At Irisity, we are the leading provider of AI-powered video analytics solutions. We develop deep learning-based algorithms upgrading security cameras into intelligent detection devices while safeguarding personal integrity. We believe that enhanced AI performance, ethics, and privacy go hand in hand, creating a positive mark within the security industry.Reporting to the Chief Operating Officer, my role includes:• Developing and executing on sales strategies for Australia and New Zealand• Set forecasted sales targets and achieve sales and organisational goals• Work with other departments, such as marketing and product development, to ensure that the company's sales strategies are aligned with its overall business goals• Building, driving and deepening the relationships with Systems Integrators (Dealerships)• Building, driving and acting upon business plans with managed partners• Engaging and working with local consultant partners• Engaging and working with large end customers in Real Time Analytics environments• Participating in industry events, seminars and exhibitions• Be a liaison for the territory to the rest of the organization inwards and outwards• Develop and deliver sales presentations• Build and maintain long term business relationships with ANZ partners and customers

• Responsible for the day-to-day relationship management of channel partners• Act as a liaison between Everbridge and assigned channel partners.• Build, maintain, and manage relationships with current and prospectivechannel partners.• Sell through partner organizations to end users at C-Level in coordination with partner sales resources.• Meet assigned targets for profitable sales volume and strategic objectives inassigned partner accounts.• When required, identify and recruit correct partners in Australia & NewZealand to meet territory demand and annual business planning.• Identify demand generation and build pipeline across ANZ.• Overseeing SFDC for partners and deal registrations for overall region. • Build relationship with technology vendors (Resellers) and alliance partners(T1 SIs) to identify mutual greenfield opportunities.• Manage direct/channel conflict by fostering excellent communicationbetween the channel and direct teams.• Ensure partner compliance with Channel Partner programs andagreements.• Participate in a partner planning process that develops mutual performanceobjectives, financial targets, and critical milestones associated with aproductive partner relationship.• Identifies partner GTM &/or services offerings; working with partner salesresources, services, marketing, etc. develop & launch offerings to point ofincremental join revenue achievement.• Builds relationships with technology vendors to identify mutual greenfieldopportunities with shared partners.• Establish productive, professional relationships with key personnel inassigned partner accounts.• Preparation of presentations, territory plans, product demonstrations and reports.

Leading a team of highly skilled Key Account Managers to uncover new opportunities through fostering and developing relationships with key, strategic and target organisations in end users and consulting firms. Working closely with our APAC Technology Partner Management team, together we form the APAC Solutions Sales Group with key activities including:• Development of the Milestone APAC Regional Consultant A&E Program. • Partner Business Reviews with key and strategic consultant organisations enlightening them on the possibilities building solutions around the XProtect Open Platform. • Supporting the regional country managers to identify target and developing vertical markets and work with them to develop strategies to capitalise on those markets. • Investigate and gather competitor analysis information to strengthen positions of the developed solutions in identified verticals.• Consistent regional sales team training on product, presentation and demo delivery. • Ownership of the business canvas model working closely with the regional country managers to maintain.• Motivation and guidance of the Key Account Manager team through personal and career development planning. • Leading the Milestone APAC Internal Advisory Board delivering regional information which influences product development for forthcoming releases.

At the start of 2020, I was promoted to Business Development Manager for Asia-Pacificreporting the APAC Regional Sales Director, APAC VP & working closely with andsupporting the ANZ Country Manager. My primary focus is on driving businessopportunities through our sales channel from engagement with strategic end users andconsultants. This includes activities to specify Milestones XProtect software platform incurrent and forthcoming tender opportunities.• Engage and drive business opportunities in focused verticals with key end users,consultants, technology integration channel partners and key channel resellers rightacross APAC.• Lead tender responses and commercial bid submissions by putting together andmanaging the bid team.• Foster relationships and engagement of Milestone presales technicians, Milestoneaccount sales executives, Milestone post sales technical teams and key channelreseller accounts overseeing the final commercial offering.• Act as mentor and project business lead to the presales teams and accountexecutives assisting with developing growth plans and focused activities to achievesales goals in major strategic projects.• Strategic lead for the delivery of presentations and product demonstrations,negotiations and proof of concepts in major key and strategic projects.• Part of the Milestone internal Advisory Board delivering regional information whichinfluences product development for forthcoming releases.• Verticals include, Mining, Transportation, Critical Infrastructure, Banking,Commercial Spaces, Retail & Major Education.

• I was a key contributor in the Australian Team restructure and newly formed GTMactivities assisting the then appointed ANZ Country Manager (now APAC RegionalSales Director) in onboarding new and strategic reseller and distribution partners aswell as employees.• I conducted onboarding commercial and project training for new employees whojoined the restructured team including the now current ANZ Country Manager.• I planned and executed product training both for channel partner commercial andtechnical teams.• Putting together and leading teams from various departments to deliver strategicresponses for key major projects.• Work with key existing end customers to increase growth and new software salesopportunities.• Engage and work with consultants to build specifications including functionalrequirements and technical architecture designs.• Lead the presales teams in preparing specifications and drawings for major projectresponses.• Lead and support the channel sales executives in identifying opportunities andengaging key reseller partners to deliver a solution centered around XProtect.• Collaborate with Technology Integration Partners and develop new majoropportunities through sales growth initiatives including roadshows and productdemonstrations.

