Chief Revenue Officer

• May 2023 - Present

Global Head of Sales

• Feb 2022 - May 2023

My role is to work with the talented team here at SuiteFiles to take our growth to the next level. For businesses facing pressure to move to the cloud, it’s important to find a document management system which allows them to hit the ground running. SuiteFiles is one integrated cloud system built to help businesses securely manage their files, emails, templates and more. Connected to the tools that matter to businesses, SuiteFiles lets you work seamlessly with your files and client data… Show more My role is to work with the talented team here at SuiteFiles to take our growth to the next level. For businesses facing pressure to move to the cloud, it’s important to find a document management system which allows them to hit the ground running. SuiteFiles is one integrated cloud system built to help businesses securely manage their files, emails, templates and more. Connected to the tools that matter to businesses, SuiteFiles lets you work seamlessly with your files and client data. No pain, no headaches - just great cloud file management to make your business hum.

Member

• Oct 2020 - Present

Chief Revenue Officer

• Jan 2020 - Jan 2022

As a member of the senior leadership team, reporting to the CEO, I joined Nomos One at a difficult time. They had recently restructured with an interim CEO in place, a capital raise to ensure business continuity and a drastic reduction to staff, from over 100 staff to 16. Joining the same week as the new permanent CEO, my role was multi-faceted, ensuring that we retained existing customers, rebuilding the sales and marketing functions and acquiring new clients while remaining adaptive… Show more As a member of the senior leadership team, reporting to the CEO, I joined Nomos One at a difficult time. They had recently restructured with an interim CEO in place, a capital raise to ensure business continuity and a drastic reduction to staff, from over 100 staff to 16. Joining the same week as the new permanent CEO, my role was multi-faceted, ensuring that we retained existing customers, rebuilding the sales and marketing functions and acquiring new clients while remaining adaptive throughout the global pandemic. ACHIEVEMENTS INCLUDED - Grew revenue 35% in the first year, adding 28 (15% growth) new clients, with a churn of around 0.1% per month. - Due to this revenue growth and sharp eye on costs, the business returned to profit and is well poised to continue its growth. Staff levels are now at 50 FTE - Built a revenue team, including marketing, business development and customer success including team members in Australia, all remotely. - Rekindled dormant relationships with partners that have been “burnt” by the changes going on in Nomos One as well as building new channels to market - Identified acute revenue leakage and potential growth in existing accounts. Designed a strategy that led to ROI in 3 months and a significant uplift in ARR Show less As a member of the senior leadership team, reporting to the CEO, I joined Nomos One at a difficult time. They had recently restructured with an interim CEO in place, a capital raise to ensure business continuity and a drastic reduction to staff, from over 100 staff to 16. Joining the same week as the new permanent CEO, my role was multi-faceted, ensuring that we retained existing customers, rebuilding the sales and marketing functions and acquiring new clients while remaining adaptive… Show more As a member of the senior leadership team, reporting to the CEO, I joined Nomos One at a difficult time. They had recently restructured with an interim CEO in place, a capital raise to ensure business continuity and a drastic reduction to staff, from over 100 staff to 16. Joining the same week as the new permanent CEO, my role was multi-faceted, ensuring that we retained existing customers, rebuilding the sales and marketing functions and acquiring new clients while remaining adaptive throughout the global pandemic. ACHIEVEMENTS INCLUDED - Grew revenue 35% in the first year, adding 28 (15% growth) new clients, with a churn of around 0.1% per month. - Due to this revenue growth and sharp eye on costs, the business returned to profit and is well poised to continue its growth. Staff levels are now at 50 FTE - Built a revenue team, including marketing, business development and customer success including team members in Australia, all remotely. - Rekindled dormant relationships with partners that have been “burnt” by the changes going on in Nomos One as well as building new channels to market - Identified acute revenue leakage and potential growth in existing accounts. Designed a strategy that led to ROI in 3 months and a significant uplift in ARR Show less

Head of Client Relations (Head of Sales)

