Client List

USA

ABN Amro

The Northern Trust

US Bancorp

Firstar Bank

MGIC

Metavante

American National Can

McDonald's

Rockwell Automation

Galileo International

Marquette University

University of Chicago

Navistar

Australia

Woolworth’sFranklinsPriceWaterhouseCoopers

Commonwealth Bank

Westpac

St. George Bank

Elders

NSW Legal Aid CommissionAustralian Federal PoliceNZ CustomsAU CustomsDepartment of EmploymentMigration Review TribunalQueensland HealthACT TAMSNSW DADHCNSW Department of CommerceNSW Office of State RevenueDepartment of DefenceDepartment of Health and AgeingNSW HealthNSW RTAUniversity of NewcastleUniversity of NSWVictorian Police

Achievement Summary

  • Successful entrepreneur and small business owner
  • Strong track record of sales results
  • Key contributor to SAS Australia team that produced on-target number (2007-2008)
  • Top Branch Account Executive (Chicago - 2001)
  • Information Builders US National Rookie-of-the-Year (2000)
  • Regular Information Builders BDM of-the-month award recipient
  • Over 10 years experience in software business development for multi-national software companies

Sales Training

Miller-Heiman Strategic Selling - Certified Instructor (www.millerheiman.com)Personal Sales Effectiveness (www.infomentis.com)Demonstrating to Win (http://www.2winglobal.com/)

Summary

Recently relocated to Sydney from the US and looking to re-establish myself in a senior sales or technical sales role leading to sales leadership responsibilities with a Sydney-based firm. I hold an Australian Permanent Resident visa.

Accomplished in sales management, account management, marketing and business development in fast-paced, competitive business environments. Practiced in the art and science of sales process execution leading to high-quality results for the customer and the employer. Proven ability to identify, qualify and close business opportunities that generate sustainable revenue and profits from enterprise customers.

Expert-level Internet Marketing and Sales professional practiced in the art of generating new revenue from creative sales initiatives

Skill Summary

  • Skilled in the application Solution Selling techniques to quickly identify and qualify opportunities
  • Advanced sales process skills including strategy, prospecting, sales call planning, discovery, demonstration, negotiation and closing
  • Application of discovery techniques to determine the nature and extent of clients' business pain
  • Ability to quickly grasp complex software and apply capabilities to a business context
  • Excellent communication, negotiation and influencing skills
  • Establishing and maintaining excellent business relationships with client organisations
  • Cognizant of a broad range of industry issues resulting from a sales background in financial services, education, government, healthcare and retail organisations
  • Internet Marketing and Sales skill set includes marketing strategy development, copywriting, email marketing, content management, website development, search engine marketing & optimisation, video production and sales process execution.

Work History

Work History
Aug 2008 - Present

Founder/Owner

Vidalia Media, LLC

Out of a desire to leverage my technical and sales background, I launched Vidalia Media in late 2008. This digital media company leverages sales process and technology to help established companies re-engineer their internet presence to sell more effectively. To-date the company has developed internet sales engines in various sectors including: educational software, publishing, workplace drug testing and digital photography. Technologies employed include LAMP (Linux, Apache, MySQL, PERL), Wordpress Blog Software, Affiliate Marketing, Search-Engine Optimization, Audio/Video Production & Editing, Social Media, Email Marketing, eCommerce, Credit Card Payment Gateways and Forum software.

Responsibilities

  • Business development process including market research, prospecting, preparation of customer proposals, sales presentations, deal construction, closing sales
  • Project Management including preparation of project plans, coaching client personnel, facilitation and delivery of project deliverables
  • Management of remote delivery staff (offshore outsource personnel)

Achievements

  • Sale of internet sales initiatives resulting in multi-year service agreements worth approximately $US .5 million.
  • This was a period of accelerated learning for me dealing with all the issues surrounding the launch of a private enterprise. Apart from the myriad of technical components, this included establishment of a legal business entity, securing funding, defining and deploying business strategy and business development strategies.
  • Happy clients; several are poised to realize significant new revenues from projects we have undertaken together.
Jun 2006 - Aug 2008

