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Spotlight with VJ Srinivas, Senior Manager Pre-sales & Product Implementation, APAC

Natassia Vaz March 26, 2018

Tell me about your role?

The role that I am tasked with is synced with all teams in Australia; everything is integrated with a dual function for what is looked after. Pre-Sales at Cambridge is really a unique role, which is carved out from the root of Sales/Business Development core principles, and when coupled with a technical lens, proves to be really a strong and compelling value proposition. Within pre-sales, one of our key responsibilities is to ensure our frontline revenue generating teams understand and adhere to our overall operational, compliance and regulatory framework prior to committing to service delivery agreements with clients and prospects. Furthermore, this also ensure that we have set the right expectations and have the appropriate solution to deliver. From an Asian-Pacific (APAC) standpoint, the pre-sales function works closely with all the revenue generating teams, to ensure our integrated payments value proposition is offered to new business prospects/clients, along with existing core clients.

Having received continuous support from peers from our pre-sales and product team in head office and the local Australian offices 3 business unit heads has assisted me to embed and drive our strong pre-sales engagement process, through which sales team members are expected to include and engage me right from the inception stage of uncovering an integrated payments opportunity with a prospect/client. By following this engagement process we are able to ensure client’s business/commercial/technical requirements is met and delivered in a successful manner.

How does your role support Cambridge?

When I commenced my role within the APAC region, we had very many minimal presence and understanding of our Integrated Payables proposition in the region. Since then, I have been able to consistently organise internal product training sessions and have been constantly beating the payments drumbeat to ensure sales understand and embrace our payments offering.

I consider my contribution/efforts to have only scratched the surface and I look forward to the mountain that I have to climb to ensure we drive Cambridge’s global and regional Integrated Payables proposition within APAC. Pre-Sales is to ensure all teams stick to the framework.

How long have you worked with Cambridge and how long have you worked in this industry?

I have worked for Cambridge for close to 3 years now and I have been in this industry for about 10 years.

How did you first learn about Cambridge?

I was always aware of Cambridge and was informed about the inroads the business was trying to make within the APAC market through the introduction of an integrated payments proposition. A recruiter friend of mine introduced me to Cambridge and we briefly touched on their expansion plans, which got me intrigued and I agreed to meet with the APAC Managing Director. After this meeting, I formally had a phone catch up with our Chief Technology Officer, Corinne MacMillan and was able to gain further insights into our technology/product suite strength and this sealed the deal for me.

What do you enjoy the most about your job? What do you find most challenging about your job?

My role is very dynamic and revolves around change and is what I love about this role. Every customer I meet has a different and unique requirements and working at Cambridge in the pre-sales capacity empowers me to explore various possibilities, and when I can deliver the appropriate solution for our client, this gives me a sense of satisfaction.

The challenging aspect of the role is ensuring that we maintain realistic delivery/implementation time line requirements as we need to meet clients’ requirements and rollout plans, while at the same time extracting new business revenue for Cambridge in a timely manner, which is aligned with our pipeline and forecasting expectations. Sometimes, there are just not enough hours in a day.

What are 3 career lessons you have learned?

One thing that I have always followed is to listen with care, always be humble and compassionate, along with being approachable for everything and every stand point. In addition, it is imperative to be a good listener, as so often, we get caught up in not actually listening to people. You also need to be able to put egos aside and always be open to learning new things. I believe there is always room for self-improvement and this only comes from learning and understanding new things to enhance my life value graph.

How do you define success?

Professionally, when I look back we had very minimal understanding and presence of our integrated payables solution offering in Australia, having been given the opportunity to turn this around, is success in my book.

What does true leadership mean to you?

A true leader is someone you aspire to follow and becomes your idol. A true leader never fears to empower team and always allows members to voice their ideas and opinions and nurtures them to grow.

What is your personal mantra or philosophy?

I get up and I’m thankful. I grew up with less than I have now. I’m thankful for what I do, where I live, everything. My personal mantra is that I’m lucky.

Do you have a favorite newspaper, blog, podcast? Cambridge Market Analyses. The payments world is something I’m really passionate about and something that I diligently follow.

Favorite travel spot you’ve been on and why?

Paris. My wife and I went there for our honeymoon.

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