RECHARGING.  PLANNING WHAT NEXT.

• Currently relaxing after an intense global role and recharging the mind and body.
• Focusing on creating content and tools while enjoying downtime and establishing what my next step will be.

CHIEF REVENUE OFFICER
(CRO)

• Responsible for global sales and marketing strategy and execution for the consulting and tools provider in the Quality Management sector (#1 global independent provider owned by NRI) and a member of the executive team presenting to the board monthly.
  
• Lead the sales, pre-sales, customer success and marketing organisations across UK, Australia, New Zealand, Philippines and India.  25 direct reports (Executive and General Manager levels) and 1500 indirect reports.
  
• Executive sponsor for global key account clients, established OKR framework for goal setting, restructured sales organisation, deployed value based selling, Account and Opportunity planning using Salesforce and Altify, established Quarterly Business Reviews, Compensation plans for Business Development and Account Executives, deployed CSAT and also Customer Success teams to drive customer satisfaction and growth.

FOUNDER
& GROWTH ADVISOR

• Acting as a growth advisor and founder of two companies, one focused on helping teams think and act more customer centric, and the other focused on sales improvement, enablement and coaching.
• Worked globally with companies to coach leaders, improve sales performance, conduct team enablement workshops, evaluate and deploy sales methodologies and act as outsourced sales and marketing leadership.
• Spoke at industry events, customer sales kickoffs and facilitated customisation of sales methodologies to suit industries across high technology, logistics, manufacturing and retail. Executive coaching of leaders and key individual contributors to ensure teams overcome fear, conflict and align with the customer and growth as a common purpose.
• Helped organisations develop customer centric branding, marketing and Account Based Marketing (ABM) strategies together with developing and rolling out a number of 'selling for non-sellers' training programs for B2B sales teams that had no direct selling experience

REGONAL VICE PRESIDENT
(RVP)

• Lead the strategy and growth for the Salesforce Marketing Cloud platform within Australia and New Zealand, with two direct reports (RVPs) and a team of Account Executives, and supporting pre-sales roles.
• Liaised with global teams for GTM strategy, sponsored key client accounts and opportunities, develop and implement marketing strategies to target competitors (Marketo, Adobe, IBM etc) as well as upsell into existing Salesforce clients.
• Established large deal pursuit teams and opportunity review cadence for Marketing Cloud opportunities based on TAS sales methodology.
• Launched the V2MOM goal mapping process to Marketing Cloud team, together with a Quarterly Business Review framework to drive customer focus. Deployed the Altify based Account and Opportunity planning process within Salesforce, together with owning the forecast process, ARR (revenue) and marketing agency/technology partner strategy for the integration of ExactTarget.

SALES & MARKETING
DIRECTOR

• Responsible for growth within Australia for the global Salesforce consulting partner, and driving brand and marketing strategy within the region.
• Acted as executive sponsor to the largest projects, liased and travelled often to head office in the USA to align on strategy and capability.
• Spoke at the global sales conference in the US Virgin Islands which resulted in leading the global deployment of a sales methodology based around TAS (Target Account Selling) using Altify within Salesforce for Account and Opportunity Management.

SALES & MARKETING
DIRECTOR

• Responsible for the sales and marketing strategy and execution for Aprimo, the Marketing Operations SaaS platform used by leading enterprises to streamline marketing operations, assets, campaign and lead management. This included marketing managers, account executives, business development and also the delivery under professional services.
• Managed the integration of Aprimo into Teradata (who acquired Aprimo), and the alignment of sales capability and marketing brand to target Teradata customers for growth.
• Spoke at marketing industry events, Teradata internal sales kickoffs and also acted as executive sponsor on the largest accounts.
• Evaluated sales methodologies and deployed Account Based Marketing together with TAS (Target Account Selling) and Salesforce for streamlined Account and Opportunity Management.

STATE MANAGER,
BUSINESS DIVISION

• Responsible for growing the Small and Medium Business (SMB) market within the Optus business range of offerings. Offerings included cloud computing, SaaS and telecommunications for businesses.
• Managed the state business sales team and collaborated with marketing for demand generation. Implemented a deal review and planning framework to qualify opportunities and articulate value through storytelling.
• Presented quarterly to the Optus/Singtel board and also liased with partners as a point of escalation and enablement.
• Launched Google Apps branded under Optus and responsible for regional GTM for SMB customers.

SALES MANAGER,
ENTERPRISE DIVISION

• Launched MYOB's enterprise division offerings and was responsible for the sales and marketing of them across Australia and New Zealand and the integration of the acquisitions that formed the Enterprise Division.
• Developed the GTM strategy to grow MYOB from the sole and small business operator into the mid-market (200+ employee) sector.
• Built a team of account executives and business development managers in Australia and New Zealand and enabled them on solution selling using SPIN selling.

SALES DIRECTOR,
MIDDLEWARE

• Following the Oracle acquisition of Sun, was responsible for leading the middleware services sales.
• Developed GTM strategy for the newly launched Fusion and integration approach for Sun's middleware, cloud desktop and software services.

SOFTWARE
REGIONAL MANAGER

• With the remit to help turn Sun into a software and services organisation and expand beyond Server and Storage hardware, responsibilities included establishing a sales team to deliver software offerings into existing and new accounts.
• Managed the deployment of solution based selling based on Target Account Selling (TAS), and was the advocate for deploying a variation of this with Sun's System Integrator partners to broaden sales capability.

E-BUSINESS ARCHITECT

• Enterprise E-Business Architect, working initially for Lotus, then Software Group within IBM after the Lotus acquisition.
• Responsible for architecting Middleware and Workgroup offerings for IBM's largest clients within Asia Pacific and liaising with other Software Group pillars. Became the regional lead for the Websphere migration path (from Lotus Domino) and also IBM's cloud based eLearning platform.
• Migrated into a selling role and responsible for enabling Software Group teams in IBM's Signature Selling Method (SSM) which is a variation of Target Account Selling (TAS). This included enabling field sales teams and acting as an account and deal coach for large opportunities across APAC.

VARIOUS

• Worked in the UK and USA for a management consulting company, advising companies on technology innovation strategies using Lotus and IBM offerings.
• Worked in the UK and USA for a professional services company that launched a Help Desk / Service Management platform.