Theodore Mark

Duties

Business Development Executive at ThoughtGreen Technologies Australia, responsible for generating new business, managing key client accounts, and supporting growth in IT solutions and services.

• Identify and pursue new business opportunities.
• Maintain and expand long-term client relationships.
• Develop and execute strategies for business growth.
• Manage key client accounts and ensure client satisfaction.
• Collaborate with internal teams to deliver tailored IT solutions.
• Lead and execute marketing campaigns to promote company services.
• Develop and present sales and marketing materials to clients and prospects.
• Conduct market research to identify new prospects and industry trends.
• Represent the company at industry events and professional networking opportunities

Results

• Brought on board 4 new accounts in my first 3 months with an average value of $80,000
• Ran 3 marketing campaigns
• Managed a stall at 3 significant industry events

Employed on a 6 month contract to help Accenture develop a new inside sales methodology for Telstra, one of Accenture's largest projects with an overall value of $100M

Duties

• Building sales go to market strategy
• Developing marketing collateral for targeted ICT campaigns
• Sales training
• Managing a portfolio of 50 enterprise level clients with an average spend to Telstra of $100,000
• Building revenue within my portfolio focusing on cross sell, upsell and introducing new technologies into these accounts
• New businesses - focusing on enterprise level new business acquisition through full sales lifecycle activities from prospecting, discovery, needs analysis, solutioning to commercial contract negotiation and deal closing
• Working with a diverse partner ecosystem and managing close partner relationships
• Helping Accenture build a new sales capability for Telstra to assist with selling across their entire portfolio of Telecommunications and ICT products and services including: Mobility, Connectivity, Cloud services, IoT and Cyber Security
• Utilising sales enablement tools from Telstra including Salesforce (Phoenix) CRM, Telstra Order Express, Seismic, Solution Hub and other Telstra sales enablement related tools

Results

• Employed on a 6 month contract to help Accenture develop a new inside sales methodology for Telstra, one of Accenture's largest projects with an overall value of $100M
• Generated a personal revenue of $1M and a team revenue of 20M in the 6 months proving to Telstra that the sales strategy works and sold the strategy back to Telstra at a gross profit to Accenture of $500M
• Maintained a 3:1 sales open to close ratio

Health Metrics is an Australian owned and operated Health Care software company who build and deliver digital solutions that empower Aged Care, Retirement Living, Home Care and Disability Care providers and help them operate efficient and profitable businesses whilst at the same time supporting them to deliver the highest quality care

Duties

• Full cycle new business acquisition from prospecting, needs analysis, discovery, contract negotiation and closing new clients within the Primary Health sector including Aged Care, Home Care, Disability Care and Allied Health
• Promoted the end-to-end ERP SaaS solution eCase, a monolithic software solution that provided client and staff onboarding, aged care funding surveys, rostering, scheduling, billing and invoicing, client and clinical notes, meal planning, medication management and a mobile application for field staff
• Managing the Australia and New Zealand territories

Results

• Generated a $950,000 in revenue in my first year
• Brought on board 10 enterprise level aged care clients with an average deal size of $80,000 and 20 SME level clients in 2 years
• Maintained a 3:1 Sales open to close ratio
• Attended 5 industry and Health Care peak body events including the ACCPA and Care Expo events

Duties

• Identifying new business opportunities, generating leads, and building relationships with Health Care, Aged Care, Banking and Finance and Legal clients
• I offered tailored MSP solutions, managed accounts, and negotiated contracts to drive sales and revenue
• I collaborated with marketing and technical teams to align strategies and ensure successful solution delivery
• Additionally, I tracked sales performance, developed market strategies, and stayed updated on industry trends to remain competitive
• I also managed risks and ensured contracts complied with legal and company standards

Results

• Generated a $900,000 revenue in my 1st year
• Largest deal was a managed service contract to the value of $400,000 total contract value over 2 years
• Maintained a 3:1 sales open to close ratio

Cognizant Softvision is a digital services company that sits at the intersection of strategy, design and execution for the world's leading global brands. They are a transformational partner who helps their clients create game changing digital experiences

Duties

• Business Growth: Identifying and pursuing new business opportunities in digital transformation, custom software development, and IT services for various industries
• Client Engagement: Building and maintaining relationships with key clients, understanding their needs, and offering tailored software solutions
• Sales and Strategy: Developing sales strategies, preparing proposals, and leading negotiations to close high-value deals
• Cross-functional Collaboration: Working with internal teams (e.g., technical, product, and marketing) to deliver solutions aligned with client expectations
• Market Expansion: Identifying new markets and verticals to expand Cognizant Softvision's presence, driving growth and market penetration

Results

• Generated a sales revenue of $1 million in my first year
• Brought on board 10 top 100 ASX listed organisations in 2 years
• Largest deal was with Jemena utilities, selling the ServiceNow platform and licenses for asset management and IT ticket management
• The project total value was $500,000

CoreLogic are a proudly independent organisation with an unrivalled reputation for delivering accurate, powerful property insights and analytics that form the basis of the very best property decisions CoreLogic are the leading provider of property data and analytics in Australia and New Zealand

Duties

• Conducting full cycle business development activities from prospecting, discovery and need analysis, solutioning to contract negotiation and closing
• Sold across the Corelogic suite of products including the realestate market intelligence platform Real Quest, the tendering platform Tenders Online and the realestate construction project platform Cordell Connect
• Achieve revenue growth against and revenue targets
• Implemented operating rhythm that allowed me to be in front of the right customers to grow revenue for the state
• Establish, implement and manage a clear state strategic plan that aligns to the state plan
• Create and lead key account client engagement strategies with my State Manager and negotiate deals with key customers and industry partners
• Regular sales reporting of actual performance to budget, with variance analyses and revised projections together with appropriate corrective actions if necessary
• CoreLogic are a proudly independent organisation with an unrivalled reputation for delivering accurate, powerful property insights and analytics that form the basis of the very best property decisions

Results

• Generated a sales revenue of $500,000 in my first year
• Met my sales targets year on year
• Conducted 5 trade shows end to end
• Moved from Junior Business Development Manager to Senior within 1 year

A1 Creative Design and Digital is an innovative organisation that sits in the intersection of a digital marketing agency and an IT consulting firm

Duties

• Focusing on the Medium and Enterprise space AI creative specialises in digital and non-digital integrated marketing campaigns, events management campaigns, UX/UI research, CRM integration, Sales strategy development, lead generation campaigns and tailored marketing and IT services
• Designing integrated digital and non-digital marketing and advertising campaigns both direct and indirect for Medium and Enterprise level businesses and in turn increase their profit margins
• Prospecting for new business and designing new methods of increasing our clientele portfolio through social media and open networking
• Building and maintaining client relationships with key stakeholders both internal and external
• Financial reporting of monthly, quarterly and yearly financial results to internal stakeholders
• Negotiating and managing external suppliers and contractors

Results

• Built the business up to 8 full time employees
• Built a clientele portfolio of 10 new clients in the first year consisting of medium sized businesses such as, 'The Coffee Club', and JB Hi Fi and enterprise level businesses such as Bunnings Warehouse and Village Cinemas
• Developed a solid prospecting methodology that generated 3 new clients per month, which I then commercialised and ran seminars on
• Designed a successful online presence through LinkedIn, Instagram and my Website in turn increasing brand awareness
• Increased profits in the first year from a monthly turnover of $10,000 to a monthly turnover of $50,000+ approx
• Successfully designed and executed over 50 new digital and non-digital marketing strategies for our clientele and increased their annual profit margins to on average 20% each in the first financial period
• Sold 30 IT consulting packages including, app development, managed services and software implementation / maintenance.