Anthony Middleton Email & Phone Number

Sydney, Nsw, Au

Sydney, New South Wales, Australia

I lead the Data#3 Microsoft Channel Incentives Team that makes up a key part of the Vendor Alliances & Programs Team and plays a critical role in driving the success of Data#3’s competitive position in the market, by effectively managing and driving awareness of Data#3’s Microsoft Channel Licencing & Services Incentives and funding programs across the organisation and across our customer’s solution lifecycle.My team and I work across the Data#3 business and contribute to helping to drive the continued success of not only our Software & Infrastructure Solutions sellers, Professional Services, Customer Success, and many other Data#3 teams, but most importantly, Data#3’s customers.Data#3 is at the top of its game with Microsoft. Today we are Microsoft’s largest Australian business partner with the highest level of competency across the Microsoft ecosystem. My team support the accredited teams who are ready to help our customers; from enhancing productivity and collaboration with Microsoft 365 and the latest Surface devices, to transforming business processes with Dynamics 365, to ensuring our customers get the most value from Azure cloud. Data#3’s scale and expertise enable their unparalleled support to customers selecting, deploying, managing, and securing Microsoft applications, products and devices.My team and I are driven and committed not only to Data#3’s customers, but to Data#3’s success, profitability, and helping to achieve great outcomes through strong partnership, the desire for success, and by striving to always be better.

Sydney, New South Wales, Australia

APJC Partner Services go to market (GTM) lead for Cisco’s CX-Services offer portfolio, working closely with Cisco’s strategic partners to develop their Cisco lifecycle practices, and to build out and scale recurring revenue business models based on new Cisco Services and Software offers. Responsibilities- Drove key engagements with targeted Cisco partners focused on defining new Services capabilities and capacity for new technologies and services delivery, as well as driving awareness of Cisco’s more mature services offer portfolio. - Built senior level relationships with effective communication and presentation skills, displaying an intimate knowledge of Cisco’s services/software offerings and channel partner environment. - Educated key decision makers/influencers within strategic Cisco partners on the benefits and financial impact of building a robust lifecycle practice inclusive of Cisco. - Worked with partners to develop their Cisco lifecycle practices by guiding them through relevant certification and specialization requirements and partner programs.Key Achievements- Developed strategic partnerships to accelerate GTM and sales of new offers through partners. Identifying a strategic set of partners and customers across the Asia-pacific, Japan and China region and with planning, executed structured activities that built key relationships with sales and delivery teams up to a CxO level. This resulted in a stronger understanding of the product and a commitment from 10+ Partners to journey with Cisco in actively developing and driving sales opportunities with their key customers.- Designed a strategic partner engagement framework by developing a 7-step program enabling key stakeholders to understand and drive partner sales engagements. The program was adopted as an ongoing engagement model by Cisco's corporate and theater teams, and several key partners enrolled in strategic long-term sales engagements, creating traction of the channel GTM strategy.

Sydney, New South Wales, Australia

APJC Partner program & governance lead for Cisco’s services partner program (CSPP); a global partner incentive program with 10,000+ registered partners, driving 1B+ in sales annually in APJC.Responsibilities- Ownership of business impacting field and partner escalations. - Trusted program advisor to Cisco’s key partners, sales leadership, and seller teams.- Strong partnership and alignment with Cisco’s corporate and regional partner program organisations, driving overall program governance.- Services Lead responsible for managing a volume sales agreement (VEA) program between Cisco and NTT (Dimension Data), Cisco’s largest global partner.- Worked closely with both Cisco and NTT sales and teams across 10 countries, to optimize sales and operations performance. - Monitored program compliance, ensuring early identification and mitigation of any areas of non-compliance. - Provided pre-sales deal support across the region.- Delivering key program reporting, insights and metrics packs, and driving program enablement activities. Key Achievements- Developed a regional sales operations and governance framework and processes for a global sales volume agreement signed between Cisco and its largest strategic partner NTT. Closely partnered with a diverse set of key regional and global Cisco and partner stakeholders to deliver a clear program and a seamless implementation of business and sales operations processes, program enablement plans, and ongoing traction of the program to a mature state.- Drove and enforced increased new and renewal sales targets across the Asia-Pacific region for Cisco’s largest partner. This involved delivering training, reporting and metrics, trusted governance, and ensuring successful business partnership during that time. As a result, we were able to consistently meet or exceed sales targets for the next 16 consecutive quarters, directly contributing to double- or triple-digit YoY sales growth across 4+ years of leading the program.

