Passionate about coaching and teaching people the new era of sales

Growing our outbound GTM function, across ANZ and Japan.Started with 7 direct reports, now 17.Consciously looking to re-write and change how outbound is built, including incentives, playbook and the measurements of success.

Consulting to organisations to redefine how outbound should look like, removing the broken attribution model and aligning to revenue goals.

Sales DevelopmentOur Business Development teams are situated across South Korea, Japan, India, Hong Kong, Singapore and Australia. Today our organisation includes inbound reps, outbound acquisition reps, outbound growth reps, and outbound strategic reps. Our Business Development reps support our marketing teams organising events & building groundswell, prospect into both cold and warm accounts and spend time with our customers understanding their challenges and goals, before introducing account executives. Our Business Development reps are the talent pipeline for our entire sales engine and over the recent few years you will find our Business Development alumni in Account Executive, Customer Success, Marketing, Enablement, and Leadership roles.Now APJ is the number #1 region globally measured by % growth/overachievement. We have strong, repeatable processes in our inbound and outbound functions. Implemented account growth initiatives, constantly running PG campaigns, headcount modeling and as well, defining an industry buying centre practise (increasing avg land by 50%).

APJ Leader -> With Massive growth plansI inherited two strong regions, with the other regions a canvas to build a world class business development/inside sales team.My ambition for the first 120 days, develop local leaders that could inspire and help the vision that was set out, bring best practises, learn from global and create linearity within the business MoM (predictable processes)Our headcount and our impact grew dramatically. Over the next year, APJ headcount doubled, impact tripled (Revenue CVR 15%). We grew to three strong leaders under me, an APJ inbound and outbound process, At this juncture, we knew we have the right people, designing the right processes.Late 2021/Early 2022, the year Dynatrace business development kicked off! * Headcount doubled (Stated at 12, now 24) * Promotion pathway defined, ready to create world class enterprise representatives. * Impact tripled (New logo quantity and revenue)

* A leader that creates an audacious vision and cultivates an environment where each individual member feels empowered to deliver outcomes that are good for customers.*President Club 2019 and 2020 (Sales Manager)*FY21 120%*FY20 130%

• Lead and execute business value engagements in concert with sales teams• Facilitate discovery workshops, and develop corresponding workshop content• Project manage a virtual team of internal and external resources (i.e. Sales, Solution Engineers and Partners)• Skills mastery in the techniques of prospect research, discovery, value mapping and executive presentation• Quantify the business value of proposed solutions with financial business case and or other metrics jointly with the customer leadership.

• Develop, nurture and maintain strong relationships with existing clients to maximize both retention and expansion sales into assigned accounts• Navigate customer organisations to engage with multiple decision makers and influencers, and ensure relationships with key internal buyers are developed and maintained.• Prospect, identify and develop new opportunities.• Understand prospects'/clients' core business strategy and find repeatable ways for LMI to support and deliver that strategy through enabling technologies and services.• In all instances, ensure LMI delivers a superior customer experience to its clients/prospects• Develop and meet accurate monthly and quarterly sales forecasts for the territory.• Develop and maintain a high level of understanding of LMI’s products and services.• Be an active contributor to a positive, collaborative, and high performing team environment.

- Responsible for the Go-To-Market strategy for Public Workshops across ANZ

Execute outbound efforts to generate new business opportunities and convert these into new customers. Develop the strategy for on-going customer success to grow revenue from our existing customer base. Communicate effectively across a range of stakeholders including customers, the board of directors and the product team

Family owned business