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Gene Isaacs

Senior Digital Strategist - Appscore International

Summary

  • I am self-motivated and results orientated and have been working in the enterprise software, consulting and educational services for the past 17 years. I have the ability to work autonomously in fast moving AGILE environments as well as working within large complex sales/partner environments.
  • I have a strong balance of consultative sales both strategic and tactically focused to build trust and results fast. This has been developed over a long period of time and heavily relationship focused. 
  • I am a professional BDM manager with over seventeen years of industry expertise. I have worked to establish US start-up operations in Australia and have worked with large matrix organisations such as IBM iX, Accenture, Adobe, Oracle and Business Objects (now SAP).
  • I am a proven performer in uncovering well researched business development opportunities based on my strong relationship and analytical focus to deliver a proven work ethic that gets results.
  • I have a strong proven record of establishing, maintaining ongoing professional relationships with clients and channel partners and have always been directly responsible for over achieving sales targets and results. 
  • I am focused on a more consultative approach that allows my clients to understand the business benefit and financial reward associated with any ICT investment.
  • I have the ability to map out, outline and understand large complex sales cycles while always looking for the opportunity for a tactical win. One that this low risk, low investment, but high returns - a win win for everyone. 
  • I have had significant wins within the Victorian Government Agency process working directly and with channel partners to win large software deals for Oracle and Adobe
  • I have strong working relationships within Telstra EBU Mobility Solutions Team members and Vic Gov AE's, Salesforce.com and GSI contacts who have proven invaluable.

What I am seeking

I am seeking the opportunity to work with dynamic and fast growing teams. Leverage off my  business development experience gained from a lifetime of working with partners and clients. I am seeking the opportunity to work and grow with an industry specialist who has real proven value in their marketplace. I am always seeking to articulate a strong value proposition based on delivered projects, professional services and educational services. I believe that I have the ability to build trust fast through professional and direct dialogue and authenticity through truth and transparency in everything I do. I am looking to develop and leverage off my relationship skills to build long-term working relationships and deliver on revenue and business outcomes. In short, I am seeking to work for a niche provider who has opportunity for me to grow with the organisation and be a critical part of that growth. 

KEY COMPETENCIES

  • Results orientated and Customer Centric in every approach.
  • Ability to over-achieve and establish strong, long lasting professional and personal relationships at an Executive level
  • Professional presentation skills and strong personal skills to build trust.
  • Develop, Devise and Deploy Sales and Channel plans to grow and maintain partner and AE sales related activities
  • Ability to establish and maintain senior relationships to deliver outcome based solutions.
  • Ability to build trust and act within a strategic advisory role through a consultative approach
  •  Ability to work within large complex matrix environments
  • Quickly understand political and personal sensitivities to build trust and equity within a short period of time.
  • Ability to manage internal resources effectively and work within team environments.
  • Ability to define, scope and identify an opportunity quickly to determine its profitability
  •  Have the practical and professional experience to develop urgency around client requirements and measuring the pace of change based on agreed timelines
  • Manage virtual teams with internal resources to co-ordinate with legal, finance, pre-sales and contract teams to deliver the right outcome for both my client and my organisation.
  • Ability to ascertain gap & impact analysis of a client’s needs/wants
  • Business process mapping of existing business processes
  • Ability to effectively lobby at a high and low level within an account.
  • Extensive training and broad understanding of Integration and Web 2.0 technologies capabilities forInformation Access, eDiscovery, Web Content Management, Search, Portal based technologies and social networking and mobile technologies for eEngagement strategies

Employment

2015-082016-10

Senior Client Advisor

Bluewolf, (an IBM company)

Bluewolf is a global consulting agency that builds digital solutions designed to create results. We specialize in leading cloud technologies like Salesforce.com, Marketo, Apttus, Steelbrick, Vlocity, among others, but our clients come to Bluewolf for so much more than our technical expertise. We serve a community of future-focused industry leaders dedicated to building the next generation of digital experiences. The way we see it, when business is done in real time on the cutting edge.

