Timothy Baldock

Role: Senior Account Executive responsible for End to End new BUsiness Life Cycle management for sub and enterprise accounts plus coaching BDR team of two

• Generated 2.8 Million USD in qualified, active opportunity pipeline in under 4 months in new, untapped verticals including higher education, logistics, manufacturing, construction
• Mentored and coached two Business Development Reps, fostering a positive work environment and encouraging professional growth resulting in 180% and 200% attainment for Q1 respectively.
• Maintained comprehensive knowledge of market trends, industry news, and competitor offerings, ensuring informed decision-making and strategic planning.
• Built relationship s with an onboarded 12 integration, referral, consulting and delivery channel partners in New Zealand & Australia with formally untapped in my first 4 months

Role: Sales manager, new business manager, account manager, sales operations expansion, channel sales - Sales Generalist role.

• Led sales efforts in a fast-paced Australian startup, achieving a $1.32M USD quota by targeting C-level executives at global enterprises with 5000+ employees and diverse geographies. Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities. Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
• Developed and executed XY Sense ANZ and EMEA go-to-market strategy, securing Tier One global accounts in retail, finance, manufacturing, and pharma industries such as GSK, Sandoz, Auto Trader, Macquarie Bank, Woolworths, Fonterra, CSL and Medibank.
• Managed end-to-end operations for a cross-functional team comprising 5 BDRs and Account Managers; spearheaded the creation of an innovative BDR function while effectively guiding the transition of Customer Success personnel to profitable remote roles.
• Oversaw entire sales process for intricate physical hardware and cloud analytics technology. Handled legal MSA/contract negotiations, tender responses, cyber security reviews. Also managed install/delivery project coordination and cross-functional partner relationships.
• Led the development and implementation of go-to-market strategies for XY Sense ANZ and EMEA regions. Implemented sales training programs, partner strategies, and account strategies.

Role: New business, account management/add-on - BDR development coach

• Demonstrated sales proficiency in securing key accounts in the manufacturing and retail sectors through effective communication with CFOs, CIOs, and other C-suite executives. Responsible for 1.1mil USD target and closed deals with well-known companies such as Belron Inc, Inchcape Ltd, Centennial Coal Ltd, and Super Retail Group Ltd.
• Increased prospecting by 40% and lead generation by 30% through coaching BDR team; successfully completed BDR manager training program.
• Achieved a $900K global account retention and secured a $180K add-on sale within the initial quarter. Made history as the first representative on the team to close a deal of over $100K in their first quarter.
• Managed a core selling group of cross-functional partners consisting of account development reps, solutions engineers, account directors, and customer success managers to generate $3.8MUSD qualified new business pipeline within 12 months.
• Led multifaceted end-to-end sales cycle which included security reviews, tender/RFP responses, contract negotiations,
  partner implementation project management,and cloud infrastructure implantation.

Role: 12-month split role. 6-month L&D training manager/development/consulting role 6-month account quarterback and team development lead.

• Effectively managed a $1.2M USD renewal and add-on book while enhancing skills within the public sector team. Strengthened collaboration with strategic cross-functional partners to successfully implement talent attraction, development, retention, and engagement initiatives.
• Led a team of 10 through training and coaching, resulting in their successful transition to selling learning solutions. Effectively reduced ramp time by 2 months and provided valuable consultation on sales training throughout APAC.
• Successfully transitioned into selling a diverse and intricate product portfolio for three distinct business lines within a short span of 6 weeks, focusing on delivering comprehensive HR solutions to large government and education clients.
• Onboarded and guided remote hires during Covid, implementing playbook to shorten onboarding time from 6 months to 4; the team achieved $2.2M USD Q1 2020 revenue as with my help as Senior Learning Specialist through introduction of new internal partner model

Role: New business and account management - Public sector

• Achieved sales targets of $800K to $1.3M+ USD by selling a diverse line of HR/Learning and development products to education, not-for-profit, and public sectors. Successfully closed deals with mid-market to enterprise accounts.
• Implemented interview processes, conducted training sessions, and supported the growth of graduate-level AEs and business development personnel. Co-developed sales training materials to optimize the ramp-up phase during onboarding.
• Reached and exceeded 101% of full-year quota in just 9 months, without any pipeline or ramp quota. Distinguished as the sole public sector enterprise representative in APAC to achieve quota in 2019 in only 9 months.
• Sold more multi-year contracts than any other APAC rep with 57% of deals being 2-3 years.

Role: New business selling HR/Learning and development tools to the education, private and public sectors.

• Interviewed, mentored, and trained new hires in the ANZ learning team resulting in a 6-8 week reduction in ramp time.
• Exceeded quota consistently, with a 98% achievement in 2016, 108% in 2017, and an impressive 114% in the stub year of 2018. Quota ranged from $450k to $980k. Only rep in team history to hit 6 quarters in a row
• Prospected and closed 50-100k USD deals at the mid-market level (200-1000 employees) with a high success rate.

Role: Field based Channel Sales and Technology Consultant.

• Earned 100% 2013 budget in 9 months, 102% 2014 budget (~$1.4M), 110% of 2015 budget; #1 rep in NSW for 2013, #2 rep in 2014.
• Built the Partner Manager Sales Playbook and the "Recipe for Success: MYOB Sales Playbook" to boost sales performance and lead the transition to new MYOB cloud technologies .
• Provided consulting services and implemented innovative software solutions for leading firms including Deloitte, PWC, and Ernst & Young;
• Optimized resource allocation among channel partners based on their individual strengths and capabilities.

Role: Telephone-based Account Manager.

• Achieved 100% and 129% of sales targets in the first two years of the sales role, surpassing goals by a significant margin. Maintained strong performance by achieving 120% of target in just nine months in 2012, with an average annual budget of $300,000.
• Qualified for the 2011/2012 MYOB over achievers’ trips, being the first inside sales representative to achieve this since 2005
• Demonstrated exceptional performance by generating the second-highest amount of revenue in a single year, setting a new record for inside sales in MYOB history.