Jon Craig Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

As a Commercial Lead within Global Xero’s Business Operations and Strategy Function, I have a sole focus on Xero’s Pricing and Packaging for regions including: AU, NZ, UK, USA, CA.I’ve supported the development of Xero’s Pricing and Packaging Strategy, and now my focus is developing and executing on key commercial initiatives, and build up Xero’s pricing and packaging capability. I have strong experience in commercial and financial modelling matched with solid understandings of customer research methodologies (including Pricing and Packaging specific methods such as; Conjoint, Willingness To Pay, and Feature Importance Analysis), to effectively building business cases and opportunities Xero can prioritise and execute on. I also provide pricing and packaging input and expertise into other high priority Xero commercial initiatives (including M&A, new product launches, sales execution, channel performance, RFP’s).

Melbourne, Victoria, Australia

Joined Xero as a Portfolio Analyst within the Global Customer Operations Team, a team that is deeply entrenched in driving the strategy and execution of vital projects globally from the Customer Division of the business. I provided commercial and financial support for Customer led projects, which encompassed: customer segmentation, building business cases and opportunities through internal data alongside customer research, financial modelling ranging from high level sizing to extensive revenue and cost forecasts, and strong stakeholder management and building relationships throughout the business. The scope of these projects ranged from commercialisation and pricing of new products, optimisation of Xero’s product portfolio mix, global partnership agreements and cost optimisation. They were stretched across all regions for Xero including AU, NZ, UK, USA, Canada, South Africa and Asia. Some of the larger customer and market facing initiatives I supported included:• Adjustment of our Xero Partner Discount Rates (2021) • Launch of Xero’s Ultimate Plan in AU, UK & NZ (2022) • Launch of Xero’s first freemium mobile only product called “Xero Go” in UK (2022)• US Sales Tax Partnership with Avalara (2022)

360 Collins Street, Melbourne, Australia

Within this consultative role I provide commercial support for large scale IT ($10-100M) sales pursuits and opportunities, focusing on the pricing strategy. This support encompasses; financial modelling, market valuation using market benchmark data and provide business recommendations on the competitive landscape to increase win odds. As a Commercial Analyst I demonstrate strong stakeholder management collaborating across functions and improve the deals competitiveness, commercial attractiveness and overall financial position for DXC. Within this role I have developed strong commercial and financial basis, alongside the problems of large-scale enterprises caused by digital disruption and ageing legacy technology. My responsibilities as a Commercial Analyst include:o Advanced financial modelling of deal scenarios using market benchmark data to show market ranges and define the pricing strategy through cost and price targets. I also analyse and interpret data from previous deal price points for further triangulation of historical market ranges.o Provide specific business recommendations based on interpreting and analysis of market benchmark data. These recommendations are presented to C level leadership’s and are a key item in their decision making for final approval.o Run deep dive cost and revenue analysis workshops to drive overall profitability and competitiveness aligned with the pricing strategy. These workshops focus heavily on levers we have control over, and how these can be manipulated to meet price or cost targets. o Assist with early stage client business case development for technology outsourcing, measuring key indicators like IRR, ROI, NPV, payback period and net savings. o Generate pricing templates and market driven price points for rough order of magnitude (ROM) submissions. Alongside the submission’s I generate a forecasted P&L and Cash flow statements for the opportunity.

Melbourne, Victoria, Australia

In 2018 I joined DXC Technology Graduate Program as a Business Graduate. The program gave me incredible exposure into the challenges many Australian and New Zealand businesses faced from digital disruption, and ultimately the transformation journey many are going through. During the 12-month program I was within DXC’s Sales Commercial Functions Team and progressed my experience in pricing and deal strategy leading to my current Commercial Analyst role. My responsibilities as a Business Graduate included:o Monthly and ad hoc reporting of DXC’s competitive performance using BI tools including Power BI and QlikView. o Researched and produced an ANZ region wide report, detailing DXC’s internal Labour Rates. This was presented to regional leadership to inform the business of locations that we were most competitive and most profitable when comparing to their respective markets.o Extensive market research using several market intelligence providers to have a strong knowledgebase of the IT services industry, and competitive pricing behaviours. These data sources include Everest, Gartner, IDC and Computer Economics. o Have strong understanding and drive importance around prominent market topics including operating digitally across an enterprise, agile delivery and mindset, devops for application services, market expected efficiencies and price performance through analytics and automation.

Melbourne, Australia

During 2016 I was employed for a 12-month Work Integrated Learning internship, and was offered to continue part-time while completing university.My responsibilities as a Project Coordinator included:o Contributing to design of store layouts to focus on Customer experience and desires. Researching the demographic nature of areas and providing recommendations about how Dan Murphy’s should cater in terms of product range. o Assisted throughout the lifecycle of projects (new stores and refurbishments) from business case creation to forecasting and allocation of capital expenditure funds for a project. Included processing invoices against their correct projects and budgets. I was also responsible for minor projects and produced GANTT charts to plan and track their operation.o Strong stakeholder management developing relationships internally and externally throughout the project lifecycle.

Bachelor’S Degree, Business (Economics And Finance)(Applied)

Activities and Societies: - Bus WIL Program Representative 2016 RMIT Open Day

Business Globalisation: Canada Intensive Exchange, Business, Hd

The Canada Global Intensive introduces a range of issues related to the topic of business globalisation within a Canadian context..

Victorian Certificate Of Education (Vce)