Highlights
- IoT Solutions Sales & Services Delivery Manager
- Enterprise Account Management and Program Management with a history of sales achievement against targets
- Regional Customer Success and People Leadership
- Strong engineering, technical and operational background
- Willing to work in a leadership or stand alone role that allows for regular client interaction
- Roles across Enterprise and Startups organisations
- Revenue and Operations focused
Pi Profile
An MBA Graduate, with a strong sales, technical engineering and operational background, this candidate is very well presented with excellent communication skills who comes across as highly charming and charismatic with an engaging and likeable personality.
This candidate has held roles across the entire customer lifecycle from sales to delivery, operations and account management, customer success and channel management.
An accomplished sales professional with 10 years of quota carrying roles within high tech SaaS organisations (startups and global enterprises) on top of 10 years of operational support, customer success and people management roles. 7+ years leading and developing teams across ANZ and APJ.
With the first half of a career in operations, delivery and client management, has an ability to understand customer issues in depth and propose solutions covering technical, operational, enablement and process related elements. Brings previous operational experience to sales discussions and can effectively sell across stakeholders from the C level to operations teams and develops trust, credibility and long term relationships.
With a collaborative workstyle and experience working in startups as well as global organisations, this candidate is able to align internal and partner teams to deliver revenue generating solutions across complicated matrixed and partner led groups.
Job Description:
- Sales & Delivery of Professional & Managed Services
- Client Relationship Management
- Channel Partner Management
- New Business Development
- Enterprise Account Management
- IoT Solutions Product Expert
- Program Management
- Team Coaching & Development
- People Management
Products Sold:
- IoT SaaS, Migration, Mobility and Software Observability Platforms
- Managed Services
- Professional Services
Industries Sold To:
- SME, Commercial, Enterprise
- Telco
- Banking & Finance
- Logistics
- Health
- Physical Security
- Government (Federal and Local)
- Transport Operators
- Travel and Tourism
- Airlines
Target Audience:
- C-Suite
- Service/Business Owners
- Channel Partners
- End Users
Territory Covered:
Sales Training:
- MEDDIC
- Understanding Human Behaviour
Sales Achievements:
- 2022 – 4x Connected Recognition Award winner. 150% Achievement/ANZ Quota of US$1.2M (ARR)
- 2021 – Ownership of several projects to support the transition from a TCV to ARR metric including pricing, global/regional sales enablement and bootcamp training. 230% Achievement/ANZ Quota of US$3M (TCV)
- 2020 – Connected Recognition Award winner for contributions to wins. 127% Achievement/APAC Quota of US$3M TCV
- 2019 – Owned and developed a bespoke sales program (Project Rainmaker) after identifying an untapped customer segment. This sales program can be replicated across existing 80+ global channel partners.
- 2016/2017/2018 – Spirit award recipient (120% - 140% Quota Achievement / APAC Quota of US$4M ARR),
- 2014/2015/2016 - 100% quota achievement managing Optus/Singtel channel (Quota of US$1M ARR),