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Work Background
Alumni ServicesHead of Digital Innovation Practice | Professional GTM Hacker | Head of Sales
Aug. 2023Singapore
Amazon Web Services (AWS)Head of GTM Sales & Strategy, Asia Pacific & Japan
Sep. 2021 - Dec. 2022SingaporeRESPONSIBILITIES:
- Own Asia Pacific & Japan's Mid Market & SMB Go To Market Initiatives & Strategies
- Help a $1.6B business grow above the targeted 40% growth rate across the whole Region
- Ensure 1,000 Sellers and Solution Architects in 150 Territories each have the support, skills, initiatives and tools to lead business transformation / cloud sales at the highest possible level
- Work with each country to ensure bottom-up and top-down strategic plans and tailor these to respective market challenges and opportunities
- Ensure execution success management and outcomes against balanced scorecards
- Continuously review and Improve the productivity of AWS’s high performance teams MAJOR ACHIEVEMENTS:
- Above target performance rates achieved: 48% YoY Growth
- Introduced many firsts: Led the WW design of Industry Digital Maturity Roadmaps / Digitization Blueprints (for all Key Industries) which lay the foundational content for AWS Smart Hub, AWS.com's Industry Pages and Vertical Sales Plays. Nominated as the global innovator to lead this within just 4 months of joining AWS. Worked with 100 Solution Architects & Experts to complete the project & content’s readiness & relevance
- Designed the first ever Partner Practice Builder & Sales Acceleration Programs to ensure all existing and future Partner relationships become more sizable, profitable, differentiated and successful. Designed to work with all types of Partners: Service Providers, Managed Service Providers, Telcos, System Integrators, Distributors & Independent Software Vendors. Delivers incremental $2M in ARR (Annual Recurring Revenues) per Partner engagement with a target list of 180 Partners
- Designed, delivered and managed the first APJ wide Territory Planning Program built exclusively for the SMB market. Included Innovation-Led Training, Vertical Deep Dives & 1:1 Territory Planning Hackathons. Received perfect Feedback Scores of 5/5 and drove an average of $1.6M of incremental ARR per Sales Territory
VMI CollectiveChief Executive Officer & Founder
Apr. 2015 - Sep. 2021GlobalCEO, Founder & Principal of a global, multimillion dollar GTM Strategy, Consulting & Enablement Company exclusively delivering value added services to the IT Industry’s largest Vendors (eg: Cisco, VMware, Oracle, SAP, Google) and their entire Ecosystem (Service Providers, System Integrators, Telcos, Consulting and Distribution Partners) VMI: Vision | Momentum | Impact Founder & therefore the 1st employee. This changed rapidly, in one month we built a high performing team of 12 very seasoned individuals (all Director or above in our future focus customers), and all people who had impressed me over my previous 20 years of professional engagements, travels and exposure to talented people. Within 2 years we had grown to a global footprint of 22 cities and broken through each of the early start up hurdles and fairly entrenched in each of our strategic customers delivering what we believed was the first “Practical Consulting” Company & Services focused on being involved all the way to the desired outcomes using our proprietary Business Impact Framework & supporting Lifecycle Services. Decided to stop being a Global Principal after 7 years since the business and team were completely self running and I felt I had spent enough time working the market outside-in and it was time to work it inside-out again, hence joined AWS as a full time employee
Quadmark - Better Business OutcomesVIce President, Global Consulting & Enablement
Aug. 2010 - Apr. 2015GlobalAfter the huge success in my last job at Cisco (see below) I fell in love with bringing out the highest performance in people with the realization that anyone can be a high performer if given the right tools, frameworks, points of views, sales kits, messaging, talk tracks and execution processes. With this new love of strategic, purposeful enablement, I was compelled to decline the opportunity to be promoted to Director at a very young age at Cisco (an attempt to make me stay), a Director offer at Google and a VP offer at Salesforce.com to instead work for all of them… but also for myself by running a business within a business that would serve each of them Responsible for managing the Global Consulting & Enablement Practice with key customers worldwide and helping them through various initiatives overachieve their business strategies, goals and imperatives. Services delivered and offered personally or by my team:
