Richard Jones

Objectives:

• Build and establish a sustainable market leadership position.
• Build a high performing organization through creation and implementation of a GTM model.

Reporting to the CRO, Richard was responsible for:

• Hiring, developing and retaining high performing talent; mentoring and coaching
• Devising and executing ecosystem market initiatives
• Developing regional execution strategy
• Pipeline and forecast management and delivery of predictable revenue
• Media activities for the business in APJ.

Achievements:

• New & Expansion Revenue - 20x Revenue Growth

5 to 50+ Logo's 103% Target (330%+ Growth)

• Largest Upsell in Company History and Most Profitable Transaction
• First Market Place Transaction in Company
• First Multi-Tiered Reseller Framework in Company
• Highest Diversity Index In Company
• Developed APAC Market Maturity Index with IDC
• Largest Talent Enablement for Customer Service
• 98% Renew Rate
• Strategic Growth Investment to Scale Regional Expansion(2 to 70 HC over 30 Months)
• Established Operational Cadence
• Established Sales Development Organization Hub
• Established Analyst Briefing Cadence
• Established APJ Monthly All Hands/Quarterly Town Hall Process
• Established Partner Acceleration Program
• Established Sales/Marketing Alignment Model
• Raised Funding through Ikigai Contribution from Team/Company Community Activities
• Member of Global Commission Council for Evolution of Compensation Framework
• Developed Airtable Sales SOE Unified Platform for future deal sales recommendation engine
• Implemented Meddpicc, Challenger and Customer Centric Selling through Sales organization
• Rolled out Clari throughout region

Objectives:

• Define Product GTM
• Build a high performing organization through creation and implementation of a GTM model.
• Develop Market Momentum
• Secure Growth Funding and Strategic JV’s

Reporting to CEO and Founders, Richards Achievements were:

• Established Sales Motion Framework and Enablement Strategy
• Onboarded Teams In Singapore Australia and India
• Aligned JV with Softbank to Penetrate Japanese Market
• Won The Innohub Season 2 Incubator with Bangkok Bank and Secured Strategic Partnership in Thailand
• Implemented Hubspot CRM for Global Sales Pipeline Management and Tracking
• Built Licensing Strategy for Antstiene Platform and Ancillary Products
• Secured 5 Major Market Beach Head Logo

Objectives:

• Build and establish a sustainable market leadership position.
• Build a high performing organization through creation and implementation of a GTM model.
• Execute Company Metrics on Growth

Reporting to the WW Field Operations, Richards Achievements

• New & Expansion Revenue 108% Target
• New Logo 90% Target
• Y on Y Growth 100+
• Creating GTM Framework and Performance Metrics
• Establish Operational Cadence for Pipeline and forecast management
• Aligned Regional Analyst Briefing
• Executed 6 Vertical Executive Round Table Sessions
• Alignment of cross functional metrics to drive impact on overall revenue and market growth

Achievements:

• New & Expansion Revenue 120%+
• New Logo 250%+
• Out Year Value 160%+
• Renewals 100%
• Y on Y Actual Growth 170%
• Increased ASP 60%

Strategic Growth Investment to scale regional expansion(10 to 54 HC in 16 Months)

Developed Big Analytic Skills Enablement (BASE) Initiative for long term technology adoption

Established Operational Cadence

Established Sales Development Organization Hub

Established Analyst Briefing Cadence

Established APJ Quarterly Town Hall Process

Established Partner Acceleration Program

Established Sales/Marketing Alignment Model

Established Cloudera Care Community Framework in APAC.

Established Accelerated Hiring Panel

Objectives:

• To successful develop South Asian/APJ region through a fiscally balanced business plan to meet operating budget and growth needs.
• Re-Align APJ Operating Cadence
• Establish Channel GTM Framework

Richard was responsible for:-

• Developing the regional execution strategy
• Pipeline and forecast management and delivery of revenue targets
• Partner development
• Customer satisfaction & hiring plan execution
• Developing a high performing sales team

He was also a Member of the Sales Success Global Execution Team

Achievements: Sth Asia

• 250% growth on Actuals Y o Y
• 100% HC growth
• 70% Increase in ASP
• Over attainment on new logo metrics
• 0% attrition in team
• P&L attainments across all metrics.
• Transformed an underperforming region to #1 contributing region.

Achievements: APJ

P&L attainments on operating margins

Strategic investment into Channel GTM

Established Emerging Products Team

Reduced DSO by 15% through optimized contracting framework and financing structures

Built Rapid Response RFP Team later developed into Global Solution Center in India