MARTIN SOLEY
Melbourne,Australia
Summary
Experienced data, analytics, software and consultancy professional with over 20 years' experience within the data, technology, analytics and consultancy industry. Leading GTM teams across multiple geographies through both direct and indirect channels with a proven track record of achieving sustainable business growth. Extensive P&L, product, partnership, data strategy and fintech experience. Commercially driven with a keen interest in new technology and achieving customer value.
Overview
21
21
years of professional experience
Work History
Group General Manager of Data Services
DCA
01.2017 - Current
- Achieved exceptional financial results by effectively overseeing a diverse range of Data Services and technology ventures, generating a remarkable 17% organic EBIT growth which outperformed the industry competitor benchmark of 4-6%
- Spearheaded the establishment of a cloud-based data team aimed at fostering growth in the AI/ML professional practice through the use of Amazon Bedrock and DCA's B2B data repository.
- Successfully acquired new business from a tier 1 bank (NAB) to add to the existing tier 1 bank portfolio (ANZ) business
- Increased (ARR) by 63% in the commercial card transaction solution market (institutional banking segment)
- Designed, developed and launched two new proprietary SaaS applications to grow DCA's digital B2B data footprint and provide scale (one aimed at the financial services sector) - www.marketbaseplus.com and www.finvett.com - achieved ARR $1.1M in the first 12 months through early adopter program
- Developed partnerships with Equifax, Experian, CreditorWatch and tier 1 consultancy firms to expand capabilities and broaden our GTM reach
- Scaled a professional services business by implementing an offshore staffing model to complement our existing onshore team
- Successfully won and led a major telco tender against incumbent tier 1 provider and continue to service a multi-million-dollar contract
- Achieved top line revenue growth of 35% over a 3-year period with minimal sale and marketing budget and limited brand equity.
- Oversaw risk management practices that minimized potential threats while maximizing opportunities for growth.
- Achieved ambitious sales targets by motivating team members, setting clear goals, and monitoring progress regularly.
- Spearheaded product innovation initiatives that resulted in new product offerings driving market share expansion.
Director of Partnership and Product Management
Experian APAC business
11.2012 - 01.2017
- Designed and developed a new partnership program for the Experian Data Quality business which involved partnerships with tier 1 consultancy firms, Microsoft partners (VAR's) and system integrators - achieving $5M ARR in ANZ
- Developed GTM strategy for the APAC region which included product fit, partnership and direct sales model - help secure business with Maybank in Malaysia, Standard Chartered and AIA in Hong Kong
- Worked in a matrix structure across virtual teams in order to evaluate market opportunity, transfer knowledge and provide sales consultancy to direct sales opportunities.
Various Product, Business Development, GTM Sales Consultancy and Account Management Roles
Experian
06.2003 - 10.2012
- Managed a portfolio of global SaaS and enterprise software applications branded Transact SM and PowerCurve Originations grossing £170M ARR
- Launched new business in Turkey and the Middle East, sold new business loan origination and application fraud detection solutions into Turkey gross £15M ARR
- New logos, Isbank and Muscat bank
- Managed a portfolio of financial service clients, yielding growth of 42%
- Developed a GTM plan for Northern Europe, launching a multi-tenancy SaaS model to enable banking clients to access our data and analytical services, yielding £7M of gross revenue over 2 years
- Developed new business opportunities within Experian's UK financial services team
- Selling Experian's KYC /AML and application fraud detection SaaS solutions to commodity futures brokers, large tier 1 and tier 2 financial service clients - achieving quota target of £3M-£4M new business target - consecutively meeting quota of 108%-120% of target respectively in a mature market.
Education
BSc (Hons) Internet and E-Business -
University of Bedfordshire
06.2003
Skills
- Fintech
- Business Development
- Consultative Selling
- Partnerships and Product Management
- Business Leadership
- SaaS Development
- Business Growth
- Predictive Analytics
- AI /ML Adoption
Websites
Voluntaryroles
- Wyndham City Council Smart City Portfolio Member, Wyndham City Council, 2018, 2021, 3 years, Providing strategic direction into the Future City and digital strategy, using my commercial knowledge in data, analytics and digital technology to increase the awareness of what is possible at local government level.
- Bacchus Marsh Soccer Club Committee Member, Bacchus Marsh Soccer Club, 2022, Present, Helping to secure new sponsorship funding for the local soccer club and organise fund raising events.
Personal Information
Title: EXECUTIVE MANAGER: BUSINESS GROWTH| PARTNERSHIPS |P&L EXPERIENCE|FINTECH
References
- Martin has been instrumental in driving the hosted solution services for Experian's B2B lending application - Transact. He is a strategic thinker, works very well in a multi-functional environment and always delivers. A tireless high energy individual who constantly seeks value generating opportunities.
- Martin is a professional with whom working together is simply a pleasant experience due to his admirable knowledge and his commitment in his work. His ability to understand client's business challenges and to position Experian's value proposition helped us to win significant projects in Turkey & Middle East.
Training
- Miller Heiman - LAMP (Large Account Management Planning)
- STRONGMAN Sales Methodology
- SPIN Sales training - Huthwaite International
- Situational Leadership Program
- Data Governance
- McKinsey Pyramid Principles Consultancy training
- Lean Principles and Canvass methodology
- High Performance Environment Structure https://www.elkiem.com/
- Experian Data Quality Platform, Aperture
- Alteryx for Data Preparation and Analytics
- Business Intelligence tools: Power BI, Tableau and Yellowfin
- SAS - statistical modelling language
Timeline
Group General Manager of Data Services
DCA
01.2017 - Current
Director of Partnership and Product Management
Experian APAC business
11.2012 - 01.2017
Various Product, Business Development, GTM Sales Consultancy and Account Management Roles
Experian
06.2003 - 10.2012
BSc (Hons) Internet and E-Business -
University of Bedfordshire
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