Senior Pre-Sales Consultant and Project Manager for IT, FinTech and SaaS Solutions
Hire MeDownload CVI am an Innovative Senior Presales Engineer with a relentless passion for technology and a decade-long track record of delivering game-changing solutions. With expertise spanning diverse tech domains, including Cloud, IT, SaaS/PaaS, FinTech, ERP, and eCommerce, I have consistently driven outstanding business outcomes and elevated customer experiences.
My distinctive approach centers on uncovering client pain points and crafting tailored solutions that transcend industry boundaries. I thrive on exploring novel industries and markets, eagerly absorbing and embracing the latest technologies to become a true subject matter expert. My mission is to empower businesses by leveraging cutting-edge tech to unlock unparalleled success and customer satisfaction.
I'm not just an engineer; I'm a tech visionary on a quest to redefine what's possible.
Hard Skills & Knowledge
- Uncovering Customer Needs and Pain Points
- Building Rapport with Key Customer Stakeholders
- Solution Consulting and Design
- Building Quotes / Bill of Materials
- Crafting and Delivering Presentations to Customers and Industry
- Creating and Delivering Customer Demonstrations, both general and bespoke
- Responding to Requests for Information and Requests for Proposal (RFI/RFP)
- Managing Proof of Concepts from scoping, deployment, analysis, and presentation
- Performing and Presenting Return on Investment Analyses to Customers
- Creation of Marketing Material
- Network: Routing, Switching, Wireless, Management, Intent-Based & SDN
- Security: Firewall, IDS/IPS, Email, Web, IAM, DNS, CASB
- Collaboration: IP-PBX/Call Management, Voicemail, IM, Voice/Video/Web Conferencing, Call/Contact Centre
- Data Centre: Compute, Storage, Network, Orchestration, Performance Management
- Python, Java, C
- HTML, CSS, JS
- SQL & RDBMS
- REST APIs
- Data Analytics
- Cloud (AWS, GCP): Computing, Networking, K8s, Docker, VMs, Serverless, Data Warehousing, Blob Storage
Soft Skills & Knowledge
- POC & Pilots
- ROI Analyses
- Account Planning and Forecasting
- RFP Response
- Bespoke Customer Software Developments
- Service Integrations
- Marketing Events
- Customer & Partner Workshops
- Sales Enablement Workshops & Activities
- Microsoft Suite: Word, Excel, PowerPoint, Publisher, Project, Outlook, Teams, OneDrive, Sharepoint, OneNote, Planner, PowerBI
- Google Suite: Docs, Sheets, Gmail, Calendar, Meet, Drive
- Bespoke: Evernote, WebEx
- SFDC CRM & Reporting
- Analytical reasoning
- Consulting
- Critical thinking
- Automation
- Data analytics
- Problem solving
- Research
- Business Intelligence
- Technical Account Planning
- Digitization > Digitalization > Digital Transformation
- Bill of Materials & Quotes
- Request for Information (RFI) Responses
- Request for Proposal (RFP) Responses
- Scope of Works
- Statement of Works
- Project Management Reports & Presentations (Scope, Close Criteria, Gantt Charts, WBS)
ERP Dashboard Proof of Concepts
Theme
Proof of Concept - Charts and Dashboards for prospects requiring bespoke business reporting and/or business workflow tools.
Background
Reporting and Business Intelligence Dashboarding capabilities are important tools for the Enterprise Resource Planning (ERP) software that enable business owners to understand the state of their business, Business Managers to understand the performance of their staff, and for individual contributors to more quickly, efficiently and effectively perform their day-to-day tasks.
When purchasing off-the-shelf software, companies need to ensure that it's a minimum viable solution for their business, and that it provides enough value back to the organization to justify the cost.
The purpose of the custom dashboards are for Proof of Concept, demonstrating to prospects that ECI's Spruce solution provides enough Business Intelligence to meet the minimum business needs, along with providing valuable tools and insights that enable tremendous business growth.
