Darren Coghlan

Overview

• 35 named Enterprise accounts (install base & new logo focus)
• Install-base of 18 accounts ranging from $150k-$6.5M ARR.
• 60/40 split between new logo acquisition & install-base focus.
• Strong knowledge of customer/data transformation (front & back) + modern data architectures across all major cloud providers: Microsoft/AWS/GCP/SQL/open-source/etc

Pre-Sales Strategy

• 2-speed motion with sales strategy of defining accounts/opptys that are a) use-case/problem defined to allow deal acceleration on create & close; and b) education-based for key accounts to land big ACV.
• Orchestrate a large team-based selling approach to enterprise-grade deals with multiple resources managed ie partners, prof. services, pre-sales engineers/architects, client teams, etc.
• Multiple outbound streams of prospecting across BDR (cold-calling/email campaigns); LinkedIn Sales Navigator; my extensive network; Partner community; customer referrals; etc. to drive engagement & buy-in.

Success Story

• Secured 2YR partnership with CPA Australia; $148k ARR land on $20M Digital Transformation program; early renewal on 5YR deal with $752k uplift; focus on digital experience enhancement and cloud migration, using MuleSoft as iPaaS/APIM to unseat MS Azure.
• QBR's conducted with CIO/CFO to ensure strong AM.

Collaboration

• Partner strongly with Salesforce Pre-Sales Architects to develop defined POV, build solution collectively and validate with the client to solve the business problem.
• Extensive partner ecosystem to maintain and support with use cases clearly defined and communicated to ensure client is successful.

Notable Achievements

• Acquired 8 net new logos in FY21/22 (Highest in team)
• Surpassed quotas consistently: FY20/21 at 142%; FY21/22 at 112%; FY22/23 at 87%; FY23/24 at 74% YTD (at point of resignation)
• Secured avg NPS of 4.7/5 across 18 accounts.

Continuous Growth

• Ongoing product training & role-related knowledge

- Mapped to 6 Salesforce Account Directors across numerous industries with a territory of ~350 accounts.

- 28 install base accounts with ARR ~USD50k-400k

- Focus largely on driving new cloud lands within Salesforce install base as well as driving ACV independent of SF.

-USD780k quota

Success Story

Customer: APT Travel Group

Business Problem: Systemic issues with back-end processes on capturing payments and continuity of customer service records due to poor visibility over Customer360 within Contact Centre.

Solution: MuleSoft injected as the operational orchestration layer between SF and backend systems to allow legacy continuity while uplifting current processes to capture leaked revenue.

Deal size: US$124k new cloud land.

New Logos included: AFL, Spirit of Tasmania, Grill'd, APT, Intrepid, etc.

• General Enterprise & Higher Education Territory (pure hunter role)
• Required strategic account planning to determine focus accounts for year ahead and effective stakeholder management across HR/L&D/TA & build alignment with LinkedIn brand through tailored insights.
• Secured total of 17 net new logos with average ARR of USD113,600.
• Recognised success by SLT as rep most successful at selling by harnessing power of LinkedIn's Economic Graph data to drive student outcomes for Australian Universities.
• AE with most 5 year partnerships secured for FY20.
• Best Culture Add to Melbourne LinkedIn Office.
• Notable wins: University of WA ($1.2M TCV), Rio Tinto ($5.5M TCV), AGL ($1.4M TCV) & Coles ($1.M TCV in conjunction with Microsoft wider transformation deal)

• Effective account planning and stakeholder engagement to win new logos (purely hunter focus).
• Qualified leads, built relationships and executed sales strategies to drive new business.
• Recognised for highest TCV across all deals signed for FY18/19 with ARR of $88k per deal due to most 5YR contracts signed, helping to bolster org's commitment to long-term partnerships.
• Notable achievements include: RSPCA Victoria, Dentsu Aegis, Melbourne & Olympic Parks and RACGP.

• Business Engagement Program engaged 13,000 businesses Victoria-wide to connect government services with economic development.
• Responsibilities included reaching out to business leaders and securing time to visit on-site (average 15 meetings p/w).
• Meet Departmental execs regularly to discuss BI & program success metrics.

Corps de Ballet dancer with The Australian Ballet.