Sofia Gunawarden, MBA, PMP

Questioner
DISC Type : c

Sales Enablement Lead at Trimble Inc.

United States

Overview

Sofia Gunawarden is the Sales Enablement Lead at Trimble Inc. , where she develops training programs and drives team productivity. She holds an MBA from Nova Southeastern University and a PMP certification. Colleagues describe her as a detail-oriented, collaborative, and hard-working professional who is an asset to any team.

Sofia recently renewed her Project Management Professional certification, adding new proficiencies in AI for Project Managers to her skill set.

Personality Overview

Systematic

Not Easily Convinced

Value Seeker

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

AI in Project Management
Recently obtained certifications in AI and Prompt Engineering for Project Managers and is eager to apply these new capabilities to current and future projects.
Sales Enablement
Leads sales enablement initiatives at Trimble, with a focus on curriculum development, onboarding, and enhancing team productivity through global digital transformation projects.
Program Management
A certified Project Management Professional (PMP) with experience managing programs for global companies like Trimble, Microsoft, and Accenture across the LATAM region.

Media Appearances

Sofia has no verified media appearances

Work History

4-2024
Sales Enablement Lead at Trimble Inc.
10-2021 - 4-2024
Sales Enablement Program Manager at Trimble Inc.
11-2015 - 3-2021
LATAM Services Sales Excellence Program Manager at Accenture/N3
6-2008 - 11-2015
LATAM Proposal Factory Program Manager at Microsoft
2005 - 2006
Consultant at Schreiber Consulting

Education

Master of Business Administration - MBA from Nova Southeastern University

More Information

Social Presence :

Prographics :

Exp : 27 Location : United States Job Level : Senior Designation : Sales Enablement Lead at Trimble Inc.
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Insights For Selling To Sofia

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sofia is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sofia

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sofia move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sofia take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Sofia

Personality Compatibility


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