David Ma Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

Accountable and responsible for Australia / New Zealand indirect go-to-market business that aligns to the overall regional strategy. An important responsibility is to develop, coach and support Partner Sales Specialists and provide a “Gold Standard” of customer engagement to improve collaboration and add value to address clients business problems.

Melbourne, Australia

Primary objective is to maintain existing business with current clients, and grow business relationships with established clients through BMC's Engagement Excellence approach coupled with a number of leading technology solutions.A key measure of success is through unlocking the value of solutions that underpins the business objectives, and challenges that clients' encounter. In addition to addressing the Strategic, Risk, Cost and Revenue aspects of a business, the focus is to ensure solutions that supports the functions of sales, operations and productisation for go-to-market offerings.

Melbourne, Australia

Responsible for the Performance and Analytics (Enterprise monitoring & capacity management) solutions business across Australia and New Zealand territory. This includes Strategic, Enterprise & Commercial accounts. Key accountability is to achieve revenue goals each quarter, grow the number of new accounts and work on building larger deals to increase territory size overtime. This is a key selling role and includes specific responsibility for winning new customers outside of BMC's current markets.Achievements:• Awarded APJ Top Sales Specialist 2017• Awarded High Achievers for BMC 100% Club 2017 • Awarded High Achievers for BMC 100% Club 2016• Awarded High Achievers for BMC 100% Club 2013 • Awarded High Achievers for BMC 100% Club 2014 • Multiple awards for Top Pipeline Generation 2016 & 2017• Developed comprehensive account plans for designated key accounts that included account set up and ongoing customer support, value realisation on investment resulting in major up-sell opportunities• Achieved annual signings quota in three (3) quarters ($6M+) – Services Sales• Recognised by client as “one of the best Engagement Manager”, National Australia Bank

Melbourne, Australia

• Leads services sales activity in southern region with full accountability for meeting / exceeding assigned targets and management objectives• Presents the value, capabilities, and differentiators of BMC solutions using BSM methodologies and Service Offerings.• Lead the execution of the RFP/SOW/Proposal processes by scoping, producing, and delivering to the customer RFPs/SOWs that meet customer’s documented requirements for Value Realization with aligned to their business and use cases.• Operates solid sales cadence for Bid Reviews, Customer Account profiling and account allocation• Works with the Contract and Project Management Offices to adhere to BMC best practices and business guidelines. • Leads by example and coaches services sales team to ensure resources engage in effective two-sided requirements discovery through sales qualification.• Recognized by customer as a trusted advisor in product deployment and process decisions. • Builds and maintains strong relationships with key stakeholders throughout the Sales and Delivery process to effectively manage issues proactively and secure references at all levels.• Establishes trust and confidence of senior Sales leadership as trusted business partner.• Manages conflicts and difficult/competitive situations that may arise both internally and with the customer in a professional and composed manner.• Takes accountability for and aggressively pursues opportunities to increase skills and develop high-value capabilities and resources.

Primary objective is the delivery and management of projects for key clients. This involved delivering comprehensive test strategies, process improvements and tools architecture blueprint that provides the best outcome for clients’ in their environment. Other activities included managing test teams, conduct test assessments, team leading and mentoring, and presales/account management of key clients and stakeholder management.

Delivery of Quality and IT Governance services/solutions using leading edge Compuware technologies. The role was to deliver key benefits to clients through maximizing the full potential of solutions across every phase of the software delivery lifecycle. Other responsibilities included process improvements to existing practices and methodologies.

Primary objective is to provide and deliver testing knowledge in the form of methodologies, processes and technical background to customers on software development projects. As a Test Manager on customer engagements the expectation is to manage, lead and deliver critical testing components to meet key milestones.Test Practice Leader responsibilities is to ensure that all members understand and apply industry best practices in the form of sharing experiences, attend relevant training, and utilise Object Consulting’s Process MeNtOR Test methodologies. By doing so, this will ensure that customers have the confidence that Object Consulting consultants are fully equipped with the necessary skills and experience to deliver quality expected results.

Senior Consultant engaged in delivering solutions to major clients.