Tools
iDashboard; SQL; MSSQL Studio
Description
After demonstrating the system to the prospect, we discuss their business, additional pain points that weren't addressed, and discovered opportunities where the solution's dashboarding tools could address their business needs.
We then clearly defined a scope of what information they needed, how they would use it in their business, and how they wanted it visualized.
Then data discovery was performed on the solution database to find where the necessary information resided, crafted SQL code to extract and transform the necessary data, and applied the SQL code in iDashboard to visualize the data in dashboards and charts that meet the prospect's requirements.
Once all the necessary charts and dashboards were completed, I presented them to the prospect for their feedback, either discovering further gaps and requirements, or getting a commitment from the prospect that their business requirements are met with this solution.
Once the prospects signs for the solution, I then worked with our implementation team to get the custom dashboards implemented into the cusotmer's solution instance.
In addition, I had meetings with engineers in the US and UK to determine if the dashboards I created are valuable enough to be made part of the standard set of dashboards deployed to customer instances. If they were, we worked with the implementation teams across the globe to standardize these for their respective regions, making changes where regional differences were encountered (e.g. currency differences).
Below are some screen capture of using the dashboards as deployed in a Demonstration Environment.
Outcome
Creation of custom dashboards for Proof of Concept resulted in a number of opportunities closed that otherwise wouldn't have if not for the dashboard POCs.
Video Capture of Dashboards
Multi-Criteria Allocation Decision Support System
Theme
Assist Subject Coordinator Manage Large-Scale Group Project Subjects Safely, Fairly, Effectively and Efficiently
Description
The Team Allocator is a light-weight java application. Used by a subject coordinator, it sorts a class of university students into project teams based on criteria defined by the subject coordinator.
Tools
Java JDK7, Eclipse IDE
Process
- Subject coordinator creates CSV file of students with their details exported from SOLS: name, email, student number, gender, local/international student, peer-group, major, prerequisite grades
- Open application, import student CSV and enter grouping criteria
- Select the algorithm and start sorting
- Review results, changing criteria and algorithm until satisfied with results
Output Files
Results: CSV solutions file containing student information, groupings and detailed statistics.
FCS: JSON files for initialising the FCS Web Application.
Outcome
- Turned a 2+ hour task of creating teams by hand into one that can be finished in ~15 minutes
- Programmatically create groups that more accurately meet criteria
- Automate creation of initialisation files for Electronic FCS
- APPLICATION IN PRODUCTION 2013 - PRESENT
Pseudo-code - Single-Swap Algorithm
- repeat
- for each teamA from 1 ... (num_teams - 1)
- for each teamB from (teamA+1 ... num_teams)
- for each studentA in teamA
- (if peerGroup for studentA != 0, break)
- for each studentB in teamB
- (if peerGroup for studentB != 0, break)
- old = min(score(teamA), score(teamB))
- {old = complianceScore}
- swap studentA and studentB
- new = min(score(teamA), score(teamB))
- keep swap if (new > old), otherwise revert
- end
- end
- end
- end
- until no swaps succeed (max number of 20 iterations)
$$TeamScore = \sum_{i} OptionConstraintEquation_i*Weighting_i* Is_Selected_i$$
TeamScore: a value between 0 and 1 determining how well a team meets criteria
For every i criteria:
- OptionConstraintEquation: a value between 0 and 1 determining how well the team conforms to criteria i
- Weighting: a value between 0 and 1 based on the weighting the user set for criteria i
- Is_Selected: 1 if criteria i was selected, 0 if criteria i was not selected
Fair Contribution Sheet
Theme
Assist Subject Coordinator Manage Large-Scale Group Project Subjects Safely, Fairly, Effectively and Efficiently
Background
- Engineering degrees have group project subjects where students are put into groups to work on engineering projects.
- The method of assessment is done through Deliverables and Fair Contribution Sheets (FCS), where the group submits a deliverable to be marked along with a FCS for that deliverable.
