General Manager - Australia at Xero
Melbourne Area, Australia
- Current
-
- General Manager - Australia at Xero
- Past
-
- Business Development Manager at Wells Morgan & Associates
- Business Development Manager at Whispir
- General Manager at MYOB UK Limited
- Manager - Marketing at MYOB Australia Limited
- Partner Relationship Manager at MYOB Australia Limited
- Professional Partner Manager at Reckon Limited
- Managing Director at Reckon Training Pty Ltd
- Managing Director at Tailored Solutions Pty Ltd
- Manager Software Support at Norwich Life
- Education
-
- La Trobe University
- Recommended
-
37 people have recommended Wayne - Connections
-
500+
connections
- Industry
- Information Technology and Services
- Websites
Wayne Schmidt’s Summary
A detail-oriented employee with extensive experience in managing Sales and Marketing teams. This experience includes management of both sales and services via Channel Partners and direct sales teams. Ability to motivate channel partners to deliver consistent results, and proven ability to sell direct. Deep understanding of the various channels to market. Combined with a strong technical background both in software development and management. Extensive experience in general management roles and managing teams. Excellent presentation skills and solid experience in the SaaS market.
Wayne Schmidt’s Specialties:
Channel Sales Development, Building networks and communities, SaaS, Public Speaking, Expert range EIQ 129 MSCEIT, Talent 2, Leadership experience and management skills, Strong sales, negotiation and marketing skills and excellent relationship skills. Worked in China, United Kingdom and Australia
Wayne Schmidt’s Experience
-
General Manager - Australia
Xero
(Public Company; NZX:XRO; Computer Software industry)
October 2009 — Present (4 months)
Xero - The world's easiest accounting system www.xero.com
Why is Xero relevant to you?
- Xero lets you collaborate with your clients online. No messy data swaps, which are often out-of-date.
- No need to download or upgrade software. Back-ups are done automatically too.
- You can access clients’ data anywhere, anytime there is an Internet connection, including your mobile device. You can give other staff access too.
- Xero is a comprehensive accounting system with bank data automatically imported daily, debtors, creditors, sales tax, expense claims, fixed assets and it’s great tool for simplifying multi-currency.
- Support is unlimited and there’s a comprehensive Help Centre.
Benefits to your business
- Xero has the day-to-day book keeping functions your clients need.
- You have the tools (Xero Accountants Edition) to add value and help your clients meet their compliance needs.
- There are significant efficiency gains.
- Xero becomes your client engagement platform.
- You always own the client. There’s no third party.
For the time poor we have some great video overviews:
http://blog.xero.com/2008/12/videos/
http://blog.xero.com/2008/12/benefits-of-xero-for-accountants/
I really believe the future of accounting is online. Why not be a part of it? -
Business Development Manager
Wells Morgan & Associates
(Partnership; Management Consulting industry)
May 2009 — October 2009 (6 months)
Wells Morgan & Associates assist in handling:-
- Consumer/Commercial law
- Company insolvency and voluntary administration
- Bankruptcy
- Court Judgments and Statutory Demands
- Credit rating restoration
- Debt recovery
- Business consulting
- Distressed business restructuring -
Business Development Manager
Whispir
(Information Technology and Services industry)
September 2008 — May 2009 (9 months)
Key objective was the pursuit of new sales of the Whispir range of SaaS products, directly or through channel partners, which included IBM and Optus. Day to day interaction with large corporate clients and delivery of numerous sales presentations also implemented a structured sales process in the organisation.
Achievements
- Top of sales leader board
- Implemented a new prospecting and sales process for increasing partner sales
- Developed new strategy for prospecting direct sales and the demonstration process
- Worked with my peers to improve their sales and prospecting techniques
- Successfully managed potential conflict between direct and indirect channels
- Delivered classroom training on Whispir products to new accounts
- Mentored IBM Client Executives in sales improvement
- Produced resources for partners to assist in the sales process -
General Manager
MYOB UK Limited
(Privately Held; Computer Software industry)
February 2007 — June 2008 (1 year 5 months)
Opportunity was taken to transfer skills and knowledge from the Australian operation into the UK business. A clear mandate was given to pursue a high growth strategy from previous single digit growth to sustainable high growth.
Achievements
- 50% growth in 2007, with 25% from organic(1)
- Re-structured Division to align to corporate standards
- First country to utilise opportunity to move administrative duties to MYOB Kuala Lumpar office
- Introduced regional business development managers to provide a unique point of difference in UK market
- Changed marketing spend from brand to measurable campaigns
- Moved organisation to a sales driven culture
- Moved UK Business Division team satisfaction from lowest within Group to highest within MYOB Group
- Actively participated in the successful sale of MYOB UK Business Division operation
- Leading MYOB Group on utilisation of direct sales model
- Trademark enforcement of MYOB within Google Adwords and management of Google Adwords spend
- Consulted on the product packaging design and production to reduce COGS and improve unassisted sales
- Assisted in the sale of MYOB UK Limited to Mamut Software Pty Ltd
(1) Source: MYOB Limited Annual Report 2007 -
Manager - Marketing
MYOB Australia Limited
(Privately Held; Computer Software industry)
October 2006 — February 2007 (5 months)
Moved to head up Marketing Department and Marketing Services, with full marketing budget control for MYOB Australia and control of the shared Marketing Services. Responsible for managing the MYOB brand and development of marketing plan for 2007. Aim was to improve the efficiency of Marketing Services and its interaction within the various business units of MYOB Australia.
