Tom Vlahek Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

EcoVadis' purpose is to provide reliable, globally recognised sustainability ratings and insights, enabling companies to reduce risk, drive improvement and accelerate positive impact on our planet and society.

North America

Recruited from the APAC region to manage North America’s most significant Commercial Team Transformation. Designed, implemented and managed a two-year programme shifting from a seller-focused to a customer-journey-aligned sales organisation, resulting in the overachievement of SaaS sales in FY22.Responsible for leading teams in the end-to-end pursuit of strategically significant ERP Solution opportunities. Key Accountabilities:✅ Proposal Management: Assembling and leading the bid teams through the bid management process framework; ensuring that repeatable high-quality proposals are delivered to our customers whilst adhering to internal RFI/RFP governance requirements.✅ Pre-Sales Lead: Work closely with multi-disciplinary teams to execute the goals and objectives of new business development opportunities, facilitating discovery workshops, writing winning proposals, solution development and pricing requirements to close large digital transformational deals consistently.✅ Sales Tools: Piloted a new Digital Buying Channel for customers, achieving substantial operating cost savings by reducing labour turnover and knowledge worker productivity gains in FY22.✅ Sales Enablement: Established a Learning & Development Program framework accountable for the professional standards of the Commercial Leadership team, including skill gap analysis, talent development and business objective alignment. Designed work practices and set up the Learning & Development team to deliver corporate growth strategy and certification uplift by documenting best practices supporting expanding skill/knowledge/capability development in the region and globally.

Melbourne, Victoria, Australia

In this dual role, I was headhunted to form a cross-functional six-member team to develop and implement a Global Proposal Writing Playbook and Certification initiative for QAD, accountable for documenting what the best performers do into consistent, repeatable, and scalable proposal writing guidelines.Coached and mentored customer-facing sales teams to create a compelling, customer-centric change narrative to win buy-in at the C-level, resulting in improved customer renewal rates, revenue from new products/services and close ratio. Key Accountabilities:✅ Sales Enablement: Build and develop team readiness to deliver complex SaaS solutions and create a culture of problem-solving and client success by providing team and individual development, guidance, feedback, and motivation.✅ Learning & Development: Drive continual improvement and development of the Business Consultancy team to maintain a problem-solving approach to all customer engagements, leveraging soft and technical skills to transform insights into growth opportunities.✅ Management Consulting: Develop an understanding of key client stakeholders' business needs, highlighting the internal & external pressures that make siloed operations unstainable.

Melbourne, Australia

Hand-selected to lead a project on the comprehensive redesign of the Commercial Insight Training Program, tailored for 220+ Commercial Leaders.Awarded Business Consultant of the Year 2019 for improving business analysis capability. Created a global knowledge-sharing network and accelerated the time-to-value of newcomers through tailored onboarding programs.Recognisedsed by the Executive Leadership with Excellence Award in 2019 for extraordinary performance in contributing to APAC's cloud revenue target achievement. Key Accountabilities: ✅ Proposal Development: maintaining schedules, organizing resources, coordinating inputs and reviews, ensuring bid strategy implementation, ensuring compliance, resolving internal team issues, and providing process leadership.✅ Revenue Generation: Provide Pre-Sales leadership on complex SaaS sales opportunities by working with the Sales Executives, Cloud Operations, and Customer stakeholders, including at the C-level.✅ Strategic Partnerships: collaborate closely with QAD's New Business & Channel Partner teams across our Startups and Mid-Market segments to successfully win new users.✅ Channel Partner Development: Build and mentor channel partner teams to design and deliver work streams, embedding agile working methods and providing clear structure and accountability for client engagement.

Fitzroy North

Led a project to assess and recommend new digital capabilities for a high-profile Local Government Sectors' Digital Transformation Project. Two primary business objectives were reduced operating costs and improved IT team productivity.To learn more, please review this case study by clicking the article below or via this URL: https://www.linkedin.com/pulse/has-organisation-found-6-step-formula-digital-success-tom-vlahek/Key Accountabilities:✅ Strategic Partnerships: influence internal and external stakeholders (Telstra) to enable digital capabilities for competitive advantage. ✅ Business Development: Manage a customer pipeline, revenue growth targets, and global go-to-market strategies in APAC territory.✅ Account Management: Develop account management strategies to meet the customer's needs while planning for future revenue and profit growth opportunities.

Mount Waverley

Assumed a critical leadership role in unifying the Commercial Operations of the 350-employee Automotive Retail Dealer Management System (DMS) organisation.Recognised by Executive Leadership and awarded "Newcomer of the Year" in 2014 for my significant contribution to sales revenue growth, operational efficiency, and customer satisfaction improvements.Key Accountabilities:✅ Go-To-Market Design: Build and nurture deep C-level relationships across direct/channel customers and shape complex transformations to drive customer success outcomes and long-term enterprise value.✅ Sales Model: Build the structures and culture to ensure the team leverages its combined strengths to drive customer success.✅ Salesforce: Attract diverse talent and focus on growing a team of multi-disciplinary Solution Engineers with varied and complementary skill sets whilst managing performance.

Melbourne

Directly recruited from the Sales Department to lead the Commercial Operations Organisation, assuming a leadership role in designing and delivering ASIC RG146 compliance programs across all stages, channels and touchpoints in the learner journey.Designed and developed a proprietary SaaS learning management system, increasing YoY SaaS sales revenue by enabling a digital learning channel for local/international students and financial services practitioners for the Top 100 Financial Services institutions in Australia. Key Accountabilities:✅ Cross-functional Team Leadership: Coaching talent in client engagements; mentoring cross-functional team members as they grow their problem-solving capabilities and stakeholder management skills.✅ Revenue & Profit Growth: Scale-out sales operational excellence programs that support corporate strategic goals.✅ People Development: Develop the strategic vision, translate it into a business strategy and manage/develop the execution across the technical sales team to create a compelling change narrative.

Melbourne, Australia

Key Accountabilities:✅ Opportunity Pursuit: Build and nurture deep C-level relationships across key customers and shape complex transformations to drive customer success and value outcomes.✅ Driving Results: Forge strong connections with product, innovation and education teams to stay ahead of product roadmap innovation to enable customers to maximise benefits.✅ Commercial Outcomes: conduct a cost-benefit and impact analysis to qualify SaaS technologies and new operating models' benefits and risks.

Melbourne, Victoria, Australia

Key Accountabilities:✅ Revenue Generation: Manage a customer pipeline, revenue growth targets, and global go-to-market strategies in APAC territory.✅ Business Development: Collaborate with Customer Enablement and Account Executives to facilitate Proof of Concepts (POC).✅ Trusted Business Partner: Work across functional teams (product and fulfilment) to provide customer feedback during the sales process to help improve the product portfolio.

Melbourne, Victoria, Australia

Key Accountabilities:✅ Strategic Partnerships: Managed the sales region for start-up enterprise, developing and implementing program/project plans to achieve strategic business objectives.✅ Channel Partner Management: Responsible for engineering the distribution network, procedures and support systems.✅ Organisational Culture: Own the culture, business strategy, execution and results of the Operations division, attract and mentor extraordinary people and grow a well-balanced, high-performing team for the start-up enterprise.

Lean Six Sigma, Process Improvement

Prince2, Project Management

Diploma, Financial Planning

Entrepreneurship: Developing Innovative Ideas

Certificate, Accounting Technology/Technician And Bookkeeping