- The FCS weighs the marks for the deliverable so that the marks can be distributed fairly based on how much each team member contributed to the deliverable.
Description
The Electronic FCS is web application used by the subject coordinator of group project subjects to automate much of the process for the submission of the groups’ FCS for each deliverable, along with streamlining management tasks.
Tools and Technology
- Eclipse IDE
- JDK 7
- Apache Tomcat 6
- MySQL and JDBC
- Quatrz Scheduler Library
- Java, HTML, SQL, XML, JSON, REST APIs
Design
Model–View–Controller (MVC) is a software design pattern commonly used for developing user interfaces which divides the related program logic into three interconnected elements.
The Model consists of business Objects with the role of handling application data, usually to and from the SQL server.
The View consists of HTML pages and Java Server Pages (JSPs); it deals with the user’s interactions with the application.
The Control consists of Servlets and manages the flow-control of the application. It usually retrieves any parameters available from the request typically coming from the View, and if necessary, updates the Model and saves it to the data store. Afterwards, it sends a response to the View for presentation, possibly including data from the Model.
This pattern was chosen as it provides adequate data security by separating the View and Model layers.
The web application works with XML and JSON initialisation files. This allows the application to be reused with multiple subjects over multiple years by relaunching the web application with different initialisation files.
Key Features
- Subject Coordinator’s account of the FCS application has a variety of features for monitoring, handling jobs and coordinating the lifecycle of the application. This includes checking-on and managing individual users and teams, sending randomised passwords, emailing options, and more.
- Teams initialisation JSON file is created by the Team Allocator application. A second JSON file is created by the subject coordinator from a template with information about the class and their administrator details. The XML file containing scheduling information is created using a separate light-weight Java application where the subject coordinator uploads a CSV file of Deliverable names and due dates, and the application translates this into several hundred lines of XML code.
- Integration with a MySQL server gives the application the ability to recover the state of the service in the event of a server failure. It also allows for the scheduler to access application state data needed to execute tasks whilst maintaining the MVC model.
- Quartz Scheduler is used by the web application to automate several jobs such as unlocking of pages for deliverables, sending reminder emails to students, emailing the subject coordinator a list of students/teams with late submissions, and emailing marks to the subject coordinator.
- Authentication and Authorisation of users is achieved through integration with the University’s LDAP services.
- Log files record events so the subject coordinator can troubleshoot issues with the application as they arise and remediate as required. For example, if an automated task to send email reminders failed, the coordinator can check logs to see who did or didn’t get sent email messages, then manually send reminders in place of the application.
Outcome
- 2x servers deployed per year, one for each of two subjects
- Electronic FCSs for each deliverable deployed automatically via a schedule
- E-mails sent automatically to students upon FCS access availability, reminder e-mails, and for overdue notices
- Streamlined Management, Troubleshooting and Remediation
- Automatic E-mailing subject coordinator of FCS results
- Automation saves Subject Coordinator from performing many hours worth of tasks
- SERVERS IN PRODUCTION EACH YEAR 2013 - PRESENT
Complete Residential Energy Monitoring and Alert System for Budgeting Independent Energy Systems
Theme
Technology for Reducing Electricity Consumption in Residential Housing
Description
CREMASBIES is a hardware and software prototype designed to be retrofitted to existing residences for the capacity for monitoring energy consumption of separate household electrical circuits. Its purpose is for the hardware to provide real-time alerting and historical measurement cataloguing or power consumption, and the software to provide a means of presenting meaningful reporting of energy consumption in order to provide residence the capacity to understand their electricity consumption habits to make informed decisions on how to regulate their consumption from a cost perspective.
Tools
Java JDK 7, Eclipse IDE, JFreeChart, SQL and JDBC library, MySQL RDBMS
Atmel Studio 5 IDE, ATmega 128 Microcontroller
Functionality
- Hardware is installed at the residence electricity circuit box. Components are placed inline and parallel to individual household circuits to measure them individually.