I have the responsibility to grow, manage and maintain the channel business in Victoria, Western Australia, South Australia and Tasmania. I'm assisting our distributors, resellers/integrators, solution partners and consultants with their Milestone business plan portfolio sales growth. Aligning our resellers/integrators with our distributors to increase their share of wallet. Keeping distributor, reseller/integrators and consultant (A&E) partners informed on new products and upgrades. Partaking in exhibitions, presentations and demonstrations to maximise business growth. Managing and maintaining end user satisfaction and relationship through regular interaction for project planning and upgrades of existing and new solutions. Increase end user product knowledge and introduce solution partners' integrated offerings specific to their requirements. Continuous interaction with solution partners existing and new in the eco system to increase attachment rate with unified solutions to market.

Responsible for successfully implementing the Milestone Channel Partner program in the Southern African market to align with global standards. Maintained and grew key existing relationships with Solution and Technology partners as well as key System Integrators and End Customers. I introduced new technologies to the Milestone business and was responsible for a US $ 2 million budget for software sales. I successfully on boarded a new distribution partner that now equates to 40% of the current territory budget. I successfully planned, managed and hosted two successful Partner Events (MPOP / Milestone Partner Open Platform Day) as well as numerous security shows and partner events.Responsibilities included:- Management of all day to day business dealings in South Africa, Namibia, Mozambique, Botswana, Zimbabwe, Angola, Zambia, Malawi, DRC Congo, Swaziland & Lesotho. - Forecasts and Reports delivered to Territory Director MEA & Vice-President of Sales for EMEA- Developed relationships with tier 1 camera partners including: Axis Communications, Bosch, Samsung & Arecont Vision. - Received Technology Partner of the Year Sub Saharan Africa from Arecont Vision for Outstanding Technology Leadership, Support and Excellence in 2015. - Territory Business Development. - Distribution Manager.- Marketing liaison and management of territory marketing initiatives.

 Management of over 200 client accounts including large Key Accounts within South Africa & neighbouring African countries (Nigeria, Uganda, Botswana, Mozambique & Mauritius) with reference to all sales opportunities and orders which includes identifying sales growth of the account with Duxbury Networking, ensuring customer satisfaction so as to retain and grow these existing accounts. Identifying new business opportunities within said accounts as well as new and prospective clients not on our client base. Co-ordinating and preparing large sales quotations and proposals for large deals which may include government tenders, large rollout projects and the like and seeing these through the process to completion by converting the opportunity to ordering, delivery and installation through Duxbury Networking. Promoting the Duxbury range of products & services to existing & prospective clients which include: NetGear, HP, Axis IP Surveillance, ProXim, Deliberant & Ligowave wireless solutions and Mitel & SNOM IP telephony solutions to name a few. Visiting regular and prospective clients to establish and act on sales opportunities. Quoting and negotiating prices and recording orders on our systems. Handling account applications to become a reseller with Duxbury Networking for new clients. Weekly reporting to higher management and Directors on sales figures and pipeline (potential) business for existing clients and new opportunities. Regular following up with clients on goods delivered as well as tending to and actioning resolutions to any issues which may arise. Preparation and maintenance of personal sales reports as well as any monthly expenses. Assisting clients in the designing of a working solution relative to the requirement within the Duxbury Networking product portfolio. Driving business through advising potential new as well as existing clients on prospective goods from the Duxbury range which fits their networking infrastructure requirements.

 Management of personal key accounts to sustain and grow business within these accounts as well as source new business where possible. Conducting of sales presentations of new products and basic product training to clients so as to develop and grow the Tarsus product portfolio sales in these accounts. Management of quotes and orders which included tenders and rollout projects on a large scale. Generating quotes and orders on the systems. Management of back order reports on a daily basis and emailing of these reports to the respective clients to keep them updated on ETA’s of outstanding stock to fulfil orders. Engaging with clients in regular weekly meetings at their offices to discuss current and forecasted business. Developing and driving new business within these clients. Acquiring the relevant consumer information required to apply for special bid pricing for large deals consisting of HP equipment including ESSN (Enterprise Storage, Servers & Networking) products such as NAS, SAN, servers & switching, PSG (Personal Systems Group) consisting of desktops, notebooks, point of sale and workstations, and IPG (Imaging & Printing Group) including printers both large and consumer based. Engaging with the pre-sales engineers and BU Managers of the various products in the Tarsus portfolio to assist with the design and build of the required equipment for large project quotations. Listening to and advising clients on what equipment to purchase relevant to the requirement of their consumer. Anything from networking equipment such as switches, routers and servers, NAS & SAN to client user solutions such as notebooks, desktops, monitors, thin clients and POS systems. At times engaging with the clients’ end user on site to assess the requirement so as to be able to spec a relative solution.

