff (active daily day-starts
with staff)
 Account Executive
Telstra Business – SMB Tier 1
(Jan 2009 to Jul 2009)
Accountabilities:
 Achieving my set revenue and sales targets for assigned customer portfolio
 Expected to follow each opportunity from uncovering opportunity, qualifying sale,
sending proposal, sale closure, provisioning and revenue captured in my portfolio.
 Delivering positive YTD revenue across the portfolio of customers and increasing the
level of multi product holdings

5.  Ensure agreed product targets are met and exceeded
 Ensure that I develop and implement a strategic Portfolio Plan with input from my
Account Management Team.
Specific Accountabilities:
This role is directly accountable for achieving Telstra Business annual revenue targets as detailed in
my KPI’s relative to our portfolio and any other financial targets such as sales, revenue and
incremental sales
Customer and Product Accountabilities:
 Achieve a Sales Target each Month of $67,422 consisting of Data and Network
(Connect IP, T-Suite Applications – representing the Telstra IT sector), Fixed Line
Voice, Mobile Voice Connections & Incrementals, and Mobile Data
 Achieve Positive Net Customer Churn YTD
 100% customer coverage every 6-7 weeks
Specific Capabilities:
My ability to clearly articulate myself and present a professional approach is crucial both over the
phone and face to face:
 Highly developed interpersonal and communication skills
 Ideally, a self starter with high level of motivation and ability to learn and develop
 Proven solution selling and value selling skills
 Strong Commercial / Business acumen skills, with an ability to discuss strategic
business requirements and the ability to apply solutions in proposal form.
 High degree of stakeholder management capability to effectively manage a virtual
team
Particular Competencies & skills learned and developed as an Account Executive/Account Manager:
 Demonstrated ability to accept feedback and take action to build a successful team
and provide truly integrated solutions
 Extensive experience interacting with a broad range of functional areas and
managerial levels, especially with Senior Executive levels
 Strong interpersonal skills to achieve collaborative outcomes through an influencing
style
 Suffienciently independent, self-supervising and equally collaborative to work with
closely with peers and other stakeholders
 Proven ability to build senior level relationships, present and communicate with
executives at all levels
 Proven ability to create and execute competitive strategies to grow and turn around a
business.
 Associate Mobiles Associate & Business Sales Consultant
Network Products & Services – WA
Telstra Enterprise & Government
(Apr 2007 to Jan 2009)
Accountabilities:
 Account Management, Telemarketing, Telesales, On Line Sales, and Business
Development of my existing Portfolio.
 Recommend the suitable applications, services, devices/hardware based on customer
requirement and correct solutions
 Manage customer relationships and ongoing development of relationships to achieve
customer satisfaction - Establish and maintain effective working relationships with
peer groups and key internal stakeholders
 Achieve Revenue and Sales Objectives
 Ensure sales are delivered and all system-generated reports are actioned as required
 Provide quality advice based on the technical knowledge
 Demonstrations as a Hardware Specialist in Mobile and Wireless Devices
 Maximising sales and revenue opportunities within my customer base/portfolio
 Build and maintain the ongoing relationships (long-term) with my customers to
ensure their satisfaction, and my role also involves a need to ensure all sales
opportunities are identified and delivered

6. Important Behaviours demonstrated effectively in my role:
 With the mobiles sales team, I always uncover the customer’s needs, wants and
negotiable issues.
 I always provide support to the customers team throughout implementation of the
solution
 Technical Support of products and services and hardware applications
 Creating effective resolution for each service request that matches customer
requirements
 Before face-to-face meetings with customers I always prepare for a sales negotiation
by developing a thorough strategy.
 Linking the features of our products and services to the customer’s needs.
 Making the customer understand the basic pricing structure in order to explain costs
effectively to customers
 Identifying opportunities for additional products and services and making appropriate
recommendations during meetings or discussions over the phone
 Listening actively to the customer’s situation and needs versus providing information
about products and services.
 Exploring different options for meeting a customer’s need before advocating a specific
solution.
 Making an organised presentation of solutions with benefits tied to customer needs.
 Keeping the customer informed of trends, new technologies, and other issues that are
relevant to their business
 Teamwork - Determining effectively when to handle a service request directly and
when to involve others
 Approaching the service interaction by keeping the customer’s perspective and point
of view in mind
 Using probing questions to pinpoint customer needs and expectations
 Asking if customers are satisfied at the conclusion of every service interaction
 Creating effective solutions that balance a customer’s multiple needs
 Drawing on associates’ expertise and ideas to develop innovative customer solutions
 Taking responsibility to initiate formal customer complaints when necessary and
partnering effectively with others in the organization to ensure that issues are
resolved
 Building assurance that I can and will meet the customer’s needs
 Gaining access to executives in the customer organization
Key Achievement:
 Awarded by Convergent Sales & Solutions WA, and Telstra Enterprise & Government
WA for work contributions during the CDMA Migration 2007/2008
 Highest achieved SIOs migrated from CDMA to Next G – 11,000 SIOs (Jul
2007 to April 2008)
 Assistant Retail Sales Manager
(May 2005 to Mar 2007)
Responsible for:
 Responsible for recruiting & coaching staff, and developing & ensuring that the Stores
business and Revenue objectives are met.
 Assisted Sales Manager in building a team with a strong sales focus.
 Resolve conflict situations and build effective teamwork
 Assisted Sales Manager in creating a culture and strategy of selling mobiles devices
and data services representing the NEXT G network
 Assisted Sales Manager in revamping HS&E within the kiosk
 Effective Floor Management of staff and store traffic
 Maintenance of daily and weekly Visual Merchandising (VM) of the store
 Leadership and Management of Retail Sales Officers in the area of sales, customer
service, expenses, gross profit, visual merchandising, general administration and
inventory management.
 People Management Skills - Manage the performance of staff (active daily day-starts
with staff)
 Achieving and exceeding various sales revenue targets & KPI
 Ensuring strong customer service are delivered