• Jan 2017 - Sep 2019

Reporting to the CEO as part of the senior leadership team, I played a key role in helping TMNZ transform the way NZ businesses pay their tax. In addition to building trusting professional relationships with key stakeholders, I worked closely with the executive team to align our business, people and technology strategies; enabling TMNZ to continue its growth by innovating methods to streamline company taxpaying activities and ensuring long-term success through extensive internal… Show more Reporting to the CEO as part of the senior leadership team, I played a key role in helping TMNZ transform the way NZ businesses pay their tax. In addition to building trusting professional relationships with key stakeholders, I worked closely with the executive team to align our business, people and technology strategies; enabling TMNZ to continue its growth by innovating methods to streamline company taxpaying activities and ensuring long-term success through extensive internal collaboration. ACHIEVEMENTS INCLUDE - Acknowledged for enabling a consecutive gross margin growth + a significant increase in revenue in this mature business, which has allowed TMNZ to double their team size. - Achieved multiple years well over 100% of targets for gross and net profit - Coaching individuals on how their actions impact others and linking each individual’s role to the company purpose and vision, I have fostered a harmonious team environment where previously there was tension and silos. Excellent team culture and engagement scores evidence the success of this one-on-one leadership approach. - Strengthened the TMNZ sales pipeline by implementing a ‘Premium Partnership’ channel program that has delivered a significant increase in revenue and transactions year-on-year. This was achieved by delivering additional value without using price as the primary motivator, in a heavily commoditised industry. - Drove revenue to 127% of the budget by implementing processes around effective deal management and changing our old key product line method. - Integral in positioning TMNZ as trustworthy among global partners, resulting in successfully securing preferential status (not previously achieved). - Coaching and developing an entirely new tier of leadership (2nd tier), and cultivating a natural succession plan by exercising inspirational leadership to enable team members to transition into leadership roles. Show less Reporting to the CEO as part of the senior leadership team, I played a key role in helping TMNZ transform the way NZ businesses pay their tax. In addition to building trusting professional relationships with key stakeholders, I worked closely with the executive team to align our business, people and technology strategies; enabling TMNZ to continue its growth by innovating methods to streamline company taxpaying activities and ensuring long-term success through extensive internal… Show more Reporting to the CEO as part of the senior leadership team, I played a key role in helping TMNZ transform the way NZ businesses pay their tax. In addition to building trusting professional relationships with key stakeholders, I worked closely with the executive team to align our business, people and technology strategies; enabling TMNZ to continue its growth by innovating methods to streamline company taxpaying activities and ensuring long-term success through extensive internal collaboration. ACHIEVEMENTS INCLUDE - Acknowledged for enabling a consecutive gross margin growth + a significant increase in revenue in this mature business, which has allowed TMNZ to double their team size. - Achieved multiple years well over 100% of targets for gross and net profit - Coaching individuals on how their actions impact others and linking each individual’s role to the company purpose and vision, I have fostered a harmonious team environment where previously there was tension and silos. Excellent team culture and engagement scores evidence the success of this one-on-one leadership approach. - Strengthened the TMNZ sales pipeline by implementing a ‘Premium Partnership’ channel program that has delivered a significant increase in revenue and transactions year-on-year. This was achieved by delivering additional value without using price as the primary motivator, in a heavily commoditised industry. - Drove revenue to 127% of the budget by implementing processes around effective deal management and changing our old key product line method. - Integral in positioning TMNZ as trustworthy among global partners, resulting in successfully securing preferential status (not previously achieved). - Coaching and developing an entirely new tier of leadership (2nd tier), and cultivating a natural succession plan by exercising inspirational leadership to enable team members to transition into leadership roles. Show less