Strategy: GTM Design, Planning Framework Design, Business Program Design, Channel Program Design, Management Consulting. Planning: Long Range, Partner Business, Partner Sales, Partner Growth, Regional, Territory & Account, Go To Market: GTM Optimization, Sales Coverage Models, Channel Optimization, Competitive Displacement Analytics & Insights: Territory Segmentation, Territory & Account Analytics, Partner Segmentation, Partner Profitability & Analytics Dashboards & Business Reviews: Business Dashboard Design, Review Frameworks & Facilitation Change Management: Roadmap Design, Project Management, Playbook Design and Communications Management Business Skills Enablement: Competency Frameworks, Coaching & Workshops around Sales, Financial, Planning, Channels, Business & Strategy Acumen Key Achievements: Grew my practice from $0 to $2.8M (single practitioner the first year) then to over $10M and beyond in Year 2 and similar continuous growth This experience also acted as a precursor & catalyst for the ideas and services that formed VMI Collective
Cisco SystemsHead of MidMarket Sales, Strategy & Go To Market, Asia Pacific
Jul. 2007 - Aug. 2010SingaporeRESPONSIBILITIES:
· Primarily responsible for the Mid Market segment and driving a $1B business with 256 Sellers, 122 Pre-Sales SEs and 40 Regional Sales Managers
· Collaborate with Corporate, Marketing, Channels and in-country Sales teams to drive growth in the Commercial market segments across all 13 countries in Asia Pacific (Australia, China, Hong Kong, India, Indonesia, Korea, Malaysia, New Zealand, Philippines, Singapore, Thailand, Taiwan & Vietnam)
· Drive APAC ability to achieve and exceed their assigned quotas and ensure that Customer & Partner satisfaction remains high
· Define with each country the optimal coverage & GTM models to ensure success
· Collaborate to design the best Strategies to drive growth for every Region, Sub Region & Territory
· Drive the implementation, project management & change management of the above defined Strategies
· Manage & grow the business MAJOR ACHIEVEMENTS:
· Fastest growing Mid Market business worldwide 3 out of 3 years with an average 35% YoY growth – even in the Global Financial Crisis achieved 5% growth despite a collapsing -20% market and global meltdown
· From $350M to $1B in 3 years (excluding $300M migration to Enterprise)
· Drove the design & implementation of an APAC wide Business Analytics platform & fact based Planning framework known as “GoldRush”
· Through the implementation of “GoldRush” generated $140M of incremental Pipeline and $100M of incremental Bookings within the first 12 months of the project’s aggressive rollout
· Changed the shape of the Mid Market business in APAC dramatically in just 3 years – prior to “GoldRush” 90% of MidMarket Business came from 11% of Accounts, after “GoldRush” 80% of the business came from 32% of Accounts
· Designed, managed and drove many projects end to end - from inception to implementation including Change Management at a Senior Level right down to every Account Manager level - Personally led successful pilots in the US & UK becoming recognized as a WW thought leader
Cisco SystemsSenior Sales & Market Development Manager, Asia Pacific Commercial, Asia, India & Korea
Nov. 2006 - Jul. 2007SingaporeRESPONSIBILITIES:
· Sales Development Manager of a $200M business
· Collaborate with Corporate, APAC Marketing, APAC Channels and in-country Sales teams to drive growth in the Commercial market segments of India, Korea and the 7 Asia Region countries (Indonesia, Malaysia, Philippines, Singapore, Thailand, Taiwan & Vietnam)
· Define with each country the optimal coverage & GTM (Go To Market) models possible to ensure success
· Collaborate to design the best Strategies to drive growth on a per Region basis
· Drive the implementation, project management & change management of the defined Strategies into each of the Regions MAJOR ACHIEVEMENTS:
· Managed a $200M business across multiple diverse countries
· Helped the countries grow their business by 30% from a $154M base with some particularly high performance (50% growth) in strategic countries such as India
· Managed to establish strong relationships in the 3 Regions (India, Korea & Asia) in a short period of time.
