Oct 2021 – Apr 2024 · 2 yrs 6 mos · Hybrid

• Mimecast’s mission is to stop bad things happening to good organisations by enabling them to work protected by securing them from cyber-attacks, human error and technology fallibility. Since joining Mimecast as the regional marketing executive, I have helped lead a 5X growth in revenue and expanded our geographical reach into South East Asia (SEA) and in 2024 into India. I am a member of the regional Senior Leadership Team and report to our global CMO.
• As a member of the APAC SLT I lead market expansion programs by identifying untapped market opportunities and develop business cases to secure investment to take advantage of these new revenue streams. This has included investment to open our Singapore office in March 2022 that now has 11 GTM staff servicing SEA, the opening of our India GTM operations in 2024, and a new route-to-market in Australia to better serve the lower SMB segment.
• Lead a thriving Marketing and BDR team of 15 people that consistently deliver against pipeline generation targets, partner and alliance marketing programs and deliver remarkable customer experiences and engagements. Tightly aligning marketing programs to field sales teams and business goals has fueled our regional revenue growth and achieved the status as the #1 independent email security provider in ANZ and rapidly growing challenger brand in SEA.
• Established a regional thought leadership program to elevate our brand and create a community of cyber resilience professionals in APAC. This included being the Editor of the highly regarded Get Cyber Resilient blog and podcast co-host that provided specialist advice, threat insights and practical applications into the risks associated with cyber-attacks to the local market. This thriving community consumed over 90,000 articles and secured a top 10% ranking on Spotify in 2022 for the most listened to technology podcast globally. I am also called upon in the media for commentary on brand and reputational fallout from cyber-attacks.

Jun 2018 – Oct 2021 · 3 yrs 4 mos · Hybrid

• Achievements included:
• Built our industry award winning ABM program to better maximise our revenue opportunity from the enterprise segment. This has included establishing a GTM agreed target account list, vertical industry messaging frameworks, utilising new digital communication channels and harnessing intent-data to unify our sales, SDR and channel teams in an orchestrated account approach. This has resulted in 170% attainment to pipeline target; a 75% uplift in buying party members engaged per account; an 82% increase in pipeline conversion; and a 60% uplift in deal value.
• Created the annual event platform, Mimecast Connect, that brings together prospects, customers and partners to network, collaborate and learn together. This has grown from 150 attendees in 2019 to over 1,000 attendees in 2023. Beginning as an in-person roadshow this pivoted to a virtual event during the COVID pandemic and has returned to an in-person event in 2023, never losing momentum or its connection to the market.
• Developed our executive engagement program and regularly host executive roundtables, either in -person or virtually, as part of our Cyber Resilience Executive Society program and our Customer Advisory Board. This keeps me closely informed of industry and customer trends to always be improving our marketing and communications programs.
• Awarded SLT Member of the Year in 2019 and hosted our regional Eagles Club at Hamilton Island with my wife.

Aug 2019 – Oct 2023 · 4 yrs 2 mos · Melbourne, Australia

• As cyber professionals we need to stay abreast of the latest trends and share our stories and best practices to help each other better protect our organisations. This is a journey we all share to Get Cyber Resilient.
• Get Cyber Resilient provides insights from local professionals in APAC, while tapping into a global network of intelligence. Listen to our podcast at https://open.spotify.com/show/4S8rwoNLtWJFwMeK7hxkYq?si=1c535a051566432a

