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MARY CLARKE
o Unit 105, 10 Lakeshore Drive, Narrabeen, NSW, 2101 o Mobile: 0419489244 Home: 9972 0127 Email: [email protected] o LinkedIn Profile: Mary Clarke au.linkedin.com/pub/mary-clarke/5/398/16a/
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o A highly motivated business professional, with a proven track record of achievements in significant sales of licences and professional services, client engagement at CEO level and strong internal team interaction in the software industry across Australia and New Zealand
o Presenting and selling innovative solutions with excellent after sales face to face services to new and existing clients in blue chip, government and a wide range of industries is a key strength and passion as is working closely with business partners including Microsoft, Progress, Cognos, Hewlett-Packard, IBM and Digital.
o I have extensive experience in selling Enterprise, Business Intelligence, Sales Force Automation, (SFA-Mobility), CRM, Web sales, OH&S, POS and SaaS solutions and managing Professional Services and Sales teams to deliver these solutions and services effectively to then maintain long term customer relationships.
o Researching on site and online, listening and understanding business requirements for our clients and new opportunities then developing and presenting solutions with an ROI to Executive Management Teams, followed by detailed proposals, RFI’s and contract negotiation have been key aspects in my success.
o Management of Sales Teams and Professional Services and Support Teams, including budgets, and performance has been a key focus over my time at ComOps. This has of course required working closely with business partners, building relationships and achieving the potential available to us.
KEY STRENGTHS
o Strong Business Development Manager and Account Manager capabilitieso Deep knowledge and sales of Business Intelligence, Sales Mobility, ERP,
CRM, OH & S, SaaS solutionso Developing and working closely in Business Partner relationshipso Listening to customers’ needs to gain situational fluency to then create an
innovative value proposition to close the dealo Selling solutions that address the business needs of the prospect and
ensuring successful deployment and ROIo Developing solid ongoing business engagements with customers and writing
and distributing meeting notes immediately for feedback to ensure there is a clear understanding of requirements and next steps for all involved
o Cross selling/up selling additional products and services to customerso Lead Generation with the marketing team and Business Partnerso Managing and mentoring staff on our customers, solutions, services and
support-teamwork!
Mary Clarke [email protected] 0419489244
o Experience in developing sales and marketing collateralo Generating Customer Case Studies to leverage new opportunities and
references with every new solution soldo Experienced motivated presentero Preparation of monthly board reports on sales and professional serviceso Using Social Media daily to gain insight into prospective client’s business,
operations and peopleo High level proposal skills including Microsoft Word, CRM and PowerPoint o Maintain and manage forecast and pipeline in CRM dailyo Contract Negotiationo Strong Team player
CAREER HISTORY
Eyecatchers Solutions
July 2016 to Present
o Eyecatchers Solutions sell and provide services for ACT, Salesforce and Microsoft CRM.
o I am a Sales Consultant selling products, upgrades and services to existing and new customers.
Scalable Data Systems
January 2016 to July 2016
o Scalable Data Systems have been a Gold Microsoft Partner for 10 years with customers in Australia and globally.
o I was a Business Development Manager responsible for our NSW clients and seeking new business opportunities with prospective customers in Microsoft Dynamics AX, CRM, Payroll and Business Intelligence.
The Calendar Group
July 2015 to November 2015
The Calendar Group are an NZ based company and my role was to sell their calendar solutions and services to existing customers in Australia. I was quite successful in this role.
Hands-on Systems
February 2015 to June 2015
o Hands-on Systems are a Gold Microsoft Partner selling Microsoft Dynamics AX, NAV and CRM.
o I worked for them as a Senior New Business Development Manager focussed on sourcing and closing new business deals which I achieved with Wholefoods House and Breville.
Mary Clarke [email protected] 0419489244
Visit www.handson.com.au
Loaded Technologies
December 2014 to February 2015
o Loaded Technologies are a small Australian reseller and implementation specialists for SugarCRM. I took a short term role with them as a Business Development Manager for existing business and new business.
Markinson Solutions
September 2013 to November 2014
o Markinson Solutions is now owned by a large publicly listed Canadian company Constellation Software acquired ComOps Solutions (ERP, Sales Mobility, BI and eCommerce) in September 2013 and I was appointed as an Account Executive in our Sydney office to manage existing ComOps and Markinson customers and to increase services and licences.
o In the second half of 2014 I was asked to also focus on new business opportunities for the Markinson products (ERP, QlikView BI, SalesLogix and Shopkeeper and Coresoft), which I had some success in selling solutions and services to new customers.
o My major sales have been in significant services contracts and new licences for our larger clients (Bradken, Dulux, Freedom Furniture, MM Electrical, Toshiba, Go Electrical, and more recently services and new business in Markinson ERP, CRM, Shopkeeper and QlikView solutions to a number of existing and new clients.
Visit www.markinson.com.au
1985 to 2013
ComOps Limited
Business Development Manager
o ComOps are a publicly listed company which develops and implements solutions for Australasia. ComOps is Quality accredited, a Microsoft Gold Partner and a Progress Premier partner. Solutions include ERP, OH &S, Workforce Management, Business Intelligence, Mobility (SFA), BI, eLearning and Managed Application Services.
