[ { "role": "Director - Revenue Strategy APJ", "company": "Asana", "endYear": "2024", "endMonth": "12", "location": "Sydney, Australia", "startYear": "2024", "startMonth": "3", "currentRole": false, "description": "Thought partner for regional GMs on areas such as performance management, resource and productivity, and investment cases (member of APJ \nLeadership team)\n\no Successfully improved forecast planning to increase accuracy. +/- (5% from W6) through coaching and implementation of SOP for Sales director and managers.\n\no Was a member of the GTM leadership team that delivered two quarters of sequential YoY growth (Q2 & Q3 FY25)\n▪ Q2 FY25 (ANZ = +22% YoY / JPN = +18% YoY)\n▪ Q3 FY25 (JPN = +8% YoY)\n\n▪ Delivered the FY26 Annual GTM plan, territory planning, quota setting & headcount plans for Asana’s APJ business (+$60M BoB ARR). Including half \nyearly updates to GTM motions\n\n▪ Stood up localised efforts around APJ’s quarterly, monthly and weekly business reporting cadence in Q1 FY25." }, { "role": "Director - Sales Strategy CoE", "company": "Salesforce", "endYear": "2024", "endMonth": "2", "location": "Sydney, Australia", "startYear": "2022", "startMonth": "9", "currentRole": false, "description": "Responsible for team of 4, focused on driving aligned, centralised business operations for Salesforce ANZ & ASEAN spanning weekly sales forecast reviews, through to 5-Yr strategic planning (Rev Strategy Centre of Excellence)\n\n• Ownership of the FY24 Annual GTM plan, territory planning, quota setting & headcount plans for Salesforce APAC’s +1,000 GTM employees across +$250M ACV and $3B AOV. Delivering on-time deployment of Salesforce APAC’s “Go-for-Growth” (G4G) to ensure rapid deployment of resources and aligned targets into FY24\n\n• Delivered re-vamp of Salesforce APAC’s quarterly, monthly and weekly business reporting cadence in Q1 FY24. Supporting regional CEO and directs. Shifting from a pure growth focus to profitable growth and bringing greater cross-business collaboration via change management program\n\n• Appointed APAC Headcount Manager – standing up the region’s position management program. Key deliverables include front-line leader enablement, creation of standardised reporting and driving alignment with Finance, Recruitment, Employee Services and Sales leadership. In FY24 H2 oversaw the hiring blitz of +80 new hires" }, { "role": "Director - GTM Execution APJ", "company": "Citrix Systems", "endYear": "2022", "endMonth": "8", "location": "Sydney, Australia", "startYear": "2021", "startMonth": "8", "currentRole": false, "description": "Delivered APJ GTM Planning submission to global team as part of revamped Geo-led GTM Strategy and Execution model\n\n• Established a Sales Play model, tied to Install Base via a regional BI tool – delivering recommended customer targets for Q1 fast start against Citrix’s four key Sales Plays for 2022" }, { "role": "Director - Product / Sales & Operations Strategy", "company": "Gartner", "endYear": "2021", "endMonth": " 7", "location": "Sydney, Australia", "startYear": "2015", "startMonth": "8", "currentRole": false, "description": "Sales Strategy & Operations Director: Attained Winer’s Circle for 2019 through overachievement of APAC capped retention (+8.6pts vs PY) and Growth targets (USD +2.1M vs PY)\no Re-engineered APAC remote/WFH prospecting techniques through a COVID-19 Industry prioritization framework. Increased D-Stage meetings by +20%\no Identified early customer experience blockers that lead to contract cancellation. Established a Sales-to-Customer Success handover that grew engagement in the first 30 days from 12% to 52% within 3 months\no Developed an early secure and paperwork program to de-risk renewals. Through this program, APAC secured (by way of early renewal or early signature) 20% of all Q4’19 renewable CV in Sep’19. +13pts YoY for the same period\no Managed APAC’s Sales Development Program (new grad hire). Including business development and account management support across 20 staff. Program delivered +50% of all D-Stage scheduling and must-win deal identification across region\n\n• Executive Programs Strategy & Operations Director: Oversaw all Asia Pacific & Japan operations functions for the Global VP of the region, including forecast management, risk identification and cross business group growth & retention programs.\no As a member of the Asia Pacific & Japan Leadership team, successfully created and executed growth and retention programs thatcontributed materially to financial performance:\n▪ 2017 capped retention +2.2% YoY (USD +1.3M impact)\n▪ 2018 capped retention +2.9% YoY (USD +2.3M impact)\n▪ 2018 new business +18.6% YoY (USD +4.6M)\no Established a cloud-based, regional forecasting tool which reduced time-to-forecast from 3-4 business days to 2 hours\no Global Tiger-team member tasked with building a global program to improve “value capture” by service delivery partners with Executive Programs members, globally. Within two quarters, successfully improved quality of value captured in APJ from 2.3 to 4.1 out of 5.0 \n(world’s best)\n\n• Product Director: Managed Prioritised Accounts retention program in Asia Pacific (top 20% of accounts by contract value).\no Overachieved on 2016 Prioritised Accounts capped retention performance at 86%, +16pts against regional average (upside of USD 400K)\no Established a Scalable Support program for ANZ & Asia to cover approx. USD 20M in CV\n▪ ANZ: 2016 H2 YTD capped retention performance 74%, +3pts against ANZ average\n▪ South East Asia/Greater China: 2016 H2 YTD retention performance 81%, +19pts against region average \no Global lead for a pilot Early Warning System (EWS) for Gartner’s Executive Partner service. This algorithm identified segments of business that were predicted to cancel business +6 months from renewal. Over USD 1M in at-risk revenue detected and actioned upon leading to improvements in overall caped retention from 50% base (ongoing). EWS continues as a sales/service tool in 2021" }, { "role": "Business Operations Lead (Various)", "company": "Microsoft", "endYear": "2015", "endMonth": "5", "location": "Singapore", "startYear": "2010", "startMonth": "12", "currentRole": false, "description": "Growth Identification: Owned analysis to identify competitive and market-driven opportunities (Microsoft vs the Market), specifically aligned to entry into Cloud-centric workloads (Office 365, Azure, Dynamics)\n• Business Planning: Successfully managed the transparent and predictable “rhythm of business” (business reviews) on a monthly and quarterly and annual cadence, aligning the analysis of business results, forecasts and corrective actions of APAC leadership team, finance, business segments and product groups to ensure fiscal and opex targets were met (FY12-FY15)\n• Coaching & People Development: As a member of the APAC GSDS (Global Search & Digital Solutions) Leadership Team (FY15), managed people and workplace improvements, including managing regional teams in skills training, morale & career development (FY15)\n• Marketing Operations:\no Led Microsoft APACs marketing spend governance and analytics across the regions’ USD +40M annual budget (FY12 - FY14) to ensure contribution margins were successfully met\no Identified opportunities to maximize the connection between marketing effort & revenue impact (monetization) via performance reporting, market analysis and business intelligence" } ]