Summary
Overview
Work History
Education
Skills
Sporting Achievements
Timeline
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Darren Reid

Sales Director
PO Box 1195 Fremantle 6959,WA

Summary

Experienced sales director and people leader.


Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.

Overview

27
27
years of professional experience

Work History

Director National Strategic Accounts ANZ

MYOB
Perth
Apr.2022 - Current
  • Lead MYOB's relationship with the largest National Accounting firms and groups across Australia and New Zealand
  • Responsible for entire account relationship and growth
  • Helped developed high-performing teams by providing mentorship and guidance.
  • Boosted client satisfaction rates through exceptional relationship management and prompt resolution of issues.
  • Proved successful working within tight deadlines and a fast-paced environment.
  • Self-motivated, with a strong sense of personal responsibility.
  • Skilled at working independently and collaboratively in a team environment.
  • Achieved 166% of quota for 2022
  • Achieved 131% of quota for 2023

Strategic Account Manager ANZ

MYOB
Perth
06.2021 - 03.2022
  • Responsible for the account management and sales for MYOB Strategic Clients in WA and SA in an individual contributor role
  • Identified new business opportunities with existing clients, leading to increased revenue growth.
  • Managed a portfolio of key accounts, ensuring high levels of client satisfaction and retention.
  • Collaborated cross-functionally to address client needs promptly and efficiently.
  • Developed customized strategies for each account, resulting in stronger partnerships and improved outcomes.
  • Conducted quarterly business reviews to assess progress towards goals and identify areas for improvement.
  • Negotiated contract renewals, securing long-term commitments from major clients.
  • Achieved 295% of quota for 2021

Regional Director, Asia

Pegasystems
07.2017 - 11.2019
  • Responsible for operations of the Asian Region Services delivery and customer success throughout Asia, working directly with our clients and with our partner network
  • Full P&L responsibility Direct management of services sales team, sales target setting, pipeline management, reporting and forecasting Management of complex sales cycles Participation in quarterly business planning and reporting Supporting and developing Pega partners throughout Asia Territory includes Singapore, Indonesia, Malaysia, Thailand, Vietnam, Hong Kong, China, Macao and Philippines Industries covered primarily were FSI (60%), Telco, Government and Gaming
  • Doubled revenue in region over 2 years More than tripled project margin and profitability of region over 2 years
  • Exceeded sales and revenue targets 10 consecutive quarters achieving record revenue every quarter
  • Led a team of managers to achieve consistent revenue growth through effective leadership and strategic planning.
  • Developed and executed successful business plans, resulting in increased market share and profitability.
  • Implemented robust performance management systems to identify areas for improvement and support employee development.
  • Managed budgets effectively, ensuring optimal resource allocation for maximum return on investment.
  • Established strong partnerships with industry stakeholders, enhancing the company''s reputation and creating mutually beneficial collaborations.
  • Motivated employees through effective communication, recognition programs, and tailored incentive structures that aligned with corporate objectives.
  • Served as a mentor to emerging leaders, sharing knowledge and expertise while fostering an environment of continuous learning and growth.
  • Represented company at various national and global events.
  • Trained and guided team members to maintain high productivity and performance metrics.
  • Assisted in recruiting, hiring and training of team members.
  • Implemented business strategies, increasing revenue and effectively targeting new markets.

Senior Services Sales Manager, ASEAN and Japan

Infor
11.2014 - 06.2017
  • My role is to manage Infor Consulting Sales, for all Infor technologies and products, across the ASEAN region, primarily Singapore, Malaysia, Thailand, Indonesia, and the Philippines
  • In May 2016 the role was expanded to include Japan
  • Key Industries included manufacturing, retail, and government
  • The role included; Partner management and development Staff management Service delivery, project management, customer success New business development Contract negotiation Management of complex sales cycles Achievements included; Exceeded revenue quota 3 years in a row Record sales achievement for the region Record sales margins for the region
  • Streamlined sales processes for improved efficiency, resulting in higher conversion rates.
  • Assisted in recruiting top talent for the sales team, contributing to a high-performing work environment.
  • Provided ongoing training and mentorship for junior sales staff, fostering professional development and career growth.
  • Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
  • Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.
  • Optimized territory management plans by analyzing data on customer demographics, preferences, and buying patterns.
  • Facilitated cross-functional communication between sales, marketing, and product development teams to ensure cohesive efforts towards shared goals.
  • Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
  • Closed lucrative sales deals using strong negotiation and persuasion skills.
  • Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Sales Director

Peter Klare Consulting Pte Ltd/Marall Services Pte Ltd
10.2012 - 11.2014
  • Marall is a specialist provider of Independent and Expert IT Consulting, Strategy, Governance and Advisory Services, Market Facilitation, Specialist Industry Services and Solutions, IT Merger and Acquisitions, Executive Placement/Recruitment, and Project Contracting and Support Services
  • Peter Klare Consulting is a specialist provider of Independent and Expert IT Recruiting, Contracting and Consulting services to Global MNC and large Regional clients, and is Singapore's largest independent SAP Consulting/Contracting company
  • Initially established in 1987 in Sydney, PKC is now headquartered in Singapore, and has a group of experienced Consultants working across Asia, Europe and the US
  • Clients include the Global Systems Integration and Consulting firms, Global Software and Service companies, Global Financial Institutions and other MNC's
  • My role was new business development and to manage a team of sales staff, consultants, recruiters and researchers, and to conduct Executive level search assignments for senior roles.
  • Expanded market presence through targeted prospecting efforts, leading to increased brand awareness and new business opportunities.
  • Managed relationships with key industry stakeholders, attending conferences and networking events to further establish the company''s presence in relevant circles.
  • Hired, trained and built high-performing team of sales representatives.