· Involved in many aspects of each Region’s planning activities - moving quickly from participant to facilitator to driver and trusted adviser of the sessions
· Designed a Long Range Planning framework & methodology which helped decide & shape the 3 year Strategies & Key Initiatives for all 9 countries
· Facilitated and drove the Long Range Planning workshops in all of the countries
· Drove the execution of the Long Range Plans in all of the countries
· Began to lead the early concept design of “GoldRush”
Cisco SystemsHead of Cisco Services, Commercial Segment, Asia Pacific
Mar. 2005 - Nov. 2006Sydney, New South Wales, AustraliaRESPONSIBILITIES:
· Leader of a $70M business
· Responsible for the Strategy, Planning, Implementation and Program management of all Commercial activities across Asia Pacific for Cisco Services.
· Drive APAC’s ability to achieve and exceed their assigned Quotas and ensure that Customer and Partner satisfaction remains high.
· Collaborate with Corporate, Marketing, Channels & In-Country Sales to drive Services Growth in the Commercial market segment.
· Develop business relationships with Channel Partners to enable their Services Sales Models
· Manage the Commercial business and spearhead new business growth by creating End User demand for the Cisco suite of Services (including New Offerings, Renewals & Lifecycle Services). MAJOR ACHIEVEMENTS:
· Managed to grow Commercial from $45M to $71M 2 years (total of 58% growth - well above 15% p.a target)
· Managed to grow the 2 Tier Channel business consistently at 30% YoY from FY04 to FY06 – well above the 20% target
· Successfully rolled out many unique new offerings subsequently ramping up new lines of Services business and finishing at 177% of plan
· Part of the core design team involved in reviewing the Global Commercial Portfolio and Go To Market – subsequently a key Architect (1 in only 4 worldwide) in the development of the SmartCare Managed Services offering
· Drove the Partner Validation & Feedback for SmartCare to such a successful engagement level that APAC represented over 50% of the global Partner sessions
· Key Stakeholder & Designer of many Channel Programs (eg: the “Distributor Services Co-Operative Fund” & “Pay 4 Performance” rebate program)
· Commercial TPO (Theatre Program Office) Lead and Owner for APAC
· Part of the CA Channels team which delivered the highest Partner Satisfaction results globally.
Cisco SystemsSenior Account Manager, New South Wales Region & Team Leader of Service Provider Resale, Australia
Aug. 2003 - Mar. 2005Sydney, New South Wales, AustraliaRESPONSIBILITIES:
· Drive new business growth by creating End User demand for the Cisco suite of products.
· Prospect for new business within the NSW Commercial Line of Business as part of a team needing to achieve a $13.5M target for FY2004 (Personal target of $4M)
· Focus on creating revenue from the following verticals: Banking/Insurance/Finance, Transport/Utilities, Manufacturing - All (Petrol Chemical Coal, General Machinery, IT Products, Food Beverage & Kindred Products), IT Suppliers, Service Providers, IT Suppliers & Mining MAJOR ACHIEVEMENTS:
· Achieved the personal expected budget of $4M revenue for the year within the first 7.5 months of the fiscal year
· Completed year with $9.8M worth of revenue finishing the year at 245%. · Was part of the NSW Commercial team which finished at 180% of expected target
· Prospected and closed the largest competitive IP Tel deal for the year within NSW Commercial by removing the incumbent Data & Voice vendor – total value of deal equalling $1M. This deal subsequently became the largest deal to have been closed within Commercial ANZ at the time.
· Re-established torn relationships within numerous important Accounts and Partners.
· Personally represented 40% of the Commercial NSW team’s entire Revenue (out of a team of 4)
· Worked part time on the Optus Resale team – assisted in the training and the development of Optus Account Executives and helped prepare them with the skills to sell Networking products. Upon commencement, the Optus Resale figures were at 70% attainment - through this weekly engagement, personally managed to turnaround this performance in 9 months so that Optus Resale finished at 130% of Target
· Was asked to be part of Cisco’s GCIC (Global Communication & Implementation Council) a council formed with only 20 hand-picked people worldwide to help develop and implement Sale’s Best Practices globally
Cisco SystemsSenior Account Manager, Victoria Region, Australia
Apr. 2002 - Aug. 2003Sydney & MelbourneRESPONSIBILITIES: · Drive business growth by creating End User demand for the Cisco suite of products.
