Summary
Overview
Work History
Education
Skills
References
Timeline
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Lou Talevski

Lou Talevski

Melbourne,VIC

Summary

Whether negotiating deals or delivering presentations, I tailor my message to resonate with diverse audiences, fostering trust and driving consensus. My adeptness at active listening and persuasive communication enables me to forge strong connections, resulting in successful outcomes and lasting partnerships. As a dynamic leader, I inspire and empower my team to achieve their full potential, fostering a culture of collaboration, innovation, and accountability. With a hands-on approach, I provide guidance, mentorship, and support, leveraging each team member's strengths to drive collective success. By setting clear goals, fostering open communication, and leading by example, I cultivate a high-performance environment where individuals thrive, resulting in exceeded targets and sustained growth.

Overview

26
26
years of professional experience

Work History

Regional Director – Sales Australia & New Zealand

Bitsight
09.2023 - Current
  • My role at Bitsight is to penetrate new markets and drive revenue growth
  • Through proactive prospecting, consultative selling my goal is to expand the customer base, positioning Bitsight as a market leader in cybersecurity solutions
  • New business development in Vic, SA, WA and NZ
  • NZ Wins – NZ Automobile Association, PowercoNZ, PartnersLife, Fonterra
  • Aus Wins – Fortescue Metals, Dept of Treasury & Finance, MECCA, Orica Australia, IDX, Metro Trains, AI Group, RAC WA, ANZ Bank
  • Currently at 81% target (USD$834k ARR)

Regional Director – Sales

Semperis
10.2020 - 09.2023
  • First employee in country and region
  • Responsible for building brand awareness, acquiring new business & customers and growing local team
  • Set up ANZ Distribution and Partner Channel
  • Formed strategic agreements with key CSI firms, and 5 key resellers & partners
  • Hired pre-sales team Australia
  • Major win with Telstra USD$700k
  • Achieved 100% of quota (2021-2022), and finished 87% by end of Sept 2023

Sales Manager - Cloud and Data Services

NetApp
10.2019 - 10.2020
  • Responsible for Regional Sales of Cloud Based Services
  • Drive pipeline and sales for all infrastructure and storage solutions
  • Account planning and interlock with the field sales

Regional Sales Director – Australia & New Zealand

BeyondTrust
01.2017 - 09.2019
  • Responsible for annual sales target of USD$5M per annum
  • Managing the Go To market strategy & execution throughout ANZ including all Sales, Marketing and Channel
  • Focusing on large, enterprise and complex opportunities achieving a 300% growth in 2017 (including 11 new logos) and developing a 2018 pipeline of USD$9M
  • Large federal and state government wins including DHHS, Dept of Defence, Bureau of Meteorology and NSW Police
  • Established the first BT Partner Program in region, with 2 key national systems integrators, and 2 large advisory firms
  • Recruited and trained sales team of four incorporating solution selling and the MEDDIC sales methodology

Regional Sales Manager – ANZ

CyberArk
12.2014 - 01.2017
  • Responsible for an annual individual target of USD$2.5M achieving 170% of target in 2015 and USD$3M achieving 123% of target in 2016
  • First in country Sales Manager to help establish CyberArk in the ANZ Region
  • Added 23 new logos including USD$1.9m with large Australian Bank, and USD$1.5m with Australia’s largest retail organisation
  • Recruited 5 new Channel partners that helped generate USD$1.1m in channel developed revenues

Regional Sales Manager

Imperva
07.2012 - 10.2014
  • Responsible for all sales and business development in the ANZ Region, with a focus of new business development and existing account management
  • Annual quota USD$2.2M to USD$3M – achieving 103% of quota in 2013 including 4 major wins with Imperva Cloud WAF Solution, and major database & web security win with WA State Government
  • Completed SPIN selling sales methodology

Sales Manager – Managed Security Services

Earthwave Corporation
07.2008 - 03.2012
  • Responsible for Managed Services sales nationally with an annual target of AUD$3m, achieving over 100% in 2009, and 2010
  • This included major wins with ME Bank (AUD$780k, Drake $300k, and Iveco Trucks AUD$280k)
  • Helped to recruit channel partners with vertical market (FSI, State and Federal Government, and Mining) specialisation

Regional Sales Director APAC - Managed Security Services

Symantec Australia Corporation
04.2002 - 07.2008
  • Established the Managed Security Services business for Symantec in Asia Pacific, including the direct sales function and the Managed Services Partner program
  • Over 400% growth in the first year of operation
  • Managed Services grew from AUD$55k per month to AUD$700k per month MRR
  • Achieved annual quota – FY2003, 2005, 2006, 2007 – including Gold Achievers Club 2006
  • Maintained double digit new business growth year on year
  • Largest MSS sale in region achieved in 2007 for Hong Kong based financial services organisation – value over AUD$1.8million
  • Global sale to large mining multinational for MSS services – value for phase one project AUD$1.1million
  • Produced the first global non-Symantec bundle offering through Fujitsu, then NEC for the Pacific region
  • Presentation at the global Worldwide Sales & Marketing Conference for Pacific Deal of the Year 2004 – AXA Australia
  • Award for Sales Team of the Year FY2003 – PACIFIC & Sales Team of the Year FY2007 – Hong Kong

Business Development Manager – Southern Region

KAZ Computer Services Pty Ltd
02.1999 - 03.2002
  • Responsible for all sales including product related and facilities management contracts
  • Annual target of AUD$1.5m with 11% growth year on year
  • AS/400 and Networking sale to SwissRe Australia Pty Ltd (new customer) – Value $700k
  • Infrastructure upgrade to SwissRe Australia Pty Ltd – Value $1.4million
  • Major Citrix sale to Public Transport Corporation (new customer) – Value $180k
  • Major Network and Notes Rollout for EPSA – Value $200k
  • Sold five-year facilities management contract (Including LAN/WAN support) to VicTrack & one-year contract to Public Transport Corporation

Education

Bachelor of Business - Marketing, Communication

Royal Melbourne Institute of Technology

Skills

  • Creating Strategic Business Unit
  • Established Managed Services Business
  • Sales Professional
  • Regional Development of Global Brand
  • Established channel program
  • New logo focus
  • Highest Sales achievement
  • Channel & Partner Development
  • Partner Development and Enablement
  • Leading High Performance Teams
  • Managed team

References

Available upon request

Timeline

Regional Director – Sales Australia & New Zealand

Bitsight
09.2023 - Current

Regional Director – Sales

Semperis
10.2020 - 09.2023

Sales Manager - Cloud and Data Services

NetApp
10.2019 - 10.2020

Regional Sales Director – Australia & New Zealand

BeyondTrust
01.2017 - 09.2019

Regional Sales Manager – ANZ

CyberArk
12.2014 - 01.2017

Regional Sales Manager

Imperva
07.2012 - 10.2014

Sales Manager – Managed Security Services

Earthwave Corporation
07.2008 - 03.2012

Regional Sales Director APAC - Managed Security Services

Symantec Australia Corporation
04.2002 - 07.2008

Business Development Manager – Southern Region

KAZ Computer Services Pty Ltd
02.1999 - 03.2002

Bachelor of Business - Marketing, Communication

Royal Melbourne Institute of Technology
Lou Talevski