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Shane Farley

@shanefarley

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Head of Growth at ONGC Systems, securing $90K+ MRR in cybersecurity revenue and growing strategic partner channels.

Australia

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What I'm looking for

I'm targeting a Director, APAC Sales role where I can lead regional expansion, strengthen strategic customer and partner relationships, and deliver revenue growth across enterprise software environments.

At ONGC Systems, I secured $90K+ MRR in cybersecurity revenue by engaging C-level buyers and advancing complex Microsoft and security opportunities from discovery to close. I also improved deal velocity by 20%.

I coach and develop the BDM team at ONGC Systems, helping lift close rates from 18% to 32%. I’ve also built growth plans and a partner ecosystem, including six referral partners across NSW and QLD.

At Optus, I improved SMB customer retention across Queensland and NT, reducing churn from 19% to 14% through enhanced onboarding. I also redesigned KPI frameworks and commission structures to strengthen revenue and retention outcomes.

Across Optus state and national sales roles, I developed partner networks, negotiated commercial agreements and shaped go-to-market strategy. As SMB State Manager, I led a team of 19, and as National Sales Manager I drove 12% revenue growth through strategy reform.

Experience

Work history, roles, and key accomplishments

Current

Head of Growth

Current

ONGC Systems

May 2025 - Present (1 year 5 months)

Secured $90K+ MRR in cybersecurity revenue by leading C-level sales engagement and advancing complex Microsoft and security opportunities. Coached the BDM team to lift close rates from 18% to 32% and built growth plans translating technical capability into commercial opportunity.

Cybersecurity Sales Microsoft Security C level Engagement Sales Coaching Partnership Management CRM Forecasting Pricing Go To Market Strategy

Senior Manager, Sales Growth & Commercial Performance

Optus

Jun 2021 - May 2025 (3 years 11 months)

Reduced SMB customer churn from 19% to 14% in FY26 across Queensland and NT markets through enhanced onboarding and commercial performance management. Improved forecasting accuracy and led Salesforce Classic to Lightning migration.

Sales Growth Commercial Performance KPI Design Compensation Structures Forecasting CRM Dashboards Salesforce Change Management Training

SMB State Manager, QLD & NT

Optus

Mar 2018 - Jun 2021 (3 years 3 months)

Led and mentored a statewide team of 19, including Business Channel Partners Managers and Business Development Managers, to drive SMB and commercial growth. Drove annual revenue growth of 8% YoY in FY20 in QLD and NT.

Sales Leadership Business Development Relationship Management Strategic Planning Negotiation Channel Management Teamwork Commercial Acumen

National Sales Manager

Optus

Aug 2016 - Mar 2018 (1 year 7 months)

Built capability across a five-city partner network by recruiting, onboarding, training and leading Channel Principals, Sales Managers and frontline sales teams. Drove national revenue growth by twelve percent through strategy reform.

Sales Leadership Partnership Management Negotiation Business Planning Forecasting Go To Market Strategy Market Intelligence Team Building

Local Markets Execution Manager

Optus

Oct 2015 - Aug 2016 (10 months)

Accomplished 97% of the annual acquisition target across prioritised fixed and mobile markets, driving revenue growth and supporting SMB sales growth across local channels. Enlarged market coverage across branded, mass market, digital, telesales and business channels.

Sales Execution Market Analysis Channel Management Stakeholder Engagement Campaign Management

Channel Manager

Optus

Sep 2010 - Sep 2015 (5 years)

Grew sales across the Optus product portfolio, including cloud solutions, by developing Business Channel partner teams focused on SMB customers. Negotiated supply and trading agreements with partners and grew Optus Business Centres.

Channel Management Partner Development Negotiation Sales Leadership Market Analysis Stakeholder Engagement Performance Management Teamwork

Regional Sales Manager

Imagetec Solutions

Jun 2006 - Nov 2009 (3 years 5 months)

Managed new business growth in a competitive office technology market by leading frontline sales teams to drive business development. Optimised sales processes to reduce lead conversion time by five weeks.

Sales Leadership Business Development Strategic Planning Market Analysis Relationship Management Process Optimization

Sales Manager

Hutchison Telecoms

Mar 2003 - May 2006 (3 years 2 months)

Guided and directed a mobile sales team during a competitive telecom growth period, strengthening market coverage and exercising strategic planning and sales leadership. Improved team sales performance by 19% by mentoring 2 junior staff.

Sales Leadership Strategic Planning Mentorship Training Market Coverage

Private Investigator

Lyonswood Investigation

Oct 1996 - Jan 1998 (1 year 3 months)

Resolved 17 complex insurance cases by conducting covert surveillance assignments, resulting in savings of $6 million. Upgraded compliance, resulting in close to $50,000 in avoided penalties.

Surveillance Case Management Compliance Documentation Insurance Investigation

Able Seaman

Royal Australian Navy

Sep 1992 - Sep 1996 (4 years)

Supported naval pay, accounts and general operations over four years in the Royal Australian Navy, applying industry knowledge to maintain compliance and streamline financial processes.

Payroll Accounting Compliance Financial Processes