Valantis Vais

MYOB

Head of Sales

Leader of the Sales, Pre-Sales and Customer Success organisation at MYOB.

Head of Sales and Customer Success

Cisco

Led the Mid-Market Virtual Sales organisation across ANZ, Japan and Korea, APAC ‘Virtual' Partner Sales and the APAC Sales Graduate program.

•	125 Sales and Partner Account Managers in nine countries, responsible for ~3,500 Cisco customer and 375 Partner relationships
•	45 Sales Graduates successfully onboarded in FY20-22
•	Acting Managing Director for 7 months in 2020 during leader's extended absence

Sales Director - ANZ, Japan & Korea

•	Built a new team from scratch up to 45 sellers in 2016
•	Over-achieved consistently on goals with high double-digit YoY growth
•	Expanded the team's role from a pure lead generation model through to full sales cycle management

Director of Inside Sales

Responsible for managing a team of 15, leading the Inside Sales function in ANZ

Snr Manager, Inside Sales ANZ

Relocated to Australia and successfully took on this ANZ Leadership Team role. Created and led a new function to drive a major sales transformation to value-based selling using the Customer Centric Selling framework. Included leadership of Strategy and Planning across the region. Took on additional responsibility for Competitive Intelligence from January 2010.

Senior Manager - Strategy & Planning

Responsible for all strategic projects within the Emerging Markets division, focusing on the theatre strategy and ensuring it was implemented across the four key regions. Experience in delivering projects across Middle East & Africa, Latin America & Eastern Europe. Took on Acting Head of Strategy role in March 2008 when the Director of Strategy moved to a new role.

Cable & Wireless Communications

Responsible for the global buying, selling, pricing and bid management for voice products across the Service Provider customer base, accountable for 47 employees globally

Director, Carrier Voice

Managed a team of 8 International Trading Managers, responsible for all voice buying and bid management activity globally, including supplier negotiation and routing of international voice products, as well as input and decision-making in complex multi-product bids. Delivered on a cost reduction target of £14m in 2002

Manager, International Buying & Trading

Responsibility for managing 35 bilateral Voice accounts within Europe & Africa, including account management, new business development and focused route expansion, in order to meet aggressive targeted cost reductions

•	Achieved cost reductions in excess of targets across all major accounts
•	Successfully managed a project to build new routes to remote destinations, resulting in six new relationships
•	Nominated for High Potential programme, attending Global Management Development Programme (9 days)

International Buying Manager, Partner Services

Cable & Wireless Panama

International graduate secondment to Regional Head Office in Grand Cayman, with responsibility for the consolidated management reporting of revenue and cost across the fifteen regional BU’s, reporting into the Regional Financial Controller.

Management Accountant, Graduate Development Programme

Successfully joined Cable & Wireless's International Graduate Program (one of fifteen worldwide). This first role was in a central Finance team, involving preparation of monthly cost centre and divisional Opex results, monthly cost accruals, quarterly balance sheet reconciliations and Finance representative to two divisions within Operations.

Graduate Finance Analyst

I have 20+ years’ experience in IT Sales, Strategy and talent development across the globe.
I started my professional career on the International Graduate Development Programme at Cable & Wireless Plc in London, UK – a three year Business and Finance programme with exposure to different aspects of the business, including a secondment to Grand Cayman for a year.

From here I changed career path into the international voice business, gaining experience in both buying and selling to global Telco customers. From here I took on a Sales Strategy role before going on to lead the International Carrier Sales team, based in London.

In 2007 I joined Cisco in London as part of the newly formed Emerging Markets organization, leading strategy development across a diverse collection of geographies. However, my desire to travel led me to focus the next phase of my career in Australia, and in March 2008 I moved to Sydney to lead the ANZ Strategy & Planning group, reporting to the VP, ANZ.

In 2011 I was offered the role to build the ANZ Inside Sales team, selling to Commercial customers. My passion for Sales and talent development drove this team to grow significantly over the next 4 years to a team of 45 in 2016, driving $105M of Cisco business.

In 2016 I was promoted to take on the additional responsibility of leading our Korea and Japan business, together with the regional Partner Management team. This was a combined direct team of 125, based in 9 countries.

Interests & Specialties: 
* Building and leading high performing, motivated sales teams, with particular experience in managing and developing early in career talent
* Designing and delivering change management initiatives to address evolving customer and business landscapes
* Understanding different global business and social cultures, and how to get the most from your people in diverse teams
* Delivering on growth and financial targets, even in challenging market conditions

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Valantis Vais

Paul Wittich

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