Farah Naaz

Driving end-to-end new business sales for Deltek’s SMB SaaS portfolio across US and EMEA markets. I own the full sales cycle—from prospecting and discovery to commercial negotiation and deal closure—working closely with marketing, product, and presales to deliver high-quality outcomes. What I do: Build net-new SMB pipeline through outbound, inbound, partner, and account-based selling Lead discovery with business owners, IT leaders, and functional heads Position solutions, manage pricing discussions, and close deals independently Own pipeline management, forecasting, and reporting in Salesforce CRM

Achieve monthly, quarterly, and annual sales objectives, ensuring precision in revenue forecasting. Expertly navigate the realms of Cloud, DevOps, Mobile, Business Process Management, and Hybrid Integration. Masterfully handle a high volume of deals within specified timeframes. Exemplify strength as an individual contributor and collaborative team player, capable of motivating and leading others. Collaborate closely with partners as needed to optimize renewals through these channels. Forge strong connections with Customer Success Managers and Field Database Sales to adeptly manage opportunities within territory accounts. Achievements Sales Strategy Development: Drove the development of new business streams (e.g., Cloud, Mobility, CCM, Case Management), contributing to revenue diversification. Formulated and implemented strategic sales plans, resulting in a planned growth of 75% for products and services. Revenue Target Achievement: Spearheaded Solution selling initiatives in the US and Canada, ensuring the consistent achievement of revenue targets and order bookings. Developed and implemented Heat Maps for top accounts, optimizing revenue generation and enhancing client relationships. Forecasting and Sales Pipeline Management: Improved the forecasting process, accurately predicting the Sales Pipeline and exceeding Sales Targets for New Business. Provided valuable insights through regular monitoring and reporting on weekly forecasting and metrics. Business Development and Lead Generation: Conducted 25 to 50 cold calls weekly, driving new business development, account acquisition, and successful lead generation. Expanded the customer base and increased market share through proactive business development strategies.

Sold technology consulting and digital solutions including business analytics, process optimization, e-commerce enablement, and enterprise system support. Managed complete pre-sales and sales lifecycle—client discovery, requirement analysis, solution design, pricing, and closure. Worked with delivery and consulting teams to translate business challenges into scalable technology solutions. Led account operations including order management, delivery coordination, and post-sales relationship management. Oversaw inventory, vendor coordination, and cost optimization for technology-driven projects.