Karisa Miranda

Senior Sales Manager @KN

Banking & Capital Markets👍 Sales & BizDevPartnerships ManagerSales Manager

2 Decades of experience driving business across global markets, I am a hustler by nature and I know when to be calm, and when to be assertive. My motto is to listen more than I speak which helps me to be a strong negotiator and excel at mid to long term engagement, management and pay attention to detail. • I have a strong understanding of human connection, communication, and leadership. A fine and generous leader who understands that by putting others first and adopting a service mindset, I can improve my communication and connection, establish trust, deepen relationships and build the business. As such, I have a “get things done” attitude and am eager to see projects and initiatives through to fruition. • I love the customer engagement sales role gives me, as a driven and conscientious & adaptable leader with extensive experience and knowledge, my specialty lies in forging trusted relationships working with Banks, Financial Services, consulting partners, system integrators, service providers and technology partners in EMEA and Central Asia Key Specialities • Proactivity and self-motivation: Acting without being told what to do, and bringing new ideas to the team. • Ability to demonstrate business value to C-level executives and negotiate complex commercial terms. • Successfully negotiated & closed contracts directly as well as ensuring partners are active and deliver consistent pipeline generation and drive effective YoY revenue growth. •Actively engaging internal business teams to ensure the partner’s success and support partners succeed in any country especially in terms of support and client deployment. • Experience with support tools and platforms like Salesforce, Zendesk, and JIRA • Proficient in wealthtech, including roboadvisors, digital brokerage systems, market-makers (algorithmic trading system), and regulatory/compliance tools. Always look back on the Best Advice I ever got "You're a tough cookie with a soft heart. You will do just fine." Born in Dubai and raised in Mumbai & Goa, In my free ti

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Work Background

KnowledgeNetSenior Sales Manager - Saudi Arabia

Dec. 2023Riyadh, Saudi Arabia · HybridAs a Senior Sales Manager at KnowledgeNet (1993), a company listed on the Saudi Tadawul Nomu – Parallel Market (“Knowledge Net Co.”) with 3 offices in KSA, UAE & EGYPT my primary focus is on driving business growth & creating sales opportunities in Saudi Arabia. Here are some key points about my role & responsibilities: • By managing the sales process and adapting to market changes, I identify investment opportunities while prioritizing candor & empathy, driving workplace changes to exceed KPIs. • Expand the customer base & initiate contact with prospects in the Financial Services, Capital Markets, and Banking sectors, targeting enterprise software, SaaS, or FinTech solutions. • Analyze the financial position & challenges of prospects to determine the most effective sales approach, understand market drivers & collaborate with both clients & internal stakeholders to overcome potential impediments. • Utilize a consultative sales approach to develop account plans & identify specific needs for each prospect, leveraging comprehensive product knowledge across various solutions, markets, and competitive intelligence. • Utilize strong negotiation and communication skills to navigate the complexities of the Saudi capital market, coordinate & present proposals, RFPs to senior decision-makers, and effectively negotiate and close deals to meet customer expectations. • Conduct market research to identify opportunities in Saudi Arabia's growing capital markets. • Possess in-depth knowledge of KnowledgeNet's solutions and emerging prospects in the Saudi market. • Manage the entire sales process, adapting strategies to capitalize on market changes. • Demonstrate effective decision-making and problem-solving abilities to identify investment opportunities. • Build strong relationships with key client stakeholders in market data, business groups, technology, and product management. • Travel as required to engage with clients and stay updated on Saudi capital market developments.

Kiya.aiRegional Sales Manager - Central Asia

May. 2023 - Nov. 2023Dubai, United Arab Emirates · On-site• Sales Quota Management: Accountable for meeting sales targets and identifying opportunities in targeted industries and end users within Eurasian countries. • Responsible for conceptualizing, designing & implementing GTM (Go To Market) plan to drive growth directly as well as sign new strategic channel partners to increase revenue and market share in Eastern Europe and CIS regions, including the following Eurasian countries: Kazakhstan, Belarus, Azerbaijan, Uzbekistan, Georgia, Armenia, Moldova, Kyrgyzstan, Tajikistan, Turkmenistan • Sales Team Collaboration: Work with the sales team to sell products/services to key accounts and leverage industry experience. • Relationship Building: Establish strong relationships with resellers, systems integrators, and end-users in Eastern Europe and CIS regions, including the aforementioned Eurasian countries. • Product Knowledge and Presentation: Demonstrate comprehensive product knowledge, prepare compelling proposals, and leverage available resources. • Sales Planning and Strategy: Contribute to sales planning, goal setting, and optimization strategies. • Deal Negotiation and Closure: Negotiate and close deals that meet customer expectations, utilizing company resources effectively. Suite of products: • Banking in the Metaverse: Banking experience in the virtual world. • Universal RegTech Solution: Anti-Money Laundering (AML) & Anti-Fraud, Compliance: FATCA CRS (Foreign Account Tax Compliance Act and Common Reporting Standards). • Omnichannel & Open Finance Platform: Video KYC, e-Customer Onboarding, Mobile Banking, Internet Banking, Tab Banking solutions, Unified Payments Interface (UPI), Mobile Wallet integration, M-Loan, Chat-bot, WhatsApp Banking.

