Daniel Jones
Melbourne,Australia
Summary
A personable and trustworthy Account Executive with over 17 years of sales experience and 8 years of performing in a fast-paced software sales department. The last two organisations I've worked for have adopted the "Command of the Message" sales methodology which I have been practising and focusing on strategic and value-based selling. Bringing forth a proven track record of working collaboratively with sales teams to achieve goals, increase revenue gains, and wearing multiple hats in the organisation (e.g marketing, recruiting) to assist all areas of the go-to-market function in a lean team, aiming to penetrate new markets and increase local footprint with limited brand exposure.
Overview
8
8
years of professional experience
Work History
Enterprise Account Executive
Alation
Melbourne, Australia
04.2023 - Current
- Demonstrating the features and benefits of software solutions through presentations and product demonstrations tailored to the client's needs, resulting in several new business deals in ramp period (PEXA, St John of God Healthcare, CITIC Mining) Attaining 85% of Ramp quota
- Coaching and collaborating with champions and key stakeholders in long sales cycles to help move forward initiatives and remove potential blockers, keeping stakeholders accountable for a mutual action plan / go-forward plan to achieve the outcome in the agreed timeline
- Developed strategic sales plan to focus on target accounts and verticals with short to medium-term opportunity
- Utilised Salesforce to track customer relationships and sales opportunities
- Developed and maintained relationships with key decision-makers and stakeholders, resulting in New Business and referrals
- Researched customer industry trends and identified new opportunities for growth
Strategic Account Development APAC
Alation
Melbourne, Australia
12.2020 - 04.2023
- Engaging a range of stakeholders from mid-level through to C-suite developing opportunities that fit the ideal customer profile for Alation (typically $250m+ Revenue)
- Initially starting as a single representative across multiple markets in APAC, predominantly, Australia, New Zealand, Singapore & India
- Building and maintaining strong, long-lasting customer relationships
- Understanding customer needs and requirements to offer suitable solutions
- Participating in field events such as conferences, marketing events
- Wearing multiple hats, working with marketing collaboratively on pipeline health, local messaging, Interviewing new candidates
- Lead and coached on outreach strategies, copywriting and effective messaging
- Achievements: Annual presidents club winner Alation 2021/2022 - Puerto Rico (Top rep globally out of 35 - 180% to annual quota), 2022/2023 - Mexico (Top rep globally out of 35 - 173% to annual quota)
APAC Business Development Representative
ThoughtSpot
Melbourne, Australia
03.2019 - 12.2020
- Engaging a range of stakeholders from mid-level through to C-suite developing opportunities that fit the ideal customer profile for Alation (typically $250m+ Revenue)
- Initially starting as a single representative across multiple markets and time zones in APAC, predominantly, Australia, New Zealand, Singapore & India
- Participating in field events such as conferences, marketing events, executive lunches
- Wearing multiple hats, working with marketing collaboratively on pipeline, local messaging
- Lead and coached on outreach strategies and marketing approaches
- #1 Rep globally 2 years in a row, 2019 - 220% to annual quota, 2020-189% to annual quota
- Sourced iconic logos such as Woolworths (Endeavour Group), Crown Casino, Patties & more!
SDR Lead & Workforce Management Development Consultant
Ento
Melbourne, Australia
07.2016 - 03.2019
- Liaising with senior and C-level stakeholders to identify opportunities suitable for Ento
- Nurture Mid Market + Enterprise accounts through the buying cycle, driving qualified leads to Account Executive
- Work with the Head of Sales & Sales Operations to optimise processes, copywriting and outreach strategies
- Effectively manage CRM records to ensure complete visibility of pipeline & opportunities
- Support and team lead for SDR representatives for coaching/outreach strategies & training on approach to different market verticals
- Achievements: Revenue target $35k MRR consistently exceeded (notably 300% for June 2017), Role development from SMB to Mid Market + Enterprise opportunities, Maintaining 2 roles carrying a full sales quota, Leadership and training in assisting with the development of consultants, Opportunities generated resulting in more than $1mil revenue over a 12-month period
Skills
- New Business Development
- Sales
- Customer Relationship Management
- Problem Solving
- Account Management
- Analytics
- MEDDIC
- Command Of the Message Sales Methodology
Accomplishments
- Annual presidents club winner Alation
- #1 Rep globally 2 years in a row
- Woolworths (Endeavour Group)
- Crown Casino
- Patties
- Revenue target, $35k MRR consistently exceeded (notably 300% for June 2017)
- Opportunities generated, Resulting in more than $1mil revenue over a 12-month period
References
References available upon request
Hobbies and Interests
As a spirited foodie, I love exploring global cuisines, from Istanbul street food to the finer dining experience at Heston. I also enjoy travelling and discovering new places, whether it's enjoying the Swiss Alps or learning about the history and culture of cities and countries such as Japan or Vietnam. Sports-wise, I'm all about Liverpool FC, not missing a game and where my heritage lies, I also love catching an action-packed UFC card. My life's a mix of delicious flavours, exciting journeys, and thrilling sports.
Timeline
Enterprise Account Executive
Alation
04.2023 - Current
Strategic Account Development APAC
Alation
12.2020 - 04.2023
APAC Business Development Representative
ThoughtSpot
03.2019 - 12.2020
SDR Lead & Workforce Management Development Consultant
Ento
07.2016 - 03.2019
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