Megan Sercombe

• Achieved consistent growth in both revenue generation, new clients and territory expansion through strategic planning and execution.
• Negotiated and closed agreements with SMB customers and monitored and analyzed performance metrics.
• Met with customers to give sales presentations, negotiate contracts and promote services.
• Delivered comprehensive sales presentations, showcasing Morrisec's Risk Platform and services to secure new business contracts.
• Liaised with marketing and product development departments to maintain brand consistency.
• Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
• Implemented data-driven decision-making processes for optimizing sales performance and targeting new opportunities.
• Oversaw annual budget planning for the sales department, ensuring alignment with corporate objectives and resource allocation optimization.
• Responsible for growing Morrisec's client base through business development.
• Developed comprehensive training programs for new hires which resulted in reduced ramp-up time and improved productivity.
• Created customized solutions for unique client needs resulting in increased customer satisfaction.
• Drafted comprehensive sales plans and approved budget expenditures to meet project goals.
• Collaborated with other departments on various projects such as product development or marketing campaigns to achieve cohesive business goals.

Tesserent is an Australian ASX-listed company providing a comprehensive suite of cybersecurity security solutions. I've recently been promoted to Acting Client Manager where I oversee a team of 2 incredible Sales Executives. Overview and responsibilities are below:

Sales Executive:

• Looking after Tesseren't key BFSI vertical. I am responsible for understanding regulations and challenges in the Banking and Finance sector.
• Keep up to date on industry trends and threat landscape.
• Hosting regular industry focused lunches and round tables. Such as the APRA CPS 234 Tripartite audit, changes to the PCI-DSS & ISO27001:22 Standard.
• Understanding client challenges and "what keeps them up at night" such as third party risk management and provide consultative selling.
• Regularly engaged with CISO's, CTO's, Head of Technology/ Risk, CFO's and understanding their buying personas.
• Acting Client Manager:
• Managed and motivated employees to be productive and engaged in work and to be respectful to their peers
• Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground.
• Cross-trained existing employees to sell our 8 service lines to our clients to maximize team agility and performance.
• Communicated clearly with Practice Leads and Managing Consultants to keep everyone on same page and working toward established business goals.
• Developed and maintained relationships with customers and partners through account development.
• Conducted team meetings such as Pipeline Review and One on Ones to reinforce goals and objectives and set clear expectations about policies and procedures.
• Coached my team such as sales training, weekly book club, role playing and objection handling, assisting with individual selling efforts and helping sales representatives reach targets.
• Built relationships with customers and community to establish long-term business growth.
• Maintained a clean and tidy pipeline in Sales Force / Hubspot.
• Have a fantastic and well respected professional relationship with our CEO.

• Achieved sales goals and service targets by over 100% year to date which lead me to be promoted to Acting Client Manager.
• Able to speak to C-Levels and Security Managers about their security challenges and provide a consultative selling approach.
• Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
• Developed and presented valuable sales presentations to potential customers to highlight features and benefits of products.
• Kept up to date on cyber security news, regulations such as APRA CPS 234, ISO 27001, announcements, trends and statistics so my knowledge was current for my clients.
• Conducted weekly sales training for my team on behalf of my manager and acted as 2IC when they were on leave. This helped me grow into my Acting Client Manager Role.
• Established and maintained positive relationships with our Critical Product Control vendors to determine product availability and quality.
• Set and achieved company defined sales goals.
• Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.

• Greet members and guests and be the main point of contact for all members.

● Schedule and conduct tours with companies looking for office space.

● Managing and updating CRM databases.

● Manage membership changes and turnover in the space to ensure capacity requirements are met.

Having a thorough understanding of all members, roles and businesses within the building.

● Working on community initiatives designed to develop connections between members, including member

introductions, event support, email and print communications.

● Managing member IT related issues with the support of our IT team.

● I assist with building operations and maintenance to ensure highest level of member experience.

● Managing key card activations and building security.

● Ensuring the building is clean and well-kept by working with cleaning staff to maintain presentation

expectations.

● Prepare weekly member events including breakfast, Friday night drinks, etc.

Central Working is a series of collaborative work environments and incubators, helping SME's to thrive, as well as

working with and housing larger partners and accelerator programs (Including Barclays, Techstars and Microsoft).

Overview

● Ensure the smooth running of the club on a daily basis.

● Develop meaningful & valuable connections and collaborations amongst the Membership to allow them to

thrive and grow

● Responsible for the upkeep of tours, sign ups and joining of new Members

● Organise monthly networking events for the members to attend.

● Recruitment; mentor new staff throughout their probation period and beyond.

● Facilities management; stock takes, ordering supplies, reporting maintenance issues.

● The ability to liaise with partners, landlords and onsite facilities teams productively.

● Manage budgets and present Club Financials on a quarterly basis.

• Engaging with large community of start-ups across locations, to genuinely understand their businesses, and problems, and work with them to help them grow

● Making connections and fostering collaboration with members, to lead to mutual success and Nurture, maintain, develop a relationship with our brokers, members and partners.