Callum McKenzie
Bournemouth/London
Summary
• An accomplish sales lead with ten years of sales experience currently managing AWS UKI’s 2nd largest account
• Able to consistently meeting and exceed targets: FY23- 104%, FY22-124% FY21 – 113%
• An expert in growing accounts and closing deals over $300MM.
• Builds ‘trusted advisor’ relationship with the CXO of Fortune 500 business and can translate the value proposition of technology to non-technical leaders
Overview
10
10
years of professional experience
Work History
Senior Strategic Account Manager – Enterprise Software & SaaS
AWS
London
04.2024 - Current
- Account Manager for a global cybersecurity vendor, responsible for achieving a $56MM ARR quota (17% YoY growth)
- Builds relationships and influences C-suite, Product, Development, IT, and Sales leaders as a trusted advisor
- Drives new business development while expanding existing relationships
- Leads cross-functional account teams (BDRs, Solutions Architects, TAMS, and Partner Managers)
- Manages pipeline, forecasts revenue, and delivers business reviews
- Maintains knowledge across 240+ AWS products spanning the entire IT stack
- Builds joint GTM strategies between AWS and customers
- Achievements: 96% quota attainment YTD; account is the second-highest spender in UKI commercial
- Closed deals to host an $11MM ARR Threat Detection SaaS solution
- Led AWS UK’s first GenAI SaaS workload deployment
Sales Manager – Enterprise Software & SaaS
AWS
London
02.2023 - 04.2024
- Managed a team of four Account Executives covering top-tier EMEA SaaS & enterprise software accounts
- Drove $149MM ARR quota attainment through coaching, performance management, and strategic sales execution
- Responsible for hiring, onboarding, and performance
- Provided business insights to senior leadership via MBRs & QBRs
- Personally managed key accounts, dedicating 30% of time to direct sales activities
- Achievements: Achieved 104% of a $149MM ARR quota in FY23
- Closed a $370MM 3-year deal with a global ISV
- Successfully led a data center migration RFP worth $11MM ARR
- Graduated from AWS’ 'Individual Contributor to Manager Program' in May 2023
Strategic Account Manager – Enterprise Software & SaaS
AWS
London
10.2021 - 02.2023
- Account Manager for three priority EMEA ISVs, responsible for achieving a $37MM quota (43% YoY growth)
- Engaged C-suite, Product, IT, and Sales leadership as a strategic advisor
- Drove new business development while expanding existing relationships
- Led cross-functional account teams (BDRs, Solutions Architects, TAMS, and Partner Managers)
- Managed pipeline, forecasted revenue, and delivered business reviews
- Developed joint GTM strategies between AWS and customers
- Achievements: 124% of quota ($45.88MM ARR); account was the second-highest spender in UKI for 2023
- Convinced a customer to switch to SaaS deployments, increasing profit margin by 220% and securing $21MM in AWS ARR
- Won a cloud labs migration opportunity worth $24MM ARR by 2025
- Customer named AWS EMEA Partner of the Year in 2022
- Promoted to Senior Account Manager
Account Manager – Greenfield Enterprise APAC
AWS
Sydney
03.2020 - 10.2021
- Managed a territory of 40 enterprise financial services customers spending under $50K ARR on AWS
- Responsible for achieving a $2.9MM quota (230% YoY growth)
- Prospected net new customers and accelerated cloud adoption
- Utilized market trends, events, and AWS SMEs to build relevance and demand
- Scaled and managed opportunities through partners
- Achievements: 101% revenue quota attainment in 2020 and 113% YTD for 2021
- Reached a target of five new customers spending $50K ARR+
Enterprise Sales Team Leader – Cybersecurity & IT Management
LogMeIn
Sydney
01.2019 - 12.2019
- Promoted to manage a team of four Account Managers and three Hunters
- Provided coaching, performance management, hiring, and onboarding
- Led the team to achieve monthly, quarterly, and annual sales targets
- Forecasted weekly sales and held reps accountable for quarterly targets
- Achievements: Built an outbound sales strategy, increasing YoY growth by 37% in H1 2019
- 92% pro-rata quota attainment in 2019 and 105% attainment for H1 2019
Enterprise Account Manager – Cybersecurity & IT Management
LogMeIn
Sydney
06.2017 - 01.2019
- Hybrid hunter/farmer role managing a portfolio of 200 APAC enterprise customers
- Responsible for building and managing pipelines to close deals
- Delivered accurate forecasting
- Achievements: 92% annual attainment in 2018
- Closed the largest UCC deal in APAC in 2018 ($210,000)
- Promoted to Enterprise Sales Team Leader
Senior Consultant – Analytics & Credit Risk Specialist – Banking Technology
Huxley Banking & Finance – STHREE
Sydney
08.2015 - 06.2017
Education
AI Practitioner Certification -
AWS
01-2024
Associate Solutions Architect Certification -
AWS
01-2021
BSc (Hons) - Strength and Conditioning & Rehabilitation
UWIC, University of Wales Institute Cardiff
06-2012
Skills
- Prospecting
- New business
- Account management
- forecasting
- People leadership
- Cloud
- Infrastructure
- Cybersecurity
- SaaS
- Data & Analytics
- AI/ML
- DevOps
- ITOM
- Database
- Open-source
- Enterprise Cloud & Security Sales
- C-Level Engagement & Consultative Selling
- Revenue Growth & GTM Strategy
- Complex Deal Structuring & Negotiation
Timeline
Senior Strategic Account Manager – Enterprise Software & SaaS
AWS
04.2024 - Current
Sales Manager – Enterprise Software & SaaS
AWS
02.2023 - 04.2024
Strategic Account Manager – Enterprise Software & SaaS
AWS
10.2021 - 02.2023
Account Manager – Greenfield Enterprise APAC
AWS
03.2020 - 10.2021
Enterprise Sales Team Leader – Cybersecurity & IT Management
LogMeIn
01.2019 - 12.2019
Enterprise Account Manager – Cybersecurity & IT Management
LogMeIn
06.2017 - 01.2019
Senior Consultant – Analytics & Credit Risk Specialist – Banking Technology
Huxley Banking & Finance – STHREE
08.2015 - 06.2017
AI Practitioner Certification -
AWS
Associate Solutions Architect Certification -
AWS
BSc (Hons) - Strength and Conditioning & Rehabilitation
UWIC, University of Wales Institute Cardiff
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