Alicia Payne
Melbourne,VIC
Summary
A passionate and driven software sales specialist with 13 years experience in the ANZ and JAPAC markets. Team player, customer-focused and outcome driven. Always learning and committed to developing the next generation of talent as an aspiring leader of the future.
Overview
9
9
years of professional experience
Work History
Outbound Account Executive
Supermetrics
2022.12 - 2023.12
- -Employee #2 in Australia
- -New Business Development. Hunter role, purely outbound sales motion, across Australia and New Zealand and all Supermetrics products.
- -Closed 22 New Logo Deals YTD including Dominos Pizza Enterprises, Kogan.Com, Spotlight Retail Group, Aussie Broadband, Frank Green, Animates NZ.
- -Sourced and prospected my own book of business in conjunction with an SDR. Both responsible for booking meetings and aligned on business plan to achieve key metrics. Used tools such as LinkedIn, Apollo, Lusha and Zoominfo
- -Conducted territory planning each quarter with heavy focus on data and predictions based on number of activities and opportunities required to achieve monthly and quarterly targets
- -Managed deal cycle from end to end, including use of mutual close plans
- - Largest deal size $35K, average deal size $5K (all net new business)
- -Educated potential customers through product demonstrations and deep discovery
- -Founding Member of the Women @ Supermetrics Initiative, working with women across the globe to launch the ERG in June 2023.
Enterprise Growth Specialist
HubSpot
2022.05 - 2022.11
- *Responsible for new business and client acquisition in the Enterprise (200+ employees) segment through outbound prospecting, partner collaboration and the end to end management of the deal cycle
- *Sourced my own book of business in open territory, working with my virtual team (Business Development Representative, Solutions Engineer, Product Specialist, Partner Manager) to achieve aggressive monthly targets
- *Drove customer retention and upsell through collaboration with Customer Success Management and partners
- *Demonstrated the value of HubSpot to customers and prospects through product demonstrations and presentations
- *Mentored business development and small business representatives in the early stages of their careers.
Corporate Account Executive
Lucid
2020.01 - 2022.04
- Employee #3 hired in APAC Region.
- *Founding member of Lucid APAC team, member of hiring panel in recruitment process of 40+ prospective hires for the APAC team
- *Account Executive supporting Enterprise and Corporate customers across Australia, Japan and Indonesia. Responsible for both New Logo (Acquisition) and Expansion business.
- *Responsible for a book of 300 focus accounts, working closely with Customer Success and Regional Management to support the most strategic clients in the territory.
- *Relentless prospecting through hunting, farming and referrals, using tools such as LinkedIn, ZoomInfo, Outreach, Groove and Tableau.
- *Closed 44 new logos as of September 2021 across Corporate/ Enterprise segments.
- *Key wins include- Bytedance/Tiktok, ASUS (Taiwan), Latitude Financial Services, Flight Centre, Hitachi Systems Japan, Woodside Energy, Dominos Pizza Enterprises, Toyota Japan, Line Man Wongnai (Thailand), NTT Data, Fujifilm, Stax/Versent, Department of Economic Development Victoria, Softbank, A Cloud Guru and Telstra Health.
- *Responsible for life cycle of a deal, collaborating with SDRs, Sales Engineers, Customer Success and members of the product and leadership team across complex and strategic deals
- *Mentor and Mentee on Lucid’s formal mentoring program. Mentored 5 SDRs across Australia and the USA during my tenure.
- *Events and Marketing project lead for H1 2021; central point of contact for event vendors and our US marketing team to ensure all marketing events ran smoothly in region
- *Lead- Gender Equity subcommittee, Diversity and Inclusion Committee (APAC) for 2021.
Commercial Account Manager
Splunk
2017.02 - 2020.01
- Outbound Sales representative for non-named accounts across Australia. Acquisition territory with minimal existing accounts.
- Acquired 10 net new logos in FY19, 15 net new logos in FY18 across Local Government, FSI, Technology Services, Manufacturing, Education and Training, Defence, Health and Aged Care and Not for Profit organisations.
- Responsible for the whole life cycle of a deal, starting from scratch and building pipeline at Year End to 3*Quota ($3M)
- Led my virtual team -pre-sales, demand generation, channel sales, and my channel partners to ensure we had coverage across a large territory with regular cadences.
- Learned to demonstrate the Splunk platform via webinar or at meetings in the absence of a technical expert.
- Collaborated with marketing, distribution and channel partners on events and webinars to drive interest across the region, with a special focus on the SA market in FY19. Presented to customer groups on the value proposition of Splunk and ran training sessions for Security and IT Operations use cases.
- Provided weekly, monthly and quarterly forecasting via Aviso and SFDC.
- Collaborated with Marketing, Distribution and Best Practices on a campaign to build K-12 Education business
- *Mentor for SDR/BDRS and new team members
Inside Account Manager
Splunk
2015.02 - 2017.02
- Employee #17 in ANZ
- Conducted prospecting activities, lead generation and qualification, product demonstrations, discovery calls, lunch and learn and bespoke training sessions for specific accounts.
- Drove run rate deals within both the Enterprise and Strategic markets from qualification to closure. Key accounts included NAB, Westpac and subsidiaries, Vodafone, NSW Government agencies, CBA and subsidiaries as well as commercial and public sector accounts across the region.
- Supported territories with open headcount, as well as virtual account teams in both the Enterprise and Majors space. This not only included appointment setting but relationship building and back-end operations, including close collaboration on MSAs and EAAs with the Deal Desk teams, senior management and the customer.
- Mentored and trained new ISRs in the ANZ Team.
- Developed strong relationships with channel partners, distribution and the Splunk channel team throughout my assigned territories
- *Exhibited flexibility, tenacity, determination, the ability to execute with urgency and work under pressure during a key growth period for the ANZ Team.
Education
New Leader
Australian Institute of Management
Melbourne, VIC02.2024
Master of Music - Opera
Monash University
Melbourne, VIC11.2005
Bachelor of Music - Vocal Studies
Monash University
Melbourne, VIC11.2004
Skills
- New Business Acquisition
- Territory planning
- Contract Negotiation
- Customer Presentations
- Customer Relationship Management (CRM)
- Pipeline Management
- Account Management
- Forecasting
- Prospecting
Interests
Podcasting (see my podcast “Holding Space for Unicorns” on Spotify), Music, Hiking, Attending the Opera and Theatre, Book Club, Pilates, Travel
Timeline
Outbound Account Executive
Supermetrics
2022.12 - 2023.12
Enterprise Growth Specialist
HubSpot
2022.05 - 2022.11
Corporate Account Executive
Lucid
2020.01 - 2022.04
Commercial Account Manager
Splunk
2017.02 - 2020.01
Inside Account Manager
Splunk
2015.02 - 2017.02
New Leader
Australian Institute of Management
Master of Music - Opera
Monash University
Bachelor of Music - Vocal Studies
Monash University
Similar Profiles
Marvin HankeMarvin Hanke
Account Executive at SupermetricsAccount Executive at Supermetrics
Sara BraskénSara Braskén
Talent Acquisition Partner at SupermetricsTalent Acquisition Partner at Supermetrics
Perel DerenPerel Deren
Subway Employee at Subway Manager- +61 423 650 339Subway Employee at Subway Manager- +61 423 650 339