Charles George Dobson
Sydney,Australia
Summary
Results-driven Account Executive with a proven track record spanning 20 years, excelling in complex sales cycle management and consultative selling. Adept at building trusted client relationships and negotiating high-value, multi year agreements.
Overview
22
22
years of professional experience
Work History
Account Executive - Enterprise & Digital Native
Google Cloud
07.2018 - Current
- Developed and executed territory plans to drive sales growth across ASX 20 and Scale-Up customers.
- Secured landmark $10m+ multi-year agreement with TEG (Ticketek) to transform their Fan Experience via Search and Chat through targeted senior executive engagement.
- Secured significant share of wallet expansion deals at Temple & Webster and The Iconic, both vs AWS, through high-impact presentations, effectively communicating the value alignment of Google Cloud's capabilities to customers data and AI driven business goals.
- Drove the Google For Startups Program in 2022/3, connecting Founders and VCs with Google's funding and technical enablement programs
Account Executive - ANZ
Actifio Inc
07.2016 - 06.2018
- Executed targeted lead generation campaigns leveraging Sales Navigator and Hubspot to drive new logo acquisition and expansion opportunities within the existing client base.
- Proposed Test Data Management solution after proactively prospecting to a new contact with Sydney Opera House, resulting in a 4 month sales cycle and a lighthouse new customer
- Drove market awareness of what was effectively a new solution category in region, educating and selling customers a solution to a problem they often didn't know existed.
Account Executive - NSW
VMware Australia
07.2015 - 07.2016
- Drove the sales execution of a NSW State Government and FSI territory.
- Developed and closed new $1m+ ARR Enterprise Agreements with ASX & PwC, consolidating ad-hoc and fragmented spend patterns.
- Developed and presented tailored sales pitches, collaborating with specialist sales teams, to effectively communicate solution benefits to diverse customer segments.
- Close collaboration with Legal counsel when negotiating complex, multi year contracts.
Partner Alliances Manager
VMware Australia
10.2011 - 08.2015
- Drove the growth of VMware's strategic partnerships with Dell, Accenture, CSC, Cisco.
- Development of senior executive, field, and marketing stakeholder relationships to increase VMware’s mindshare and share of wallet.
- Development of vertically targeted programs, such as patient care solutions for Healthcare.
Distribution Manager – ANZ
VMware Australia
04.2008 - 10.2011
- Responsible for the relationship between VMware and its 4 key Distributors.
- Developed broad based Marketing plans to increase mind share and drive solution awareness
Territory Sales Manager – VIC / ACT
VMware Australia
11.2006 - 04.2008
- Identified and closed new customer business through strategic lead generation and development.
- Executed territory sales strategies that drove a 65% increase in revenue YoY.
Software & Peripherals Sales Representative
Dell Australia
02.2004 - 10.2006
- Fast paced transactional sales role while learning the Dell business model.
- Constantly streamlined approach to increase sales efficiency, while maintaining a strong focus on customer outcomes.
Education
Bachelor of Arts (Honours) - Business Economics
Reading University
England09.2004
Skills
- Complex sales cycle management
- Consultative selling
- Effective communication & collaboration
- Territory planning
- Product presentation
- Customer relationship management
- Negotiation skills
- Strategic partnerships
References
- Hari Srinivasen, AI Sales Manager, Google Cloud, harisrinivasen@gmail.com
- Rob Barton, Public Sector Sales Manager, Palo Alto Networks, robbarton@paloaltonetworks.com
Timeline
Account Executive - Enterprise & Digital Native
Google Cloud
07.2018 - Current
Account Executive - ANZ
Actifio Inc
07.2016 - 06.2018
Account Executive - NSW
VMware Australia
07.2015 - 07.2016
Partner Alliances Manager
VMware Australia
10.2011 - 08.2015
Distribution Manager – ANZ
VMware Australia
04.2008 - 10.2011
Territory Sales Manager – VIC / ACT
VMware Australia
11.2006 - 04.2008
Software & Peripherals Sales Representative
Dell Australia
02.2004 - 10.2006
Bachelor of Arts (Honours) - Business Economics
Reading University