Dynamic professional with extensive experience at Dell Technologies, excelling in strategic planning and stakeholder relations. Proven track record of exceeding sales targets and driving revenue growth through innovative solutions. Recognised for leadership in complex negotiations and fostering partnerships, consistently delivering exceptional results in high-stakes environments.
In my role as Cloud Sales Manager at VMware Inc, I've been focused on developing and executing business plans that integrate sales, technical, and marketing strategies to exceed our targets. My work involves establishing and maintaining relationships with key VMware Cloud Providers, driving the adoption of VMware solutions to generate revenue. I collaborate closely with various teams to build and execute a robust sales pipeline, from demand generation to deal closure.
A significant part of my role includes planning and forecasting to ensure revenue attainment from our providers, as well as leading the development of partner services offerings. I'm also responsible for enhancing our providers' sales and technical capabilities and managing Joint Business Plans with them to achieve shared goals.
Key Achievements:
• Successfully increased Macquarie Technology Group's consumption and extended their contract duration.
• Achieved a significant increase in the minimum consumption contract with Ethan Group.\
• Boosted Pronto Cloud's consumption contract.
• Enhanced Pronto Cloud's consumption.
• Pioneered the signing of Australia's first Sovereign Cloud contract with Macquarie Technology Group.
• Secured a Sovereign Cloud contract with Australian Advanced Computing and Communication (AC3).
• Finalised a Carbon Black MSP contract with AC3.
• Negotiated and signed a Cloud Service Provider contract with Kalinda IT.
• Exceeded sales quota by a notable margin.
As a Senior Sales Executive at Dell Technologies, I focused on proactively identifying and addressing the unique business needs of Global System Integrators and System Outsourcers. My role involved leveraging Dell APEX IT-as-a-Service solutions to provide comprehensive, customer-centric solutions. I applied my skills in Total Cost of Ownership analysis to foster data-driven discussions and deliver tailored solutions.
A key part of my job was developing and maintaining strategic business relationships for large-scale projects, where I offered leadership and guidance. My approach combined motivation, persistence, and a competitive spirit in cross-organisational collaboration. This enabled me to consistently identify customer pain points and create effective solutions, achieving a status as a trusted advisor in the process.
Key Achievements:
• Played a critical role in delivering the Datacom Infrastructure as a Service (IaaS) cloud solution.
• Secured significant contracts with NTT and DXC Technology for IaaS Private Cloud services.
• Contributed to the development of foundational technology platforms for key projects like Western Sydney Airport.
• Established the ING Bank IaaS Private Cloud in collaboration with NTT.
• Successfully negotiated and implemented QSuper's IaaS Private Cloud.
• Facilitated the deployment of SAP HANA Enterprise Cloud.
• Consistently surpassed sales targets, maintaining a high average quota attainment.
Full-time · 5 yrs 10 mosFull-time · 5 yrs 10 mosRemoteRemoteDell TechnologiesDell Technologies
As a Global Alliance Manager at Dell, my role centred around managing multidimensional global partnerships, which included overseeing relationships, revenue, joint solutions and offerings, as well as Go-To-Market (GTM) and long-term strategies. I was instrumental in developing and expanding various sales motions including sell-to, sell-in, sell-out, sell-with, and resell.
A key part of my responsibilities involved collaborating with regional and national account managers, core sellers, and sales directors across different regions to ensure effective and cohesive sales strategies and executions. My focus was always on fostering strong partnerships and driving significant revenue growth on a global scale.
Key Achievements:
• Facilitated the acquisition of the ATO End User Compute contract in collaboration with Lockheed Martin.
• Secured a substantial contract with the Australian Department of Defence for Deployable Local Area Networks.
• Orchestrated a comprehensive support program for CISSO, enhancing specialist software and managing the support test and integration facility.
• Recognised for achieving the Best Overall Sales Performance Worldwide in 2011 and in the APJ region in 2012.
• Consistently exceeded sales targets, achieving a remarkable quota attainment.