ServiceNow is making the world of work, work better for people. Our cloud‑based platform and solutions deliver digital workflows that create great experiences and unlock productivity for employees and the enterprise. We're growing fast, innovating faster, and making an impact on our customers' and employees' lives in significant and important ways. With over 8,100 customers, we serve approximately 80% of the Fortune 500, and we're on the 2024 list of FORTUNE World's Most Admired Companies.

I'm very pleased to be Mentoring and helping the SaaS sales stars of tomorrow transition into our industry through the Launchpad Academy. I've been lucky to have some amazing managers, coaches, mentors and experiences over the years and I appreciate being able to help others be better in their careers.

I lead an Enterprise (5k employees and above) Sales team across Australia, New Zealand and Asia (including Singapore, Indonesia, Malaysia, Philippines, Hong Kong, Thailand, Taiwan, etc). Achieved USD$4.9M in new bookings ARR in FY22. Closed a major customer account for an additional new US$680k ARR (over $1M in net ARR), and USD$2M TCV in FY23.Other achievements:Regularly spoken at key industry events such as HR Innovation & Tech Fest, HR Summit, Tech in Gov events, as well as chairing panels and various round tables and executive discussions. Also featured in an article in the Australian Financial Review.As a member of the Executive Leadership Team for APAC, led programs and initiatives such as Corporate Visions enablement/coaching, Territory Planning and also led multiple sessions on topics such as Negotiation, Resilience, Public Speaking, Feedback, Storytelling, Coaching & Sales Planning/strategy.Recognised globally in the Udemy Manager Spotlight. Hosted the Emerging Leader Program across Asia Pacific and Europe, Middle East & Africa.Key clients – National Australia Bank, Westpac, Standard Chartered Bank, Prudential Inc, Woolworths, DBS Bank, Globe Telecom, Tokopedia, Commonwealth Bank, Macquarie Group, ICBC, Singapore Telecommunications

Achieved 29% growth year on year (57% growth YoY pre COVID-19) after establishing a new Business Development team. Actively coached and mentored Business Development Managers to develop and be more successful. Promoted and encouraged a collaborative environment, refined sales processes, and led key enablement. Regularly spoken at key industry events such as HR Leadership Summit, HR Summit, AHRI conferences, Public Sector Network events, and various round tables and executive discussions.Key clients – Heart Foundation, Ventura Bus Lines, Victorian Chamber of Commerce & Industry, Bosch Home Appliances, Racing Victoria, City of Bendigo, Beyond Blue, FlyBuys, Godfreys, Mitsui, Stonnington Council, Centurion Transport

Providing leadership strategy and planning, business advice, operational guidance, branding, coaching and mentoring

Leading the Inside Sales organisation for a market leading enterprise software organisation across Asia, Pacific and Japan. Focusing on developing pipeline and new opportunities through Inbound and Outbound campaigns, prospecting & marketing, and taking these opportunities through the full sales cycle to closure and revenue recognition. Driving strong growth of New Logo accounts in the Commercial market segment. Nurturing opportunities and customers to ensure that they are kept ‘warm’ through multiple interactions. Coaching new sales employees on successful techniques and strategies for value-based selling, discovery and negotiation. Developing strategies for next generation selling through social media and web-based selling. Accelerating time to value for our customers through new solutions and technologies, including SaaS offerings and consumption and subscription models. Led the team to achieve 32% growth year on year in the first 12 months.Managed the integration and alignment of three separate software Inside Sales teams into one cohesive business. Piloted and introduced a new sales Go To Market for Virtual Sales, evolving the existing business from traditional Inside Selling strategies to a more independent revenue generating model. Initiated Social Selling as a core component of prospecting and relationship development for the Inside Sales team.Key clients – Bendigo & Adelaide Bank, Jemena, Inland Revenue (NZ), AMbank (Malaysia), SingPower (Singapore)

Managing a complex and large business of around 300 staff across the Asia Pacific & Japan region, contributing US$230 million annually in a highly competitive and demanding market. Services and Solutions include Enterprise Software Support, Premier Services and Software as a Service, covering a significant portfolio of software products. This includes Application Lifecycle Management & Monitoring, Hybrid & Converged Cloud, Information Management, and Enterprise Security.Navigated and completed a business re-structure that integrated the Sales Operations and Contract Operations teams and brought them together with the Support Sales team as one cohesive group. Initiated a transition to low touch renewals through a program that accelerated conversion of single year annuity contracts to multiple year renewals and evergreen agreements. Business process improvements implemented through enhancing tools and reducing operational overheads. Managed a key outsource relationship for a segment of the support sales business.Hosted and facilitated a 3 day conference (in Hanoi) for a broad audience of 450 delegates across Asia Pacific.Key clients – Singtel (Optus), BHP, Telstra, ICBC, Maybank, Mitsubishi (Japan), Samsung (Korea), Softbank (Japan), Reliance (India)