- The MicroController (MC) communicating serially with the measuring ICs perform precise Analog-to-Digital Converter (ADC) measurements using two cumulative ADCs and high-speed power calculation functions. The MC takes the raw measurements are stores them on an SD card at defined intervals, along with timestamps obtained from the Real-time Clock.
- The software package coded in Java exports measurements from the SD card to an SQL database. From there, the application can then extract the data to present as reports and in graphical form.
Demonstration
6-Sigma Manufacturing Intelligence Application
Theme
Developed a Yields Dashboard for the NPI team
Background
Manufacturing Process Integration Teams require feedback regarding results of the manufacturing process so that they may make meaningful adjustments to the process that improve productivity through identifying and removing the causes of defects and minimizing impact variability in manufacturing and business processes. A set of tools and techniques used for this process improvement is Six Sigma with specific goals including reduced process cycle time, reduce pollution, reduce costs, increase customer satisfaction, and increase profits.
Tools
Java JDK 7; SQL and JDBC libraries; JFreeChart libraries
Description
The goal of this project is to provide a tool for extracting production data that may be used in the Six Sigma process for improving production process for an individual product.
The tool is a light-weight Java application. It uses JDBC libraries and SQL scripts to communicate with the manufacturing database and extract relevant data. The application takes this information and transforms the it into meaningful data and statistics on yield and high-level failure analysis. It then uses JFreeChart libraries to present meaningful charts, along with tables with specific production values and statistics, for the individual process operations and process groups.
Below are screenshots of the application with sensitive information redacted.
Outcome
Creation of an automated data pipeline through Extracting, Transforming and Loading into a Custom Visualizing Tool resulted in saving the Quality Control team hundreds of hours per year of performing these tasks manually, and improved business agility through having real-time data which could be acted upon without having to wait for the data analyst, with enormous savings potential through reduced time & materials wastage in the manufacturing process.
Software Defined Network Demonstration
Theme
Demonstrate a Basic SDN Customisation
Tools
Java JDK7, OnePK library, Eclipse IDE, REST APIs
Background
Software Defined Networking offers organisations vast capabilities for automation and monitoring of their IT environments. There are numerous open-source APIs, offered in several programming languages, for interacting with IT equipment that allow organisations to customise tasks specific to their needs. These tasks range from monitoring network and application states, to making changes to the network that scale from a single box to the entire infrastructure spanning multiple locations; possibilities are only limited to one’s imagination.
Description
- A demonstration coded in Java was created to implement monitoring of SAP instances.
- The application determines the location of a service and whether it’s Internet-reachable, along with whether the network services it uses to monitor states is reachable.
- When the service is manually disabled at a site, the application tracks the state of the recovery process at a redundant site.
- The service is brought back up at the primary site and the migration is again monitored.
- Monitoring is achieved by the application communicating with network devices and services using the onePK library and the states are presented via a light-weight GUI.
- Although the demo is a light-weight desktop GUI, one could utilise the Java libraries as JavaBeans, along with JSPs and Servlets in an MVC architecture, to make it a web application.
Cisco Live Melbourne
Walk-In Self-Paced Labs
Walk-In Self-Paced Labs
Theme
Create Collaboration lab environments for Customers and Partners to attempt at Cisco Live Melbourne
Background
Cisco Live is Cisco’s annual Customer and Partner conference. Folks attend to learn and immerse themselves in Cisco products, technologies and services. They can meet with Cisco engineers and executives to discuss unique technical or business-related questions and challenges. They can explore innovations from Cisco and their partners by visiting stands around the conference. One key area of the conference is the labs environment where folks can sit down and get their hands on the technology.
Description
- Decide on what Collaboration technology for which to create labs
- Source the lab environments from existing environments or custom-built
- Negotiate with business units regarding where to host the environments
- Scope the environment requirements for applications and services needed on user PCs; Programming Packages like Python, Java versions, VPN, Lab Documentation, etc.
