Experience

ThingsAt

• Australia
• Information Technology & Services
• 1 - 100 Employee

• Chief Executive Officer

  • Feb 2021 - Present



illion

• Australia
• Financial Services
• 400 - 500 Employee

• Sales Director - Telco & Utilites

  • Oct 2019 - May 2020

  illion provides end-to-end SaaS customer management solutions to clients in the financial services, telco, utilities and government sectors. Focus & Results • Led business turnaround and revenue growth strategy for the underperforming Telco & Utilities segment: − Delivered month on month growth in revenue within three months of appointment, reversing the historic trend of monthly declining revenues and increasing market share within the segment − Delivered comprehensive analysis of risk and opportunity, synthesising market analytics, customer insights and CRM data to identify key trends and develop targeted, data-driven strategies for growth − Transformed sales strategy and capability within the team to position illion as a trusted strategic partner across all aspects of the customer lifecycle, not just as a transactional service provider • Successfully retained and renegotiated large Tier 1 Telco account, repairing historically damaged customer relationships and transforming the customer experience to secure a 3 year contract • Provided leadership, development and direction to a the Sales team, proactively addressing historic underperformance, setting clear goals and providing active coaching and professional development to enable a consistent, strategic approach to customer relationship management and solution selling • Delivered customer advocacy and business intelligence to inform new product development; championing the delivery of a new prediction model to identify customers at risk of hardship and enable proactive interventions and support to avoid debt: − Delivered a first of a kind solution to a significant risk and challenge within the Utilities sector • Worked collaboratively with colleagues across Product; Marketing; Operations; Projects; On-boarding and Customer Success teams, fostering cohesion to provide a seamless customer experience • Optimised Salesforce CRM capability and significantly improved the quality of business intelligence (BI) Show less



Access4

• Australia
• Software Development
• 1 - 100 Employee

• Sales and Marketing Director - Go to Market

  • Apr 2016 - Jul 2019

  Access4 Pty Ltd provides a single cloud platform for unified communications (UCaaS). The business was founded in 2016 and has enjoyed over 150% growth year on year to become a leading provider of enterprise communications to suit evolving technology and growing business needs. Focus & Results • Developed and executed go-to-market strategy for Access4’s innovative and market disruptive unified communications platform, which facilitated exponential and continuing growth: − Delivered 150% YoY growth • Established Access4 as the market leader, signing over 80 channel partners and delivering Cloud UC solutions to 4,000+ end customer businesses: − Developed a comprehensive channel program encompassing training, marketing, sales, partner support and channel management across Australia and New Zealand − Conceptualised and managed a customer experience program to achieve +43NPS • Worked as a Company Director and part of the executive team to direct strategy, establish robust governance and manage capital raising via Private Equity markets: − Managed investor relations to secure private equity investment − Responsible for financial governance including P&L management and cash flow optimisation Show less



Optus

• Australia
• Telecommunications
• 700 & Above Employee

• Director of Enterprise Sales

  • Apr 2013 - Apr 2016

  Optus is the second largest wireless telecommunications provider in Australia, operating a number of wholly owned subsidiary brands including Uecomm. Director of Enterprise Sales for Optus Business was a dual role, managed concurrently with the responsibilities of Head of Enterprise Sales for Uecomm.• Led mid-market Enterprise Sales strategy and capability across the eastern seaboard, responsible for a $400M revenue business and a regionally dispersed team of 60+: − Delivered 190% year on year increase in sales (FY14) • Sales lead for the Optus’ National ICT transformation, transitioning the historically telecommunications-focused sales team to a team of ICT solution experts • Transformed structure and capability within the sales team, integrating Product specialists and Category/Customer Segment experts and fostering a cohesive approach to sales:− Implemented transparent performance and talent management frameworks to recognise and reward high performance, providing ongoing sales leadership coaching to engender a results-focused culture• Implemented data-driven continuous improvement frameworks to identify risks, trends and opportunities and develop targeted initiatives to improve results: − Delivering sales qualification and strategy training to improve close rates against committed pipelines: improved sales conversion rates from 29% to 62% and then to 92% against committed forecasts Show less

