Simon Mccormack Email & Phone Number

Melbourne, Vic, Au

San Francisco, California, Us

As the Head of Sales Operations, I partner with the Leadership Team to advise on organizational decisions using data, create & maintain self service sales reporting and analytics for the market, and work closely with other APAC and Global Sales Operations teams to improve sales and customer-facing processes.• Develop long and medium term sales strategy (where to play, how to win) to enable growth and sustainable competitive advantage• Leverage external knowledge to forecast trends and shape decisions• Leading the ANZ Sales Ops team to support the strategy and implement the plan• Develop new frameworks for complex problems where no standards exist and engage other experts for feedback and implement effectively

San Francisco, California, Us

Being the Sales Compensation Lead, I supported the maintenance and enhancements of Sales Incentive Plans across the APAC region, plus the roll-out of new Sales Incentive Plans for countries that have not yet launched one.I worked closely with Global Sales Compensation, HR, Sales Leadership and Country Sales Operations teams to ensure alignment of Sales Incentive Plans with business objectives and ensuring I have strong problem solving skills, attention to detail, thought leadership, and the ability to shift between the high level picture and detailed operations seamlessly.• Key contributor in developing and executing sales compensation plans across APAC markets• Own the plan design, simulations, offline calculations, training, participant support and attainment calculation• Collaborate with local Sales Operations teams to ensure target setting process is aligned with sales incentive quotas and policies• Partner with the Global Compensation team to ensure proper governance and controls when launching and administrating existing sales compensation plans• Partner with the Xactly IT Engineering team to migrate incentive plans into Xactly tools• Design compensation metrics, reports, and tools to inform program decisions and forecast or analyse business outcomes• Track sales compensation plans results to ensure alignment to overall business goals and best market practices• Participate in the ongoing development of sales compensation plans as the sales organisations mature

Cremorne, Victoria, Au

Forming part of the Leadership Team at MYOB, I was responsible for leading a team of senior analysts who work with key internal stakeholders to gather, analyse and interrogate data, resulting in in-depth and relevant data that drives overarching business decisions that deliver improvements to productivity, revenue and growth opportunities. In addition to driving positive business outcomes, the role also sees the implementation and management of all sales compensation programs. • Lead discussions with various stakeholders (executives, sales management, sales operations, commercial, Finance, HR) to understand the overall sales strategy, ensures the sales incentive design delivers on that strategy and plans are competitive with the market• Learn which sales rep behaviours are best supported by incentives and how other levers can influence rep performance, including creating incentive plans that properly links payout to performance• Implement best in class SaaS sales incentive practices and keeps up to date on new trends and insights in the tech industry. Including simplifying incentive measures and minimise the effort sales teams need to calculate their payouts • Refine the incentive plans periodically, looking to benchmarking key metrics and selecting the right metrics to drive performance • Actively drive incentive plan changes through effective change management practices (ADKAR) and examines the effectiveness of changes across several dimensions, including communicating incentive plan changes effectively to the sales teams • Validate, audit, administer and submit monthly and/or quarterly sales incentive quotas for over 500+ sales heads, including processing the payments with the Finance team within specified deadlines for assigned sales teams• Design and develop sales leaderboards, reporting and analysis for sales teams and other reports as required. Develop reporting mechanisms utilising SQL database, data manipulation and BI/CRM tools

Cremorne, Victoria, Au

I had the responsibility for all operational, planning and support initiatives to drive the effective sales execution of MYOB’s strategy to direct and partner teams across Australian and New Zealand.I was accountable for developing sales channel plans, bench marking and performance reports that inform key stakeholders and drives leadership decisions. I monitor the utilisation of sales tools and system processes, identifying ways to drive innovation and automation that improves pipeline opportunities, sales productivity and cost-efficiencies.• Prepare and publish regular operational reporting that support managers and decision making across Clients & Partners based on accurate, timely, complete and relevant data• Create and implement sales metrics and performance indicators that will support Clients & Partners in driving improved sales, customer satisfaction and engagement results• Forecast and set quotas for the teams - ~500 reps across ~30 teams (varying from Direct Sales to Senior Management)• Manage vendor relationships, proactively look to identify initiatives for ongoing improvement of internal systems and tools used to engage with Clients & Partners – Salesforce, Siebel, Genesys, DocuSign, Tableau, QlikSense & SalesPreso• Manage key improvement projects from planning to execution and ROI realisation • Report back to Senior Management on sales results• Create & present reports & presentations for quarterly executive meetings

Cremorne, Victoria, Au

Drive take-up, referral and sales of MYOB’s solutions amongst targeted partners with a strong focus on working with Partners to drive client adoption of newer platforms/products/servicesWork in collaboration with the wider partner team and in alignment with the Sales team to educate partners and potentially their clients in MYOB solutions, how to recommend and how to sell.Build the knowledge of partners on MYOB’s SME product offerings and to ensure that partners recommend MYOB solutions to clients as their number 1 choiceEnsure that at all times the long-term, holistic relationship of MYOB and these clients is at the core of the behaviour of this team• Managed a portfolio of professional partners across Australia and New Zealand• Pro-Active Management of my partner base. • Ensured the highest level of Customer Service to my partners via, email, phone and face to face• Creating and maintaining accurate records of pricings, sales and activity reports.• Ensuring adherence to company policies, procedures and business ethics codes by all employees. • Updated and maintained CRM databases for all interactions• Promoting and selling new products and functionality to partners• Recruiting and hiring new staff; conducting training workshops.• Involved in ad-hoc projects when required• Assist with the training of new staff members

Cremorne, Victoria, Au

To achieve inbound sales targets, meet customer satisfaction objectives and provide excellent sales results to the Inside Sales Team and wider Contact Centre