Head of Talent Acquistion, Development and Training

• Apr 2015 - Apr 2016

Providing strategic oversight as a member of the senior leadership team at this high-growth start-up, it was my role to find great people, help set them up to succeed and ensure that they keep growing with Ora. In addition to overseeing all end-to-end aspects of four direct reports, I administered a broad spectrum of critical business functions, encompassing sales capability maximisation, HR management, recruitment, learning and development, workforce planning, and strategic structuring to… Show more Providing strategic oversight as a member of the senior leadership team at this high-growth start-up, it was my role to find great people, help set them up to succeed and ensure that they keep growing with Ora. In addition to overseeing all end-to-end aspects of four direct reports, I administered a broad spectrum of critical business functions, encompassing sales capability maximisation, HR management, recruitment, learning and development, workforce planning, and strategic structuring to increase overall corporate efficiency. ACHIEVEMENTS INCLUDED - Accelerated OraHQ’s entire recruitment process through the integration of a new ATS; development of an induction and sales training framework; and the creation of a companywide educational development programme. - Looking at what OraHQ clients required, I utilised my sales experience to design a bespoke training programme for our salespeople. - After building a telesales team from the ground-up via effective recruitment and training, this new team significantly outperformed the outbound sales team, achieving more sales and higher revenue with less staff in just two months. - Shaped and changed the overall vision and structure of the sales function, and boosted OraHQ’s overall leadership capability by designing and running OraHQ’s first-ever Leadership Development Programme. Show less Providing strategic oversight as a member of the senior leadership team at this high-growth start-up, it was my role to find great people, help set them up to succeed and ensure that they keep growing with Ora. In addition to overseeing all end-to-end aspects of four direct reports, I administered a broad spectrum of critical business functions, encompassing sales capability maximisation, HR management, recruitment, learning and development, workforce planning, and strategic structuring to… Show more Providing strategic oversight as a member of the senior leadership team at this high-growth start-up, it was my role to find great people, help set them up to succeed and ensure that they keep growing with Ora. In addition to overseeing all end-to-end aspects of four direct reports, I administered a broad spectrum of critical business functions, encompassing sales capability maximisation, HR management, recruitment, learning and development, workforce planning, and strategic structuring to increase overall corporate efficiency. ACHIEVEMENTS INCLUDED - Accelerated OraHQ’s entire recruitment process through the integration of a new ATS; development of an induction and sales training framework; and the creation of a companywide educational development programme. - Looking at what OraHQ clients required, I utilised my sales experience to design a bespoke training programme for our salespeople. - After building a telesales team from the ground-up via effective recruitment and training, this new team significantly outperformed the outbound sales team, achieving more sales and higher revenue with less staff in just two months. - Shaped and changed the overall vision and structure of the sales function, and boosted OraHQ’s overall leadership capability by designing and running OraHQ’s first-ever Leadership Development Programme. Show less

Country Manager - New Zealand

• Apr 2014 - Apr 2015

Hired during a period of product transition, with this strategic business development role having a critical focus on retention, I was responsible for steering the entire product transition process. Selling SaaS/Cloud base talent management solutions, I simultaneously managed local, regional and global inside sales, channel partners, solutions consulting, implementation and marketing resources to enable optimisation of service delivery and organisational growth for SilkRoad New… Show more Hired during a period of product transition, with this strategic business development role having a critical focus on retention, I was responsible for steering the entire product transition process. Selling SaaS/Cloud base talent management solutions, I simultaneously managed local, regional and global inside sales, channel partners, solutions consulting, implementation and marketing resources to enable optimisation of service delivery and organisational growth for SilkRoad New Zealand. ACHIEVEMENTS INCLUDED - Facilitating business growth, despite inadequate offshore support for NZ business, I was very successful in managing retention, with only one customer lost during my tenure (with that customer replaced by a new addition). - Succeeded in tendering for complex, yet highly profitable projects through the formation of strategic coalitions with partners. Show less Hired during a period of product transition, with this strategic business development role having a critical focus on retention, I was responsible for steering the entire product transition process. Selling SaaS/Cloud base talent management solutions, I simultaneously managed local, regional and global inside sales, channel partners, solutions consulting, implementation and marketing resources to enable optimisation of service delivery and organisational growth for SilkRoad New… Show more Hired during a period of product transition, with this strategic business development role having a critical focus on retention, I was responsible for steering the entire product transition process. Selling SaaS/Cloud base talent management solutions, I simultaneously managed local, regional and global inside sales, channel partners, solutions consulting, implementation and marketing resources to enable optimisation of service delivery and organisational growth for SilkRoad New Zealand. ACHIEVEMENTS INCLUDED - Facilitating business growth, despite inadequate offshore support for NZ business, I was very successful in managing retention, with only one customer lost during my tenure (with that customer replaced by a new addition). - Succeeded in tendering for complex, yet highly profitable projects through the formation of strategic coalitions with partners. Show less

