The Rocks, New South Wales, Australia
Senior SaaS Executive bridging the gap between technical strategy and commercial execution. I specialise in unifying Sales and Presales into a single revenue engine, currently managing a $50M+ ARR portfolio and P&L across ANZ. In the modern enterprise, technical teams must do more than just demos—they must drive forecast reliability and deal velocity. I build high-performance GTM structures that deliver these outcomes, recently scaling presales conversion from 13% to 79% within 12 months. • Commercial Leader: Proven second-line manager with full P&L accountability for Channel, Security, and Modern Workplace divisions. I deliver sustained double-digit YoY growth while exceeding EBITDA benchmarks. • Turnaround Architect: I don’t just manage teams; I transform them. I deploy qualification frameworks ("Excellence First") that materially reduce Cost of Sale (CoS) while increasing win rates. • APAC Scale: 20+ years building leadership structures across Australia, Japan, Hong Kong, and Singapore for Oracle NetSuite, Salesforce, and SoftwareOne. • Domain Authority: Deep expertise in the Office of the CFO (ERP, Financial Close, GRC), helping C-level stakeholders navigate complex, multi-solution platform decisions. CORE COMPETENCIES: SaaS GTM Strategy • P&L Management • Second-Line Leadership • Value Engineering • Enterprise Architecture • Financials & ERP • Cloud Security • Complex Deal Orchestration
SCOPE: Retained to spearhead the unified commercial–technical Channel Specialists organisation (70+ FTEs) following the strategic integration of Crayon and SoftwareOne. Full P&L accountability for a $50M+ ARR portfolio spanning Channel, Security, and Modern Workplace. CORE IMPACT: • Turnaround: Inherited a fragmented presales function and re-engineered the qualification framework ("Excellence First"), increasing conversion from 13% to 79% within 12 months. • Commercial Growth: Directed three profit centres, delivering sustained double-digit YoY growth while exceeding EBITDA benchmarks. • Strategy: Repositioned the Modern Workplace division (M365, Copilot) from a service delivery unit into a recurring revenue (ARR) engine. SKILLS: P&L Management • Go-to-Market Strategy • Commercial Transformation • SaaS
SCOPE: Recruited to build the foundational Public Sector (ECS) technical GTM capability for ANZ and expand the footprint across APAC. CORE IMPACT: • Zero-to-One Build: Built the presales organisation from the ground up, establishing operating cadence and enablement frameworks to support $16M ARR new business targets. • Revenue Engineering: Designed a technical GTM strategy that delivered 50% YoY growth during extended regional lockdowns, securing critical government platform deals. • Scale: Scaled team capacity through targeted hiring and leadership development, maintaining high engagement and retention. SKILLS: Public Sector • Enterprise Architecture • Government Cloud • Strategic Hiring
SCOPE: Member of the ANZ Senior Management Team. Led a multi-tiered organisation supporting $40M+ ARR targets across Mid-Market and Enterprise sectors. CORE IMPACT: • Office of the CFO: Partnered with C-suite stakeholders to translate complex financial requirements (Financial Close, Consolidation, Compliance) into enterprise application roadmaps. • Restructuring: Unified Sales, Marketing, and PS under a single "One Team" mission, achieving record engagement scores. • Modernisation: Guided corporate customers through finance transformation programmes, improving visibility and governance. SKILLS: ERP • Financials • Executive Advisory • Business Transformation
SCOPE: Tasked with the "Zero-to-One" build of the Solution Consulting organisation for Emerging Markets across Asia. CORE IMPACT: • Regional Expansion: Operationalised presales teams across Singapore, Hong Kong, and Japan, adapting global best practices to local cultural nuances. • Team Stability: Achieved 100% team retention during a period of rapid hyper-growth and expansion. • Recognition: Awarded "MVP Solution Consulting Leader – JAPAC" based on employee survey ratings. SKILLS: International Expansion • Cross-Cultural Leadership • Emerging Markets
SCOPE: Inaugural regional presales leader tasked with executing expansion across Asia. CORE IMPACT: • Market Penetration: Orchestrated entry into Japan, Hong Kong, and Singapore, personally leading engagements to secure the region’s Top 10 marquee enterprise logos. • Hyper-Growth: Partnered with the GM to deliver 80–100% YoY growth, building the regional SC team from scratch. SKILLS: CRM • Start-up Scaling • Regional Strategy
Joined to expand Stantive’s Salesforce ISV presence in APAC. Partnered with Salesforce sales teams to deliver RFPs, PoCs, and joint engagements. Impact: Helped establish initial APAC footprint; specialised in Salesforce Sales, Service, Marketing Cloud, and Communities.