Summary
Work History
Skills
Timeline
BusinessDevelopmentManager

Liane Shannon

Melbourne,VIC

Summary

Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach. I am a successful team builder with exceptional communication skills with almost twenty years of experience in the ICT industry, selling through and with partners, always focused on the customer and delivering solutions to meet business outcomes, whilst developing long standing relationships with partners, customers and colleagues. My career has seen me launch new products to market, drive change across a business unit, run POWs, report on national sales and pipeline , engage with key stakeholders and overcome obstacles. I accredit my success to my open mindset for personal growth and development and my ability to seek and be open to feedback and my hunger to always be better.

Work History

Business Development Manager

Optus Enterprise
09.2021 - Current
  • Acquire new logos for Optus Enterprise across multiple domains in a defined territory of accounts Key responsibilities include
  • Prospect into whitespace accounts
  • Work with partners to explore new GTM opportunities within my territory
  • Prepare strategic pursuit plans
  • Work with multiple internal and external key stakeholders to drive sales
  • Preparer Tender response
  • Collaborate and coach colleagues
  • Develop and maintain sales pipeline
  • Manage sales opportunities to closure
  • Reached out to potential customers via telephone, email and in-person inquiries.
  • Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends.
  • Completed and submitted monthly and quarterly reports to support executive decision making.
  • Collected data and performed customer needs analysis.
  • Generated new business with marketing initiatives and strategic plans.
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.

National Domain Lead Generation

Telstra Corporation
07.2020 - 07.2021
  • Collaborate with multiple key stake holders all with separate agendas to define best practice approach
  • Represent the indirect channel for GTM activities
  • Recruit trial partners nationally for POC and report on activities
  • Develop and maintain sales pipeline for new business
  • Redefined engagement strategy based on POC feedback
  • Successfully ran POC with trial partners to winback new business in 30 day trial period bringing in $200k of new business and pipeline of $450k
  • Used coordination and planning skills to achieve results according to target
  • Conducted research, gathered information from multiple sources and presented results.
  • Resolved conflicts and negotiated mutually beneficial agreements between parties.
  • Prepared variety of different written communications, reports and documents.

National NBN Indirect Channel Lead

Telstra Corporation
11.2019 - 07.2020
  • Drove awareness of NBN direct fibre footprint, capability and procurement process across the indirect channel
  • Launched partner incentives, conducted national partner training, defined partner ordering process and resolved partner support issues
  • Reported to NBN on monthly activities around training and accreditation for indirect channel, sales activity and pipeline forecast
  • Conducted monthly Telstra/NBN forums to raise awareness of improvements to product capability, process improvements, incentive updates,
  • Developed and maintained sales pipeline for NBN Direct fibre new business Achievements
  • Achieved 95% of NBN target despite Telstra not productizing TID on DFoNBN
  • Navigated a way forward despite unforeseen challenges
  • Worked with partners to understand needs and provide excellent service.
  • Worked to maintain outstanding attendance record for partner forums with 80-100 partners attending
  • Participated in continuous improvement by generating suggestions, engaging in problem-solving activities to support partners.
  • Learned new skills and applied to daily tasks to improve efficiency and productivity.

Sth Region Data and Security Indirect Channel Lead

Telstra
12.2017 - 11.2019
  • Drove sales activity across indirect channel for all data and security solutions.
  • Identified top 10 strategic partner in Sth Region and providedsupport on complex deals, ran pipeline cadence and sales hygiene
  • Collaborate with key stakeholders from product and marketing to launch new products into market for indirect sellers and report on sales activity
  • Negotiated commercial outcomes for large complex deals
  • Resolved conflict between internal and external reporting issues
  • Enabled mechanisms to transact in order to achieve national data and security number $300M
  • Identified and onboarded new partners with unique skills to meet a gap in market
  • Participated in team-building activities to enhance working relationships.
  • Led projects and analyzed data to identify opportunities for improvement.
  • Collaborated with team members to achieve target results.
  • Maintained energy and enthusiasm in fast-paced environment.

Snr Account Executive

Telstra
08.2014 - 12.2017
  • Managed a portfolio of customer to identify new business, worked with partners and vendors to deliver solutions that met customers business challenges
  • Achieved sales targets and revenue and drove NPS across my portfolios
  • Collaborated with specialists, partners and vendors to identify sales opportunities
  • Negotiated commercial outcomes for large complex deals
  • Retain existing customers and drive NPS Achievements
  • Achieved over 150% of sales target and 130% revenue target 3 yrs in a row
  • Won Extreme in my first yr
  • Won Excelerate 2 ys in a row
  • Won Cisco Challenge 3 yrs in a row
  • Won Executive directors award 2 yrs in a row 1
  • Worked with customers to understand needs and provide excellent service.
  • Collaborated with team members to achieve target results.
  • Exceeded goals through effective task prioritization and great work ethic.
  • Used coordination and planning skills to achieve results
  • Demonstrated respect, friendliness and willingness to help wherever needed.

Skills

Relationship building and rapport

Forecasting ability

Vendor management

Key decision making

Relationship building and management

Campaign development

New Business Development

Prospect targeting

Goal-setting

Timeline

Business Development Manager

Optus Enterprise
09.2021 - Current

National Domain Lead Generation

Telstra Corporation
07.2020 - 07.2021

National NBN Indirect Channel Lead

Telstra Corporation
11.2019 - 07.2020

Sth Region Data and Security Indirect Channel Lead

Telstra
12.2017 - 11.2019

Snr Account Executive

Telstra
08.2014 - 12.2017

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Liane Shannon