- Scope power requirements for the stand; 40+ PCs and monitors, TVs, etc.
- Test lab environments by going through each lab
On the Day
- On-board users who want to take a lab
- Monitor lab users, assist when they’re having difficulty
- Manage the availability of lab resources
Systems Engineer
Opportunity Alignment
Opportunity Alignment
Theme
Improve how a pooled resource of Engineers can assist Account Managers to align more effectively with customer opportunities
Background
IT Sales teams are typically comprised of the Account Managers (AMs) who manage the customer accounts and the Support Engineers (SEs) who provide pre-sales technical expertise. The availability of technical expertise can significantly impact the AMs ability to close deals. SEs can typically be aligned with the AMs in 3 different ways:
- Ad-Hoc: SEs are a pooled resource that respond to requests from the AMs; the interaction with the account is finished once the request has been fulfilled.
- Opportunity-Aligned: SEs work closely with the AMs to help close specific sales opportunities; the SE’s interaction with the account finishes once the opportunity is closed.
- Account-Aligned: SE works closely with the AMs to create opportunities and maintain relationships with specific customer account stakeholders; the SE’s interaction with the account does not stop.
A sales organisation that utilises a pooled resource of SEs, but wants the SEs more closely aligned to opportunities, need to have a strategy as to how the SE resources are allocated to particular opportunities to provide the AMs with enough support to close more deals.
Description
The initiative intends to devise an amicable strategy for assigning SE resources to AMs that allows the SEs to become more Opportunity-Aligned and have positive impacts on the AM’s accounts in a manner that does not overburden the SEs.
Note that having the SEs become Account-Aligned is considered overburdening the SEs.
This is achieved through interviewing the stakeholders of the organisation, including the AMs, AM Managers, SEs, SE Managers.
Information around the opinions of stakeholders is gathered regarding different strategies for aligning SEs to opportunities.
This information is summarised and presented to the management team for their consideration regarding the best strategy for SE alignment.
Outcome
Management were able to use this information to decide on a synergistic alignment strategy that gets SEs more involved with opportunities.
Project Management: Single Sign-On Product Integration
Background
A retail customer requested a scalable standard method for authenticating and authorising user login to the solution machines and servers.
The purpose of this project I managed was to facilitate the development of the solution software to meet the customer’s requirements.
Goal
The goal of the project was to have the customer manage and monitor user authentication and authorisation to their individual solutions across hundreds of stores through their Identity Provider.
Tasks
- Defining the scope and requirements through collaboration between our software developers in another country and the customer’s Cyber Security team.
- Managing stakeholder expectations around timeline for delivery of key milestones
- Updating stakeholders on progress through regular meetings and updating of shared/co-authored project worksheets
- Creation of documentation around scope of works, statement of works, collaborative project worksheets, presentations for facilitating discussion, along with agreement on requirements, timelines for milestone delivery.
- Facilitate scheduling of rollout
Outcome
The outcome of the project was the delivery and implementation of a solution that met customer expectations and allowed the customer to:
- Manage high-risk asset in accordance with legal requirements
- Bring the support model into compliance with the customer’s Cyber Security Framework
- Centralise Identity and Access Management for all assets spanning ~300 locations allowing optimisation of productivity with respect to IAM
Revenue
- $80k in revenue for the development
- Securing of business amounting to $4M+ in additional product and support services
- Securing of business amounting to $500k+ per annum in recurring revenue for additional SaaS services
Project Management: Creation and Implementation of New Software Service
Background
A retail customer requested a solution be brought into compliance with their Cyber Security Framework around managing Common Vulnerabilities and Exploits (CVE) in the solution’s software and operating system.
The purpose of this project I managed was to initialise discussion for the creation of a brand new Remote Monitoring and Managing (RMM) professional service that the company did not at the time offer, and have this service become a standard offering to all future customers requesting RMM services.
