Harrison Kelly

Directed a $75M+ ARR business across APAC, scaling Direct and Channel GTM operations through acquisition optimisation and full lifecycle customer strategies. Orchestrated regional business integration, enhancing cross-functional collaboration across sales, operations, and customer success. Served as Instructure’s media and event ambassador across APAC, elevating regional brand presence through keynote speaking and industry engagement at high-profile conferences.

Key Achievements:

• Ranked #1 International VP/MD and #2 globally by quota attainment, reinforcing Instructure’s leadership in high-growth international markets.
• Exceeded recurring revenue targets by 122.3% through optimised GTM execution and strategic client expansion across priority markets.
• Spearheaded Direct GTM strategy and execution, driving 152% of annual revenue target through territory realignment and high-impact partnerships.
• Generated over 50% of Instructure’s international revenue by leading complex, high-value deals and fostering long-term strategic alliances in APAC.

Appointed as Instructure’s first RVP in APAC, leading Direct and hybrid GTM across ANZ and Southeast Asia to expand market presence and drive regional scalability. Drove $20M+ ARR portfolio growth at ~20% YoY by adapting GTM strategy to post-COVID buying behaviour and aligning cross-functional teams to execute region-specific playbooks. Helped launch a tier-two distribution channel across Asia, securing strategic alliances with enterprise tech partners to diversify and scale regional revenue streams.

Appointed as the first Senior Regional Director in APAC to build and scale Instructure’s Enterprise business across Asia Pacific to capture new market share. Developed tailored go-to-market strategies for emerging markets, leveraging data analytics and competitive insights to close multi-million dollar enterprise deals. Led complex C-level negotiations and managed multi-stakeholder governance, including Board engagement and third-party review bodies, resulting in accelerated decision cycles.

Key Achievements:

• Ranked #1 Regional Director globally, closing 15%+ of all international bookings by driving strategic deals across APAC enterprise accounts.
• Surpassed 550% of quota, generating $29M+ in total contract value through structured territory planning and strategic account expansion.
• Closed the largest deal in Instructure’s international history ($20M+ TCV), establishing a flagship customer in APAC, elevating regional brand presence.
• Outperformed average annual deal volume by 5x, while increasing regional ARR contribution by 30% through solution bundling and C-level consultative selling.

Previous Key Achievements:

• Recognised as the #1 Senior Regional Director, outperforming the next closest peer by 60%.
• Spearheaded China’s market growth initiative, establishing a scalable GTM strategy and regional foothold.
• Expanded and managed operations across India, China, and Japan, driving market entry and revenue acceleration in key Asian territories.
• Hosted multiple executive-level thought leadership events across ANZ, strengthening Instructure’s brand presence and strategic positioning in the region.

Drove market entry strategy for high-complexity SaaS in risk-averse sectors, executing consistent 6–9 month deal cycles to build a dependable and forecastable business. Applied the Challenger Method (CEB) to lead strategic pre-sales engagements, influencing executive decision-makers with insight-driven positioning and trusted advisory relationships.

Key Achievements:

• Ranked #1 International Regional Director globally by revenue contribution and deal volume.
• Grew average deal size by 70% by repositioning product value and implementing a consultative sales framework in conservative verticals.
• Closed the largest deal in A/NZ history (5x average deal size) in K-12, redefining market standards for SaaS procurement.
• Established a new Enterprise business unit across ANZ by brokering consortium buying agreements and streamlining shared procurement frameworks.

Positioned innovative business solutions to address the evolving needs of both mature and emerging markets. Employed strategic initiatives to drive commercial growth, enhance territory performance, and support end-to-end management of complex, net-new business engagements in high-stakes commercial environments.

Key Achievements:

• Designed and deployed a data-driven territory planning algorithm that enhanced client targeting across a 20-person team, resulting in a 20% increase in net new revenue.
• Introduced an executive-level sales methodology to improve engagement with C-suite decision-makers, driving a 40% uplift in average deal size.
• Revamped the proposal system to better link LinkedIn’s solutions with measurable business outcomes, significantly improving conversion rates.
• Mentored new and senior consultants across the full sales cycle—from territory strategy to deal closure—strengthening cross-team performance and deal quality.

Advised C-level executives on enterprise-wide technology strategy, guiding investment decisions and transformation initiatives across key market segments. Developed and executed territory-specific sales strategies grounded in financial metrics and predictive analytics to drive consistent growth in net new business, client retention, and satisfaction.

Key Achievements:

• Earned 2014 President’s Club (Winner’s Circle) for top global performance, achieving 150.9% of Primary Quota and 160.2% of Secondary Quota.
• Ranked #1 SMB Performer and #3 New Hire Performer across ANZ.
• Achieved 160% of YTD target at departure, demonstrating sustained overperformance in a competitive, high-stakes sales environment

Led multi-million-dollar net new business development across Enterprise markets, including Industrial, Distribution, and Public Sector verticals. Delivered high-impact solutions from IBM’s extensive services portfolio, backed by deep financial analysis of emerging trends and client IT investment (OPEX/CAPEX) to maximise ROI and operational efficiency.

Key Achievements:

• Received Client Experience Recognition from IBM’s General Manager for exceptional delivery, demonstrating deep client insight and tailored solution design.
• Honoured with the Personal Excellence Award for consistently achieving over 90% conversion of net new business in a competitive enterprise sales environment.

Executed IBM’s go-to-market strategy across a broad territory, driving both new business acquisition and existing account growth. Built and expanded relationships across multiple industries, including financial services, retail, resources, and the public sector, leveraging innovative sales channels and consultative engagement.

Key Achievements:

• Surpassed annual sales targets every year; achieved 140% of target in 2H 2012.
• Nominated for the General Managers Award in ANZ. Extended to the highest achievers within IBM.
• Nominated for the IBM ANZ General Manager’s Award, recognising top performance and the successful conversion of over AUD 3 million in net new business.