The role
I led APAC presales across a distributed team covering solution engineering, business value and bids in Australia, Singapore and India.
The role strengthened the commercial and organisational side of the problem: earlier qualification, tighter sales alignment, clearer value, and less late-stage rework.
112%FY23 target achievement.
10 of 12 quartersTeam exceeded target in ten of twelve quarters.
8 peopleSolution engineers, value engineers and bid capability across APAC.
Earlier engagementChanged how presales aligned with sales earlier in the deal cycle to improve quality and velocity.
What I took from it
Technology rarely fixes a weak operating model by itself. AI makes that even more obvious. If the organisation has not understood the decision, workflow and accountability problem, automation simply makes the wrong process move faster.