Stu Turner

As a Field Sales Field Sales Representative, I was initially tasked with greenfield NAL acquisition activities aligned to targeted enterprise financial services customers across FinTech, insurance, wealth management (Superannuation) and banking customers

Collaborating with cross-functional sales, partner & engineering specialist, I lead the sales strategy from prospecting, qualification and acquisition of net new logos across my book of business.

As an IC, I am responsible for the the following sales functions;

• Pre-sales (Proposals, Presentations, Workshops, Partner Events, GTM Campaigns) •Solution Selling (Consultative Selling, Relationship Building, Solution Ideation, PoV, PoC, Pilots
• Commercials (Commit Contract Negotiation, CSA / MSA contracts, RFx submissions, Procurement BAFO's, SOW's, Investment Funding Business Cases + Requests)
• Business Development (Lead Qualification, Prospecting, Customer Acquisition)
• Account Management (Executive & Stakeholder Management, Customer Relationship Management)

Quota Attainment & Achievements

May 2021 ~ December 2021

97% weighted achievement

2022

331% weighted achievement

2023

127% weighted achievement

As a client principal, I owned the customer relationship and was responsible for account planning, growth, governance and health.

Working with cross functional teams of practice directors, principal consultants, technical principals, cloud leads, DevOps engineers, data engineers, data scientists & agile delivery leads, I provided professional services for enterprise customers with these core capabilities;

⚙ Cloud Platforms & Migrations: Landing Zones, App Assessments & TCO Models, App Migration & Modernisation, Cloud Operating Models, Ways of Working & CCOE

⚙ Enterprise DevOps: DevOps Maturity Assessments, DevOps Value Stream Mapping, Infra-as-Code Development, Automation & Orchestration

⚙ Enterprise DevSecOps: Compliance-as-Code, PII Masking, RBAC Modeling

⚙ Cloud Native Development: Custom App Dev, Serverless Architecture, API Development

⚙ Data Platforms & Analytics: Data Lakes, EDW, ETL, Data Integrations, Data Analytics, Data Visualizations, DataOps & MLOps

Reporting directly to the Director of Customer Solutions - APAC, I provide the following core sales functions;

Pre-sales (Proposals, Presentations, Workshops, Partner Events, Targeted Campaigns)

• Solution Selling (Consultative Selling, Relationship Building, Solution Ideation, Proof-of-Value, Proof-of-Concept, Minimum Viable Products)

• Commercial Agreements (Contract Negotiation, MSA approvals, RFx & EOI Responses, Procurement BAFO's, SOW's, Partner Funding Requests)

• Business Development (Lead Qualification, Prospecting, Customer Acquisition)

•Account Management (Executive & Stakeholder Management, Customer Relationship Management, Post-Sales)

• Working with a team of accomplished cloud professionals, I consult, advise and enable customer's digital transformation goals, by leveraging public cloud technologies and platforms, such as M365, O365, AWS & Azure
• Generating new business for existing and new customers across multiple industries
• Driving the sales process from identification through to close and ongoing management
• Account Management, Business Development & Solution Selling
• Sales life-cycle, including pre-sales, customer presentations, sales proposals & work orders, tender responses, contract negotiation and execution
• Customer engagements (Architecture, ITSM, Project / Program Managers, Procurement, Senior IT Leadership, Operations, Executives, C-Suite)
• As a member of Kloud Solutions VIC sales team, I deal directly with customers to sell Kloud Solutions professional and managed services capabilities

• As a consultant within the professional services arm of Kloud Solutions, I provided cloud, solution and enterprise architecture services, as well as pre-sales activities for customers in both the public and private sectors
• The consulting engagements entailed working with various stakeholders, partners & vendors on complex projects that followed both waterfall and agile project management methodologies

• During my tenure at Datacom, I compiled cloud adoption framework assessments for customer's applications and services
• I maintained high level and detailed designs of cloud solutions
• I provided Azure platform, consulting, design and implementations of delivery engagements whilst efficiently contributing to pre-sales and post-sales activities
• I was in charge of delivering Statements of Work (SoW), Rough Order of Magnitudes (RooM), Project Briefs (PB) and bid responses for cloud solutions and services
• I was engaged in carrying out collaborative work with pre-sales and sales teams to promote and up-sell Datacom's solutions, products and services
• Furthermore, I executed Statements of Work (SoW) on project activities
• I prided myself on successfully conducting advisory services for core Microsoft private & public cloud services and technologies

• At Seacom, I carried out tasks related to critical roles as ICT enabler and carrier of scalable data services across multiple submarine cable systems
• I was tasked to manage Microsoft SaaS product offerings, including SaaS provisioning, product management, solutions bundling, as well as to establish rapport whilst maintaining excellent interpersonal relationships with vendors and re-seller channel partners
• My primary focus was on the business aspect of operations whilst tackling technical elements, especially the commitment to boost customer capabilities and business productivity
• The bulk of my work consisted providing cloud solutions on a range of private PaaS, SaaS, and IaaS service offerings, such as: Hosted Microsoft Exchange, Hosted Lync, Multi-Tenant Active Directory Services, Hosted SharePoint, Hosted Dynamics CRM, Microsoft System Centre, Citrix Systems, Symantec.cloud, and Mimecast Unified Email Management
• This role entailed possessing extensive Microsoft back-end product knowledge, which was instrumental in managing the Microsoft enterprise solutions architecture and design, and provided enterprise cloud services provisioning and automation
• I facilitated reseller and partner training and knowledge transfer, such as creating product and training collateral
• I delivered hybrid integration design and implementations, including core service upgrades and product enhancements
• Furthermore, I administered pre-sales and post-sales activities

• In line with my various positions in the intervening years between 2007 and 2013, I was tasked mainly to demonstrate expert managerial and technical skills in performing necessary tasks related to the Application Service Provider (ASP) and subsequently cloud computing model
• I was tasked with providing secure and highly available, enterprise grade hosted solutions that followed a multi-tenant approach
• I was also tasked to train teams and ensure streamlining of project goals and process components to achieve excellent results and outcomes
• I provided mechanisms for the reflection of oversight and management, including self-assessment among staff as well as providing critical guidance into software and hardware enhancements
• I documented and created reference artifacts for procedures and policies
• Regarding administrative duties, I conducted employee reviews, handled employee complaints and delegated workload amongst the team members