Summary
Overview
Work History
Education
Skills
Websites
Certification
Hobbies and Interests
Accomplishments
Awards
Timeline
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George Harb

Sydney,NSW

Summary

Internationally experienced B2B Integration and Software business executive with a proven track record of delivering growth, enhancing staff performance, and elevating customer satisfaction levels. Ideal for companies seeking business transformation or sales growth in disruptive software services. Results-oriented mindset driven by an analytical approach and extensive commercial B2B sales experience. Recognized as an Effective Leader in a recent 360 Feedback survey conducted with staff and peers.

Overview

18
18
years of professional experience
1
1
Certification

Work History

Vice President ANZ

OpenText Corporation
07.2022 - Current
  • Company Overview: OpenText is a Canadian company that develops and sells enterprise information management software (EIM) (On & Off Cloud). OpenText helps tackle the most complex digital transformation programs with the world’s most complete and integrated Information Management platform. Empowering customers to organize, integrate and protect data and content as it flows through business processes inside and outside their organization. OpenText employs over 14,000 people worldwide, generating over US$6B in revenue globally. www.opentext.com/about
  • Reporting to the SVP Asia Pacific and part of the Asia Pacific senior leadership team. Promoted to manage Opentext 7th largest market and responsible for the growth of On & Off Cloud revenue. On and Off Cloud Solutions covered include AI Services, Content Services, Enterprise Applications, Information Archiving, Digital Experience, Cyber Security, API’s, Application Delivery Management, DevOps, IT Operations, Targeting Public and Private enterprise (mid and large size) across all Industry verticals.
  • Key Responsibilities:
  • O New Sales and Subscription Renewal Revenue forecasting and target achievement responsibility
  • O Management of sales plans and mentoring 6 Sales Leaders & 32+ Account Executives to deliver on targets, through direct and indirect sales channels. Including the setting of sales quotas and performance objectives
  • O Prepare/Execute annual strategic business plans. Track progress to ensure objectives reached.
  • O Prepare annual budget that drives increased revenue and manage OPEX within plan.
  • O Represent the OpenText in media, key presentations, and commercial negotiations with major customers/suppliers.
  • O Champion product enhancements required to support ANZ growth initiatives.

Regional Vice President Asia Pacific- Business Ecosystems

OpenText
09.2018 - 06.2022
  • Reporting to the VP Asia Pacific and part of the Asia Pacific senior leadership team. Promoted to manage the APAC team responsible for the growth of On & Off Cloud B2B Integration solutions. This is in addition to the Connectivity solutions team. Solutions covered include B2B EDI, Integration, AIM, IoT, Cloud Fax, E-Invoicing. Targeting Public and Private enterprise (mid and large size) across all Industry verticals.
  • Key Responsibilities:
  • O New Sales and Subscription Renewal Revenue forecasting and target achievement responsibility
  • O Management of sales plans and mentoring a sales team of 17+ to deliver on targets, through both Direct and Indirect sales channels. Including the setting of sales quotas and performance objectives
  • O Prepare/Execute annual strategic business plans. Track progress to ensure objectives reached.
  • O Prepare annual budget that drives increased revenue and manage OPEX within plan.
  • O Represent the OpenText in media, key presentations, and commercial negotiations.
  • O Champion product enhancements required to support APAC growth initiatives

Sales Director Asia Pacific- Portfolio

OpenText
09.2016 - 08.2018
  • Recruited to develop clear business strategies and provide solid sales leadership to the APAC based team. Tasked to drive sales of legacy Content Management software, Software Development platforms & Connectivity solutions.
  • Key Responsibilities:
  • O Sales Revenue target responsibility for Asia Pacific Portfolio services business unit.
  • O Development of sales plans and sales team mentoring to deliver on targets.
  • O Prepare/Execute annual strategic business plans, annual budgets. Track progress to ensure revenue and opex objectives are reached.
  • O Represent the Company in key presentations and commercial negotiations.

Regional (Managing) Director Southern Africa

Travelport
03.2014 - 07.2016
  • Company Overview: Travelport Worldwide Ltd: Travel B2B commerce (Travel Retail Platform) provider, enabling travel providers/agencies to search, share, buy and sell travel content. over US$2B in revenue across 170 countries www.travelport.com
  • Transferred from APAC management team that delivered multi-year growth. Part of the EMEA management team and tasked to transform a distributor owned business into a Travelport owned business. To increase market share and improve customer satisfaction without losing local cultural nuances.
  • Key Responsibilities:
  • O Align Southern African (41 staff) business to Travelport commercial and operational best practices.
  • O P&L responsibility for Southern Africa owned operations (South Africa, Namibia, Botswana, Lesotho, Swaziland & distributor partners in Zambia and Zimbabwe). Circa US$20m p.a revenue
  • O Prepare/Execute annual strategic business plans. Track progress to ensure objectives reached.
  • O Prepare annual sales plan and budget to drive increased revenue and manage OPEX within plan.
  • O Represent the company in media, key presentations and commercial negotiations.