Achievements
- Started the transition of the MYOB brand away from being merely a product
- Segmented clients to ensure communications were sent to the correct target market
- Implemented strict guidelines for job completion within Marketing Services
- Developed and gained approval for the 2007 Marketing Plan and spend, which resulted in MYOB achieving plan in 2007
- Implemented ROI measurements on campaigns
- Changed approval process and ownership of jobs to minimise re-work on jobs
- Implemented new job tracking and resource management software
- Developed concept ‘Prepare for the Best’ campaign for 2007 -
Partner Relationship Manager
MYOB Australia Limited
(Privately Held; Computer Software industry)
February 2003 — October 2006 (3 years 9 months)
Recruited to increase and revitalise the MYOB Professional Partner channel markets and reposition these channels as a driver for greater revenues and product advocacy. These channels were both a sales distribution channel and the Public Accountant channel, a market for MYOB practice management software.
Achievements
- Achieved over 50% growth year on year for total business unit revenue
- Achieved 30% growth year on year for software sales
- Increased Professional Partners over two years from 7,000 to 13,000(2)
- Delivered consistently above 70% EBITDA
- Grew both the active number of partners and frequency of sales
- Implemented budgetary controls and monitoring tools for sales follow up and marketing campaigns
- Developed a multiple unique partner model, including global developer program
- Over 100 public speaking engagements to channel partners
- Increased awareness of this channel(s) within MYOB as well as detailing the additional revenue potential
- Three month secondment to MYOB China operation in Chengdu to set up and implement strategy of the Professional Partner channel
- Part of the senior management team that rolled out a restructure of the Australian Business Division operation
- Grew new unit sales from Professional Partners over 2 years from 24% to 31%(3)
(2),(3) Source: MYOB Limited Annual Report 2006 -
Professional Partner Manager
Reckon Limited
(Privately Held; Computer Software industry)
January 2002 — December 2002 (1 year )
The successful launch of Reckon Training prompted Reckon Limited to relocate the company to Sydney and merge its operations into Head Office. With the additional resources and ability to leverage relationships with key stakeholders the Professional Partner area grew to become one of the highest profit centres within the company.
Achievements
- Professional Partner Program (indirect sales channel) achieved sales growth of 150%(4)
- Launched new Quicken and Microsoft relationship to market, expanding opportunities for both companies
- Grew the Partner Program from 3,500 to over 5,000(5) accounting firms
- Quicken Partner Program became the market leader in sales & referrals
- Created the first joint national road shows with Quicken and Microsoft
(4), (5) Source: Reckon Annual Report 2002 -
Managing Director
Reckon Training Pty Ltd
(Information Technology and Services industry)
December 2000 — December 2001 (1 year 1 month)
Formed joint venture with Reckon Limited (Quicken Australia) to deliver Quicken product based customer classroom training throughout Australia. Company was later merged into Reckon Limited and relocated to Sydney.
Achievements
• Acquired management of professional partner program (in-direct sales channel) and increased sales by 50%
• Ensured all partners became financial members of program and removed special deals
• Started the first national road shows showcasing Quicken products
• Successfully developed, implemented and monitored delivery of national training via a network of accredited training centres
• Expanded new sales channels and implemented new sales campaigns
• Significantly increased awareness of new company and sales channels within internal divisions of Reckon Limited -
Managing Director
Tailored Solutions Pty Ltd
(Privately Held; Computer Software industry)
July 1988 — November 2000 (12 years 5 months)
Founded company that grew to an annual turnover of $2.1 million with twelve staff. Company specialised in providing accounting, network solutions, and software/hardware/peripheral solutions for SME business.
Achievements
- Successfully moved company from software development to provider of accounting solutions
- Company provided SME accounting systems, reselling commercial packages ranging from mid-range systems including AccPac, RealWorld, Attaché to entry level products QuickBooks and MYOB
- Company became the largest training and sales company in Victoria for QuickBooks and MYOB
- Diversified into hardware solutions specialising Novell NetWare, becoming a Novell NetWare Partner -
Manager Software Support
Norwich Life
(Financial Services industry)
April 1984 — June 1988 (4 years 3 months)
Norwich Life | Manager Software Support 1987 - 1988
Norwich Life | Software Development Manager 1986 - 1987
Norwich Life | Software Programmer 1984 - 1986
Major role in the development, design and launching of some of Australia’s leading financial planning systems including Navigator, FPI, NAIL and Bridges Investment Planner.
Achievements
- Initially employed for two years as a software programmer in insurance applications and moved to emerging financial planning division
- Promoted to software development manager role in charge of software design, development team management and development strategy for one year
- Final year promoted to manager of software support which entailed delivery of software training, support team management and delivery of national product launches
Wayne Schmidt’s Education
-
La Trobe University
Applied Science , Computer Science , 1981 — 1983