Aug 2015 – Apr 2018 · 2 yrs 8 mos · Melbourne, Australia

• Property Exchange Australia (PEXA) is the world’s first secure digital platform for settling real estate transactions. Financial institutions, land registries, state revenue offices, lawyers and conveyancers interact together online.
• By bringing property settlements online, PEXA is reforming Australia’s $7 trillion residential property industry. PEXA is reforming an error-prone, paper-based property settlement system reliant on an 1850s process. With consumers already searching for properties online, they will increasingly ask to have their properties settled this way too.
• Achievements:
• Crafted a Marketing strategy that has secured significant business investment and growth of the team from 3 to 10 people. This has allowed me to recruit, develop and lead a highly motivated and dedicated team who challenge the status quo and execute flawlessly.
• Designed and executed a Member learning and enablement program called PEXA Certified. PEXA Certified underpins the 10% compound monthly revenue growth.
• Built and launched the eConveyancing online Community, a resource hub to share all how-to, learning and help content while also allowing Members to connect to each other to ask questions and share best practices.
• Lead the design, development and launch of a new UI to the PEXA platform, called PEXAplus. PEXAplus revolutionises the User Experience by accelerating time to competency and reducing call volume to the Support Centre.
• Conducted consumer research that lead to the development and implementation of a breakthrough Direct to Consumer marketing campaign. The campaign was executed in WA and exceeded engagement targets by 250%. Visit SettleBetter.com.au to view the landing page.
• Accelerated the acquisition of new Members from 1,500 to over 5,500 through multi-channel acquisition and engagement campaigns.
• Evolved the Brand’s visual identity and execution across all communication channels, including the creation of a new PEXA.com.au website.

Dec 2007 – Mar 2015 · 7 yrs 3 mos

• As a member of the Senior Leadership Team I played the role of the ‘navigation system’ for the business. This includes identifying which markets to invest in, which customers to target and deciding the most effective go-to-market model. From setting the business strategy I lead the marketing team to plan, develop and execute the highest quality and best performing campaigns possible to help achieve the business goals.
• With each dollar spent closely scrutinised, we need to ensure each outreach we have to the market is tightly integrated with the sales and pre-sales teams for effective follow-up, generating meaningful conversations that identify new sales opportunities, progresses existing opportunities and builds deeper relationships with our customers, prospects and partners.
• I lead a team of 5 direct reports in Australia and also lead the APJ Integrated Marketing Team of an additional 3 delivering programs across ASEAN, China, Korea, Japan and India and managed a multi-million dollar annual budget.

Aug 2005 – Dec 2007 · 2 yrs 4 mos

• Outcomes:
• Led the redesign of CA’s direct go-to-market sales and marketing approach through segmentation based on target company’s size of available wallet for IT management and security software, resulting in focusing on 60 named accounts and increasing yield from them. I then led the implementation of this methodology across Asia Pacific & Japan and worked with teams to rollout globally.
• Redesigned CA Expo, our major annual customer and partner event, to exclusively focus on the Enterprise market and yet grow registrations, attendance and pipeline yield. A 23%+ registration rate was achieved through a comprehensive campaign of 8 different communication channels, 118% of the attendance target was achieved, driving over $9M in pipeline and accelerating the closure of $3M of existing opportunities.
• Launched industry vertical solution offerings for Financial Services, Government and Telecommunications, with integrated dimensional direct mail, eDM and sales enablement campaigns.

May 2004 – Aug 2005 · 1 yr 3 mos

• Outcomes:
• Co-wrote the initial framework for telling a single integrated CA story across 1,400 products rather than by bespoke business units. This became known as Enterprise IT Management (EITM) and was launched at CA World 2005 and rolled out globally.
• Launched the latest release of CA Unicenter, securing the upgrade of over 70% of customers and cross-selling additional functionality to 20% of customers.

Jan 2002 – Jan 2004 · 2 yrs

• Based in the UK and Australia I was responsible for designing global marketing programs for the contact centre solutions business unit. This included launching new offerings, developing integrated marketing and sales enablement programs and taking technology partners to market. I then applied these best practices to other lines of business to grow revenues across the install base.

Jan 2000 – Jan 2001 · 1 yr

• RequestDSL was Australia’s first independent wholesaler of DSL broadband solutions. The service was delivered to SMEs via value added resellers including ISPs and Network Integrators. As the company's first Marketing Manager I was responsible for launching the first service to market and for marketing to and through channel partners to quickly capture market share.
• Launched the first product in February 2001 and achieved sales to over 1200 small-to-medium sized businesses, via third party channels by November 2001.

Jan 1996 – Jan 2000 · 4 yrs