Johnathan P.

Head of Business Development – ANZ at IES | Building Performance Simulation, Digital Twins & Decarbonisation

Auckland, New Zealand23.1k followers

Prompt Engineering Consulting

ex-DiUS

ex-Patricia Holdings Pty. Limited

I lead business development for IES across Australia and New Zealand, working with architects, engineers, sustainability teams, property groups and asset owners to improve how buildings
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What drew me to IES is the opportunity to connect advanced technology with a very practical challenge: designing, retrofitting and operating buildings that use less energy, produce less carbon and create better environments for Our technology brings together building physics, whole-building simulation and operational data. It helps teams test ideas, understand trade-offs and make more informed decisions—from early design and compliance through to retrofit, decarbonisation and day-to-day I’ve spent more than 23 years working across B2B SaaS, technology, consulting and go-to-market roles in APAC. Much of that time has been focused on opening new markets, building partnerships, developing enterprise relationships and turning complex products into clear customer I’m especially interested in where building performance, climate resilience, digital twins and AI come together—and how we translate those technologies into outcomes that are commercially valuable and genuinely better for the Outside my day-to-day role, I’m deeply interested in AI and how it’s changing the way we work. I enjoy experimenting with new tools, developing GTM systems and building AI assistants. At the moment, I’m working on Hermes Agent, a personal AI assistant designed to bring useful context, research and automation into everyday When I’m not working or building something, I love travelling. Exploring different countries, cities and cultures has shaped how I think about people, business and the built environment—and there’s still a long list of places I’d like to experience.

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PROMPT ENGINEERING CONSULTINGJOB
1. GTM Eng
  3Y
IESJOB
1. Head of BD – ANZ
  3M
PERPLEXITYJOB
1. Perplexity AI Business Fel…
  11M
BREWWJOB
1. Regional Sales Mgr - APAC
  5M
ANTLERJOB
1. Entrepreneur in Residence
  3M
DIUSJOB
1. Client Engagement Principal
  6M
SMART BEAR SOFTWAREJOB
1. Regional Sales Lead, ANZ &…
  6M
2. Head Of Sales and Partners…
  6M
DRAWBOARDJOB
1. Regional Sales Mgr - APAC
  1Y 7M
HARVARD BUSINESS SCHOOL EXECUTIVE EDUCATIONSCHOOL
1. Managing Sales Teams and D…
  11M
PATRICIA HOLDINGS PTY. LIMITEDJOB
1. Head Of BD
  1Y 10M
LOGONJOB
1. Dir Of Mktg And BD
  8Y 7M

