Frank Handerhan

• 2022 - APAC Cloud Club Sales Excellence (Google)
• 2020 - Global DEI Impact Award (Google)
• 2018 - Asia Pacific VP 'MVP' Award (MapR)
• 2014 - Global Top Talent nominee, Executive Leadership Graduate IESE and Univ of Michigan (Oracle)
• 2007 - Australian Permanent Resident | USA Citizen
• 2002-2007 - Created 3 global shared service centers (SSCs) in 3 regions around the world (Oracle)
• 2001 - North America East Coast Rookie of the Year (Oracle)

As a member of the Digital Experience Leadership team, I collaborated to:

• Developed Go To Market (GTM) strategy across APJ for the Enterprise Digital Experience sales org.
• Led a team of 26 professional sales operations, responsible for GTM execution with local Sales leadership.
• Represented APJ as member of the Global Sales Operations and Enablement team to drive APJ advocacy and global alignment.
• Established data-driven decision-making processes and implemented best practices in analytics to optimise pipeline and forecasting performance.
• Executive sponsorship and support on key large deal creation and execution.
• Championed continuous improvement initiatives and technology to drive operational excellence across APJ, whilst collaborating with global teams for best practice.
• Worked with cross-functional teams to align to customer value. Teams include Customer Success, Partners, Sales, Ops, Finance, Deal & Risk Mgmt.
• Identified GTM investment opportunities, i.e - Partners, Emerging Markets, and Ecosystem & HC investment.
• Optimized project timelines by effectively delegating tasks and prioritizing workload among team members.
• Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.

Member of Sr Cloud Leadership team for ANZ and APAC. Responsible to drive revenue growth through GTM strategies and models, to build out a sales operations team to collaborate x-functionally with multiple internal sales teams to drive organizational change and transformation.

• 4x annual revenue growth for ANZ Cloud Sales (FY20-FY22) by shaping and implementing 3-yr industry GTM strategies with annual execution focus | Identify key customer accounts for Executive sponsorship and partnership. | Delivered 100% of annual targets during COVID shutdown (FY20-FY21).
• COO to the ANZ Cloud Business | Regional Leader for Investment Council & Budget | Managed Sr Leadership and key stakeholder relationships effectively, addressing concerns proactively to maintain trust and support for ongoing initiatives.
• Built a team of 4 professional sales operations leaders responsible for Forecasting accuracy (95% annual accuracy), pipeline and lead generation cadence (100% annual achievement), quota & territory allocation.
• Represented Cloud Sales leadership as part of Google-wide collaboration | COVID Incident Response Team | DEI Executive Sponsor
• Awards & Recognition

1) 2022 APAC Cloud Club (Sales Excellence)

2) 2022 DEI VR Immersive Pilot (Global Participant)

3) 2021 Sales VP Exceptional Leadership Award Winner

4) 2021 Google ANZ 'Awesome Mgr' Award Finalist

5) FY20-22: 33 official internal recognitions (Leadership & Peer)

Hired to lead Asia Pacific sales operations as part of MapR's international Start-Up expansion. Priority focus on revenue growth and new logo wins in Australia/NZ and India markets.

MapR acquired by HPE in April 2019, regional office closed May 2019.

• Collaborate with Sales VP on forecast & opportunity mgmt, investment decisions and communication as core member of leadership team.
• Reported to global COO to work with global counterparts, whilst representing and advocating for Asia Pacific.
• ANZ Priority market: worked with country VP to rebuild Sales team, deliver QBRs and accurate forecasting. | Delivered 80% of FY18 Sales target, 100% H1FY19.
• Strong collaboration with Indirect Partner team and key GSIs to expand across India and Asia.
• X-function leadership of Sales, Marketing, Finance, Partners on global budgets, events, and investment.
• Mentored and developed high-performing sales teams, resulting in increased individual quotas attainment.
• Identified, developed and launched innovative tools or systems to achieve sales strategies, pipeline creation targets and forecast accuracy.
• Awards & Recognition

1) 2018 Asia Pacific 'MVP' Award Winner (VP Award)

5-month contract to assist The Perception Group (now Perception Predict) with project management focus on scaling the rollout of their Analytics platform to enterprise customers.

• Collaborated with the business owner to develop and execute on their long-term business goals & objectives.
• Perception built an early-adoption cloud-based platform, designed to deliver actionable insights to enterprise clients on how to make smarter investment decisions and hiring in sales people.
• Developed implementation standards & procedures for 2 key clients: Mercedes-Benz & Crown Resorts
• Designed project and standards to scale to future clients.
• Partnered with owner & Sr Sales Mgr to meet both key clients for customer demos and leadership meetings.

Held multiple leadership positions across Oracle's sales, operations, shared service center and deal mgmt business units. Demonstrated record for scaling businesses, building & driving operational global best practices and driving large-scale organizational change and transformation.

