Holly Tompkins Email & Phone Number

Austin, TX, US

Sydney, NSW, AU

As a member of the Global Solutions Leadership team, we are scaling our Business Value function as a specialist team missioned to quantify the value of investing in Atlassian solutions across our whole portfolio and also scale this motion using AI, tooling, enablement & automation. We ensure our process helps clients measure their success using KPI’s to.

Sydney, NSW, AU

As a member of the Global Sales Leadership team, I manage and lead a team that serves as the innovation hub of the Sales organization where we design and pilot new approaches with customers to successfully manage disruptive change by exploring new markets and/or creating new organizational capabilities. We engage with customers and partners to build trust.

Sydney, NSW, AU

Role expanded to motivate, recruit and improve the sales & delivery capability for a solution partner network of 600+ partners in support of cloud migration mission. Hired, trained and mentored my replacement on Direct Sales to ensure continuity, alignment and success.Led the channel team to grow new Cloud revenue from $8.4M to $34.2M yoy across Enterprise.

Sydney, NSW, AU

Gained support from leadership to create a new role to pioneer the cloud migration sales motion for a global direct sales organization of 35 Enterprise sales people as we pivoted our go-to-market from selling self-managed software to Software-as-a-Service (SaaS). Wrote the sales playbook and customer engagement model from scratch. Led the team to achieve.

Sydney, NSW, AU

Counseled our largest clients to efficiently scale their use of Atlassian collaboration tools to unleash the power of their teams. Consistently exceeded sales targets and delivered on managed business objectives. 2x Be The Change You Seek & EA of the Quarter recognition for top performance.Identified, sold and drove adoption of multi-year $1.8M TCV.

Virtual, US

The Stage 2 Capital Accelerator supports early-stage companies in scaling their business, providing capital and hands-on coaching from an unrivaled community of elite go-to-market professionals. Serving as an advisor to a member company within the Accelerator, Rally, that offers a solution for research and insights teams to gather customer feedback more.

Armonk, New York, NY, US

• Led the IBM infrastructure team for two enterprise clients, Charles Schwab and USAA. Identified opportunity, set the sales strategy and ensured tactical execution to ensure client success. Awarded IBM Hundred Percent.
• Achieved 138% of FY2015 quota and 103% of FY2014 quota by providing direction to ten person team in the execution of sales strategy and technical support for $40M annual revenue target.
• Successfully negotiated $30M contract that reduced client’s operational expense by $250K per month while expanding to new Watson AI use case to reduce hail damage insurance claims.
• Created framework for new software licensing structure in response to competitive threat. Gained support from multiple internal stakeholders to ensure internal processes could support the offering, winning client.
• Focused team’s execution in competitively advantaged solutions such as backup/recovery, artificial intelligence, on premise cloud, high performance compute and analytics/data centric solutions by leveraging analyst.
• Led executive dialogue with clients during critical availability issues. Acted as single point of contact for executive escalations related to my portfolio.

Armonk, New York, NY, US

• Navigated a complex, geographically dispersed matrix organization to deliver compelling, integrated executive proposals for clients for solutions consisting of hardware, software and services. Leveraged ROI financial.
• Sold, project managed deployment and ensured customer success for an end-to-end Clinical Research Analytics solution worth $1.65M ACV for a health care client. Facilitated press release and feature in IBM annual report.
• Negotiated contracts and managed deployment of new solutions across 50 accounts across diverse industries in mid-Atlantic region
• Presented with Sales Eminence Award for embodying IBM’s three key values – Dedication to every client’s success, Innovation that matters and Trust and personal responsibility in all relationships (2012).
• Awarded Hundred Percent Club Recognition for top performance (2010, 2011, 2012).

Armonk, New York, NY, US

• Provided pre and post sale subject matter expertise, escalation management and project management to clients with deployment of new IBM storage and server products. Gained Hundred Percent Club recognition for top.
• Project managed and provided technical expertise for post-sales implementation of $15M storage and server implementation that spanned 47 Wal-Mart distribution center sites across the U.S., ensuring revenue was.
• Successfully managed $25M migration project at Affiliated Computer Systems that included 22 mainframe systems across six data center locations.
• Managed client escalations during critical client availability events, ensuring client satisfaction.
• Completed IBM Global Sales School and received Top Gun recognition for top quartile performance (2004).