National Sales Manager

• Jul 2013 - Mar 2014

As National Sales Manager, I was responsible for identifying business development opportunities through customer acquisition, the implementation of creative campaigns, and by helping our customers solve their business challenges with innovative technology. In addition to carrying out traditional sales functions, I was required to employ my broad technical expertise (including with DaaS, IaaS, managed IT support services, and IT consulting and design services); working closely with potential and… Show more As National Sales Manager, I was responsible for identifying business development opportunities through customer acquisition, the implementation of creative campaigns, and by helping our customers solve their business challenges with innovative technology. In addition to carrying out traditional sales functions, I was required to employ my broad technical expertise (including with DaaS, IaaS, managed IT support services, and IT consulting and design services); working closely with potential and existing customers to enable the determination and provision of technology solutions. ACHIEVEMENTS INCLUDED - Recognised for developing and building repeatable sales frameworks, which optimised business revenue. - Successfully entered into a new niche market via the introduction of a productised offering. Show less As National Sales Manager, I was responsible for identifying business development opportunities through customer acquisition, the implementation of creative campaigns, and by helping our customers solve their business challenges with innovative technology. In addition to carrying out traditional sales functions, I was required to employ my broad technical expertise (including with DaaS, IaaS, managed IT support services, and IT consulting and design services); working closely with potential and… Show more As National Sales Manager, I was responsible for identifying business development opportunities through customer acquisition, the implementation of creative campaigns, and by helping our customers solve their business challenges with innovative technology. In addition to carrying out traditional sales functions, I was required to employ my broad technical expertise (including with DaaS, IaaS, managed IT support services, and IT consulting and design services); working closely with potential and existing customers to enable the determination and provision of technology solutions. ACHIEVEMENTS INCLUDED - Recognised for developing and building repeatable sales frameworks, which optimised business revenue. - Successfully entered into a new niche market via the introduction of a productised offering. Show less

Associate Director, ICT

• Feb 2013 - Jul 2013

As Associate Director of ICT, I was responsible for leading the ICT recruitment team in Hudson's Auckland office. This comprised leading a team of four, while also working with clients to recruit candidates for specialist ICT roles. As Associate Director of ICT, I was responsible for leading the ICT recruitment team in Hudson's Auckland office. This comprised leading a team of four, while also working with clients to recruit candidates for specialist ICT roles.

Manager - Business Development

• Apr 2012 - Oct 2012

Hired by Plan-b to build an Auckland BDM team, I was responsible for strategic business development and customer acquisition across Plan-b's IaaS and Business Continuity suite of solutions. Working across all market tiers and segments, I provided customers with end-to-end business continuity and assurance solutions. Hired by Plan-b to build an Auckland BDM team, I was responsible for strategic business development and customer acquisition across Plan-b's IaaS and Business Continuity suite of solutions. Working across all market tiers and segments, I provided customers with end-to-end business continuity and assurance solutions.

Sales Manager - ICT Sourcing

• Dec 2010 - Apr 2012

This Sales Management position led a team of 14 in the Northern Region procurement sales team. This team covers all segments of Gen-i's client base, from 50 - 20,000 seat organisations and was targeted with delivering over $73m of revenue and more than $5m of gross margin. One of the key aspects of this role was to lead, inspire, mentor, train, grow and develop the Northern Region procurement sales and support teams, whilst enabling them to deliver stretch targets and objectives across… Show more This Sales Management position led a team of 14 in the Northern Region procurement sales team. This team covers all segments of Gen-i's client base, from 50 - 20,000 seat organisations and was targeted with delivering over $73m of revenue and more than $5m of gross margin. One of the key aspects of this role was to lead, inspire, mentor, train, grow and develop the Northern Region procurement sales and support teams, whilst enabling them to deliver stretch targets and objectives across multiple customer segments.