Senior Commercial (Managing) Director – China/Japan

Travelport
01.2012 - 02.2014
  • Tasked to lead China expansion without destabilizing the relationship with Government owned incumbent. Managed 20 staff and Reported to Global VP Emerging Markets. Also, tasked to manage Japanese distributor.
  • Key Responsibilities:
  • O P&L responsibility for China & Distributor Partner for Japan.
  • O Prepare/Execute annual strategic business & budget plans. Track objectives within OPEX budget.
  • O Represent the Company in negotiations with major customers, suppliers, and other key contacts.
  • O Direct the activities of marketing and PR team to drive brand awareness.

Senior Commercial Director APAC

Travelport
01.2010 - 01.2012
  • Hong Kong based and reporting to APAC MD, tasked to manage a team of 3 BDM’s focused on improving performance of 10 country Distributors. During 2011/12, tasked to manage rollout of new global pricing model across APAC. During 2011, asked to manage the Hong Kong business unit on a short-term basis until new Country manager is appointed.
  • Key Achievements:
  • O Lead a team of country managers to localize go-to-market plans for a new pricing model. Successfully executed, generating over US$3m p.a in incremental revenue.
  • O Developed a standard distributor engagement methodology. Mentored BDM team in adoption of new practices and performance measurement. Delivered revenue growth of 15% yoy in 2011 and gained approval for 1 extra headcount for 2012.
  • O Lead presentations and proposal negotiations with APAC largest airline. Secured a new global 5-year (US$100m+) contract.

Commercial Director APAC

Travelport
01.2007 - 12.2009
  • Moved to APAC commercial sales team to manage various regions (up to 45 staff and 4 distributors). 2007-2010 tasked to lead Digital Advertisement placements sales team that sold digital media space on user booking screens.
  • Key Achievements:
  • O A hands on sales approach secured wins in Philippines & Taiwan worth US$1.1m+ p.a. APAC President stated “..segment performance for this market this month is sensational. Up 40% in any language is a great result”
  • O Appointed, trained, and mentored new Country Managers Taiwan & the Philippines. Awarded 2008 President Award.
  • O Developed & executed sales plan for digital Ad Placement. Achieving 120%+ revenue growth during the 3-year period. Resulted in approval for extra headcount in 2008 and then another in 2009.

Education

Executive Leadership Program -

Progress U Consulting
Hong Kong

Certificate in Business Administration -

Henley Management College

Graduate Diploma in Marketing -

The University of Technology
Sydney, NSW

B.E. Electrical - Telecommunications

The University of Technology
Sydney, NSW

Skills

  • Key Technical Skills: Fiscal management, new and renewal sales, business development, marketing, business strategy, business case creation, staff management, coaching, software proficiency
  • Key Soft Skills: Leadership, collaboration, decision making, adaptability, communication, creativity, positivity, problem solving, work ethics, time management
  • Collaborative team management
  • Effective relationship management
  • Decision-making
  • Problem-solving skills

Certification

  • Impact Selling [OpenText]
  • Strategic Management – Haines Centre for Strategic Management Training
  • Customer Centric Selling
  • Advanced Management Program [Travelport]
  • Plus, various other sales, project management and finance courses.

Hobbies and Interests

Team Manager for U18 NPL1 Wollongong Wolves Soccer team, Continue to explore the world and staying fit.

Accomplishments

  • O Achievers Club (top 100) recipient 2 years running (FY22 & FY23 with 140% vs Quota achievement)
  • O Secured company funding ($10m+) and committed delivery of key product enhancement required to secure future growth in Federal Government
  • O Established structured sales collaboration model for top 20 accounts in ANZ to drive increased spend with Opentext. Generated >$20M in pipeline.
  • O Built ANZ first fully integrated sales/marketing plan with field marketing team focused on accelerating pipeline re-build. Resulting in consistent pipeline growth towards quota targets. Pipeline vs target has increased YoY with less business development and marketing resources.
  • O Reset Go to Market plans for each Product Unit to provide the sales team with clear focus/direction.
  • O Delivered >85% staff retention rate.
  • O Frequently asked to represent sales management in global sales training programs.
  • O Presented at various industry events. Represented Opentext on radio and internet TV segments.
  • O Between Nov 2021 and Oct 2022 asked to additionally represent the APAC enterprise sales team in all global sales meetings and strategy discussions, pending appointment of the APAC SVP. Forecast was within 10% variance of quarter-end result.

Awards

  • Travelport: (2005 to 2016)
  • Promotions: 2014, 2012, 2011, 2008, 2006
  • Awards: 2011 Power of Many Award, 2008 Presidents Award, 2006 Power of Many Award., OpenText: (2016 to present)
  • Promotions: 2022, 2018
  • Awards: 2023, 2022 Achievers Club Award

Timeline

Vice President ANZ

OpenText Corporation
07.2022 - Current

Regional Vice President Asia Pacific- Business Ecosystems

OpenText
09.2018 - 06.2022

Sales Director Asia Pacific- Portfolio

OpenText
09.2016 - 08.2018

Regional (Managing) Director Southern Africa

Travelport
03.2014 - 07.2016

Senior Commercial (Managing) Director – China/Japan

Travelport
01.2012 - 02.2014

Senior Commercial Director APAC

Travelport
01.2010 - 01.2012

Commercial Director APAC

Travelport
01.2007 - 12.2009

Executive Leadership Program -

Progress U Consulting

Certificate in Business Administration -

Henley Management College

Graduate Diploma in Marketing -

The University of Technology

B.E. Electrical - Telecommunications

The University of Technology
George Harb