Founded in 2012, Vault is an Australian ASD certified cloud service provider to government agencies and Enterprise. Vault was the first cloud to be certified by the Australian Signals Directorate for classified systems and delivers a secure hyperscale technology platform driving agile digital transformation within organisations. Bringing together scalable, flexible, open standards cloud with the highest level of security, privacy, governance, physical sovereignty and legal sovereignty, Vault accelerates critical systems to exceed stakeholder expectations and outcomes.Vault's cloud platform natively embeds security controls to meet the highest security requirements while providing extensive scalability, flexibility and remaining cost effective.Scott's role is to ensure customer satisfaction, retention and growth by creating conditions conducive to growth, removing barriers, ensuring that customers are aware of Vault's offerings and making it easy to take up those offerings. Advocating for the customer and generally relieving friction in the Vault - Customer relationship wherever the customer detects it.

Formed in 2000, ASE are a global leader in Cloud, Data and Connectivity services. Scott is responsible for the management of existing accounts, ensuring their success whilst also developing new opportunities for products under the ASE portfolio. ASE offers solutions such as Cloud (HCI, Private, Public & Hyperscalers), Data Services (Business Intelligence, Artificial Intelligence, Analytics, Big Data, Data Fabric & Integration, Visualisation and Modelling) and Connectivity (FLUID, Fixed Line, Wireless and Mobile) along with the underpinning Managed Services to support these offerings.

DeployPartners is a leading Australian player in the OSS space, specialising in the sale, deployment and operation of OSS solutions. With the developing commoditisation of the OSS space DeployPartners has developed relationships with the new breed of OSS vendors such as MoogSoft, Splunk, Science Logic and Zenoss, whilst maintaining skills in legacy tools such as Netcool, InfoVista and Remedy with the objective of being able to build cost effective solutions using the best of old and new. As the account manager of major DeployPartners' Sydney based accounts, my focus is on developing and expanding client relationships through value delivering services engagements and software sales.

The product set that this role represents has evolved over the course of the past few years as result of the transformation that IBM is undertaking. It currently encompasses products from the Rational, Tivoli, Websphere and Cloud brands.This role focuses on the management of established business partners that sell and implement these products. Responsibilities included:• Building relationships with the partners, understanding their business models and motivation; • Managing their sales pipeline and forecast;• Bringing IBM marketing resource to the partner, and working to generate demand for the partner’s offerings;• Maximising the partner’s return on sales effort through the IBM partner program;• Arranging Sales and Technical training;• Advocating for the partner within the greater IBM;• Bring IBM support to the partner to aid the partner’s transformation as the industry transforms.

A Client Technical Professional is IBM terminology for technical pre-sales. This role was within IBM's Tivoli brand. Subject Matter Expert for the Tivoli desktop management tools; license management tools and scheduling tools.Role Responsibilities included:• Maintaining skill and knowledge of product;• Developing demonstrations and presentations for product set;• Conducting Proof of Concept implementations during the sales cycle;• Evangelising the product at IBM and trade shows;• Supporting IBM sales representatives in their sales effort;• Developing and maintaining relationships with product management and development teams;• Working with business partners to develop their technical skills with the product set;• Training and certifying business partners that wish to sell the products.

Working in what was known as Integration Technology Services (ITS) business unit for IBM, the Tivoli Services Engagement Manager had the following responsibilities:• Development of a services sales pipeline;• Sale of Tivoli services; • Development of Statements of Work for engagements;• Procurement of subcontractors, including development of the scope of the subcontractors work;• Management of the services engagement;• Monthly generation of advice to bill;• Team leadership of services team.