· Prospect for new business within the Victorian Commercial Line of Business
· Focus on creating revenue from the following verticals: Banking/Insurance/Finance, Transport/Utilities, Retail/Wholesale & Professional Services - All (Legal/Accounting, Property/Business Services, Consulting/Recruitment) MAJOR ACHIEVEMENTS:
· Achieved the personal expected goal of $2.5M revenue for the year within the first 6 months
· Completed FY2003 with $4.8M worth of revenue, finishing the year at 192% achievement
· An additional $6.2M worth of opportunities was personally developed and passed to respective Territory managers to assist in the total Team target.
· Managed to prospect, develop and close the largest deal ever closed by the Inside Sales department in Australia (valued at $920,000)
· Was part of a team which finished at 130% of expected target in FY2002
· Represented around 40% of the entire Inside Sales department’s revenue (out of a team of 8)
· Was partnered with 3 Territory Managers instead of 1 whilst understaffed, therefore looking after the entire Victorian Commercial region from an Inside Sales perspective for over 6 months.
· Re-established torn relationships within numerous important accounts and partners.
· Completed CCDA (Cisco Certified Design Associate) within 5 months of commencing the role with a score 97.3%
· During the expansion of the Inside Sales group, assisted in the panel selection of new recruits. Was also involved in the subsequent mentoring and training of those new recruits.
ASI SolutionsBusiness Development Manager, Enterprise & Government
Sep. 2001 - Apr. 2002Sydney, New South Wales, AustraliaRESPONSIBILITIES: · Develop the existing client base and establish and foster new client relationships.
· Increase the company revenue by providing high-end sales and solutions into all corporate sectors and government departments.
· Specialise in providing solutions encompassing the whole spectrum of Information Technology & Communications
· Manage a Telesales department of 3 in their successful approach of prospecting potential clients along with canvassing of exiting clients. The main focus of this task was to approach new areas and sectors ASI had not truly dealt with before.
· To commit and hit weekly targets and personal budgets within the required deadlines
· Liaise with Business Development Managers of various Vendors and IT Solutions companies and to strategise on successful prospecting of new projects. MAJOR ACHIEVEMENTS: · Achieved the expected budget of $400,000 Gross Profit for the year within 6 months of commencement. Achieved this by developing $2,700,000 worth of revenue with an average of 15% Gross Profit
· Was solely responsible for all Government & Corporate sectors within NSW, excluding the Health & Education verticals.
· Re-established torn relationships within numerous important and major accounts.
· Involved in selling and consequently rolling-out challenger solutions including AMD, Foundry Networks and other platforms within many key accounts – these solutions never having truly been tried before within standard corporate environments of Australia.
· Effectively broke into the corporate sector, which had never been done successfully by ASI Solutions in the past, nor had it been their main focus segment for revenue.
· Prospected and forged a new Business Partnership & Product Line between ASI and Frontline Solutions (Sun Microsystems’ largest Platinum Reseller at the time).
TCESystem Engineer & Customer Lifecycle Manager
Mar. 2000 - Sep. 2001Sydney, New South Wales, AustraliaRESPONSIBILITIES:
· Performance of day-to-day tasks pertaining to the running of a National Multi-Protocol Corporate Data Network.
· Ensure that Technical Standards, Concise Documentation, Core Network Functionality and Reliability were strongly and efficiently maintained. · Network Troubleshooting and Maintenance. · Administration of Novell (NDS) & NT 4.0 servers.
· Administration of IP address blocks.
· Basic Administration of Linux & Unix Servers.
· DNS, DHCP, SMTP/POP3, Backup & Database Administration.
· Installation of Hardware and Software.
· Account Management of existing business relationships.
