Saint Mary's University

University of New Brunswick

Construction Technology  -  Digital Transformation  -  Change Management

Benchmark Estimating Software is a 23 year old business fulfilling a need in the Australian and Global Civil Contracting market for a simple yet sophisticated software estimating system. Reporting into the Global Sales & Marketing Manager, the role of Account Director is responsible for B2B new enterprise business development and helping the business to grow and dominate across Australia, NZ and the globe.

The role also encompasses business development, pre-sales, account management, project management and acquisition sales.

-  Achievements have included account development of a multi-million-dollar project in NZ, which was secured in the first 6 months; and achieving my annual target, exceeded with only one project delivered

-  Providing bespoke solutions by selling complex ERP and cloud products and establishing strong relationships with prospects to ensure repeat business

-  Identifying business opportunities and prospects by evaluating industry position, researching and analysing sales options

-  Account management responsibilities including the maintenance of client relationships by providing support, information and guidance, researching and recommending new opportunities and recommending profit and service improvements

-  Identifying product improvements or new products by remaining current on industry trends, market activities, and competitors

-  Pre-sale and contract management for new and existing client projects including large utilities, telecommunication and transportation projects

-  Preparing reports for management by collecting, analysing, and summarising data and information

-  Maintaining quality service by establishing and enforcing compliance in line with organisational standards

-  Providing operational and administration assistance as required

Benchmark Estimating Software

Account Director

A Google Premium Partner, NGIS Australia advises clients on spatial technology, consults in GIS services, builds custom applications, trains clients technically and sell licences for the industry's best technology. As Director of Product Solutions, I was responsible for managing the NGIS Products business, with 80% of time spent allocated to managing the Google reseller relationship

-  Working closely with multiple industry clients to assist them in securing high value Google products including Property, Insurance, Finance, Logistics, Ride Sharing, Taxis, Utilities, Telcos, E-Commerce, Government, Emergency Response, Agriculture and Mining

-  Managing a team across multiple supporting disciplines including technical support, client support, services, project management, presales, sales and marketing

-  Successfully delivered and completed Sales and Technical training across the Google Maps and Google Cloud Platforms

NGIS

Director of Product Solutions

Yardi Systems is a global technology company, with products and services to serve any size business, in any real estate market. The Regional Director ANZ was a trusted advisor responsible for all new business across the region, assisting the company to break into the Australia and NZ market

-  Achievements included several new enterprise sales in region including Goodman, Investa, Charter Hall, Cromwell, Federation Centres, Lend Lease, Coles, Dexus and Argosy

-  Responsible for leading and managing multiple clients by building trust, identifying solutions, forming partnerships, and educating them on software and product benefits

-  Producing winning proposals to truly add value to clients, and identifying, qualifying, pursuing and closing complex enterprise deals valued at $15M with long lead times and lengthy sales-cycles

-  Co-ordinating virtual teams across the business as well as managing expectations of both internal and external stakeholders

-  Managing sales and presales teams across Australia and New Zealand, growing the team from 3 to 50 over two years

Yardi Systems

Regional Director, Australia & New Zealand

Yardi Systems is a global technology company, with products and services to serve any size business, in any real estate market. The Regional Solutions Manager was responsible for generating new business across the region

assisting the company to break into the Australia and NZ market

-  Achievements included being awarded the 'Yardi International Salesperson of the Year’ in 2014, 2013 and 2011; and doubling annual revenue targets in first two years

-  Identifying, qualifying, pursuing and closing complex enterprise deals valued at $10M

-  Responsible for leading and managing multiple clients by building trust, identifying solutions, forming partnerships, and educating them on benefits

Awarded 'Yardi International Salesperson of the Year’ 2014
Awarded ‘Yardi International Salesperson of the Year’ 2013
Awarded ‘Yardi International Salesperson of the Year’ 2011

