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 demonstrate positive financial returns.Bringing Rovo, Atlassian's AI-powered teammate and enterprise search platform, to market across a global field network of 750 sellers, SE's, SDR's and account managers and in tight partnership with our channel of 700+ solution partners.A member of Atlassian Leadership Group, comprised of the organization’s top 2% of leaders.

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 in and quantify the value of Atlassian investments thru personalized, high-touch means and are accountable for refining and teaching these sales motions at scale. We drive change with cross functional partners to grow revenue efficiently by driving alignment in investment decisions and strategic and tactical decisions.My team and I are co-leading a FY24 company-wide level 2 objective cross functionally to bolster our trusted cloud posture, better communicate the value of our solutions and deliver our largest customers to the cloud. Our mission is to drive repeatable sales motions as we have scaled from 50 to 350 global sellers.My team and I are building a repeatable high touch motion within a specialist team to quantify the value of investing in Atlassian solutions to then scale this motion using AI, enablement & automation. We ensure our process helps clients measure their success using KPI’s to fuel our solution selling flywheel.

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 & SMB segments, growing channel contribution from 30% to 46% of total cloud revenue yoy. Overachieved company wide OKR of 1.0 to sell 597K paid seats in new cloud instances across our Enterprise client cohort thru direct & channel.Served as business lead in defining program requirements/benefits and enablement content prioritization in collaboration with channel programs & channel enablement to launch Cloud Specialization program to incentivize partners to invest in the skills and client outcomes necessary for Channel & client success. Led the GTM efforts to launch our Enterprise Cloud edition by facilitating qualitative client interviews on pricing and features, testing our marketing messages with clients in early access and partnering with Deal Desk to operationalize our quote and provision process. Delivered OKR of 1.0 by selling $3.4M across 24 clients in first 3 months post-launch. Launched viral internal blog/LinkedIn post where I drank a beer from my shoe to celebrate. Led GTM efforts in close partnership with Product & Strategy/BizOps to launch our User Scale early access programs, which grew single instance scale from 5K to 50K users in 2 years while minimizing customer success risk. Led the problem identification and business justification to develop Project Himalayas, a program with our Support team that better equipped partners to deliver migration services more successfully thru education, documentation and regular communications that reduced support contact rate and support effort per ticket.

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 185% of cloud revenue quota in 1H20 ($2.4M on plan of $1.4M) and 110% in 2H20 ($5.55M on plan of $4.3M) while overachieving pipeline generation at 268% attainment for FY20 ($51.5M on plan of $19.3M).Created and continue to iterate on our ROI Value framework to accelerate platform decisioning.Partnered with Product & Strategy to align product value to pricing by launching a Loyalty Discount and Dual License program to reduce customer friction when choosing to migrate to the cloud.

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 contract to client that historically spent $20K annually during my first year to transform their SDLC process and accelerate business agility.Co-presented with a customer at annual user conference, Summit 2017, to audience of 400 people on leveraging the Atlassian Team Playbook, an Agile methodology, to successfully influence without authority.

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 efficiently.

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 Club recognition for top performance (2014, 2015).• 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 renewal worth $500K annually and creating a competitive response playbook to replicate and protect Tivoli Service Management revenue globally. • 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 data and challenger sales skills. • 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 modeling tools to develop new platform opportunities. Ensured continued client success for public client references at conferences and generated upsell opportunities. • 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 with documented business KPI’s. • 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 performance in 2005 and 2007.• 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 recognized on time as a result of timely project implementation.• 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).