Timothy Hird
Terrigal,Australia
Summary
Successful senior solutions software sales professional in the construction software space with a proven track record of selling business automation solutions. Excelled in selling cost management solutions at Varicon and specialized in safety risk management and attendance compliance software. Successfully sold ERP, field mobility, and design software throughout career. Background in payroll/HRIS/Workforce solutions and talent management with a focus on risk and compliance. Extensive experience operating effectively in various industries and connecting with individuals from diverse backgrounds. Highly regarded ethics, professionalism, and respect for customers and colleagues. Well-developed leadership, sales, relationship building, and account management skills. Experience running a small business and working in the automotive financial services market in the UK and Australia, including corporate leasing market in Australia. Expertise extends to publishing, content aggregation, corporate governance risk and compliance, e-learning, training, cloud technology, SaaS, human capital management, and communication technology.
Overview
23
23
years of professional experience
Work History
Senior Solutions Sales Specialist
Fujifilm
08.2022 - Current
- Company Overview: Process Automation
- Selling AP and AR automation solutions both cloud and on-premise solutions respectively
- Responsible for net new business and existing accounts sales across Australia
- Responsible for various self generated prospecting activities
- Responsible for managing pre-sales demonstrations for M-Files, ABBYY, Sypht, Esker and Tungsten
- Responsible for identifying and selling Visitor Management Central (VMC)
- Responsible for identifying and passing leads to MicroChannel
- Responsible for selling in the professional services required for implementation of relevant solutions
- Responsible as an account director for a selected portfolio of accounts (mainly construction) to ensure business continuity and oversight of projects and support
- Working closely with marketing to release meaningful and relevant campaigns to prospects and clients in an ever-changing market
- Overall sales Performance to date – last FY 31/03/2024 finished at 80% of $1,050,000
- Process Automation
- Selling AP and AR automation solutions both cloud and on-premise solutions respectively
Senior Account Executive
Varicon
01.2022 - 07.2022
- Responsible for driving revenue growth for Varicon in the SMB civil construction sector for cost management
- Responsible for carefully qualifying all potential prospects as Ideal Customer Profiles (ICPs)
- Responsible for building pipeline from scratch via cold call outreach at over 50 new calls per week
- Successfully trained on a new (to me) sales qualification method called MEDDPIC
- Utilised Hubspot CRM automation to assist with pipeline management
- Helped Varicon fine tune their messaging, value proposition and competitor differentiation
Senior Account Executive
SignOnSite
09.2021 - 01.2022
- Responsible for driving revenue growth in the construction site safety attendance and compliance solution
- Responsible for full sale cycle to enterprise level Tier 1 ANZ organisations
- Responsible for selective targeting of US based construction firms
- Successfully trained on and began utilising Zoominfo linking through to Hubspot CRM via google and also continued extensive use of LinkedIn for sales activity
- Successfully trained up to be able to conduct a full SOS software demonstration
Business Development Manager
Construction Industry Solutions (COINS)
08.2020 - 08.2021
- Responsible for researching the Australian market and delivering a strategic plan to the global leadership team
- Successfully achieved approval to invest in marketing and sales initiatives in the AU market
- Working with marketing, lead generation and association platforms to raise profile, build credibility and ultimately generate sales
- Performing individual lead generation activities
Senior Business Development Manager
Viewpoint Construction Software
04.2016 - 06.2020
- Responsible for net new business sales across NSW and ACT and other national strategic opportunities of Viewpoint’s Jobpac and Vista ERP software
- Responsible for managing sales engineers’ demonstrations for Jobpac and Vista as part of the sales cycle
- Responsible for identifying and selling Document Control and Collaboration solutions where appropriate (Viewpoint for Projects/Team)
- Responsible for identifying and selling Viewpoint’s Field Mobility solution where appropriate (Viewpoint for Field View)
- Responsible for selling in the professional services required for implementation of relevant solutions
- Joint marketing and sales initiative responsibility with a lead development executive, includes trade shows networking, etc
- Working closely with marketing to release meaningful and relevant campaigns to prospects and clients in an ever-changing market
