Alex Doyle

Alex Doyle-• www.linkedin.com/in/alexdoyle1 •- • Surry Hills, NSW 2010 _____________________________________________PROFESSIONAL PROFILE____________________________________________ • • • • • Go-to-market leader with 20 years of experience delivering above budget, building teams, coaching team members to exceed their expectations, and helping companies reach their growth targets. Hands-on leader, able to roll up my sleeves to help drive greater outcomes, improve processes, and provide the tools and marketing strategies to help salespeople achieve above quota. Sales processes, methodologies and skills coach, driving forecast accuracy, and increased win-rates. Customer-centric organisation structure builder & strategic thinker. Culture-first recruiter of high-performers, developing and retaining exceptionally high performing teams. ____________________________________________________SKILLS____________________________________________________ Value-Based Selling Techniques • Strategic Planning & Budgeting • Coaching • Territory Planning • Team Building Challenger, Sandler, Winning by Design • Cross-Department Relationship Building • Inspiring & Leading Teams Using & Analysing Data for Effective Decision Making • NIDA-Trained Public Speaker • P&L Management • Accurate Forecasting _______________________________________________CAREER EXPERIENCE_____________________________________________ Asseti Feb 2023 – Present Head of Sales Commercial Real Estate Condition Management solution start-up. • Built the GTM team, processes, tools & sales motions from the ground-up, transforming a services-led business to a SaaS subscription model. • Grew the group by over $3.2m, representing 2.5X growth. • Secured new-logo accounts including 8 of Asseti’s top 10 key target customers, such as Colliers, Frasers Property, Centuria, Vicinity Centres, Programmed, Knight Frank, plus several Local & State Government entities. • Assisted with the raise of $2.5m final seed stage investment following record growth – See Press Release Here • Launched overseas expansion into the USA, securing Asseti’s first new logos in that market, Colliers & International Paper within the first 2 months, along with designing, hiring and training USA go-to-market team. Consulting to various start-ups Sept 2022 – Feb 2023 • Assisted several early-stage B2B clients with their go-to-market processes, systems and techniques MIP & The Data School Down Under April 2021 – Sept 2022 Chief Revenue Officer Data & Analytics consultancy, software reseller & training provider. Specialising in Alteryx, Tableau, Collibra, H2o, Neo4j, GCP, AWS, Azure. • Re-built the sales and marketing engine for MIP & Data School Down Under. • Achieved above 40% YoY sales growth. • Responsible for $31m revenue budget. • Delivered record revenue months during 2021 and most recently in August 2022. • Hit Tableau Premier Partner Sales Target for full year within first half of this year. • Recruited & built MIP’s first SDR team, generating above-target qualified pipeline. • Maintained vendor partner software targets. • Grew and promoted members of the sales team. • Grew average deal size by >50%. • Led a team of 7 Enterprise AEs, 3 SDRs, 2 Marketing, 2 Sales Ops, 3 Pre-Sales, 1 Partner Manager. Bigtincan March 2020 – April 2021 VP Asia Pacific & Japan SaaS sales enablement, content automation & mobile training solutions. • Recruited first go-to-market team in Australia including Customer Success, Pre-Sales, SDR, AE. • Built pipeline generation engine, outperforming all other regions globally at Bigtincan. • Created a partnership ecosystem in Australia. • Secured Bigtincan’s first 6 figure ARR deal in the region. • Over-achieved against new logo acquisition target. Nearmap Aug 2014 – Jan 2020 Director of Sales – Enterprise, Government & Mid-Market SaaS provider of geospatial imagery & AI-generated geospatial insights. • I was responsible for building & leading the Enterprise Accounts team (existing and new customer acquisition), Mid-Market & Government sales teams, SDRs, Customer Success and Pre-Sales. • Helped lead the business from $10m ACV in 2014 to over $61m ACV in Australia, and from ~$200m market cap to over $2bn market cap. • I led the teams responsible for Nearmap’s largest existing customers and winning the largest prospect opportunities. • Coached value-based selling techniques, helping my teams to secure larger deals. • Created sales org structure and delivered upon change where required, given the rapidly growing customer base. • Built the SDR function to help scale the sales team’s efforts. • Recruited and launched the Pre-Sales team. • Negotiated partner-channel deals for the first time in Nearmap’s history, both resellers and alliances. • Investor & ASX roadshow presentations. • Achieved 110% - 200% of quota each year. • Coached and mentored my reports to help them deliver above target and achieve in-excess of their earnings goals. • Built and iterated upon sales incentive plans to drive the highest motivation and results. • Promoted people from within, both into my teams from the inside sales & small business sales teams and promoted out of my team into our USA operation. • Won Nearmap’s largest ever deal in Australia. • Won Nearmap’s first $1m ACV deal. • Dedication to consistent high activity, strategic account planning and execution were the keys to my success. • Embedded myself within our key industries by attending industry events, sponsoring, and holding speaking slots, enabling me to be seen as a value-add to every customer or prospect interaction. • Landed deals above $10m TCV. Iptor Apr 2013 – Aug 2014 Regional Account Director SaaS, ERP, CRM, Sales Planning and Forecasting, Business Intelligence & Analytics Solutions. • Responsible for selling to both new and existing customers across NSW, NZ & SE Asia. • Managed & coached the SDR team. • Managed