Nicole Cadet
Sydney,Australia
Summary
Motivational Sales and business development leader with extensive experience in Cloud and Digital Transformation, hardware optimization, and SaaS solutions. Proven ability to drive results across various professional settings, including Sales, Partner, GSI, and Marketing. Strong focus on strategic leadership, ensuring effective execution of processes and programs while meeting customer expectations. Recognized for motivational leadership and problem-solving skills that enhance team performance and engagement.
Overview
16
16
years of professional experience
Work History
Senior Director – ANZ & India Commercial & Partner Sales
VMWare by Broadcom
01.2023 - Current
- Re-Engineer the VMWare Commercial and Partner sales business under Broadcom.
- Lead the re-Structure of the business to support a new sales model, coverage and engagement across 30,000 Commercial customers and 2000 Partner supporting our business.
- Streamlined the entire Partner & Distribution eco-system to align and support the VMWare by Broadcom sales motion.
- Be the change leader to support the business and team in the largest acquisition in IT history, and keeping the team performing, motivated and focused while ensuring we migrated and supported out customer and partner eco-system with the shift in GTM, solution offerings, partner program changes and a new process of engagement across the entire Commercial and Partner business model.
- Retained 90% of the VMware Commercial and Partner team during the transition, ensuring team stability and performance.
- Re-designed the ANZ & India Partner coverage model, increasing operational efficiency and driving deeper partner engagements by reducing distribution engines from 6 to 3.
- Successfully migrated over 85% of VMware customers to new SaaS offerings % upgraded 45% to VMware Cloud Foundation, achieving top percentile performance worldwide.
- Led a team to achieve 195% ABV growth in Partner Sales (MSP, CSP & Resell) by developing and executing strategic business plans, leveraging my extensive knowledge in infrastructure and cloud solutions.
Senior Director – APJ Commercial & Partner Sales
VMWare
01.2017 - Current
- Company Overview: Asia Pacific & Japan
- My role with VMWare focuses on growing the Commercial market segment, with a mix of Sales Strategies based on sustaining the Commercial customer adoption on VMWare technologies, expanding and growing VMWare solutions and building net new customer relationships.
- With over 200,000 customers & new logo opportunities in our Commercial ecosystem, a strong emphasis on sales and pipeline development programs & KPI management of the business and scale.
- Our Partner eco-system development and acceleration to support coverage including resell, implementation and ongoing service delivery to ensure customer consumption and future growth.
- Key to the role is exercising sound business judgement, identifying, investigating, and analysing development opportunities, including innovative solutions.
- Asia Pacific & Japan
- Built the Commercial framework and investment plan, expanding Commercial Sales from 35 to 220 ADs, including Digital Sales Team and field resources.
- Achieved record high of $25M per quarter by implementing targeted propensity Sales Play for every Commercial Sales rep and Business Development Rep. WW Best Practice Awarded.
- Hired 68 Graduates & developed 12 month 'Graduate Onboarding Program' to develop technical, business, & soft skills.
- Each year, 20% of the team was promoted, allowing for professional advancement.
- Developed an extensive Enablement plan executing 4x soft skills sessions per half annum.
- Implemented Sales Productivity Tools for the Commercial Sales Team.
- Created a Team 'EPIC' Culture -Consistent Communication, All Hands & Recognition Programs Communications, APJ ALL Hands & a community of top performers.
- Meet all Commercial goals (+20%), as well as the alignment with WW whilst ensuring an APJ balance.
- Achieved a solid brand at VMware & Industry as 'Best in Class.'
Commercial Digital Sales Leader ANZ
VMWare
01.2016 - 01.2017
- Company Overview: Australia and New Zealand
- My role with VMWare focused on driving revenue in new accounts & expanding VMware presence in the customer territory.
- This was a re-build opportunity & key to the role was identifying a more efficient coverage & scale go-to-market, establishing operational efficiencies, cadence and consistent KPI management & territory coverage to build more demand within our assigned sales territory.
- Building multiple sales strategies, pipeline building programs, territory planning & optimization, leveraging our partner eco-system.