Sales Executive

FUJITSU AUSTRALIA LTD
07.2007 - 06.2012
  • Fujitsu Australia Limited is the 3rd largest IT company in Australia with an annual turnover of $1.1 billion and staff of 5,500 people, part of the global Japanese Fujitsu group of 180,000 employees
  • It is a full service provider of information technology and communications solutions, including Infrastructure, Managed Services, Enterprise Solutions (SAP) and Systems Integration Services
  • I had an account/client management role in the Consulting, Applications and Systems Integration business, looking after a range of clients, both Government and Commercial including Manufacturing, Retail, Transport, Telecommunications and Finance
  • The role involved complex sales cycles, often partnering with 3rd party vendors, other SI's and consulting houses
  • Deals ranged from $1m to upwards of $30m AUD
  • Development and leadership of sales strategy, ROI calculation and business case development, internal stakeholder management, identification and on boarding of potential partners, bid management, bid presentation, contract negotiation and project delivery governance were key functions of my role
  • Sales included custom application development, application management, transmigration of legacy applications/legacy modernisation, application integration, solution and enterprise architecture projects, business intelligence/data warehousing projects and consulting projects.
  • Expanded market share with strategic territory planning and targeted prospecting.
  • Developed key partnerships, resulting in increased lead generation and cross-selling opportunities.
  • Negotiated contract terms with clients, securing favourable conditions for both parties while maximizing profitability.
  • Collaborated with internal teams, such as product development and customer support, to ensure seamless client experience throughout the sales process.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Developed sales strategy based on research of consumer buying trends and market conditions.

Sales Manager

EPICOR SOFTWARE CORPORATION
05.2006 - 07.2007
  • Epicor, named one of FORTUNE magazine's 100 Fastest-Growing Companies in 2006 and 2007, is a global leader dedicated to providing integrated enterprise resource planning (ERP), customer relationship management (CRM), supply chain management (SCM), professional service automation (PSA) software solutions, Point of Sale (POS) systems to mid market companies, educational institutions and divisions of the Global 1000
  • In my role as Sales Manager of the Epicor Direct business in Australia, I was responsible for the direct sales in Australia, NZ and parts of Asia
  • The role also included managing a number of partners to promote the Epicor business throughout the region, as well as successfully engaging new partners to grow the footprint
  • Successfully managed an ERP sale to a Big 4 Accounting client in Singapore
  • Deal size $6m SGD

Sales Manager

ALLUME TECHNOLOGY PARTNERS PTY LTD
10.2005 - 04.2006
  • Allume Technology Partners is a Joint Venture between Deloitte and KPMG
  • It was established in 2003 to provide Corporate Tax Software to the Top 500 firms in Australia
  • Their flagship product, N-ABLE is a tax management tool that enables the production of the Corporate Tax Return, Tax Planning, Consolidations and Compliance in relation to UIG1052, Sarbanes Oxley s404 and TEA under AIFRS
  • Responsibilities; New business development and account management
  • Development of marketing strategies including telemarketing campaigns, seminars, media and so on
  • Management of existing software maintenance stream Management of a sales team of 5

Business Development Manager

INFORMATION BUILDERS PTY LTD
01.2004 - 09.2005
  • Information Builders are a privately owned global software company based in New York
  • Listed in the Gartner ‘Magic Quadrants” for Business Intelligence and Enterprise Integration, they are represented globally with offices in over 30 countries setting the standard for enterprise business intelligence and reporting as well as enterprise integration
  • Responsibilities; New business development and account management primarily within the Banking, Finance and Insurance vertical for both their middleware and business intelligence offerings
  • Development of marketing strategies including telemarketing campaigns, and seminars etc Management of existing software maintenance stream

National Client Manager

SOLUTION 6 (now MYOB)
07.2001 - 01.2004
  • I was appointed National client manager to manage the top accounting firms in Australia and NZ, both in an account management and new business development perspective, and to mentor/manage other Solution 6 client managers around Australia.

Account Manager - Queensland

SOLUTION 6 (now MYOB)
12.1996 - 07.2001
  • Business development and account management for the Queensland region.

Education

Bachelor of Commerce - Accounting And Finance

University of Western Australia

CPA -

CPA Australia

Skills

  • Project Management
  • Business Planning
  • Staff Development
  • Contract Negotiation
  • Business Development
  • Negotiation
  • Issues Resolution
  • Strategic Planning
  • Performance Management
  • Stakeholder Engagement
  • Sales Management
  • Change Management
  • Performance Improvement
  • People Management

Sporting Achievements

  • Represented WA and Australia in Volleyball
  • Full Blue University of WA– Volleyball

Timeline

Director National Strategic Accounts ANZ

MYOB
Apr.2022 - Current

Strategic Account Manager ANZ

MYOB
06.2021 - 03.2022

Regional Director, Asia

Pegasystems
07.2017 - 11.2019

Senior Services Sales Manager, ASEAN and Japan

Infor
11.2014 - 06.2017

Sales Director

Peter Klare Consulting Pte Ltd/Marall Services Pte Ltd
10.2012 - 11.2014

Sales Executive

FUJITSU AUSTRALIA LTD
07.2007 - 06.2012

Sales Manager

EPICOR SOFTWARE CORPORATION
05.2006 - 07.2007

Sales Manager

ALLUME TECHNOLOGY PARTNERS PTY LTD
10.2005 - 04.2006

Business Development Manager

INFORMATION BUILDERS PTY LTD
01.2004 - 09.2005

National Client Manager

SOLUTION 6 (now MYOB)
07.2001 - 01.2004

Account Manager - Queensland

SOLUTION 6 (now MYOB)
12.1996 - 07.2001

Bachelor of Commerce - Accounting And Finance

University of Western Australia

CPA -

CPA Australia

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Darren ReidSales Director