Michelle Donaldson

• Developed operating Strategy for NZ Distribution Network through narrative writing and implemented aligning tactical plans to drive growth of cusotmer acquisition and development of the partner eco-system, to foster long-term loyalty and expanded client base across various streams.
• Drive the
• Implemented incentivised training days to increase the AWS technical skillset volumes within the partner network, resulting in over 90 newly certified individuals
• Navigated Program mapping and funding request guidance for partner profitability and customer success
• Launched Amazon Connect 1st ever in-person workshop/bootcamp globally with over 32 partner attendees, driving over $4M Annual Revenue and 3 strategic delivery partners
• Implemented digital content workflows for increased efficiency in the partner onboarding and engagement process. This resulting in 20% faster onboarding time and 40% deeper engagement with training and events
• Training and development of local distribution reseller engagement to increase 1:many coverage model
• Delivery of monthly and quarterly reporting to APAC Leadership team on ANZ Distribution Partner team results
• Plan and execute. co-marketing events and campaigns resulting in pipeline growth for new business acquisition

• Positioned as Futrli's VP and key executive leader for the Southern Hemisphere operation, I lead the team spread across three offices in Auckland, Sydney and Melbourne, whilst also guiding the Sales Manager in the UK Head Office.
• I transitioned the businesses team structure into a more scalable operation, in preparation to embark on the companies strategy and growth goals. Responsible for acquisition and adoption, my teams consistently exceeded their monthly sales targets, with a comparison of 40% higher than the Northern Hemisphere's sales. The team also increased portfolio retention rates by 4% in the first quarter
• Developed a segmented customer journey map & designed strategic go-to-market campaigns, highly targeted to the key audience for new and existing cloud computing product and service lines.
• Built a portfolio of key enterprise market partner alliances for channel partner growth
• Identified and developed segmented pathways to purchase, as well as digital lead generation and nurturing campaigns, to ensure a highly targeted/converting sales model. This was deployed to a channel of over 600 partners in the Southern Hemisphere.
• Developed customer expansion matrix and propensity list to extract deeper revenue streams across partner and customer network via relevant additional service offerings
• With an expansion in role beyond the sales team, I also implemented mechanisms within the Account Management & support teams to deliver exceptional client experience, to increase retention, advocacy and referrals resulting in lower costs to serve and increased client values
• Regular evening meetings with the head quarters in the UK for budget and reporting purposes, to forecast and report on the performance of my responsible offices (Akl, Syd, Mel), for the SaaS business cashflow reporting and advisory solutions

• I lead the creation and implementation of a high performing sales conversion process and team, (resulting in the companies acquisition)
• $5k -$6M in 4years from a simple landing page to full scale 'complex SaaS' solution based on adding value to our clients via technology based insights and retention solutions
• Boosted revenue growth via new business acquisition strategies including Digital Content Stategy and pathway to purchase campaigns -grew from 5 clients in the service line to over 200 in 2.5 years
• Implemented Customer heatmap to drive cross sell and upsell opportunities, highlighting enterprise sales solutions for SaaS solutions and research services. Including a $1million per annum Healthcare provider in Australia.
• Post implementation of Hubspot and the digital go-to-market strategy, the in-house technique converted into an entire business unit for the company, bridging the gap between service lines for additional business growth and creating far more targeted and profitable content marketing for our clients
• Increased the company sales referrals by providing effective customer support strategies. These included driving the product roadmap to ensure a scalable model which is continually revised and improved for the Customer Monitor, service offering

In 2015 Perceptive was awarded the AUT Excellence in Business Support for Sales & Marketing, Customer Monitor was named in the NZ Deloitte Fast 50 and the Asia Pacific Technology Fast 500. In 2017 Perceptive was acquired by the Clemenger Group.

I joined Xero's sales team in the 'early adoption' phase, with a primary focus on growing the partner channel. Supported the development and deployment of a recruitment, education and growth model in order to drive channel growth. My time at Xero was instrumental in building a foundational network of partners and organisational sales growth engagement frameworks with Accountants, Bookkeepers and Add-on development partner apps to enable full practice transformation. Was a part of building the very first Xerocon!

• Whilst living in the UK for personal development purposes I took on a position as part of the project management team, managing the induction of employees and contractors for the Global implementation of SAP's ERP system for Human Resources globally
• Used database to research, gather, analyze and present data
• Monitored and authorised onboarding and offboarding of all contractors, including security and required access points

Global Channel Manager, supported the development and growth of 100+ global partner network resellers, for the Job Costing add-on solution to SAP within 2years.
Facilitated end-to-end lead generation, acquisition and enablement alongside global Sales Director and Chief Technology Officer.