- Sold solutions to: KNT Constructions (Truslan), Advanced Constructions, Mono Constructions, Buildland (Dyldam subsidiary), Ming Tian and Pacific Plus Constructions, ProjectOne, Piety THP, Coronation Properties, Glascott Landscaping, Dyldam, Trend Constructions, Polyseal, Lifestyles homes, Qove, Fugen, PCH, Level 33, DJD, Degnan, Hyecorp Properties, Quickway, Rork Projects plus too many to list
- Overall sales Performance at time of leaving – meeting expectations and selling over $4.8m in cloud ERP sales to May 2020
Senior Business Development Manager
ConnX Pty Ltd
11.2014 - 04.2016
- Responsible for new business sales across NSW and ACT of ConnX’s HRIS, ESS/MSS, Talent Management Software and workflow solutions including automated timesheets
- Managing client and prospect relationships at all levels
- Responsible for client upgrade sales
- Responsible for partner relationships and cross referrals with HR3 and Micropay (Meridian and Wage easy)
- Joint marketing and sales initiative responsibility
- Sold solutions to: Castle Hill RSL, Pymble Ladies College, ZIP Heaters, Maritime Mining Power and Credit Union, RSPCA, Children’s Cancer Institute, NIDA, Canterbury League Club, Gray’s online, Hamber Services, Foodco Group and Centacare Southwest
- Overall sales Performance – tracking at 70% of yearly target at leaving
Corporate Sales Manager
Telstra Business Centre Bella Vista
05.2014 - 10.2014
- Responsible for consulting with small to medium business (SME) around communications needs
- Assessing SME communication performance and proposing appropriate solutions to improve business growth and outcomes
- Managing cross referral opportunities with the broader Telstra team
- Meeting various sales metrics including number of meetings and products and profit targets
- Telstra accredited sales manager
- Avaya accredited sales manager
- Sold phone communication systems to multiple small businesses in North West Sydney
Business and Channel Manager, Australia
SilkRoad Technology
07.2012 - 12.2013
- Senior strategic executive sales role responsible for cloud/web based enterprise wide end to end talent management solution to the HR, Risk and GRC market
- Specifically recruited by SilkRoad directors to establish SilkRoad in the GRC market
- Responsible for the ‘go to market’ GRC strategy for the entire ANZ SilkRoad offering
- Hands on consultative selling an enterprise wide solution to senior management and board level
- Areas of focus included recruitment systems, on-boarding and off-boarding systems, performance management systems, learning management systems, HRIS and social collaboration tools
- Targeted to network and engage partners and subject matter experts in the HR, Risk and GRC market to conduct regular webinars and seminars for SilkRoad in the ANZ region
- Charged with the task of ‘educating’ relevant SilkRoad staff via internal webinars and presentations, on how to sell talent management technology to the GRC market
- Responsible for establishing all relevant partners capable of delivering content via SilkRoad offerings
- Ongoing responsibility to host webinars and seminars and to also seek speaking engagements in appropriate forums
- Responsible for managing an assigned telesales individual in the Philippines and locally in Australia
- Initiated and closed major corporate deals including Atlas Copco, Gazal Corporation (Trade Secret retail stores) and Raytheon
- Overall Sales Performance – achieved target in the first 12 months of $600k
- Tracking at 40% of yearly target when leaving
Executive Manager
SAFETRAC (MinterEllison Lawyers)
05.2008 - 06.2012
- Senior strategic executive sales and account management role responsible for web based enterprise wide risk management and business intelligence platform
- ‘Head hunted’ from Learning Seat to grow the SAFETRAC business and establish it in the market as the leading lawyer backed online (web based/cloud offering) legal compliance, behavioural and risk management organisation in Australia
- Charged with managing the multi-million dollar NSW, QLD and ACT business at a strategic level and to grow the existing business portfolio and supply new clients
- Responsible for overseeing deployment of solutions nationally and throughout the ANZ region for clients
- Hands on consultative selling an enterprise wide solution to senior management and board level
- Participate in regular Senior Executive Management meetings with a view to offering strategic direction and advice
- The primary point of contact for Minter Ellison Partners concerning SAFETRAC in NSW, QLD and ACT and to work with partnerships where necessary on mutual business opportunities
- Work with other GRC, and ERM platform vendors and HRIS vendors to uncover synergies and common business opportunities
- Sold solutions to medium and large private and government organisations, including: NSW Police Force, Link Market Systems, Pepper Home Loans, First Folio, Investa Property Services, Knight Frank, Atlas Copco, Stockland, The Nielsen Company, Toshiba and many more
- Overall Performance involved new business, upsell and account management and consistently achieved metrics and above 75% against an annual revenue target of $400k
National Business Manager
Learning Seat (News Limited)
01.2007 - 05.2008