Working with the General Manager of HP Software, I manage a team that focuses on ensuring the business is performing at optimal levels to ensure the organisation not only achieves it's goals, but exceeds them by applying industry best practices to our operating model.I worked in close partnership with the South Pacific GM for Software and the broader HP Enterprise leadership team. I assumed role as acting General Manager as required. As the most experienced person in this field in Asia Pacific & Japan, I was also intimately involved in all large ($250k+) and complex deals, and often brought in to help structure and negotiation Enterprise License Agreements and contracts.Key responsibilities of this role are: Managing the country forecast for revenue, cost and margins, Deal review & Pipeline analysis, Improving operational efficiencies, Business Intelligence, Process improvement, Field enablement, and Risk Management. Over the past 3-4 years, I have significantly improved the level of service to the field in terms of Sales Operations logistics and turn around, enhanced business analytics, business performance predictability, improved team morale and culture, and revenue protection & risk mitigation.Exhibited strong leadership abilities in achieving certification as one of 20 (only 2 in APJ) qualified facilitators to deliver a global leadership program (2012 Brandon Hall Excellence winner) to 1,300 HP Software Managers. Demonstrated initiative by introducing themes and topics to the local South Pacific team to develop skills and enhance team culture and morale.Managed the business operations and supported the South Pacific HP Software business in achieving a “standout” year in FY10, with an achievement of over US$130M in license, support and services revenue, more than 110% of target.Key clients – Australian Tax Office, Woolworths, Commonwealth Bank of Australia, Department of Education & Early Childhood Development (Vic)

Leading several functions in the South Pacific business and sales operations team, I had a significant influence in Improving operational efficiencies, Process improvement, Field enablement, and Risk Management.Managed and led the full integration of the Tower Software business into HP in South Pacific, and was a key contributor to operationalising this business so that they cully fully operate within the HP model. In 2009 TRIM (Tower Software) contributed close to one third of the HP Software license revenue, exceeding their previous levels and achieving several key successes.

The Software Services team is closely aligned to the success of HP software by providing key product-related technical skills and proven best practices in implementing and delivering quality enterprise solutions. Our goal is to make our customers successful by achieving a quick return on investment in HP software, and in turn grow the software business.My team covers Australia and New Zealand. In FY07 & FY08 we achieved US$8M and US$10.5M in revenue respectively. This translated to approximately 35% (and 27% the following year) growth in revenue, year on year.In 2007, I personally managed all sales for the business as well as managing the delivery team to implement the services purchased by our customers. In 2008, I employed 2 Sales Principals to help as we scaled the business.South Pacific was named 'APJ region of the year' for 2007, with around 60% of all revenue in Asia Pacific/Japan coming from South Pacific. I also achieved the highest sales of PSO in the region, qualifying as one of 5 PSO employees globally for the HP Software Sales Club.The PSO business covers the Business Technology Optimisation and Information Management software suites, and Education Services.Key clients – Telstra, National Australia Bank

An APAC role that focuses on leveraging IT experience and technical knowledge with Mercury IT Governance products to successfully manage the delivery of IT Governance (Project & Portfolio Management) solutions and capitalise on sales opportunity and marketing to stimulate growth in the industry. The position operates in complex sales and delivery cycles. Management and leadership of the ITG Practice and providing best-practice methodology, both internally and externally is a significant part of this role. A high level of competance in delivering large application projects, having strong business consulting capability, particularly around project management, sales awareness and influence, and business change management are other dimensions of this position.Coles Myer, Bank of Queeensland

Built a strong customer community and partner eco-system around the Governance practice in Australia. Stimulated awareness, maturity and growth in the industry. Acted as Professional Services manager for several months. Managed project contracts and logistics.Led customer engagements and produced a portfolio of highly reference-able customer sites. Doubled the customer base in 18 months. Provided ‘thought leadership’ to staff and customers to accelerate success and resulting benefits. Active member of the global Best Practices Committee.Key clients – Prudential Services (Malaysia), National Australia Bank

Led, managed and coached the project teams in providing superior service and delivery. Developed scope of projects, including schedules and costings and negotiating project contracts. Built and enhanced customer relationships and contributed to strategic decisions and business planning.Key clients – ANZ Bank, Department of Justice (Vic), VicSuper

Built strong relationships with key customers in order to procure repeat business and be engaged for further project work. Managed client expectations and issue resolution. Managed day-to-day operations of much of the Professional Services division in Melbourne. Managed larger and more complex projects in the Southern region.Managed the delivery of all projects in the Southern region, ensuring a high quality was maintained and commitments, such as budget and schedules, were met. Developed programs and designed systems to enhance project reporting and share knowledge to develop staff and provide management with key information. Line management of all Project Managers in the Southern region.

Analysed and enhanced internal systems to accurately predict the flight booking profiles based on historical records. Foresaw a need to more effectively report on forecasts and current status, and developed a suite of tools to provide analysts and management with more accurate information. Contributed to a planning strategy to ensure the organisation was among the leaders in the field of Revenue Management and Pricing.

Implemented a successful migration of all systems from a parent company (Voyager) to deliver independence to Witchery & Nine West. Managed and implemented a new Point-of-Sale system that was delivered to all Australian stores. Trained new staff as part of the process of initiating a new IT department.