Senior Director, Strategy & Business Operations (Syd)

Oracle Australia & New Zealand (May 2014-Feb 2017)

• Head of Australia and NZ Sales Operations | Member of Asia Pacific Sales Operations senior leadership team.
• COO to ANZ Managing Director with commitment on delivering global best in class business operations.
• Led on-shore operations team with dotted-line off-shore team to perform sales analytics, forecasting, and enablement.
• x-function leadership of internal opportunity mgmt teams from operations, business development, business practice and commercial contracting.
• Led change management efforts to successfully implement new technologies and sales portals across the organization.

Senior Director, Deal Management Operations (Syd, AU)

Asia Pacific Division (Oct 2012-May 2014)

• Responsible to transform the Asia Pac commercial contracting functions and increase service levels (SLAs).
• Leader of APAC 'core' operations team (8 ppl) and Philippines Regional Contract Centre.
• Core Operations team worked across APAC subsidiaries to provide analysis, reporting and lead on change mgmt and automation projects.
• Change Mgmt - worked with local country and regional teams to document business, legal, tax, compliance and audit requirements to mitigate business risk.
• Transformation Project Results:

1) 100% achievement on 3 priority goals: 100% Technical migration consolidation; 75% of APAC contract volume delivered offshore; 10% SLA increase.

2) PH Centre success was replicated in new Beijing SSC.

Director, Hardware Quoting and Configuration (Syd AU)

Asia Pacific Division (Jan 2011-Oct 2012)

• Integration of acquired company, Sun Microsystems quoting team, function and processes into Oracle Asia Pacific.
• Led consolidation of local country practices into single global process and relocated quoting function from local to PH SSC.
• Worked with Sales leadership to maintain business continuity, SLAs and trust through transformation.
• Function was replicated in Beijing for Asian language expansion and finally PH SSC was merged into Beijing.

Director, Contracts, Mergers and Acquisition (NJ, USA)

Global Operations (Oct 2008 - Jan 2011)

• M&A Global Integration team member representing global contract services.
• Global liaison between Corp HQ, Sarbanes-Oxley program office & global divisional contract leadership.
• Global lead for Sun-Microsystems acquisition task force.

Director, Americas Contracts Shared Service Center

Santa Ana, Costa Rica (Oct 2007 - Sept 2008)

• Team of 107 (14 Mgrs, 93 Specialists) across 3 specialised teams (Lic, Consulting, Tech Migration).
• Coach and mentor new Mgrs in SSC and bring on-site senior leadership for 1-year secondment.
• Work with AMERS contract leadership to deliver to SLAs and ensure local sales expectations delivered.

Director, European Contracts Shared Service Center

Bucharest, Romania (Aug 2006-Sept 2007)

• Team of 96 (12 Mgrs, 84 Specialists) across 3 specialized teams (Lic, Consulting and Tech Migration).
• Managed workload for 18 countries in Europe, ME & Africa, supporting 11 languages.
• Developed on the first global contracting SSC, developed in 12 months, across 3 phases.
• Introduced global best practices, automation and resulted in improved SLAs across all of Europe.
• Advised global contracts and x-function teams on expansion of other SSCs created in Costa Rica, India and Beijing).

Senior Manager, Business Practices

Sydney, AU (July 2005-Aug 2006)

• Negotiated and approved non-std commercial terms and discount requests.
• Collaborated with Australia and NZ License and Consuting Mgrs.
• Delivered the following training to Sales & Contracts orgs: Sarbanes Oxley (SOX), business practice & Revenue Recognition policies, and global best practices.
• Worked with Government Agencies and Higher Education on non-std master agreements.

Senior Manager, Asia Pacific Contracts

Sydney, Australia (July 2003-July 2005)

• Divisional Process Owner (DPO) responsible for compliance & training of corporate global policy and practices across 13 Asia Pacific countries.
• Collaboration with corporate HQ & APAC countries on global v local business requirements.
• Develop standard KPIs and reporting to comply with sales performance, audits, and SOX.

Manager, Contract Administration

Sydney, Australia (Dec 2001-June 2003)

• Manager (9 specialists) for Australia, NZ and Taiwan License contacts.
• Assisted local sales teams in positioning large strategic deals and managing quarterly forecast and reporting.
• Transformation Project: Migrated 10 APAC countries from local contract practices to global standard in 18 months.

Contract Specialist

Boston MA | Bridgewater NJ, USA (Jan 2000 to Dec 2001)

• Draft standard & non-std contracts for License software sales.
• Ensured compliance with internal business practices.
• Developed and delivered contracting and order processing training to sales org.

• Handled weekly Payroll and Accounts Receivables.
• Supported Head of Accounting with reporting.
• Reviewed customer contracts, purchase orders and engineering work requests.
• Worked on Tender and RFP submission process.
• Started as a summer internship that converted to part time role during University and full time upon graduation.