Peter Self Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

I was recruited by the board with the directive to overhaul all aspects the EWS business and reinstate the confidence shareholders frustrated by ongoing delays to expected returns. All aspects of the business required thorough review and analysis prior to resetting the vision, strategy, business, and funding model.Achievements:• Executed a comprehensive re-design of EWS’s core value proposition, target market definition, market positioning, business model and go to market strategy.• Successfully recruited and developed a technology & services integration partner in the Philippines.• Developed and documented a bespoke outsource partner sales-process.• Reinstated Board & major shareholder confidence in the potential success of the business.• Succeeded with an interim capital raise of $500k by executing against sales KPI’s.• Raised $3M seed capital combining external investment and additional contribution from existing shareholders.

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

Australia

I was tasked with the job of maintaining growth for a successful business in the context of a market transitioning to the cloud. To address this challenge I needed to reshape a core team of fiercely independent and respected high performers, integrate an acquired team of equally talented salespeople and engineers as well as foster an emerging customer success team into a cohort of spirited team focused players. To achieve this I needed to align and unite all of these teams around a vision and a growth strategy. At its core this strategy was to use thought leadership to build greater presence in the market, drive scale through the extended Cisco and ecosystem sales forces and resource to enter new market segments. All of this needed to be undertaken whilst maintaining relevance with a well established and highly astute customer base. Achievements: - My leadership team and I built unity across the broader team, achieved alignment and optimised performance through the cohesive efforts of all individuals. - We turned a moderate six quarter decline in revenue into four consecutive quarters of strong growth close to 20% in FY21. - Underpinned growth with strategically important sales of cloud technology and set the bar globally within Cisco for progression towards a successful transition to cloud calling. - Fundamentally reset relationships with two out of three key strategic partners whilst at the same time developing multiple new strategically important partners. - Drove a sustained program of highly scaled thought leadership activity accumulating more than 5,000 hours of both face to face and virtual contact time with our customers and partner ecosystem with a small but elite group of talented luminaries.

Melbourne, Australia

I was asked to manage the transition from segment focused national team structure to locally based geographic structure, and in doing so rebuild what was a depleted, poorly motivated group delivering inconsistently against targets.Achievements: - Attracted and retained key team members who formed the backbone of what became a high performing team which consistently met and over achieved sales forecasts and targets during and well beyond my time as their leader. - Created a sense of belonging for team members brought about through active cultivation of connections between sales, sales engineering and virtual sales and the overt creation of career pathways and mentoring structures. - Recruited the individual into the team who has recently been promoted to become their leader.

Australia

I was called upon to provide leadership support in an expanding team by overseeing a highly experienced enterprise focused collaboration sales team. I was also required to play a combined leadership, public sector and healthcare specialist role supporting a strategic government contract.Achievements: - Honed my team management and forecasting skills. - Instrumental in coordinating key government, partner leadership and Cisco technical stakeholders in the process of remediating an underperforming contract and subsequently implementing a sustainable solution which is still in place.

Melbourne, Victoria, Australia

Tasked with the job of driving relevance, adoption and differentiation of Cisco Collaboration technology in healthcare by engaging outside of IT with clinical, administrative and nursing staff, developing and documenting relevant use cases.Achievements: - Highly successful sales results generated from the extended relationships with customers where the value of the technology was better understood and articulated. - I achieved 196% against target in second year in role. - I was the first sales person to sell Collaboration Software EULA’s into public sector in Australia and in doing so sold 6 in total.

Melbourne, Victoria, Australia

Required to simultaneously defend accounts in and increasingly competitive environment with highly complex stakeholder management challenges whilst maintaining growth where core products were reaching saturation in market, 70% market share for switching and 90% market share for routing.Achievements: - Proved many times over that offence can be the best form of defence by relentlessly broadening every sales opportunity to include more of Cisco’s adjacent offerings. - Developed strong visionary skills selling ‘emerging’ offerings into the market. - Sold Cisco UCS infrastructure into 17 Victorian public sector accounts including notable critical environments such as The Alfred Hospital, RCH, St Vincent’s, Western Health, SWARH, CFA and the MFB within 24 months of first being released.

Melbourne, Victoria, Australia

The primary purpose of this role was to bring sufficient excitement and enthusiasm to the sales process to drive closure of sales. This was to be achieved primarily through an interactive technology demonstration, creating differentiation through customer connection and clear understanding and articulation of the problems we could solve. - Highly successful at building and maintaining strong relationships with key sales people from partner organisations such that they would come to rely on me in their sales process. - Learnt and developed a level of showmanship which when combined with the active listening skills required to understand buying signals led to increasing demand for involvement in sales cycles which in turn drove revenue.

Melbourne, Victoria, Australia

I was recruited as the first sales person into Victoria and given the responsibility grow revenue with existing customers, identify and win new customers and manage relationship with the local Cisco team who were the primary infrastructure partner.Achievements: - Quickly adapted to the complexities of IT infrastructure selling, certified in the relevant technologies and put this into practice selling a combination of hardware, services and maintenance to key accounts. - Negotiated and closed a multi million dollar SLA based support services contract for a telecommunications carrier. - Engaged to undertake the responsibility of managing a significantly expanded team via an acquisition which included sales, engineering and administration staff. - In this newly created position I quickly had to align the team structure to the proposed resource plan.