Key Responsibilities

  • Generate/drive activity at the top of funnel to meet quota expectations
  • Engage “field-level” partner reps (thru the channel) to drive opportunities. Manage VAR channel partners for SFDC & Informatica
  • Move deals from lead to qualification to close
  • Execute relevant contractual agreements
  • Utilize Salesforce to manage pipeline, account, and opportunity information in accordance with BW processes
  • Lead executive solution sessions with clear understanding of client pain points
  • Manage relevant partner relationships
  • Manage your book of business through accurate forecasting and communication with colleagues and leadership
  • Execute relevant contractual agreements in complex procurement environments
2014-082015-07

Sales Director

CloudSherpas,  (now Accenture)

Leading Cloud Consulting services focused on implementing Salesforce.com technologies. My role was to work closely with the Salesforce.com sales executive team to co-sell implementation services. This involved joint sales activities to drive implementation services for all Salesforce.com project delivery.

Key Responsibilities

  • Generate new business via the Saleforce.com channel partner working closely with SFDC CBU & EBU sales team.
  • Providing sales support to SFDC AE teams. Conduct all sales activities
  • Conducting sales presentation and partner incentive schemes
  • Educate, Inform and Execute partner program, worked with various vendors MULESOFT, Informatica, Appscore

2013-062015-08

Senior Client Director         Accountants Division and Cloud Platform

MYOB Australia Pty Ltd., (Melbourne VIC 3000 - Australia)

Leading firm in Australia / New Zealand professional accounting and business software solutions markets. Company has 70% market share in Australia and 80% in New Zealand. 

Key Responsibilities

  • Manage and maintain Tier two client base of Accountants in Regional and CBD locations 

  • Collaborate with Marketing team on product strategies and vision 

  • Develop a list of client reference sites to assist with tendering for new business 

  • Understand customer organizational structure, and monitor customers long and short term 
plans 

  • Ensure overall customer satisfaction with MYOB portfolio of products 

  • Demonstrate Software Advantages 

  • Detail Needs Analysis and account planning for territory saturation 

  • Manage client expectations with Product Development, Training and Roadshow Industry 
events. 

  • Pro-actively identify opportunity to add value to client’s growth plans. 

  • Work with other internal sales departments to value add consulting and services. 

  • Build trust, professionalism a co-operative working relationship with customers to prioritize 
MYOB investments over competitors 

  • Conduct regular Business Review Meetings to maintain customer loyalty 
Sales Delivery of Targets 

  • Grow annual maintenance according to company’s strategic plan 

  • Achieve book sales targets set up on company plan 

  • Provide clients with assistance in relation to hardware and software infrastructures 

     Ensure 95% and above client base retention 

  •  Expand existing territory by 10% yearly through additional maintenance resulted from new 
business accounts 


Key Achievements

  • Successfully won two major accounts from main competitor in Melbourne in the past 12 months 

  •  Increased revenue per client in ANZ by 35% based on annual targets 

  •  Delivered 198% YTD for account in 8mths. 

  • Qualified for over achievers 2014 in first year. 


Applications used: Siebel, MS Office 2010, Microsoft SQL, VM Ware, Webex, and Microsoft Azzure

2012-082013-06

Industry Engagement Division; Executive (Contract)

RMIT University (Melbourne Victoria 3000), Australia

Leading University in Australia / Vietnam/Spain

Key Responsibilities:

  • Maintain and promote University Training and Educational services to Industry Groups
  • Develop pipeline and expand RMIT Industry Engagement Team to Corporate Australia
  • Develop engagement messaging materials to promote Faculty Professors and Industry, Engagement event activities
  • Provide Industry prospects and partners with deeper insight and engagement to University, services.

Key Achievements:

  • Established key multi-million contract engagements with Industry partners
o Worley Parsons, SP AusNet and Raytheon for engineering training services
2011-052012-08

Key Account Manager for Southern Region (VIC, SA, TAS & NSW)

Blackboard (Melbourne, VIC 3000)

Leading provider of Institutional and University Learning Management Systems for distance learning. 