Goal
The goal of the project was to have the company manage the risk of the customer’s software through reduce the surface area of attack and mitigating the risks associated with outdated software.
Tasks
- Research of RMM tools including cost, technical features, and support
- Discussion with the Global Digital Services team around a business model for providing the service
- Creation of documentation presented to the customer for negotiating and managing expectations for the proposed service, including scope of the service, technical aspects of the service, legal aspects of the service, agreed-upon SLAs, agreed-upon reporting.
- Facilitating communications between stakeholders spanning the globe
Outcome
Outcomes of the project were the creation of a new RMM SaaS offering and subsequently added to the standard professional digital services suite, and the delivery of this service to the customer.
Revenue
- $145k per annum in recurring revenue from the delivered service.
- Securing of business amounting to $4M+ in additional product and services.
- Securing of business amounting to $500k+ per annum in recurring revenue for additional SaaS services.
Project Management: Competitive Proof of Concepts and Pilots
Background
Sales team were selling a professional service to a large retail customer that would manage and schedule cash delivery and pickup services for all their 300+ stores.
The purpose of this project was to run a POC of the service and provide ROI analysis results to compare our service performance with a competitor’s performance.
Goal
The goal of this project was to move the customer towards deploying our SaaS services across all their stores and continue to demonstrate our superior service.
Tasks
- Getting the customer interested in POC by providing a manual service to address an existing pain point.
- Setting goals and expectations for POC project, communicating timelines, managing action items and coordinating stakeholder’s work for all stages of POC (preparation, store setup, real-time incident reporting, POC reviews and presentation to customer).
- Performing mid-POC and End-of-POC ROI analysis - abstracting performance data via Python scripts from daily PDF and CSV reports across all POC stores, for the months before and during POC, and presenting the data to the customer.
- Performing POC review of competitor POC ROI analysis - abstracting performance data via Python scripts from daily PDF and CSV reports across all POC stores, for the months before and during competitor POC, and presenting the data to the customer.
Outcome
Outcome of the project was the customer signing a contract with us over competitor to have 8.7% of their stores on our SaaS services in a Pilot phase, increasing this to 16.7% of stores, and agree to move towards 100% of stores if results of Pilot meet expectations set out during POC.
Revenue
- $60k upfront revenue for project management and implementation.
- $40.5k annual recurring revenue for first stage of Pilot.
- Increase Pilot annual recurring revenue to $78k.
- Signed agreement to $500k+ annual recurring revenue upon successful completion of Pilot.
Mini Projects
Closed Large Gaming Customer
Customer required streamlining their soft-count process to minimise staffing costs.
I was responsible for qualifying the customer's requirements, performing Time-in-motion study, proposing multiple solutions,
along with performing and presenting an ROI Analysis for each solution to the customer.
Presented an attractive ROI opportunity that resulted in the customer signing PO for a $50k solution,
along with opening the door to a future $200k hardware & service sale, plus $5k RR professional services opportunity once the customer's business priorities align.
Project Manage Post-Sales Hardware Maintenance
All customers required hardware parts replacement across fleet with a particular 3rd-party product in order to reduce service calls.
My scope was to project manage the rollout, prioritizing with respect to high-incident service call stores, including stock management,
scheduling and communication of works, stakeholder alignment with services teams performing the works, etc.
Hardware upgrades were performed resulting in an average 25% reduction in service calls across the fleet.
Project Manage Post-Sales Audit of 3rd-Party Installers
A large retail customer required us as contractors to perform safety audits that monitored our sub-contractors for compliance purposes.
My roles was to define the scope of audits across rounds of installations, schedule and communicate the audit works to be performed for specific installations.
Audits were performed and reports delivered to customer to document contractors follow appropriate safety protocols.
Rapport with the customer was maintained, resulting in the customer's continued business, totaling more than $600k within that financial year, and projected several hundred thousand in the following year.