• Head of Enterprise Sales, Uecomm

  • May 2012 - Mar 2016

  Headhunted by Uecomm CEO to address declining sales performance , following acquisition by SingTel Optus, with a mandate to stabilise revenue, increase sales and establish a long term growth pipeline:− Delivered $11.8M in annualised sales FY14, representing a 300% year on year increase− Increased Uecomm national product sales by over 100% YoY in FY15 and FY14• Analysed CRM data and identified critical risks leading to high rates of customer churn and a loss of $200K recurring revenue per month:− Proactively addressed internal competition threats from Optus Business sales team, working directly with Optus executive team to institute governance frameworks and policies to prevent internal competition− Influenced restructure within Optus Business− Halved customer churn during tenure and increased customer renewals by 200%• Recruited and developed a high performing sales team, with no external recruitment costs Show less



Uecomm

• Telecommunications
• 1 - 100 Employee

• Head of Sales

  • Apr 2012 - Apr 2013

  I was specifically sought after to improve the sales performance of the national sales team based across the eastern seaboard of Australia accountable for new customer and revenue growth for the mid-market. During this period I developed and led initiatives to increase sales YOY by 300%, including driving increased performance through training and development which enhanced the salesforce's credibility with customers and internal stakeholders within Optus. I was specifically sought after to improve the sales performance of the national sales team based across the eastern seaboard of Australia accountable for new customer and revenue growth for the mid-market. During this period I developed and led initiatives to increase sales YOY by 300%, including driving increased performance through training and development which enhanced the salesforce's credibility with customers and internal stakeholders within Optus.



Macquarie Technology Group

• Australia
• IT Services and IT Consulting
• 200 - 300 Employee

• NSW Sales Manager, Commercial and Enterprise

  • Oct 2010 - Apr 2012

  Founded in 1992, Macquarie Telecom provides an end-to-end business communications platform that enables customers to make faster decisions on how to run and grow their businesses with confidence. This was a new role combining the Business Development and Retention teams into one to ensure that the entire customer life cycle was managed within one team improving our ability to service customers.This focus of this role was to lead business development into the commercial and enterprise market segments, and retention of Macquarie Telecom's key hosting customer. Show less

• NSW Sales Manager - Macquarie Hosting

  • Apr 2010 - Oct 2010

  This focus of this role was to lead a team of Business Development Managers in the Hosting and Selective Sourcing space.



Uecomm

• Telecommunications
• 1 - 100 Employee

• Acquisitions Sales Manager

  • Oct 2008 - Apr 2010

  Focusing solely on new customer acquisition and mobility in NSW, reporting to the NSW State Manager and with a team of 8, this role was created during the realignment in NSW.I was accountable for new business growth in all market verticals excluding government and new mobility customers to the Optus Group

• Sales Manager - Banking NSW

  • Mar 2006 - Oct 2008

  Primarily covering the banking sector in NSW I managed a team of 11 Business Development Managers and Account Managers accountable for new customer growth and retention.

• BDM

  • Feb 2003 - Mar 2006

  As a senior member of the Banking and Finance team I was accountable for securing opportunities for Uecomm services in the banking, finance and insurance sectors in NSW. I consistently exceeded my sales targets acquiring key accounts including: • IAG: Ballarat to Burwood replication solution securing $1.4M in contract revenue• Leighton Contractors: securing $4M+ in contracts over 5 years • Deutsche Bank: Replication links for the primary production environment



AAPT

• Australia
• Telecommunications
• 200 - 300 Employee

• Senior Channel Manager (Connect.com.au)

  • May 2002 - Mar 2003

  AAPT is one of Australia’s leading wholesale and business-grade telecommunications carrier. Reporting to the National Channel Program Manager my primary role was to develop a viable long term leveraged channel model in NSW. This model was centred around leveraging channel partners to increase the output of a sales person at connect.com.au. The indirect team were able to achieve an output 1.5 times that of their direct counterparts.

• NSW Area Sales Manager (Connect.com.au)

  • Jan 2001 - May 2002

  Reporting to the Northern Regional Manager the focus of this role was to motivate and mentor a team of Corporate Sales Executives selling ISP services directly into the SME and Corporate markets in NSW.