Carol Bowman
Sydney
Summary
20+ years’ experience in sales, channel management, people management, strategy design and business transformation with top-tier global IT and Telco vendors across the UK, South Africa, Australia and New Zealand.
Regarded as a results-orientated, goal-driven and enthusiastic individual. I am a strategic thinker bringing together policy, external market conditions, customer business priorities and linking these together to formulate the go to market and creating think big ideas for customers. Passionate about building new business. Enjoy being creative and thinking outside the box.
My core competencies include managing sales, channels and alliances while delivering on revenue targets in excess of $40M. Above all; I am skilled in leading sales teams with a focus on strategy and operational excellence while building strong stakeholder and client relationship.
Core values are centered around integrity, trust, authenticity, compassion and empathy
Overview
22
22
years of professional experience
Work History
ANZ CHANNEL & ALLIANCES SALES LEAD
SERVICENOW
08.2023 - Current
- Self-motivated, with a strong sense of personal responsibility.
- Worked effectively in fast-paced environments.
- Streamlined onboarding process for new partners, reducing time to revenue generation.
- Managed a team of account managers responsible for day-to-day support of key channel partners, driving consistent revenue growth over time.
- Trained channel partners on product offerings and sales strategies, boosting overall sales performance.
- Evaluated performance data regularly to identify areas for improvement within the partner network and guide future strategy development.
- Established clear KPIs for measuring the success of channel initiatives, enabling data-driven decision making.
- Fostered a culture of collaboration within the organization, encouraging open communication between internal teams and external partners.
- Improved operational efficiency by streamlining internal workflows, resulting in faster response times to partner inquiries.
- Collaborated with cross-functional teams to develop targeted marketing materials for partner use.
- Developed comprehensive sales forecasts by monitoring partner performance metrics and adjusting strategies as needed.
- Enhanced partner relationships through regular communication and joint planning initiatives.
- Expanded company''s market presence by identifying and cultivating new channel partners.
- Developed solutions with partners to aid in winning new business.
NSW PUBLIC SECTOR LEAD
AMAZON WEB SERVICES
02.2021 - 07.2023
- Established a new team focused on expanding into net new greenfield accounts to drive scale and growth across NSWG.
- Recruited and onboarded 8x Account Executives.
- Implemented a new forecasting process and cadence.
- Implemented account and territory plans across focus accounts.
- Expanded reach outside of IT into lines of business for existing customers.
- Continued to drive focus on product diversity and growing our footprint across existing customers.
- Provided inputs into APJ executive QBR's.
- Provided inputs and participated in monthly leadership business reviews.
- Wrote and implemented to NSW sales strategy.
- FY22 delivered USD $37m (18% YoY growth)
- Grew proserve revenue by 115% YoY in FY22
- Added 25 net new billing accounts in FY22
NORTHERN REGION SALES DIRECTOR
SALESFORCE
03.2019 - 11.2020
- Lead the go to market strategy for the Australian Public Sector market across NSW and QLD to achieve high levels of both revenue growth and customer success.
- Manage a team of Account Executives responsible for enterprise accounts within the Public Sector business.
- Accurately manage the sales forecasting process for the assigned territory.
- Lead and coach the team to achieve/exceed their annual sales quotas by thoroughly qualifying all leads & sales opportunities and to leverage business from new & established relationships.
- Assist the Account Managers to drive strategic initiatives into the targeted communications accounts.
- Manage NSW Government Central Government Relationship Key Achievements:.
- FY20 saw YoY Growth of 26% and current YTD position is 131% YoY growth.
- Expanded team from 3 to 8 AE's and changed DNA of candidate profile.
- Build strategic 5 year joint success plan with NSW Government.
- Negotiate NSW Government Memorandum of Understanding.
- Renegotiate NSW WofG C662 Contract.
- Negotiate NSW Government Professional Services Contract.
STRATEGIC PARTNERSHIPS MANAGER
APPLE INC
10.2018 - 03.2019
- Build global strategic partnership with Dimension Data (NTT) incubated out of Australia.
- Establish ANZ partnership plan and initiatives.
- Identify immediate joint revenue opportunities through triad style partnerships leveraging DD's existing footprint with Cisco.
- Support sales teams on both vendor and partner side to drive deals to close including ANZ Bank.
SALES DIRECTOR
ORACLE CORPORATION
01.2016 - 10.2018
- Build business focused on rebuilding the team and pipeline.
- Lead the Northern Region field sales team across QLD, ACT & NSW.
- 7 direct reports specialising in HR software.
- Forecasting, pipeline management and reporting.
- Territory planning and goal setting.