Sydney, New South Wales, Australia

Supported the growth of Cisco’s partners developing a data-driven, consultative sales approach. Leveraged partner programs, marketing, training, and sales campaigns to drive services sales growth and profitability. Responsibilities- Enabled Cisco’s service sellers by developing and delivering key program reporting, partners insights and metrics packs, and program enablement activities.- Published regular ‘Briefing Packs’ that helped services sellers to understand their partner’s sales and delivery performance, allowing them to focus on the right levers to help deliver sales growth and partner profitability. - Built assets that reduced operational burden on services sellers, allowing them to focus greater time on sales and revenue-generating activities.- Trained and upskilled sales, cross-functional teams and partners, on partner performance metrics and programs.Key Achievements- Developed automated business insights reports easily created at the click of a button, providing sales agents with better business intelligence and more relevant and actionable sales insights, successfully repurposing 15% of the team’s time from manual operational work to more sales focused and generating activities. - Coordinated the collection of sales data and metrics from a wide range of sources and consolidated these into an easy to use, single source of truth dashboard. Enabled sales teams with clear training and support processes. As a result, 10 data sources were consolidated into one single source of truth, providing Cisco's partner services sellers with a view of 100+ key sales metrics covering 10,000+ cisco partners across Asia Pacific, Japan and Greater China.

Sydney, New South Wales, Australia

Worked within the Theatre (Regional) Program Office of the Services Partner Business Group, with responsibility for channel programs and operations, as the operations and governance lead for Asia Pacific, Japan and Greater China.Responsibilities- Implemented project plans, timelines and deliverables for Cisco services initiatives in Asia Pacific, Japan and Greater China.- Ensured close alignment with Cisco’s product channel team to develop and drive partner services incentive programs.- Collaborated with cross-functional teams in building and accelerating the adoption of Cisco services programs/initiatives.- Tracked and published partner program policies, processes and performance metrics to the relevant stakeholders.- Ensured program management and optimization through change management, stakeholder engagement and adoption.- Tracked program performance and identified areas to help sales teams drive the right behaviors with channel partners.Key Achievements- Designed and launched multiple regional channel partner incentive programs to drive stronger sales growth across key areas where there was little traction. I launched a number of incentive frameworks that drove greater channel awareness and sales across those key areas. With limited budgets, I implemented seamless business operations processes, enablement and communication plans that as a result, helped to exceed the set out sales goals, and directly contribute to sales growth during the active incentive periods.- Co-Developed an online ‘Cisco Partner Services Game Show’ for Cisco’s India Channel Services partners with the goal of driving greater awareness of Cisco’s channel partner programs and key services offers, through a quiz style approach and offering prizes for participation. Run across a number of weeks and with quiz ‘modules’ launching weekly and focused on different topics, we directly engaged 75+ Cisco channel partners and 500+ participants to learn more about Cisco services.

Sydney, New South Wales, Australia

- Daily reporting of partner support team performance sales operations leadership.- Ongoing analysis of KPIs & trending with a focus on driving customer satisfaction, case volume, and identifying areas for improvement. - Administration of CRM application, including regular maintenance, issue resolution, and adoption.- Training & enablement lead for Cisco’s service tools & channels programs.- Knowledgebase governance and moderation lead, ensuring high levels of integrity with Cisco’s services information available online to internal and external audiences.- Ensuring the accuracy of Cisco’s renewals data prior to distribution to Cisco’s vendor renewals teams, to manage with Cisco’s partners and customers.- Facilitation of weekly sales meetings with vendor teams, reporting back to leadership on performance and recommendations.- Services sales operations lead for new service program rollout.

Sydney, New South Wales, Australia

- Managing a team of 8 pre & post-sales partner support consultants, ensuring support KPIs are not only met, but exceeded.- Escalation lead for Cisco’s top partners and distributors across Australia & New Zealand.- Delivery of training on Cisco’s ordering and contract management tools to sales teams, support teams, and partners.- Change management responsibilities for new services program rollouts. - Continuous team upskilling and development through mentoring & training.- Post-sale POS billing activities, ensuring committed revenue is booked and invoice on time.

Sydney, New South Wales, Australia

- Management and administration of partner Service contracts. - Renewals quoting and driving on time services renewals with Cisco’s partners. - Identifying new business opportunities and leads.- Pricing of new business opportunities.- Contract & order processing and administration tasks.- CRM management - Partner enablement and training activities.