Business Developoment Consultant

SAS Institute Australia

Responsibilities 

  • Execution of sales call planning and discovery process to identify and document customer business pains
  • Application of advanced communication skills in the documentation and communication of company value proposition, intelligence architecture and unique market positioning to clients
  • Development of compelling software demonstrations that map SAS Enterprise Intelligence capabilities to customer business problems
  • Provide detailed functional and technical understanding to client technical organisation on all aspects of the SAS platform: performance management, business intelligence, data quality, and data integration
  • Leverage strong presentation and demonstration skills to present SAS solutions at all levels in client organisations
  • Build proof-of-concepts to prove applicability of product functionality to clients’ business pain
  • Delivery of training programs to customer organisations and internally to staff and partners

Achievements 

  • Key contributor to the team that produced on-target number (2007)
  • Lead sales consultant for multiple Performance Management proof-of-concept (POCs) resulting in approximately $500K in software and services revenue
  • Lead sales consultant for a Marketing Performance Management initiative at one of Australia’s largest banks resulting in approximately $300K in software revenue
  • Defined and executed the sales strategy for a Retail Scorecard for a leading retail grocery organisation resulting in $160K in software revenue
  • Conducted a comprehensive Data Quality Assessment for a major NSW government organisation
  • Developed and delivered an innovative Retail Intelligence demonstration to Australia’s largest industrial conglomerate resulting in $300K in software revenue
  • Initiated the application of innovative demonstration techniques which received significant positive feedback from colleagues and customers
  • Provided mentoring to junior sales staff many of whom had never worked in pre-sales resulting in shortened “time-to-first-demo”
  • Initiated innovative call planning process resulting in better preparation and improved sales call outcomes
  • Pioneered the use of a rigorous discovery process resulting in a better understanding of customer business problems and more targeted messages
Jan 2005 - May 2006

Business Development Manager

Independent Sales Process Consultant

Responsibilities 

  • Train client staff in sales process and sales techniques
  • Supervise and mentor customer-facing staff in pre-sales and customer support skills
  • Translate technical capabilities into business benefits
  • Conduct market and competitive analysis
  • Create marketing materials including product literature, brochures and customer success stories

Achievements 

  • Designed and implemented sales function for a technical services firm specialising in messaging, network management and IT asset management; rationalized product offerings, created product and marketing literature, established web presence and instituted sales funnel and pipeline reporting
  • Designed and implemented the sales function for an organization operating in the mortgage processing space; created engagement model, product literature, standard agreements and pipeline reporting
  • Performed business development function promoting solution to lenders and broker community
Jun 1996 - Dec 2004

http://www.informationbuilders.com

Senior Account Executive – Sydney (Mar 2003 – Dec 2004)Account Executive – Chicago (Jan 2000 – Mar 2003)Pre-sales Consultant – Chicago (Jun 1996 – Dec 1999)

Responsibilities 

  • Extensive and continuous business development to corporate clients throughout an assigned territory through cold calling, direct mail, seminars, demonstrations, advertising, referrals and email marketing.
  • Relationship management of Information Builders' largest financial services clients in Chicago (ABN Amro and The Northern Trust).
  • Mentoring of junior sales and pre-sales staff around Information Builders product capabilities and messaging.

Sales Achievements 

  • Top Branch Account Executive – 200+% of quota (2001 – Chicago)
  • Eagle Award – Top Ten Regional Account Executive (2001)
  • US National Rookie-of-the-Year – 100+% of quota (2000)
  • Regular BDM of-the-month award recipient
Mar 1994 - May 1996

Pre-Sales Consultant

Technical Pre-Sales/Sales Engineer for an Object-Oriented App. Dev. Software company.

Mar 1992 - Mar 1994

Sr. Programmer/Analyst

Keane, Inc.

Consultant, Sr. Programmer/Analyst, PowerBuilder Developer

Jun 1990 - Feb 1992

Staff Consultant

Ernst & Young

Staff Consultat, IBM Mainframe, COBOL, CICS programmer, Computer-Aided Software Engineering

Education

Education

MBA

http://www.uiuc.edu

Graduate Assistant for Alumni Affairs

Graduate Assistant, Teaching Assistant - Marketing

UIUC Senate - Graduate School Repesentative