relationships with key accounts, holding regular reviews & workshops to help clients extract the maximum value and enable value based cross-selling. • Took new business deals from cold call through to close. • Created channel partnerships to target new markets and increase deal value. • Co-ordinated with Marketing to formulate effective campaigns. • Hosted events including seminars and breakfasts. Main Achievements at Iptor include: • I closed Iptor’s first Warehouse Management Software sale in APAC & first QlikView Analytics sale globally. • Hit Q1 FY2014 new business target. • Turned the inside sales team around from 1.5 years of providing leads with no closed sales, to provide more, higher quality leads, resulting in the first closed deals from leads sourced by that team. ComOps Apr 2012 – Mar 2013 Sales Leader – ERP Division SaaS, ERP & Finance, Business Intelligence, HCM, Workforce Management & Mobility Solutions. • Sales to both new and existing customers across Asia Pacific. • Managed all key accounts, including Toll, CCA, Dulux, Bradken & Toshiba holding workshops and regular reviews to facilitate cross selling. • Coached sales team members in strategic & solution selling techniques. • Worked strategically within key accounts to cross-sell and up-sell. • Prospected for new business via cold calls, events & marketing campaigns. • $1.7m software license target. Main Achievements at ComOps include: • Hit my first full quarter target – delivering over $550,000 new business. • Built strategic relationships within key accounts, resulting in the turn-around of many dying opportunities due to the lack of previous depth of relationships within the accounts. • A $1.5m software license deal within one key account directly as an effect of the wider & deeper relationships I established. Azzure IT, UK Sep 2011 – Mar 2012 Head of Sales Microsoft Dynamics ERP & CRM SaaS start-up. • Joined on day 1 of Azzure IT in start-up mode. • Prospected for and won new business. • Built new channels to market, including partnerships. • Managed and grew the sales function of Azzure IT. • Developed the sales plan, KPIs, sales methodology. • Applied a strategic approach to each sales opportunity, working with people in a large number of roles within each opportunity to help build a business case and close deals during a tough economic climate. Main Achievements at Azzure IT include: • Achieved 3 new customer software sales in the first quarter against the Microsoft partner target of 2. • Sales delivered resulted in the business making a profit within its first financial year. • Built a software pipeline from zero in September 2011 to over £2.5m in just 6 months. Advanced Business Solutions, UK Oct 2008 - Sept 2011 Account Director & Inside Sales Lead Enterprise Software vendor with solutions across Accounting, HCM, Payroll, CRM, Workforce Mobility & Service Management, Document Management, Business Intelligence, Analytics, Forecasting, for the UK mid-market and large enterprise. • Account managed existing clients & won new business across a mix of verticals & industries. • Worked with clients through workshops and regular performance reviews to develop business cases and solutions that supported their strategic objectives. • Hosted and spoke at regular conferences, seminars and user events. • Coached the outbound SDR team to help them grow and achieve their quotas. • Cross-sold the range of solutions available inside the group and from partner companies. • £750,000GBP license margin target. Main Achievements at Advanced Business Solutions include: • One of the highest achievers in the account management team both FY10 & FY11. • 104% against FY10 margin target in possibly the toughest period of the UK recession. • Consistently hit quarterly targets for both license margin + services. • Built strategic relationships inside my client base, the majority of which had been neglected for some time prior to my arrival, to create a lucrative pipeline and continued business in a tough economic environment. • Formed channel partnerships to provide additional value-add solutions to my clients. Global Telecoms & Technology, UK Mar 2007 – Sept 2008 Senior Sales Executive VoIP Telecoms and IT providers specialising in IP Telephony and Converged Comms Systems • Part of the new business sales team working nationwide, generating new business sales through closing selfgenerated appointments and existing customer cross-sell opportunities. • Mentored the SDR team, coached sales skills and improved cold calling methodologies. • Worked with all sizes of businesses to close VoIP deals for their fixed line & mobile telephony, networking, and security needs. • Closed deals at FD/MD level, providing the optimum solution through Global’s portfolio of products and services increasing their business efficiency & maximising savings. Main achievements at Global include: • Rapid development into one of the highest performers within my first 3 months. • Exceeded sales targets month on month. • Consistently achieved between 150%-200% against monthly revenue target. • Promotion to Senior Sales Executive, one of only 4 out of over 40 salespeople. • Consistently in the top 3 of the entire sales team. IRIS Software Ltd, UK Mar 2004 – Feb 2007 Sales Executive Accounting, Tax, HR, Payroll, ERP, Document and Content Management solutions. • Generated and closed new business sales of IRIS Accounts, Tax, HR, Payroll, ERP and Practice Management software solutions through cold calling, holding seminars and events, and face to face meetings. • Take a sale from cold calling to close, along with the implementation and the continual development of accounts. • Worked closely with the marketing department to create successful marketing campaigns. Main achievements at IRIS Software include: • Over 100% of license sales target each year. • Highest performing member of the sales team.