- Charged with developing sales in the key Corporate, Government and peak bodies sectors
- Responsible for consulting with News Limited Executive Management Team on matters involving strategic business development and change management
- Responsible for recommending appropriate sales and marketing activities along with conference planning and organisation
- Sales Leadership and mentoring role
- Responsible for investigating potential channel partners, suppliers and establishing those relationships
- Responsible for maintaining an in-depth understanding and knowledge of the compliance and risk management market and associated technology driven markets
- Responsible for identifying synergies with vendors and suppliers in these markets
- Sold solutions to: Kimberly Clarke (won from CCH), ARUP, CASA, Ace Insurance, North Sydney Council, Company Directors Association and many more
- Outperformed all other sales staff delivering approximately one new client on average every (5) weeks each being worth on average $70k across (24) months
National Key Account Manager
CCH Australia
08.2001 - 01.2007
- Charged with developing sales and establishing a client base from ‘scratch’, nationally, in the Corporate and Government sectors
- Responsible for investigating potential channel partners, suppliers and establishing those relationships
- Responsible for maintaining an in-depth understanding and knowledge of the compliance, governance and risk market and associated technology driven markets
- Responsible for identifying synergies with vendors and suppliers in these markets with the traditional CCH information business
- Sold solutions to many government and enterprise corporations including Travelex, Toshiba, Kimberly Clarke, NSW Department of Housing, Knight Frank, Department of Defence and many more
- Overall Sales Performance: exceeded targets for the last (4) years of Employment, including being at 148% ahead of 2005 performance at November 2006 before resigning
Education
Bachelor of Applied Science -
University of Western Sydney
NSW High School Certificate - Math, English, Economics, Biology, and Geography
Skills
- Relationship Building
- Client Relations
- Customer service and care
- Upselling and Cross Selling
Accomplishments
- Successfully sold the services of CCH’s start up business to large corporations and was the best performing salesperson.
- Guided Leaning Seat into larger corporate deals by selling to large multinationals while managing a small successful team.
- Lead the sales ladder at Learning Seat at the time of leaving.
- Held a senior Executive role at SAFETRAC while performing sales and account management functions.
- Established the Safetrac/SkillSoft compliance training reseller partnership.
- Successfully transitioned from GRC and compliance learning software sales to HCM software.
- Sourced SME’s and hosted webinars for SilkRoad.
- Successfully sold SilkRoad’s software to local and global enterprise organisations.
- Successfully sold business communication systems for Telstra business.
- Consistently delivering sales on a regular basis with ConnX.
- Successfully transitioned to Construction ERP software sales from HRIS sales.
- Sold my first Jobpac ERP in the first quarter of starting at Viewpoint.
- Consistently delivering sales to Viewpoint on a regular basis and on leaving was selling an average of one new logo deal every 6 weeks.
- Had an extensive and comprehensive interview process with COINS and was hired based on character above all else.
- Brought into SignOnSite for my Construction, Risk and Compliance background to help drive business growth across ANZ and new global markets.
- Joined Varicon as a founding sales executive to quickly build Ideal Customer Profile (ICP) pipeline and ultimately bring on customers.
- Hired for Fujifilm Upstream to sell business automation to the construction and other sectors.
Personal Information
- Hobbies: playing Squash (indefinitely injured), playing Cricket (indefinitely injured for this too), Golf, Rugby (watching), Traveling, Swimming, my children’s sport and pursuits, eating out, Kayaking, walking/running (injured for this too)
- Number of Children: 4
- Marital Status: Married
Timeline
Senior Solutions Sales Specialist
Fujifilm
08.2022 - Current
Senior Account Executive
Varicon
01.2022 - 07.2022
Senior Account Executive
SignOnSite
09.2021 - 01.2022
Business Development Manager
Construction Industry Solutions (COINS)
08.2020 - 08.2021
Senior Business Development Manager
Viewpoint Construction Software
04.2016 - 06.2020
Senior Business Development Manager
ConnX Pty Ltd
11.2014 - 04.2016
Corporate Sales Manager
Telstra Business Centre Bella Vista
05.2014 - 10.2014
Business and Channel Manager, Australia
SilkRoad Technology
07.2012 - 12.2013
Executive Manager
SAFETRAC (MinterEllison Lawyers)
05.2008 - 06.2012
National Business Manager
Learning Seat (News Limited)
01.2007 - 05.2008
National Key Account Manager
CCH Australia
08.2001 - 01.2007
NSW High School Certificate - Math, English, Economics, Biology, and Geography
Bachelor of Applied Science -
University of Western Sydney
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