- Performance management.
- Recruiting and on-boarding of all new hires.
- GTM Strategy planning Key Increase in pipeline through focused call days and creative demand gen activity.
- Rebuilt and on-boarded the sales team.
NATIONAL SALES MANAGER
SAMSUNG
09.2014 - 09.2015
- Lead a team of 7x Partner Account Managers responsible for building and growing key partnerships to rapidly win mindshare and adoption of Samsung in Enterprise and grow successful partnerships with System Integrators (SI's) and Value Added Resellers (VAR's).
- Focused on establishing Samsung in the Enterprise space via key channel partners leading with a diverse portfolio including, Mobility (Smartphone, Tablet, Wearables, Security – Knox), Office Automation (A3 & A4 Multifunction Prints), Business LED Monitors, Large Format Display (Digital Signage, Interactive Whiteboards, Hospitality TV), Memory and Thin client.
- Responsible for building and executing the National Channel Strategy across Enterprise, Midmarket, SMB and Commercial Retail routes to market.
- Reengineered the marketing strategy and coop allocation process.
- Implemented new pipeline management and forecasting process.
- Won sales award within the first 6 months in role.
SENIOR CHANNEL MANAGER
ADOBE SYSTEMS
04.2012 - 01.2014
- Leading transformational change in business model across Adobe's largest solutions partners to support their aggressive strategy to migrate customers from perpetual to subscription environment.
- Including all sales enablement, strategy and revenue planning, local launch and execution across all aspects of the business.
- Deep management and engagement of high value partnerships (value $36M) to rapidly move mindshare to new subscription way of selling Adobe.
- Built best practice messaging around transformation to cloud / subscription that has been adopted worldwide.
- Achieved two sales awards in two years.
- One for significant double digit revenue growth of the largest SI partner and the second for contribution to a major media company win.
SENIOR BUSINESS MANAGER
RESEARCH IN MOTION
03.2011 - 04.2012
- Develop, build and establish winning relationships with big brands globally and locally.
- Enable sales teams across carriers and alliance partners.
- Recruit new partners to BlackBerry Platform as development platform of choice for mobile applications across consumer, B2C and Enterprise.
- Own overall applications and Partner community business Key Achievements:.
- Recruited, managed and supported local application developer community enterprise solution partners.
- Generated pipeline of high potential strategic partnership opportunities.
- Sourced solutions for Strategic Alliances / Business Development teams based on priorities and revenue strategy.
- Leveraged developer programs, Partner programs, Developer Relations, Enterprise sales and marketing teams to drive success of key application developers and Solution Providers.
SENIOR PARTNER ACCOUNT MANAGER
MICROSOFT
12.2003 - 09.2010
- Channel capacity planning to recognise the gap in the MS partner map.
- Identify a list of high potential vertically focused partner prospects from different segments to be approached and fully on-boarded as a Microsoft Dynamics partner.
- Support business growth with each Partner through business planning and joint selling initiatives into new and existing customer base Recruited, enabled and activated 37 partners in three years Established Partner Development Centre in Australia and was recognised as a global best practice for service offerings and selection process.
- Evolved the recruitment of partners from a horizontal numbers approach to a strategic vertical approach based on “fewer deeper” thinking.
- Gold Star Winner FY09 – High achiever award.
Education
BA - International Business
Thames Valley University
ReadingNo Degree - AWS Certified Cloud Practitioner
Person Vue
Sydney 04.2021
Skills
- Business Administration
- Business Development
- Performance management
- Recruiting
- International Business
- Enterprise
- Business planning
- Capacity planning
- Central Government
Timeline
ANZ CHANNEL & ALLIANCES SALES LEAD
SERVICENOW
08.2023 - Current
NSW PUBLIC SECTOR LEAD
AMAZON WEB SERVICES
02.2021 - 07.2023
NORTHERN REGION SALES DIRECTOR
SALESFORCE
03.2019 - 11.2020
STRATEGIC PARTNERSHIPS MANAGER
APPLE INC
10.2018 - 03.2019
SALES DIRECTOR
ORACLE CORPORATION
01.2016 - 10.2018
NATIONAL SALES MANAGER
SAMSUNG
09.2014 - 09.2015
SENIOR CHANNEL MANAGER
ADOBE SYSTEMS
04.2012 - 01.2014
SENIOR BUSINESS MANAGER
RESEARCH IN MOTION
03.2011 - 04.2012
SENIOR PARTNER ACCOUNT MANAGER
MICROSOFT
12.2003 - 09.2010
BA - International Business
Thames Valley University
No Degree - AWS Certified Cloud Practitioner
Person Vue
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