· Business Development and prospecting for new accounts
· Responsible for Administration and Maintenance of Contact Management Database. MAJOR ACHIEVEMENTS: · Purposely commenced at TCE to develop a stronger technical knowledge base as a bridge from the Banking & Finance industry into the IT industry
· After a year of employment, began using this technical knowledge to begin prospecting and other Sales activities in addition to the delegated Technical role.
· Involved in the cold calling, prospecting and finalisation of a major WAN rollout across Australia, which was valued at $5M for Hardware, Software and Services. Was also involved in the rollout of this particular WAN project - tasks included Project Management along with the on-site Implementation and Deployment.
Visdom: Visual DominationVIce President of Sales & Channels, Co-Founder
Mar. 1999 - Mar. 2001Sydney, New South Wales, AustraliaFirst company I set up. Large Advertising company which was the first to ever print directly on Construction Site Nets meaning we could make entire buildings being constructed become the largest advertising signs and installations in the world and therefore impactful and engaging Ran all Sales & Partner Ecosystem Divisions. Ran this business in parallel to remaining a Financial Consultant, Investment Advisor & Investment Banker. Company went from 2 people (original co-founders) to 102 people in just 1 year then grew to 200. Was able to exit after a highly successful sale after 2 years of operations
Giles Van Der Werf Financial PlanningInvestment Banking & Senior Financial Investment Advisor
Mar. 1998 - Mar. 2000Sydney, New South Wales, AustraliaRESPONSIBILITIES: · Manage a customer base of high net worth clients
· Develop tailored Financial Plans and Strategies for these clients and advise on how to best manage their Portfolios
· Prospect new clients via Cold Calling and other Sales activities
· Service referrals from major Accounting and Law Firms - researching client’s current situations in order to develop & manage personalized portfolios.
· Continue personal education and studies into the ever changing Laws and Legislation of Tax, Estate Planning, Investment Laws and other related topics.
· Organize and manage events such as Seminars and Technical briefings for staff and existing clients. MAJOR ACHIEVEMENTS: · Achieved the number 3 position for annual performance (out of 100 staff).
· Managed a team of 10 sales staff – duties involved Sales Skills training alongside General Team & Time Management skills. The team was set individual and group Targets each month. Group Targets were overachieved on two occasions and met on the third.
· Created a Direct Marketing and Telemarketing Database for approaching CBD professionals and managed a team of 4 Telemarketers
Saxby BridgeInvestment Banking & Financial Investment Advisor
Aug. 1996 - Mar. 1998RESPONSIBILITIES: · Creation of a client base from scratch via cold calling, specialising in CBD professionals.
· Concentration was purely on high net-worth clients.
· Develop new business and increase the company’s revenue
· Work closely with the Senior Managed Investment Specialists and Financial Planning Managers in the design of Managed Fund Portfolios and Proposals for clients.
· Successfully complete regular examinations covering the changing Superannuation, Compliance & Investment Laws within the Industry. MAJOR ACHIEVEMENTS: · Achieved the number 10 position (out of 147 staff members) on the Saxby Bridge National Top Ten Performers list within the first year of employment, achieving Rookie of the Year (youngest person ever)
· Maintained this position and was awarded numerous incentives by Saxby Bridge for outstanding performance, including attendances at overseas Conventions where only the top 15 performers qualified.
· Was awarded the Top Performer of the Month on 6 occasions and was one of the Top 5 Performers of the Month on 13 occasions.
· Developed original client base strictly from Cold Calling. After obtaining the first 30 clients, business was then built purely on referrals from these clients.
· Was one of the first employees to successfully concentrate only on high nett worth clients and therefore became a contributor to changing the company's focus.
· Developed a high profile client base made up of General Managers & Managing Directors of some of Australia’s largest companies, along with Partners of large International Law and Accounting Firms.
· Broke the record for the Highest First Year Revenue ever achieved.
· Broke the record for the Largest Excluded Superannuation Fund ever sold within the firm.
· Broke the record for the Largest Investment Property ever sold within the firm.
· Selected by management as Team Leader to build and improve teamwork and to help train \ mentor young new recruits
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