Regional Solutions Manager, Australia/New Zealand

Argus Software provides financial real estate software solutions for investment and development purposes. As a shareholder and Director Client Solutions, I was responsible for starting, organising, and managing two new regional offices for the UK based software company; Circle Software International. In 2006 the company was acquired by Realm Business Solutions and later by Altus Group

-  Achievements included building a highly successful businesses responsible for penetrating several new global markets including Australia, New Zealand, Asia and the Middle East; and doubling the Australian office revenue annually since inception (from $100,000 to $3.2M)

-  Established regional offices in Australia and Asia, staffed to service all areas of the start-up businesses including Admin, Marketing, Sales, Service, Support, and all Corporate matters

-  Managed the transition of Circle Software Asia pacific to new owners ARGUS Software

-  Involved with many high-end consulting assignments, including managing several large projects, set up of the support help desk and led all client board room communications

-  Managed significant regional profit and loss with senior risk authority

-  Oversaw all Australian and International corporate compliance, joint venture negotiations, corporate registration and documentation

-  Oversaw all legal, operation system design, selection, implementation and operations

-  Oversaw all HR planning and policies and sales and marketing policies

ARGUS Software (Oceanic) Pty Ltd

Director of Client Services, Oceanic

As a part Owner and Director of Client Services at Circle Software Asia Pacific, started, organised, and managed two start-up offices to penetrate the Asia Pacific region for the highly successful UK based software company, Circle Software International.

- Terry managed a start-up software company penetrating the Asia Pacific region, recognizing triple digit growth throughout Australia, New Zealand, Singapore, Malaysia, Singapore, Vietnam, Thailand, Dubai, Hong Kong and China…He is not afraid to position his skills at the forefront to shape the direction and lead a multi disciplined team to reach conclusions; thereby driving follow on implementation engagements and profits... Terry is also a very honest, hard-working and ambitious person whose efforts contributed greatly to Circle becoming a global brand… He has a strong sense of client service and satisfaction as well as keen management skills to achieve this aim… I believe the best is still yet to come for Terry; I watch his next move with great interest…”
-  Adrian Katz -
Former CEO & Managing Director
Circle Software International & ARGUS Software UK (Retired)

Circle Software

Owner / Entrepreneur

IT start-up, IntelliNet Technologies in a Canadian business and managed network computing services provider. As the Vice President of Sales & Marketing and business shareholder, I spearheaded the establishment of the business and provided strategic planning for sales and marketing activities

-  Managed the budgeting process for the first five years of sales and marketing activities

-  Mapped out all short- and long-term sales and marketing strategies

-  Managed the creation process of all corporate messaging including the industry break though concept of “managed IT services anywhere in Canada in under two hours”

IntelliNet Technologies Inc

Vice President, Sales and Marketing

Canadian business, Explorer Software Inc is an ERP software solution provider for construction management software. The International Sales & Marketing Manager was responsible for managing all international accounts including companies located in the USA, Asia, Europe and Middle East

-  Achievements included managing all aspects of the related marketing activities to accomplish corporate sales targets ($10M) including second largest trade event in the world for the industry; secured the first ever Middle East sale; and recorded individual sales of $3M reached in my first year

-  Worked with large corporate companies through a long consultative process, demonstrating high end software solutions to all levels within the organisation and negotiated with many executives including CXO, GM and EGM level

-  Worked closely with the technical development teams for new functionality, custom requirements and long-term software development plans

-  Managed the development, implementation and maintenance of new CRM database

Explorer Software Inc

International Sales & Marketing Manager

Canadian business, The Westrheim Group is a unix and network systems integrator business. The role of National Sales, Account & Consulting Manager was responsible for managing all sales, consulting and project management activities for entire the Canadian region across two operating offices

-  Achievements included tripled sales revenue in less than three years to ($3M)

-  Worked closely with the President & CEO to build a Canada wide IT Network System Integration company which was successfully sold to international firm, GEAC due to significant company growth

-  Managed all new projects, system designs, consulting, project management, technical specifications, research and development, purchasing, vendor relationships, logistics, high level corporate presentations, seminars and training either in person or in conjunction with an assigned account manager