- Australia and New Zealand
- Re-Built ANZ Commercial Team framework, coverage, focus areas & people.
- Achieved ANZ Sales Manager of the Year in FY2016 through the achievement of 108% from 38% attainment within 3 quarters.
- Implemented & achieved award winning pipeline development programs with our OEM vendors (HP, DELL) which resulted in WW recognition in 2016.
- Implemented internal sales & marketing pipeline development programs each quarter to consistently built 3x coverage.
- Developed Commercial blueprint & KPI Scorecards which were the future blueprint for APJ Commercial Sales.
- Implemented Commercial Territory Planning processes and planning.
Commercial Sales Director
Veeam
01.2015 - 01.2016
- Company Overview: Australia and New Zealand
- My role with Veeam focused on supervising a team of Inside Sales Representatives for all territories while developing cross-functional goals in direct support of international strategy as outlined for company growth.
- Key to the role was utilising analysis & insights & team approach to drive organizational improvements.
- Australia and New Zealand
- Successfully achieved sales quota in Q3 by 103% and Q4 by 101%.
- Exceeded 4.2x pipeline coverage for Q3 & Q4.
- Increased new business net of $10k through emerging partners through the implementation of an Inside Channel Program, delivering 15% QoQ growth from Q2 to Q4, resulting in 24% overall growth.
- Implemented 2 Inside Sales Partner Blitz Days with Software One and Ac3, recognized as two of the largest Veeam partners.
- Developed a new go-to-market strategy for the Veeam as a Service Inside sales team, which included recruiting two new Inside Service Reps to work with Veeam's Service Providers and develop pipeline.
Asia Pacific & Japan Commercial Sales Director
HP Software
01.2010 - 01.2014
- Company Overview: Singapore
- My role with HP Software focused on achieving aggressive business goals, delivering sales productivity gains, & increasing its market share in the Asia Pacific and Japan region.
- The role was focused on developing & managing its overall sales strategies & providing strong leadership & professional management of the sales teams.
- Singapore
- HP Software portfolio was included into every HP Channel event in FY12/FY13 - over one hundred locations across the region, reaching over 5,000 partners.
- Recruited over 500 HP Channel Partners into HP Software Partner Program.
- Enabled online financing of HP Software through launching of HP Financial Services online Partner portal.
- Successful achieved FY12 & FY13 revenue targets with over 70% of HP Software being driven by HP Channel partners (target was 50%).
Education
BACHELOR OF ARTS - ECONOMICS (HUMAN RESOURCE MANAGEMENT)
University of New South Wales
NSWSkills
- Strategic sales and marketing
- Stakeholder relations
- Business strategy
- New logo acquisition
- Partner engagement and sales
- Sales coverage expertise
- Growth driver strategies
- Industry solutions selling
- Revenue growth strategies
- Team development and enablement
- Market insights analysis
- Sales methodologies: MEDDIC, value selling, SPIN, solution selling
- Coaching and mentoring
Training
- Industry Events Speaker & Linked-In led events audiences ranging from 100-10,000
- Guest Lecturer | UNSW Marketing Dept
- Guest Speaker | Australian Business Week
- Speaker as the Asia Pacific Channel Expert | Asia Pacific Channel Focus Conference in San Diego, USA – 2000 & 2001
References
Available Upon Request
Accomplishments
- World Wide Commercial Sales Rep of the Year three times out of four
- World Wide Sales Play Best Practice Award, highest revenue generation
- VMWare Sales Leader of the Year 2017
Timeline
Senior Director – ANZ & India Commercial & Partner Sales
VMWare by Broadcom
01.2023 - Current
Senior Director – APJ Commercial & Partner Sales
VMWare
01.2017 - Current
Commercial Digital Sales Leader ANZ
VMWare
01.2016 - 01.2017
Commercial Sales Director
Veeam
01.2015 - 01.2016
Asia Pacific & Japan Commercial Sales Director
HP Software
01.2010 - 01.2014
BACHELOR OF ARTS - ECONOMICS (HUMAN RESOURCE MANAGEMENT)
University of New South Wales
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