ZagTraderStrategic Account & Regional Sales Manager (EMEA)

Aug. 2016 - Apr. 2023Dubai, United Arab EmiratesAs Regional Sales Manager my primary focus is on growing the business and creating sales opportunities in the Middle East, Europe, Africa, and Asia. Here are some of my key achievements: • Increased revenue from strategic accounts through targeted sales strategies • Delivered customized sales presentations to C-level executives with a 75% close rate • Successfully negotiated and closed contracts with clients in EMEA markets • Developed and nurtured strategic relationships with consulting partners, system integrators, cloud service providers, and financial industry segment technology partners to drive new pipeline and revenues • Proficient in WealthTech, including roboadvisors, digital brokerages, Portfolio Management Systems, marketmakers (algorithmic trading), and compliance tools. My role involves driving and managing sales cycles of ZagTrader solutions. Here are some of the ways I do that: • Conduct client meetings, presentations, and workshops to understand key requirements Convert needs analysis into full software demonstrations with the help of the solution consultancy team • Work out client proposals (software solution, services plan, and commercial terms) • Communicate deal information to management, accurately forecast pipeline, manage revenue recognition issues and deal closure • Develop and execute a comprehensive new-business acquisition strategy • Drive business development activities, such as working with consultant influencer and selection companies • Partner with the marketing team to develop plans for brand awareness and consistent lead generation • Support the regional team and lead relationships with key external partners and influencers in relevant market spaces • Represent ZagTrader at relevant industry events and conferences In summary, I am proud to work for a company that values honesty, integrity, and doing what is right. My role is challenging but rewarding, and I have seen significant growth in our business in the markets we serve.

Agile Financial TechnologiesRegional Sales Manager (Banking, Financial Services & Insurance)

Sep. 2013 - Jul. 2016Dubai, UAEMy role saw me expand sales and develop new business leads with key individuals in senior-level positions within various organizations in the Global Markets with a special focus on Middle-East / GCC Region / worldwide (Private Banking & Wealth Management, Portfolio & Asset Management, etc.) while maintaining healthy relationships with clients/ prospects, conducting negotiations and concluding contracts, and offering value-added solutions. I collaborate with leadership to develop new business and achievement revenue, providing customized and timely solutions to queries, maintaining excellent relations with key clients to generate avenues for additional business. Specialties: • Accelerated growth and developed new lines of business, resulting in over $1.8 million in new business and the opening of two new markets in Mauritius, Seychelles, Dubai, and Abu Dhabi • Pivotal in adding six strategic partners, including channel partners, system integrators, and implementation partners for the company within the MEA/APAC/Europe region • Built and maintained excellent strategic relationships with key clients to generate additional business, conducting negotiations and concluding contracts, and offering value-added solutions • Promoted the company and its solutions through conferences and roadshows in the MEA and Indian Ocean Territories • All aspects of Roadshows/ Conference/marketing events, including travel bookings and all other logistics for various technology conferences, events, and roadshows such as MEFTEC, AIRDC in Abu Dhabi, Muscat, Seychelles

Barclays Bank - Dubai U.A.EGovernance Officer (Business Banking)

Apr. 2013 - Sep. 2013United Arab Emirates - Dubai• To monitor Governance related processes and controls for Business Banking and ensure their continued application and effectiveness within the business. • To provided resolution of the disconnects in practicing KAMLS (Know Your Customer and Anti Money Laundering) and other controls and compliance related activities • RCA (Risk Control Assessment) – Work closely with business to provide support and testing on RCA • Establish, maintain and enhance a network of relationships with internal and external contacts in order to foster positive working relationships, increase sales opportunities and provide high level, seamless customer service

Miles Software Solutions Private LimitedAssociate Manager - Business Support | Global Business Division

Aug. 2012 - Mar. 2013Dubai, United Arab Emirates• The back-bone for the Global Sales Team which included of dealing with RFI/ RFP, business analysis for existing and prospect clients. • Day-to-day functional support for the Sales Team (CEO / Global Business Head / VP-Sales) • Business Development of Miles soft Software solutions in Europe, Turkey, Middle East and Africa • Have traveled internationally to present Miles Soft Business Solution to Client Accomplishments: • An Integral part in acquiring the largest account for company in the banking sector.

Miles Software Solutions Private LimitedLead Business Analyst

Aug. 2011 - Aug. 2012United Arab Emirates• Write proposals/ RFP/ Functional Documents / Business Requirement Document • Directly deal with business users, stake holder and internal technical developers for implementing change requests / Testing (UAT) and providing feedback on the change requests. • Single point of Contact for on-going projects in terms of as an when required support and GAP Analysis • Converted workflow data into Visio charts, Software implementation, process mapping • Wrote Training manuals, conducting on-site training and developed training plans

SAGE S.A.Business Analyst

Jan. 2009 - Apr. 2010United Arab Emirates• Perform end-to-end data analysis, documentation to map data, workflow and processes • Developed use cases, workflow, requirements, design, modeling, prototyping, testing, and documentation • Look after full Life Cycle, specifications, documentation, production rollout for clients in Kuwait, Malta, and Saudi. Accomplishments: • Streamlined and Developed internal documentation process Flow

Emirates NBDBusiness Analyst

Dec. 2004 - Jan. 2009Dubai AE• Lean Management, integration of processes in line with industry best practices • Managing Vendor Selection and negotiation in line with Company compliance regulations and therefore deal with SLA management • AML / KYC / Compliance Protocols and management • Core Banking Functions & Features

GE CapitalSenior Business Processor

Jan. 2002 - Mar. 2004Hyderabad Area, India• Accounts receivables contact for PENSKE Truck Leasing across 90 locations in USA • Prepared Dashboards (MIS) for the team, generated reports and collated data for clients. • Six Sigma and Lean Implementation on department process flow and work ethics. • Addressed and resolved cash application issues, billing issues Accomplishments: • Increased company cash flow in excess of USD>4 million per year • Acknowledged as Team Extra Miler, for exemplary performance and demonstration at workplace.

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