Project Manage Bespoke Customer Development
A large retail customer required several custom software capabilities in our REST API to allow specific functions with their POS provider's software solution integration.
My role as project manager for each of these feature requirements was to:
- facilitate discussion between parties to clearly identify the problems
- collaborate with product teams to determine whether features and functionality requirements are realistic
- define the scope of works
- communicate SOW with our software development teams in Japan
- negotiate timelines for key deliverables between stakeholders
- update customer on progress of development
- facilitate delivery of software testing and packaging for rollout
- manage service team rollout of software into production.
2022 - Present
(Sydney)
Supporting APAC Account Executives at ECI covering LBMH retail market.
- Doubled sales revenue by collaborating with account executives to sell SaaS ERP solutions and eCommerce platforms within the LBMH retail market across APAC.
- Optimized the sales process by ensuring accurate representation of the solution and customers’ business through dedicated management and maintenance of demo environments and delivered an average of 3 bespoke customer demonstrations per week in CY23.
- Increased sales conversion rate and significantly boosted customer confidence by executing many impactful Proof of Concepts (PoCs) and Demonstrations to address bespoke customer needs.
- Built Pipeline by Enhancing Brand Visibility through innovatively creating marketing videos.
- Increased leads though educating customers on solution advantages by delivering impactful webinars and presentations at industry events / industry conferences.
- Successfully contributed and benefited from knowledge-share, collaborating cross-functionally with product team and account executives to positively impact sales strategy.
- Established strong post-sales relationships, consistently exceeding customer expectations and earning repeat business, receiving many accolades for going above and beyond for customers.
2019 - 2022
(Sydney)
Lead Sales Engineer for pre- and post-sales supporting the Australia Retail Sales Team at GGS AU.
Accounts from small to large retail customers including supermarkets, DIY, bottle-shops, casinos/clubs/pubs, hospitality, quick service restaurants, tobacconists, and more.
- Championed a 140% increase in sales revenue and 10x increase in recurring revenue within 12 months for opportunities for which I spearheaded the Pre-Sales initiative.
- Negotiated and closed complex deals, consistently upselling and achieving higher deal values.
- Improved sales performance, recurring revenue, and customer satisfaction by leading digital transformation initiatives and successfully pivoting the business towards AS-A-Service models.
- Exceeding and meeting expectations and deadlines by expertly managed multiple projects including POCs, software developments, mini-projects, and service deliveries.
- Developed optimised sales strategies and knowledge share in ANZ market for specific markets by successfully collaborating cross-functionally with product teams and account executives.
- Saved a $500k opportunity in recurring revenue, created $150k in new recurring revenue, and opened-up millions in upsell opportunities across the business globally through collaboration across multiple function teams and geographies to innovatively spearhead the creation of new services that solved customer’s security management problem.
- Received accolades for outstanding customer rapport with key accounts, consistently building trust and ensuring long-term customer post-sales relationships.
2018 - 2019
(Sydney)
Account-aligned Sales Engineer for both pre- and post-sales supporting the EMEAR Inbound Cisco Global Enterprise Sales Organisation in a local capacity within ANZ.
Company accounts included 40x large enterprises in energy, manufacturing, finance and retail; headquartered in Europe with a presence in ANZ and APJC.
- Generated 6- to 8-figure pipelines for accounts, exceeding sales targets and closing multiple deals.
- Improved customer engagement 200% by strategically managing accounts sales plans.
- Consistently delivered compelling presentations, demonstrations and POCs to customers that effectively showcasing solution capabilities and benefits, driving customer interest.
- Fostered collaboration and strategic alignment by serving as a critical link between regional and HQ account leads across multiple high-value accounts.
- Uncovered lucrative selling opportunities by gathered and analysing customer install base data.