 Corporate Sales was the highest level of Account Management at Tarsus and was divided into 3 sub teams each consisting of 3-4 people. Each team managed their respective set of key Corporate accounts so as to sustain and grow business within these accounts as well source new business where possible. Management of quotes and orders which included tenders and rollout projects on a large scale. Generating quotes and orders on the systems. Management of back order reports on a daily basis and emailing of these reports to the respective clients to keep them updated on ETA’s of outstanding stock to fulfil orders. Engaging with our set of key clients in regular weekly meetings at their offices to discuss current and forecasted business. Developing and driving new business within these key clients. Acquiring the relevant consumer information required to apply for special bid pricing for large deals consisting of HP equipment including ESSN (Enterprise Storage, Servers & Networking) products such as NAS, SAN, servers & switching, PSG (Personal Systems Group) consisting of desktops, notebooks, point of sale and workstations, and IPG (Imaging & Printing Group) including printers both large and consumer based. Engaging with the pre-sales engineers and BU Managers of the various products in the Tarsus portfolio to assist with the design and build of the required equipment for large project quotations. Listening to and advising clients on what equipment to purchase relevant to the requirement of their consumer. Anything from networking equipment such as switches, routers and servers, NAS & SAN to client user solutions such as notebooks, desktops, monitors, thin clients and POS systems. Regular and aggressive negotiation of pricing other than standard listed dealer pricing and application of discount at discretion based on the prospect of the deal so as to secure it both as a sale for Tarsus and for the client.

 Telephonic and email sales to existing clients on the Tarsus database so as retain and grow business. Management of set personal key accounts via e-mail and telephonically as well as the team accounts for colleagues when required. Management of sales reports in Microsoft excel both daily as well as monthly. Reports included back order reports of stock still to arrive to fulfil orders pending on the system. Daily, weekly and monthly sales reports including prospective business. Management and regular sending of updated and current pricelist to personal key accounts and driving and developing business from these accounts by offering market related and aggressive pricing by negotiation. Ensuring monthly targets were met. Ensuring orders were placed timeously on the systems and delivered within the required time to customers. Management of sales process to ensure things run smoothly from quoting through to delivery of goods. Regular attendance of product training as and when required of the various products across the Tarsus product portfolio. Maintaining excellent customer relationships and ensuring great service at all times. Michaels direct line manager during this time was Eve Duron (Channel Sales Manager: DEV Team - Tarsus Technologies)

 Assisted existing clients with telephonic sales and ordering from overflow calls coming in from the Channel Development (DEV) Sales Team. Managing of existing customer base accounts not yet allocated to AM’s (Account Managers) to develop new business sales across all products in the Tarsus product portfolio. Telephonic sales on all products in the Tarsus Technologies portfolio as well as face to face sales and order processing in the T-bay shop (when required) where demo stock was sold at discount prices. Assisting clients with sales quotations and following up with clients on these quotes to convert to sales opportunities. Generating quotes and placing orders on the systems. Management and updating of weekly sales reports and potential (pipeline) business on large quotations done for clients. Assistance with Annual stock take in the T-Bay shop when required. Michaels direct line manager during this time was still Serena van Dyk (Customer Care Manager - Tarsus Technologies)

 Tending to customers’ needs when arriving to collect orders placed with their relevant account manager. Making sure orders were processed correctly and efficiently on the collections systems so as to ensure quick turnaround times of outgoing orders. Making sure things were run smoothly on the collections capturing side in the absence of the Collections Assistant Manager Andrew Brown. Ensuring courtesy and quality service to customers at all times both face to face and telephonically. Efficient handling of courier companies face to face and telephonically wishing to enquire on orders to be collected and when collecting. Management and updating of client collection reports detailing useful information of collection occurrences to better manage and oranise the collections process for a more streamlined process.Michaels direct line manager during this time was Serena van Dyk (Customer Care Manager - Tarsus Technologies)

 Sourcing new candidates Screening candidates both telephonically and in person Handling Corporate clients in the freight, supply chain, logistics and shipping industry Visiting clients on a weekly basis Reference checking candidates Taking down of Job Specs Was then handling 37 jobs (week ending 1st December 2006) Placing candidates on temporary or permanent assignments / positions.

 Interviewing prospective students who want to attend the college Assisting students in making career choices on what to study Going out to different schools all around Gauteng and marketing the name of College Campus to attract matriculants to come to the college Attending career days at various schools Doing presentations at schools addressing a full matric group and explaining what College Campus is all about and what makes them different from other tertiary institutions, groups sometimes equaling 250+ students Ensuring daily and weekly reports were done and submitted on time to National Brand and Sales Training Manager, MD’s and CEO’s