Visit www.comops.com.au
Key responsibilities – September 2012 to 2013;
o My focus was sales of our OHS solution Salvus, eLearning and Business Intelligence across Sydney, Canberra and Victoria. Salvus sales I made include Cerebos, Royal Agricultural Society of NSW, Ostwald Bros, Tutt Bryant, Toshiba Industrial Corporation, Department of Defence, Kordia, GWA, Melbourne Olympic Parks Trust, Sara Lee, AE Smith, William Clarke College, Workforce International, Blue Care,
Mary Clarke [email protected] 0419489244
Catholic Health, Qld Correctional Services, Salvation Army, Scott Corp, Watpac and others.
Previous roles at ComOps:
o 2011 - 2012 General Manager NSW responsible for Sales, Professional Services, Support, Customer relationships and Business Partnerships across all of our products including Microster, a rostering solution. Key major customer responsibilities included RailCorp, DP World, QUBE, MMEM, Toll, Coca-Cola, Australia Post, Toshiba, Freedom Furniture, Dulux, DFAT and Bradken.
o 2008-2011 Managing Director ComOps Solutions division responsible for our ERP, BI, Mobility and e-Com solutions, managing Sales, Services, Support, Product Development teams and business partner relationships.
o 2000-2008 General Manager Operations – responsible for all ComOps product teams, professional services and sales across ERP, Mobility, CRM, BI and e-Commerce and relationships with Business Partners including Microsoft.
o 1996-2000 Sales Director for Australasia – responsible for all sales teams of around 10 and personally carrying out sales of our ERP and Cognos BI tools in partnership with hardware vendors HP, IBM, Data General and Digital.
o 1989-1996 Sales Manager Australia for our ERP, BI and our Mobility SFA solution which I developed for a customer as a project and then we developed as a product to sell to clients including Reed Elsevier, Pepsi NZ, Coca-Cola, SPC Ardmona, Dulux, Berri Juices and Golden Circle.
o 1987-1989 Sales Rep for our ERP solution and on- selling Cognos BI and Powerhouse through our business partnership to customers including Esselte, Boral and Bentine Gems
o 1985-1987 Customer Services Manager with a team of around 20 on our ERP solution
Key achievements
o Year on Year success in selling solutions and services to new and existing customers to achieve and exceed quotas.
o Major ERP and Business Intelligence, Outsourcing and SaaS deals I have closed include Freedom Furniture, Bay Leather, DATS, Nordson, Toshiba, Bradken, Boral, Esselte, MM Electrical, Unilever, Lexmark, Crown Scientific, DFAT, Kimberley Clark, Kraft, SBS and Toll Transport. Freedom Furniture included our ERP, BI, eCommerce and outsourcing their internal POS development team leading to $12million in revenue to ComOps 2007/2013.
Mary Clarke [email protected] 0419489244
o Sales Mobility was a project I started with a customer Reed Books in 1994 and led to us creating SAM our FMCG and Field Rep solution that has led to major customer wins including Pepsi NZ, Dulux, Coca-Cola, SPC Ardmona, Scandinavian Tobacco, Simplot, Berri, Australian Convenience Foods, Toshiba Industrial Corporation and Bradken.
o I received the Directors Award for Achievement in 1989 for achieving 5 million in software and hardware sales and on return from my gift of a round the world trip was appointed Sales Manager for Australia
1980 - 1985
Rio Tinto- Queensland
o Rio Tinto is one of the largest mining companies in Australia
o Key responsibilities
o Initially Appointed to a team evaluating ERP, Mining, Payroll and reporting solutions for software solutions for Blair Athol and Tarong Coal in Queensland
o Totally involved in evaluation and selecting solutions and responsible for deploying Payroll and Financial solutions at these mine sites
o Key achievements
o Successfully selected and deployed Neller Payroll, Software International and BBJ ERP software solutions for the mines
o I was personally recognised in the top 10% of Rio Tinto employeeso Worked closely with Mining Unions on the payroll deployment as we had to change
from cash to direct bankingo I was given time off for part time studies at QUT = Bachelor of Business in Finance
and IT.o I left Rio Tinto as my husband was transferred to Sydney and joined them here for a
short while until I was head hunted by ComOps who had met me in Queensland
Pre 1980
o FAI Insurance Brisbane: Customer Services Managero NZ Insurance: Christchurch New Zealand – Customer Service Supervisoro Whyte, McCormack & Watson-Charted Accountants: Christchurch New Zealand
- Accounting and client serviceso Charity and volunteer services, President of Primary School PTA
EDUCATION
Mary Clarke [email protected] 0419489244
o Queensland University - Bachelor of Business majoring in Computer Studies (not completed) 1982 to 1985 as I had to leave QLD and move to Sydney and my new role did not allow time to study.
o Sales and Services Training Courses over the years including TAS, Chandler and McLeod, HP, Microsoft, IBM
o Aranui High School, Christchurch - Higher School Certificate
HOBBIES & INTERESTS
o Golfo Gym - 5 days a week at 5.30amo Familyo Reading o Rugbyo Cooking and entertaining with friendso Travel o Fun
REFEREES: Referees can be provided upon request
Mary Clarke [email protected] 0419489244
