Enterprise Sales • Trusted Advisor • AI & Cyber Security
Strategic solutions. Lasting impact.
Master's-qualified business computer scientist with 20+ years closing complex, multi-stakeholder deals across government, Big 4 and multinational accounts — and the rare combination of technical credibility, commercial nerve and C-suite access that makes enterprise AI and cybersecurity deals closeable, not just presentable.
Profile
Master's-qualified business computer scientist with 20+ years closing complex, multi-stakeholder deals across government, Big 4 and multinational accounts. I authored the SOW and technical case that brought the CEO-led team over the line on a $2M+ PwC engagement — the largest in the company's history — and negotiated a $250K commercial exposure off the table at a Big 4 steering committee.
In a dedicated new business role I won a competitive tender worth ~US$360K against incumbent vendors. I have also sat on the buying committee itself, evaluating vendors and approving enterprise software spend at HLB Mann Judd and ESV — which means the approval process, the stall points and the real decision-makers are already familiar ground.
That combination is what makes enterprise AI and cybersecurity deals closeable, not just presentable.
The differentiator
Most enterprise sellers learn the buying committee from the outside. I spent four years as a voting member of one at HLB Mann Judd, and another at ESV — evaluating vendor proposals, running comparative product analysis and approving enterprise software spend. The approval process, the stall points and the real decision-makers are already familiar ground.
Technical pre-sales, solution scoping, SOW authorship, tender response and the commercial negotiation itself — including the conversations that go badly before they go well.
A master's in Business Computer Science means discovery with engineering and IT leaders happens without a solutions engineer in the room.
Faced a Big 4 steering committee alongside the CEO and traded access to existing reports rather than conceding $250K of scope.
A dedicated new business role, 100% new logo: senior stakeholder discovery, technical scoping, tender response, legal review and close.
PROSCI-certified, with 630 seats and a measured 40% efficiency gain — the exact problem AI coding tools face once licences are bought.
Permanent member of the HLB Mann Judd NSW and ESV ICT Committees, directly shaping how enterprise software purchases were made — and where they stalled.
Assessed proposals and ran competitive comparisons against defined evaluation criteria, from RFP through to commercial negotiation and committee sign-off.
Built and won approval for the case behind every major technology initiative across a national firm — the gate every enterprise vendor had to clear.
Secured funding for a $500K three-year national appraisal and L&D platform, and an expense solution that cut $285,500 in annual expenditure.
Removed the single most common stall point for enterprise vendors by cutting the internal approval cycle by two months.
Selected commercial record
Prepared the statement of work and provided the technical scoping and substantiation that enabled the CEO-led team to close it. Delivered 630 seats and a measured 40% efficiency gain — the reference story carried into subsequent Big 4 conversations.
Quantified an unfunded commitment made by a consulting manager, built the concession strategy, and faced the PwC steering committee alongside the CEO to negotiate the exposure out entirely — trading access to existing reports rather than conceding cash or additional delivery.
Romtehnica, the Romanian Army's foreign defence trade department, at US$10,000 per month over three years — won against established incumbent vendors in a price-sensitive market.
Won executive approval for a three-year technology roadmap, converted it into a funded program, and advised on the Sync Direct automation rollout that eliminated two hours per ledger update.
Delivered Phase 1 of a financial statement automation program, cutting client staff time by four hours per report — the quantified outcome that underpinned the case for subsequent phases.
Full-cycle commercial responsibility across five projects — pricing, positioning, negotiation and close — with P&L accountability held across all active projects simultaneously.
Professional experience
SOW and technical substantiation behind the largest engagement in company history. 630 seats, 40% efficiency gain, $250K exposure negotiated out of scope.
Held the account through a workflow and resource management program, presenting to the Deloitte Steering Committee, IT management and PMO.
Phase 1 of a financial statement automation program — four hours saved per report, approximately 76,800 hours annually.
Core skills
Get in touch
If you're hiring an AE who can run the technical conversation and the commercial one in the same meeting, let's talk.