Michael Liapis Email & Phone Number

Sydney, Australia

Engaging with organisations across the Australasian business market place, providing in depth studies and reporting on sales force structures and organisational ‘Go to Market’ frameworks that develop and execute sales strategies. In particular in and around: 1. Examining factors which support the creation of more efficient/ effective sales engagement frameworks 2. Reviewing the design and effectiveness of the existing sales strategy-frameworks (in growing revenue and maintaining… Show more Engaging with organisations across the Australasian business market place, providing in depth studies and reporting on sales force structures and organisational ‘Go to Market’ frameworks that develop and execute sales strategies. In particular in and around: 1. Examining factors which support the creation of more efficient/ effective sales engagement frameworks 2. Reviewing the design and effectiveness of the existing sales strategy-frameworks (in growing revenue and maintaining costs)3. Assessing existing sales culture/work styles and values of enterprise sales teams and reporting on the conditions that enhance team performance/changed and successful sales cultures 4. Identifying and removing un-necessary costs/processes from the business 5. Reviewing sales processes and external customers buying processes, recommending best practice in harmonising sales process-workflows to the intended markets6. Reviewing processes in respect to increasing revenue production and making recommendations around the best options on ‘Go to market’ and or in restructuring of existing frameworks in order to maximise corporate objectives Show less

Sydney, Australia

Working autonomously (reporting directly into the MD of Australia), in developing relationships/opportunities and in ‘opening new doors’ and closing sales at the most senior levels of medium to large size organisations. Strong knowledge of enterprise wide software solutions coupled with extensive new business solution sales skills (and sales methodologies/prospect mapping including tactics/strategy setting/target account planning/execution of sales/engagement strategies, to negotiations… Show more Working autonomously (reporting directly into the MD of Australia), in developing relationships/opportunities and in ‘opening new doors’ and closing sales at the most senior levels of medium to large size organisations. Strong knowledge of enterprise wide software solutions coupled with extensive new business solution sales skills (and sales methodologies/prospect mapping including tactics/strategy setting/target account planning/execution of sales/engagement strategies, to negotiations and closing skills), attained from his experiences.With many successful experiences in senior business development executive roles with large vendor companies such as IBM, UNISYS and with Telstra (where he was managing the 2nd largest revenue bearing corporate account in the company ),provided a strong foundation for Michael’s successes in achieving significant new business sales across the Australian/NZ market place for Numara Software. Starting from scratch, Michael was responsible for rapidly growing the new business client base, which positioned Numara Software as one of the leaders in IT service management in the local market place.Michael’s client interactions included complex engagements/presentations/demos/ meetings: A. Around functionality/technical/business capabilities and deliverables B. Solving specific internal/external organisational business problems/pains/needsC. Managing multiple sets of pains/needs requiring the creation of different views of valueD. Requiring buy in from multiple stakeholders; i.e; technologist to senior executives, based across multiple locations.E. Developing and proposing strong Partnership based (‘Win-Win’) ‘value propositions’.F. Advancing the partnership-relationship-solution sales engagement processG. Progressing the client solution sales process through its entire life cycle to a close. Show less