7.  Business Development Manager – IT Solutions
(Aug 2001 – May 2005)
Responsible for:
 IT Recruitment of IT specialists for outbound organizations
 Preperation and Execution of Tenders
 For the day to day running of the IT sales team
 Identify and satisfy training needs for sales staff in areas of customer service, staff
motivation, product knowledge and quality assurance to assist in achieving and
exceeding sales targets
 Ensuring correct standards of customer service are delivered
 Analysis of Marketing Capabilities and formulating strategies for pricing, distribution
and promotion of services and products
 Gathering Competitive Intelligence
 Meet with the Managing Director and other Senior Management to initiate,
recommend or support quality related ideas and solutions within the company in
areas of marketing, sales and after sales support/service
 Conducting employee performance
 Sales in Website Design, Planning, Development, Maintenance & Support, and
Management of IT Solutions
 Knowledge in Managed Services/Hosted
 Knowledge in Cloud Solutions/Hosted
Key Achievements:
 Sales Specialist of Customised IT systems marketed as on-shelf IT products. For
example:
Retail Enterprise Management
 Web Based Enterprise Integrated System
 Manages Point of Sale (POS) and Inventory Control
 Language - Java J2EE
 Operating System – Windows Platform
Customer Relationship Management (CRM)
 Customer Management Excellence
 It involves using technology to organize, automate, and synchorize
business processes (e.g. Sales Activities, Marketing, Customer Service
and Technical Support
 Language – PHP
 Operating System – LINUX
 Operating on CLOUD & Hosted Solutions
 Providing IT Recruitment for companies in WA
 Continuous revenue from one customer (8 locations) providing on-going services in IT
systems development, and maintenance & support from Dec 2001 to May 2005
 Website Design, Planning, Development, Maintenance & Support, and Management of
Small to Medium sized businesses in WA.
 Tender projects – Web Design, Planning, Development, Maintenance & Support, and
Management of IT Solutions
Credent ials
 Bachelor of Commerce - Double Major in Management & Marketing
Curtin University, Bentley WA
 Associate Diploma in Commerce
Australian Institute for University Studies, Joondalup WA
 Associate Certificate in Commerce
Australian Institute for University Studies, Joondalup WA

8. CERTIFICATIONS (Achieved)
 APSS E_Certification in Avaya IP Office
 APMG Certification in PRINCE2 (Foundation)
 APMG Certification in Benefits Realisation (Foundation)
CERTIFICATIONS (Ongoing)
 ITIL V3 Foundation for IT Service Management 2011 - IT Service Management provides a
single platform to manage service and IT asset processes across the entire scope of an enterprise.
 Certified Associate in Project Management (CAPM) - This certification validates my
knowledge of project management processes and terminology. I’ll gain an understanding of the
Project Management Body of Knowledge (PMBOK®), which is highly valued across many industries.
 Microsoft Certified Professional (MCP) – This will keep my technical skills relevant, applicable,
and competitive within the workforce. This course is recognised worldwide make me more
competitive in the job market
Memberships and Af f iliat ions
 Vice President
Student Guild
Australian Institute for University Studies
 President
International Student Council
Australian Institute for University Studies
 Representative for Student Guild
Australian Institute for University Studies
National Liaison Committee of Western Australia
 President
Malaysian Students Association of Australian Institute for University Studies
Awards
 CDMA Migration Certificate of Appreciation
Telstra (Corporate Sales & Fulfilment – WA Sales Team)
 Work Group Award
Telstra (Telstra Enterprise & Government)
 Certificate of Appreciation
Curtin University of Technology
 Appreciation of Support
National Liaison Committee Western Australia

9. References
 Jeff Brown – Sales Manager – M2 Commander
Contact: 0418 338 333 / jeff@salaconsulting.com.au
 Dave Fyfe - Group Manager WA - Telstra Enterprise & Government (currently Executive Manager -
Western Power)
Contact: (08) 9326 6886 / 0457 548 435
 Monish Paul – Partner – Deloitte Consulting
Contact: (08) 9365 7294 / 0414 743 085
 Mustafa Basher – Project Manager – Department of Housing
Contact: (08) 6217 6229 / 0427 861 709
 Adam Noall – Director – M2 Commander (currently Territory Account Manager – Avaya, Sydney)
Contact: 0448 212 121 / noalla@avaya.com
 Timothy Balakrishnan – Systems Engineer – Curtin University of Technology
Contact: (08) 9266 4715 / 0423 433 677