Michelle Davie

Achievements:

• 111% achievement of Partnerships YTD target
• 43% of total UK revenue was contributed by Partnerships channel.
• 46% conversion rate for Partnerships sourced or influenced opportunities vs 23% for outbound and marketing channels.

Responsibilities:

• Established First AML's first Partnership programme and GTM channel.
• Contributing 43% of all UK revenue by developing a Ideal Partner Profile (IPP); our repeatable framework for success and scale. Using our IPP to determine what our best partners look like and how to cultivate more of them.
• Developing and executing on joint go-to-market and strategic programs with partners, including co-marketing, co-selling, and regularly reviewing partnership metrics.
• Gaining effective stakeholder buy in and leveraging project management skills across Sales, Customer Success, Product, Leadership and Marketing to drive partnership projects, activities and integrations. E.g Account Mapping, Partner spotlights, Sales/Partnerships focus of the month and key integrations to enable us unlock new TAM.
• Leveraging data and analytics to continuously review Partner channel performance and inform tactical and quarterly plans and overarching strategy.
• Providing regular formal updates to the Senior Leadership Team and wider business. Formats including: quarterly Partner Performance presentation and reporting to the SLT, quarterly internal Partnerships Newsletter and day to day dotted line reporting into the CEO, CRO and CMO.

Responsibilities:

• Source and sign new Data Management Partners, Consultants and SIs that will directly contribute to the direct sales and Partner channel revenue growth.
• Own and project manage successful Partner Marketing events and webinars.
• Collaborate with Sales, Product, Consulting, Marketing, Legal and Leadership functions to successfully achieve Partner team goals and establish reciprocal value with our partners.
• Develop annual and quarterly plans to increase focus, accountability and growth across new and existing Partners.
• Manage the end to end Partner and opportunity negotiation lifecycle.
• Develop trust and deep relationships with internal sales teams and Partners to ensure successful execution of Partner strategy.

Achievements:

• Growing Partner network from 20 to 55 Partners
• Signing our first strategic Partners i.e Deloitte
• Wild (Women in Leadership Development Program) Selected as 1 of 15 of over 1000 females in APAC to partake in a transformational leadership program including:

- Executive Coaching

- CMO Sponsorship and mentoring

- Being a mentor to another high talent female in the business

- Stretch challenges and more

Responsibilities:

• Create and define strategic objectives for Experian ANZ Partner Channel
• Create information management processes to effectively grow and sustain the Partner Channel i.e Integration Matrix, Partner Guide, onboarding process.
• Collaborate with Sales, Product, Consulting, Marketing, Legal and Leadership functions to successfully achieve Partner team goals and establish reciprocal value with our partners.
• Develop annual and quarterly plans to increase focus, accountability and growth across new and existing Partners.
• Source and sign new integration Partners that will directly contribute to the direct sales and Partner channel revenue growth.
• Manage the end to end Partner and opportunity negotiation lifecycle.
• Develop trust and deep relationships with internal sales teams and Partners to ensure successful execution of Partner strategy.

Achievements:

• FY20 YTD = 124% ($511,142/$412,500)
• Performance rating = 5 exceptional contributor
• Supporting launch of Advocates Program
• Transforming key tainted relationships from detractors to promoters i.e Blackbaud
• Growing Partner network from 3 to 20 partners
• Leading Work Health Safety Committee

Responsibilities:

• Accountable for bringing in targeted renewal business on a monthly basis
• Demonstrate excellent product knowledge in order to qualify every opportunity
• Spot opportunities within existing customer base by cross selling and up selling during the renewal cycle
• On road visits with account managers
• Attending weekly STW (Sales Training Workshops)
• Understand and participate in performance management processes
• Take personal responsibility to ensure that I adhere to all regulatory requirements and apply appropriate controls in the interests of our customers.
• Be accountable for bringing in targeted renewal business and maintain customer base

Achievements:

• FY18 YTD = 109% ($15,164,581/$13,912,459)
• FY19 YTD = 104% ($16,766,738/$16,121,863)
• Performance rating = 4 high contributor

Responsibilities:

• Supporting effective Opportunity Management through SFDC (Salesforce.com)
• Developing Reporting + Dashboards to meet business requirements.
• Performance metric management (Monthly individual & team YTD tracking, assisting with annual Budget setting)
• Managing Internal + External relationships through data providers.
• Supporting a team of circa 25 individual sales members and 4 Sales Managers.
• Training all new on boarders + leading team training sessions on ongoing Sales Operations improvements.
• Coaching New Sales support Executive to autonomously support the business unit.