Mark Randall - Head of Go to Market, Australia Go to Market

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Work Background

HorizonXChief Commercial Officer

Feb. 2024Australia · Remote

ClipboardGo-to-market Advisor

Jan. 2024Australia · Remote

NexlInterim Chief Revenue Officer

Oct. 2023Australia · Remote

Australia Go to Market Pty LtdOwner

Aug. 2023Australia · RemoteHelping local startups and global tech companies improve their GTM in Australia, APAC and other international markets:- * Go-to-market planning, audit and recommendations * Fractional CRO / VP Sales / Regional VP support * Australia / APAC full cycle sales representation and marketing support (regional business incubation) * Channel partner acquisition and management * Talent acquisition

ProgramaGo-to-market Advisor

Oct. 2023 - Apr. 2024Australia · Remote

canibuildChief Revenue Officer (CRO)

Jul. 2023 - Feb. 2024Brisbane, Queensland, Australia · Remote

WP EngineVP, APAC Sales

Sep. 2020 - Jun. 2023Brisbane, Queensland, Australia · Hybrid• Built GTM plan and secured approval to open Brisbane office in July 2017, building a Sales & CX team of 20+ people. • Increased SaaS ARR from $2.5m to $20m USD / year). • Built strong channel partnerships that generated 50% of revenue • Regional spokesperson for media/events, including TickerTV, Ausbiz TV, Mumbrella360, Digimarcon APAC and many others. • Won the company's highest award "Supercharged Leader" in 2019 and the Sales Impact award in 2018. • First VP to exceed plan every month for an entire year in 2020. • Assisted with the integration of acquired business FlyWheel in Australia, and appointed Site Lead for the wider APAC team of 40+ people. • Consistently achieved best employee engagement scores globally (97% in Great Places to Work 2022 & 2023). • Pioneered new proactive sales models including proactive brand acquisition and a sales efficiency program.

WP EngineCountry Manager - Australia/NZ

Jun. 2017 - Sep. 2020Brisbane, Australia

WP EngineGo-to-market consultant

Jan. 2017 - Jun. 2017Australia

Bulletproof Group LimitedDirector of Sales and Marketing

Jul. 2013 - Dec. 2016Sydney, Australia• Appointed with a brief to accelerate growth and build the Sales and Marketing capability prior to an ASX listing in Jan-14. • Drove strategic decision to pivot the business to focus on the partnership with Amazon Web Services, establishing Bulletproof as the largest AWS partner in Australia/NZ at the time. • Rapid transformation of sales and marketing teams as we pivoted from hosting provider to end to end Cloud Services including DevOps and Agile Coaching, Cloud Professional Services and Security Consulting. • Delivered rapid increase in revenues from $14m in FY13 to $47m in FY16, with channel partnerships driving growth. • Grew the sales and marketing team from 6 to 40 people with consistently high engagement metrics. • Successfully established a Southern Region business based in Melbourne and helped integrate three acquired businesses. • Executive Sponsor for a number of key accounts including SBS, Qantas, Investec, Crownbet, Macquarie Bank and Woolworths.

Rackspace HostingCountry Manager (Australia/NZ)

Feb. 2009 - Jun. 2013Sydney, New South Wales, Australia• Led from start-up (first in region) to over forty staff and $45m+ in annual revenues. • Acquired over 3,000 clients including 30+ ASX listed entities. • Established channel partnerships with leading Digital Agencies • Consistently beat sales bookings quotas each year (114% to 206%) • Top Quartile in Racker (team) engagement surveys 2012 and GPTW #27 in first year of entering in 2013 • Led APAC business as interim MD from Sep-12 (Hong Kong/Australia)

Rackspace HostingEnterprise Sales Manager (EMEA)

Jun. 2006 - Feb. 2009Stockley Park, England, United Kingdom• Top sales achiever EMEA in 2007 with £285k MRR (192% of target). • Won "Presidents Club" award for 150%+ quarterly achievement on three separate occasions. • Led tough C-Level negotiations for renewals & upgrade contracts up to £2m. • Commercially responsible for largest and most complex EMEA accounts such as BBC, Deloitte & Touche, T-Mobile, Guardian Newspapers, Ipsos MORI, Genworth and the Ministry Of Defence

Techex Communications Pty Ltd.Sales & Marketing Director

Nov. 2002 - Jun. 2006Sydney, New South Wales, Australia · On-site• Joined Techex Communications as Sales Director and Business Partner • Won PowerTel (Request Broadband) Platinum Partner of the Year 2002 & 2004 • Achieved #11 position on Business Review Weekly Fast100 list 2003-4 • Involved in sales of business to destra Business (ASX:DES) in 2004. • Promoted to Sales Director, destra Business in 2005 (ISP/Hosting/Domains) • Revenue increased from $1.3m to $22.0m over 4 years

ATL NetworksManaging Director

May. 1995 - Apr. 2002Wokingham, England, United Kingdom · On-site• Co-founded Managed Internet Security business with 3 others • Grew turnover to £4.7m with 30 employees • Successfully awarded Universa 97 & Thames Valley IT industry awards • Won BT Masters Club Award to Hong Kong for outstanding sales performance in 2000 • Sold to Venture Capital firm eVC in November 2001