2017 - 2018
(Sydney)
My role is to be the technical pre-sales resource for the ANZ inside-sales team for SMB and Mid-Market to enable selling across all of Cisco's portfolio. This includes Technology such as Enterprise Networks (Routing, Switching, Wireless), Data Center (Compute, Network, Storage, Multi-Cloud), Collaboration (Messaging, Meeting, Voice, Video, Customer Care), Security (Network, Email, Web, DNS, Firewalls, IPS, AMP) and IoT.
- Exceeded revenue targets across my entire patch by leveraging in-depth product knowledge and solution expertise to engage SMB and Mid-Market customers.
- Empowered partners to effectively sell Cisco's portfolio by filling knowledge gaps when creating and delivering instrumental partner training to strategic channel partners.
- Improved sales team performance and efficiency by researching, developing, and implementing effective technical resource alignment models and strategies.
- Accelerated product sales by enhancing the sales team’s capabilities through the creation and delivery of Account Manager Technical Training geared towards Account Executives and BDMs.
2014 - 2017
(Sydney)
Working as a VSE under Cisco Global Virtual Engineering (GVE) team. Provide pre-sales technical support to Account Managers and Cisco Partners across the Cisco Collaboration Architecture.
Regional Technical Specialist for Cisco Contact Centre and Hosted Collaboration Service portfolio.
- Exceeding KPIs by over 250% by showcasing technical expertise and excellence; consistently recognized as Engineer of the Quarter.
- Provided technical support to Account Managers and Cisco Partners worldwide, ensuring seamless collaboration and successful solution design.
- Delivered impactful product demonstrations, presentations, and partner training sessions, contributing to increased sales.
- Winning critical deals for the company through management and participation in responding to RFPs and RFIs.
- Contributed to strategic initiatives as a valued member the GVE Council and Network Programmability Teams.
2013 - 2014
(Singapore)
Joined Cisco as part of the Cisco Sales Associates Program where I received a blend of Technical and Sales training to become a Cisco Pre-Sales Engineer.
- Graduated from the Cisco Sales Associates Program (CSAP) with honours, obtaining CCNA and CCNP certifications.
- Demonstrated adaptability, accountability, and a growth mindset by rotating through various roles and acquiring diverse skills in sales and technology.
- Contributed to the success of the Customer Experience Centre and Cisco Proof of Concept labs, ensuring seamless customer interactions and solution deployments.
May - July 2013
(Sydney)
A 12-week internship for Finisar Sydney.
- Boosted efficiency and productivity through the development of a Java application that streamlined and automated the collection and presentation of key metrics, reducing manual effort by nearly 100%, transforming several hours of work to several seconds.
- Assisted in testing and troubleshooting surface-mount PCBs, contributing to prototype hardware development and delivery.
Currently Studying
Expected Completion May 2024
University of New South Wales
The Graduate Certificate in Data Science provides the foundational data science skills that the industry demands, plus crucial decision-making techniques and the essentials of good data storytelling. The program also provides a pathway to study the Master of Data Science.
Courses include:- Principles of Programming (Python)
- Foundations of Data Science
- Database Systems (SQL)
- Big Data Management
2009 - 2013
University of Wollongong
Studied Telecommunications, Electrical, Electronic, Computer and Software (PC and Embedded) Engineering.
Courses include:- Fundamentals in Physics and Mathematics for Engineering
- Electrical and Power Engineering
- Circuits and Systems
- C and Java Programming
- Digital and Multimedia Signal Processing
- Design and Management
- Microcontrollers and FPGA
- Communication Systems and Data Communications
- Network Engineering
- Wireless Communications
- Control Theory
- BlueScope Steel Prize
- Most Popular at Trade Fair Prize
- Dean's Merit List
- Telstra Award
- Thesis presented at an IEEE Education Summit
2001 - 2006
WCCS
- Physics
- Biology
- Advanced English
- Extension 2 Mathematics
2014 - Present
2015 - 2020
2016 - Present
Location
Sydney NSW, Australia
Phone
+614-2143-1011
timjamrus@gmail.com