Job: DiUS — Client Engagement Principal · 2023-02 – 2023-08 · 6 mo — Managed client relationships and sold technology consulting services while leading project delivery teams. Leveraged Generative AI tools to streamline sales processes and develop methodologies for targeted prospecting and outreach. Key achievements include: - Developed a prompt engineering methodology GTM strategies generating revenue from net-new opportunities with multinational corporations and startups. - Trained sales teams on AI-powered B2B sales techniques, increasing lead conversion rates by 35%. - Created repeatable outbound playbooks that improved prospecting efficiency by 20%.
Job: Patricia Holdings Pty. Limited — Head Of Business Development · 2018-06 – 2020-04 · 1y 10mo — Spearheaded the development of a new B2B referral marketplace from ideation to execution. Built strategic partnerships with professional services, including lawyers and accountants, while implementing CRM systems to streamline operations. Key achievements include: - Secured over 20 partnerships with companies like Square and Shopify, generating referral revenue. - Implemented a CRM system that improved client tracking efficiency by 40%. - Designed a scalable marketplace model that increased partner engagement by 30%.
Job: Smart Bear Software — Regional Sales Lead, ANZ & ASEAN - Test Management · 2022-07 – 2023-01 · 6 mo — SmartBear delivers DevOps tools like PactFlow, TestComplete, Swagger, and Zephyr to streamline software quality across test automation, API management, and error monitoring. Key achievements include: - ANZ/ASEAN Sales Leadership: Led regional sales for SmartBear’s flagship test management platform, exceeding annual quotas by 15%+ via POCs and land-and-expand strategies. - Complex Tool Mastery: Rapidly mastered API testing/test management tools, delivering tailored demos to enterprise clients (e.g., financial services, government, healthcare, utilities). - MEDDPICC-Driven Pipeline Growth: Standardised qualification frameworks across ToFu, MoFu, and BoFu stages, ensuring consistent pipeline…
Job: Antler — Entrepreneur in Residence · 2024-08 – 2024-11 · 3 mo — Antler is the world’s day one investor, building the defining companies of tomorrow. Worked in the Australian proptech problems space.
Job: Perplexity — Perplexity AI Business Fellow · 2025-02 – 2026-01 · 11 mo — Awarded Perplexity’s AI Business Fellowship, an innovative programme designed for experienced business leaders to develop practical expertise in AI-driven business applications. Exclusive mentor training from world AI leaders, such as Jensen Huang (CEO of NVIDIA), Ali Ghodsi (CEO of Databricks), Aaron Levie (CEO of Box) and others.
Job: Smart Bear Software — Head Of Sales and Partnerships · 2022-01 – 2022-07 · 6 mo — PactFlow.io is a comprehensive contract testing platform that simplifies API and microservices integration testing through AI-driven automation and bi-directional contract validation. I led global sales and partnerships for PactFlow. Key Achievements: - Global Sales & Partnerships Leadership: Drove worldwide sales for PactFlow, deploying hybrid PLG sales-assist strategies and standardising MEDDPICC frameworks across sales cycles. - 21% Trial-to-Paid Conversion Boost: Revamped user onboarding workflows in collaboration with co-founders, directly increasing adoption rates. - $500k+ Pre-Acquisition Pipeline (<1Q): Generated enterprise interest pre-SmartBear acquisition, later integrating GTM…
Job: Drawboard — Regional Sales Manager - APAC · 2020-05 – 2021-12 · 1y 7mo — Managed SaaS sales for architecture, engineering, and construction clients across APAC. Developed outbound lead generation strategies while conducting remote product demos to drive adoption. Key achievements include: - Exceeded quarterly KPIs by consistently achieving a 120% target attainment rate. - Designed an outbound strategy adopted company-wide, boosting lead generation by 25%. - Closed high-value deals with enterprise clients across the region.
Job: Prompt Engineering Consulting — GTM Engineer · 2023-10 – present · 2y 10mo — Founded a consultancy specialising in leveraging Generative AI (GenAI) to develop and execute go-to-market (GTM) strategies for SaaS and consulting organisations. Services include market research, ICP identification, customer journey mapping, and full sales cycle strategies across ToFu, MoFu, and BoFu. Key achievements include: - Partnered with clients to implement AI-driven GTM strategies, resulting in a 30% improvement in sales pipeline efficiency. - Created and deployed AI bots and AI Agents improving operational efficiency in software and technology startups and scaleups. - Delivered account-based marketing campaigns that increased client engagement by 25%. - Conducted GenAI training w…
Job: logon — Director Of Marketing And Business Development · 2009-09 – 2018-04 · 8y 7mo — Led sales and marketing efforts for architectural design services targeting Chinese property developers and government entities. Managed a team of six while driving revenue growth through strategic business development initiatives. Key achievements include: - Generated AUD $15M+ in revenue over six years through strategic client acquisition. - Established a new interior design department that contributed AUD $2M+ in revenue annually. - Repeatedly exceeded annual sales targets by an average of 20%.
Job: IES Ltd. — Head of Business Development – ANZ · 2026-07 – present · 1 mo — Leading business development for IES across Australia and New Zealand, helping organisations use building-performance technology to design, retrofit and operate more efficient, resilient and sustainable buildings. I work with architecture, engineering, sustainability, property and asset-management teams to: - Develop strategic accounts and new market opportunities across ANZ - Build partnerships and grow IES’s regional ecosystem - Develop and support the ANZ reseller network - Expand the adoption of whole-building performance simulation and performance digital twins - Connect building physics with commercial, operational and decarbonisation priorities - Help customers evaluate energy, car…
Job: Breww — Regional Sales Manager - APAC · 2025-06 – 2025-11 · 5 mo — Breww is raising the bar for over 700 breweries around the world. I help breweries in Australia, New Zealand, and across the APAC to save money and time so that they can make more and better beer for us all. Breww is modern brewery management software.
School: Harvard Business School Executive Education — Managing Sales Teams and Distribution Channels · 2021 – 2021
School: Western Sydney University — Business Administration Management, Business Administration and Management, General
School: Shanghai International Studies University — HSK Chinese Proficiency Test, Mandarin
School: Shanghai Jiao Tong University — Diploma in Chinese

Skills

MakeautomationSustainabilityDigital TwinsReseller ProgramsSales StrategyVibe CodingEarly-Stage StartupsBusiness AcumenComplex SalesAccount ExecutivesCold CallingConsultative SellingTeam ManagementGenerative AI ToolsSales and MarketingOnline MarketingSales PresentationsSales ProcessesRevenue & Profit GrowthArtificial Intelligence for BusinessBusiness-to-Business (B2B)

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Johnathan P.

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