Business Development Manager

• Dec 2007 - Dec 2010

This role was designed to specifically target growing IT revenue in the Gen-I Australasia Key Accounts team in Auckland. These are amongst the biggest and most strategically important customers within Gen-I. This role required multiple different selling techniques everything from transactional sales with procurement teams, to strategic planning conversations with CxO’s to responding to RFPs. Much of this role was spent hunting for new opportunities in accounts where Gen-I has had… Show more This role was designed to specifically target growing IT revenue in the Gen-I Australasia Key Accounts team in Auckland. These are amongst the biggest and most strategically important customers within Gen-I. This role required multiple different selling techniques everything from transactional sales with procurement teams, to strategic planning conversations with CxO’s to responding to RFPs. Much of this role was spent hunting for new opportunities in accounts where Gen-I has had more of a traditional Telco presence and limited IT exposure. Securing this business was done across multiple levels. This included securing the strategic relationship with the senior executives, building personal and business relationships with the operational IT/Procurement teams and putting in place systems and processes in order to reduce the total cost of purchase, and simplify the sales process for the customer.

Enterprise Account Manager

• May 2007 - Dec 2007

This was an Account Management role in a technical business. This role required me to deal with all levels of large Enterprise Organisations, and required me to adapt my selling techniques to the individual. These range from 30,000 ft strategic conversations with CEO or CIO’s to detailed technical discussions with IT Managers This was an Account Management role in a technical business. This role required me to deal with all levels of large Enterprise Organisations, and required me to adapt my selling techniques to the individual. These range from 30,000 ft strategic conversations with CEO or CIO’s to detailed technical discussions with IT Managers

Business Solutions Specialist

• Dec 2004 - May 2007

This account management position involved me managing the needs of Gen-i customers, evaluating their technological and business needs and designing solutions, to allow them to achieve those goals. During my time at Gen-I I managed relationships with customers ranging from SMB’s to larger corporate companies. The role involved working very closely with multiple people within the organization, from CEO through to IT Mangers and Procurement Managers, gaining a thorough knowledge of… Show more This account management position involved me managing the needs of Gen-i customers, evaluating their technological and business needs and designing solutions, to allow them to achieve those goals. During my time at Gen-I I managed relationships with customers ranging from SMB’s to larger corporate companies. The role involved working very closely with multiple people within the organization, from CEO through to IT Mangers and Procurement Managers, gaining a thorough knowledge of their business. Then applying that knowledge and also my technical skills and understanding of what Gen-I had to offer, pro-actively identify opportunities. The solutions I have designed for my customers range from simple internet connectivity, to complex managed WAN environments, digital & IP telephony and server/LAN infrastructure. As Gen-I was part of Telecom NZ, the largest Telco in NZ, these solutions could, and often did, encompass a complete ICT solution. Show less This account management position involved me managing the needs of Gen-i customers, evaluating their technological and business needs and designing solutions, to allow them to achieve those goals. During my time at Gen-I I managed relationships with customers ranging from SMB’s to larger corporate companies. The role involved working very closely with multiple people within the organization, from CEO through to IT Mangers and Procurement Managers, gaining a thorough knowledge of… Show more This account management position involved me managing the needs of Gen-i customers, evaluating their technological and business needs and designing solutions, to allow them to achieve those goals. During my time at Gen-I I managed relationships with customers ranging from SMB’s to larger corporate companies. The role involved working very closely with multiple people within the organization, from CEO through to IT Mangers and Procurement Managers, gaining a thorough knowledge of their business. Then applying that knowledge and also my technical skills and understanding of what Gen-I had to offer, pro-actively identify opportunities. The solutions I have designed for my customers range from simple internet connectivity, to complex managed WAN environments, digital & IP telephony and server/LAN infrastructure. As Gen-I was part of Telecom NZ, the largest Telco in NZ, these solutions could, and often did, encompass a complete ICT solution. Show less

Information Systems Manager

• Jun 2002 - Dec 2004

Senior IT Support/Project Manager

• Oct 2000 - Sep 2001

Senior Support Engineer

• May 1999 - Oct 2000

Junior IT Co-Ordinator

• Jun 1997 - Jun 1998