Key Responsibilities

  • Maintain client base of 6/8 Group of Eight Universities in region.
  • Reported directly to Regional Vice President
  • Build trust within client base
  • Contribute information to the sales/territory plan for region and resource allocation. LargeAccount Planning, Sales/Competitor Analysis on market developments
  • Proactively service and cross/upsell to all levels of the University
  • Liaise with CIO level and DVC: Teaching and Learning Level to position Value Proposition
  • Travel interstate regularly to conduct quarterly onsite review of usage
  • Design, prepare and provide proposal to existing and potential customers
  • Negotiate and close sale to meet Sales Targets
  • Run quarterly campaigns for all markets served by the firmKey

Achievements:

  • Successfully implemented new marketing strategies for fiscal year 2011 and 2012. Regional events on campus MC’d by client
  • Successfully won large service contracts with University of Western Sydney, Melbourne University, and RMIT University

Applications used: Blackboard Mobile, LMS, Bb Analytics, Bb Collaborate, ePublishers (MacGraw-Hill, Pearsons, Cengage & Ex-Libris)

    2011-052010-05

    Education Account Manager

    ADOBE Systems (Melbourne VIC 3000)

    Industry Leader in Digital Creative Suite software.

    Key Responsibilities 

    • Maintain and manage the Victorian Department of Education Account: DEECD 

    • Position and sell a Department Wide Enterprise Sales Agreement with all Public funded 
schools via the department 

    • Liaise, lobby and present to Education Executives, CIO and Project Managers of Adobe’s 
expertise to delivery 21st Century learning skills for student/teacher outcomes 

    • Establish and maintain executive relationships at all levels of DEECD and University 
Accounts 

    • Raise Adobes profile within all territory accounts to educate the client base of Adobe’s 
portfolio capabilities 


    Key Achievements

    •  Present and deliver a State Wide Deal worth $4.3M to Adobe 

    •  Deal Done in 9mths
    2010-052007-05

    Education Account Executive (Government & Education GE)

    Oracle Corporation Australia (NSW & VIC)
    • Enterprise Software

    Key Responsibilities

    • Manage large accounts within local Government agencies, Higher Education (University Accounts Only) accounts within Victoria
    • Worked directly with channel partners and clients to drive license revenue objectives for Oracles Middleware portfolio of technologies
    • Sales and Account planning and the delivery of the plan through partners and Oracle to deliver license revenue within the account base
    • Maintenance of direct relationships with Senior Executives within the account base and direct dialogue within the accounts to drive outcomes for clients
    • Manage territory information to Oracle management to execute a sales strategy to out manoeuvre the competitive and protect existing license revenue opportunities
    • Liaise with all appropriate management within Oracle to tailor a solution for the client

    Key Achievements

    • FY 09: Largest Higher Education Middleware Deal for Southern Region. $1.2M with Victoria University. Included a suite of portfolio related software. Including E2.0, SOA and BI technologies
    • FY 09: Fastest Government deal - 6 weeks - $750K license
    • FY 09: Target $2M US. Achievement YTD 99% Q3. 234% of quarterly target
    • FY 08: Target $1.5M US. Achievement 75%

    Applications used: Oracle Suite of SOA, Content Management Software, Business Intelligence, Security.

    • Previous Tier One Software Vendors Include:
      • Endeca Technologies (now Oracle – SEARCH)
      • Business Objects (now SAP – Business Intelligence)

     Education

    1996

    Bachelor of Applied Science

    Victoria University, (Melbourne - Australia)
    1992

    Ballarat & Queens Anglican Grammar School, Ballarat Victoria

    KEY STRENGTHS

    • Strategic Planning Project Management Business Development Strong Negotiation Skills
    • TAS Selling
    • Customer Centric Selling Partnership Management
    • Leadership
    • Creativity & Innovation Communication & Presentation Skills

    References

    Steve Beards Sales Manager – Flexera Software Australia Pty Ltd.

    • Cratis Hippocrates
      • Exec Director RMIT University
    • Michael Caroline- CIO
      • WEHI Institute
    • Phil County- CIO
      • Victoria University
    • Mark Nicolosi
      • Telstra Channel and Partner Manager
    • Alex Louey
      • CEO Appscore International