Prudence McCutcheon

• Managing a book of business of Spendesk's highest-value customers, understanding their strategic objectives and supporting delivering against them through mutual success plans.
• Identifying and building relationships as a trusted advisor with cross-functional stakeholders that support them to deliver on business goals
• Identify and proactively lead upsell opportunities from discovery to close
• Assess portfolio health and develop strategies to mitigate churn with proactive outreach campaigns and success plans driving best practises
• Execute Business Reviews, customer training, regular check-in calls, and implementation of newly added platform functionality
• Collecting customer feedback and coordinating testimonials to support product enhancement and market intel for product, marketing and sales teams.

Major Achievement: Upgrading key accounts to our Premium Package in the first quarter it was available; Hitting 110% of my revenue target, and supporting 4 key accounts from demo, to implementation, to go-live with a new Enterprise accounting integration

· Running induction training for New Starters at all levels of the Sales Team.

· Facilitating and delivering on-going systems training for existing employees at all levels of the Sales Team Nationally to up-skill and promote staff retention.

· Schedule regular meetings across departments to gain wider business knowledge and keep up to date with new information.

· Assisting with key business projects around testing new processes and system functionality.

· National contact for all questions related to Sales training & development.

· Planning and hosting Fortnightly Account Coordinator and Account Executive/Manager forums.

· Designing onboarding plans for new hires and the relevant stakeholders involved.

· Work with Account Managers to ensure their direct reports are following development plans and training needs are being met.

Major Achievement: Delivering a project of updated training documentation for employees to rely on nationally for new hire onboarding.

· Close multi-year deals with fast growing companies.

· Work with SDR team to identify accounts for prospecting plans.

· Identify opportunities and work closely with Customer Success Team to expand revenue from current customers through understanding their long-term strategic Business goals.

· Develop a deep understanding of full product suite, including new feature rollouts to existing customers to own up-sell of the GoCardless platform.

· Driving business-level and technical conversations at multiple levels of the organisation, including CTO, COO, and CFO.

· Manage my opportunity pipeline weekly, providing accurate and timely updates to management on progress and outlook.

· Develop a trusted advisor relationship with key stakeholders and executive sponsors.

· Consistently track activity in our CRM in order to provide the business with actionable metrics and data and guide growth conversations in their contract.

· Work with multi-functional teams to optimise the sales and onboarding process of new and existing customers, and work closely with operations and clients support teams to ensure the highest service levels across the business
.

Major Achievement: Owning a new business deal cycle from qualification, through goals and challenges discovery, tailored product demonstration, leading commercial negotiations, through to closed-won during my ramp period; committing a new customer to a 3 year agreement with GoCardless.

· Timely follow up and qualification of new prospects from either inbound leads. customer requests generated by marketing, or outbound prospecting.

· Work with SDR team to develop prospecting plans.

· Delivering amazing product demonstrations that WOW, provide insightful technical information.

· Create compelling sales propositions utilising trends, insights and market knowledge.

· Driving business-level and technical conversations at multiple levels of the organisation, including CTO, COO, and CFO

· Manage my opportunity pipeline weekly, providing accurate and timely updates to management on progress and outlook.

· Running the full deal cycle with a consultative selling approach (MEDDPICC), liaising with stakeholders from initial qualification through to product demonstration, through procurement, negotiation of contract, through to close, and handover to Customer Success.

·Engage with Product, Marketing and Customer Success teams to help develop best practices for customer interaction, sales, and services.

· Develop a trusted advisor relationship with key stakeholders and executive sponsors

Major Achievement: Closing 106% of my annual quota FY21, Leading the winning team of the Global People Activation Pitch-off. A competition between the Sales & Customer Teams globally to submit the most innovative, creative, and positioning relevant pitch of our new market positioning the Executive Leadership team.

· Building a pipeline of prospects across APAC for 2 Account Executives through cold email & phone outreach, LinkedIn, Outreach, responding to and qualifying inbound leads.

· Running discovery calls and qualifying inbound and outbound opportunities.

· Collaborate with the SDR Team globally to share best practise

·Lead the post-sale the engagement, retention, and growth of my book of customers partnered closely with the Account Executive and Relationship Manager.

· Support expansion of my accounts as they mature into their subscription.

· Lead quarterly business reviews with key-stakeholders and deliver recommendations on optimisation opportunities to meet success criteria, update on product roadmap.

· Assist with issues and support escalations as needed.

· Deliver ongoing product training, build workshops, and communicating product updates.

· Supporting scale best practices and process improvement across the customer success function.

· Develop and foster a trusted advisor relationship with key stakeholders and executive sponsors in the business.

· Articulate and drive customer use cases, customer value and expansion while maintaining trusted customer advisor status.

· Drive overall account health including product adoption, account renewals and growth, referrals, and customer satisfaction.

Major Achievement: Managing a book of 30 new customers through implementation to go-live with Enboarder with implementation times less than 90 days.

· Proactively pitching opportunities for clients and agencies to align their brands with key programming across Foxtel and Network Ten. · Growing relationships with Agency Contacts and building relationships internally with national leadership across the business.

· Planning and hosting Fortnightly Coordinator Forums for all Sales Coordinators.

· Liaising with the Partnerships and Data Solutions teams to build client-facing presentations.

Major Achievement: Awarded the Integrity award, one of 5 Company Core Value Awards presented by Anthony Fitzgerald, CEO.