Sydney, New South Wales, Australia
I am a skilled sales professional with over 15 years experience in business development and account and territory management, including acquisition of new customers and retention and development of existing customers. I have done this both directly, and via engaging channel partners and resellers. Throughout my career I have a proven record of meeting and exceeding revenue and KPI targets across the full sales cycle, and I’ve worked with customers in a range of industries including education, retail, technology, and industrial sectors amongst others, that have varied in size from SMB, mid-market, to large enterprise. I enjoy and strive for customer success by building and maintaining relationships across all levels of internal and external stakeholders including technical, line-of-business management, Directors, and C-level Executives.
Leading the wider Dell Technologies account team alongside an Account Executive and leveraging cross-functional and specialist teams to align Dell’s vast portfolio of products and services to the IT and wider organisation goals and strategies of West Australian organisations across a wide range of industries including mining, engineering & heavy industry, industrial services, software and more to develop and expand Dell’s share of addressable IT spend. Responsibilities & Achievements: • Engaging directly with multiple internal and external customer cross-functional decision-makers and indirectly via Dell’s channel partner reseller and distributor ecosystem. • Prospecting and opportunity generation via proactive and cold calling, event, and marketing campaign lead follow-up. • Exceeding sales hygiene metrics and KPI’s including pipeline forecasting and management in Salesforce.com. • Pricing and contract negotiation between customer, key Dell business unit leads and Dell pricing teams.
Pursing personal growth, skill enhancement, and strategically planning for the next phase of my career by focusing on expanding my technology knowledge via vendor and LinkedIn certifications. Leaning-in to key market trends shaping the technology and customer landscape, I am now equipped with a renewed perspective, an enhanced toolkit and I am eager to leverage my expertise in a forward-thinking organisation where I can continue to deliver impactful results and build lasting customer relationships.
Working backwards from the customer’s organisational goals & business priorities, initially within a dedicated team of an Account Executive, Solutions Architect, and a Demand Generation Representative across zero and minimal AWS-spend customers to acquire, develop and expand their AWS footprint. At the start of 2023, I was asked to move to, and lead a newly created go-to-market strategy and territory, without the above dedicated resources. Responsibilities & Achievements: • Acquiring, supporting and enabling new customers on to the AWS cloud, and through their digital transformation journeys via outcome-based engagement, acting as their advocate & conduit to AWS’ 200+ services, ISV & Consulting partners, Training & Certification programs, and funding mechanisms. • Assisting customers in identifying use-cases for priority adoption of new AWS Cloud workloads and facilitating best practice architecture reviews and implementations in consultation with AWS and partner Solutions Architects. • Collaborating with partners (including AWS specialist engagement & funding program assistance), to identify and progress opportunities, and ultimately help build solutions that provide the best outcomes for customers. • Develop and execute a customer obsessed strategic territory plan based on data and experiential anecdotes, resulting in the creation and maintenance of a robust sales pipeline in Salesforce.com through go-to-market campaigns including targeted prospecting via LinkedIn, cold calling, customer events, and partner engagement. • Achieved 109.7% v YTD revenue quota.
Leading the wider Dell Technologies account team alongside an Account Executive and leveraging cross-functional and specialist teams to align Dell’s vast portfolio of products and services to the IT and wider organisation goals and strategies of acquisition and low-spend, upper mid-market and large enterprise customers to develop and expand Dell’s share of addressable IT spend. At the end of 2021, I was asked to move to and manage, a newly created territory featuring some of Dell’s largest Victorian retention and recently acquired accounts. Responsibilities & Achievements: • Engaging directly with multiple internal and external customer cross-functional decision-makers and indirectly via Dell’s channel partner reseller and distributor ecosystem. • Prospecting and opportunity generation via proactive and cold calling, event, and marketing campaign lead follow-up. • Exceeding sales hygiene metrics and KPI’s including pipeline forecasting and management in Salesforce.com. • Led a strategic subset of accounts in overall engagement strategy, account management and full sales cycle to close. • Pricing and contract negotiation between customer, key Dell business unit leads and Dell pricing teams. • Key logo acquisitions include AFL, Metricon Homes, Country Road Group, Myer, Village Roadshow, IOOF, HWL Ebsworth Lawyers, Little Real Estate, Carsales.com.au, Bega Cheese, Wise Employment, Medibank, Maddocks Lawyers. • 109% overall achievement across last 6 FY’s (highlights include FY22 - 187%, FY21 - 112%, FY19 - 134%) in role. • 2IC of Acquisition team from August 2018 through May 2020. • Promoted to Senior Account Manager (Level 4) October 2018.
Managed approximately 1700 acquisition and low-spend independent schools, local Council, public and private sector organisations across Victoria, SA & WA. Being the customer’s primary point of contact to develop deep account relationships, ensuring a positive customer experience, being seen as a trusted advisor, and Dell as the organisations valued partner. Responsibilities & Achievements: • Owned the overall territory planning, account management and execution strategy. • Engaging directly with multiple internal and external customer cross-functional decision-makers and indirectly via Dell’s channel partner reseller and distributor ecosystem. • Prospecting and opportunity generation via proactive and cold calling, event, and marketing campaign lead follow-up. • Exceeding sales hygiene metrics and KPI’s including pipeline forecasting and management in Salesforce.com. • Preparation of quotes, product and solution information, and tender/proposal responses. • Lead & assist with pricing & contract negotiation between customer, key Dell business unit leads and Dell pricing teams. • Qualifying sales opportunities, accurately allocating necessary resources and managing full sales cycle to close. • 124% overall achievement across 2½ FY’s in role. • Highest Inside Sales Representative Attainment award for H1 FY15 with 155.03% blended attainment. • Promoted to Senior Inside Sales Account Manager (Level 3) March 2016.