Josh Blandy
VP / GM / Head of | Revenue Operations | Go-to-Market Transformation | Market Strategy | Business & Commercial Leadership | Go-to-Market Operations Excellence
ex-AccentureI am a Go-to-Market (GTM) VP with deep experience designing and operating revenue and GTM systems for large organisations combining strategy, incentive architecture, revenue modelling and operating rhythms to enable P&L outcomes.
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Most recently, I have directly supported Telstra Enterprise in achieving its FY25 EBITDA plan by designing and implementing a net revenue retention focused incentive and quota model tied directly to P&L objectives and sale-to-cash timing across a 5B revenue pool, driving a significant improvement in alignment between sales productivity and P&L results. The model separated multi-product-aligned annual recurring revenue targets from one-time sales quotas, aligning seller behaviour to long-term value creation. This architecture has directly reinforced revenue retention and growth plus expansion dynamics, while maintaining velocity in a highly complex enterprise environment. I bring a systems-level understanding of how incentives, coverage models, GTM motions, pricing, product architecture, and operating cadence combine to drive sustainable revenue outcomes, delivering in one of the most complex and publicly visible enterprise businesses in Australia. Underpinning this experience is a highly analytical background as an ex-Accenture consultant and business improvement and transformation leader. This has provided me with the benefit of a multi-sector and multi-functional perspective and an evidence-based viewpoint on how the business must evolve, which markets to play in, and how businesses plan and operate how revenue is acquired and retained needs to shift to win. Importantly, I have operated in a continuously transforming environment, with high degrees of stakeholder complexity, visibility, commercial pressure and where no single C-suite leader owns the full revenue engine. This has honed my skills in cutting through complexity, breaking down silos to build cross-functional teams, uniting people around the real issues, and shaping executive decision-making with data-driven precision. Please feel free to connect.
GTM Index
- TELSTRAJOB
- Head Of Incentives and Per…1Y 9M
Head Of Incentives and Performance Strategy
Telstra
Key strategic role in building organisational capabilities and Go-to-Market effectiveness through development of new governance frameworks and sales compensation plans for Telstra Enterprise's ~$4.5B revenue and EBITDA targets aligned with Telstra’s 2030 ambition. My work is laying the groundwork for Telstra Enterprise’s shift toward a largescale infrastructure and SaaS-like business model by helping the business adopt more predictable recurring revenue practices. This includes redesigning incentives for pre sales, sales, and customer success, improving quota and territory design to drive acquisition/up-sell/cross-sell improvements, tying compensation to annual recurring revenue outcomes, a…
- Head of Market and Commerc…1Y 11M
Head of Market and Commercial Strategy - Telstra Enterprise
Telstra
As a key enabler of Telstra Enterprise’s FY25 revenue commitment to the Board, I delivered the FY25 sales compensation outcomes in line with EBITDA performance vs. target, through implementation of a dollar-based NRR/ARR compensation model tied directly to P&L objectives and sale-to-cash timing. Furthermore, I reduced sales compensation planning timelines by 7 weeks by redesigning the quota-setting process and integrating commercial and finance planning workflows and increasing collaboration by building a cross-functional delivery team including commercial, finance, operations and sales leadership. As a leader, I maintained consistent team engagement in the high 70s while building an inte…
- Head of Market and Competi…5Y 11M
Head of Market and Competitive Intelligence plus Industry Analyst Relations
Telstra
Informing re-prioritisation of product roadmaps to accelerate the adaptation of Telstra's mid-market and Enterprise product offerings to changing customer needs, I conceived of and led the review and refinement of Telstra’s product and services category strategies for networks, cloud, cybersecurity, IoT, workplace digitisation, and mobility. Key to building relevance with product, services, sales, commercial and finance leaders plus driving change was creating a Centre of Excellence, integrating competitive intelligence, market research and forecasting, pricing analytics and industry analyst relations. As a leader I maintained a 90% employee engagement score for 5 consecutive quarters, ex…
- General Mgr Strategy & Pla…1Y 11M
General Manager Strategy & Planning for Enterprise GTM & Offer Marketing
Telstra
Shaping integration of the Offer Marketing & GTM function, key achievements include increasing the on-time delivery of marketing programs to over 80% through consolidated roadmaps, redistributing marketing resources across 5 product categories based on the stack ranking of the value of product category programs of work and delivery governance. Additionally, I took ownership of project management, delivering high-complexity product launches and improving the go-to-market process for the enterprise market segment.
- General Mgr Transformation…2Y 11M
General Manager Transformation - Productivity
Telstra
Appointed as part of the team accountable for reducing the company's fixed cost base due to NBN market disruption, I led the design of the FY19 companywide productivity program, delivering bankable initiatives worth over 110% of the targets set by the CFO and CEO.
- Business Improvement Strat…2Y 11M
Business Improvement Strategy Principal
Telstra
Driving Telstra's internal business improvement capability, I led cross-business unit collaboration to solve complex problems, plus identify and remove overlaps and gaps across the value chain. During my remit, I proposed, received funding for and introduced a new role with singular E2E accountability for product build to Go-to-Market launch by conducting a detailed review of product development processes and accountability, including KPIs, for 40+ executives across 5 functional units.
- REVOPS CO-OPJOB
- Member2Y
Member
RevOps Co-op
The RevOps Co-Op is a community built to serve its members through on-demand expertise, best practice content, educational opportunities and networking events. All go-to-market strategy and operations professionals are welcome!
- ACCENTUREJOB
- Senior Mgr7Y 11M
Senior Manager / Manager / Senior Strategy Consultant
Accenture
Expanding the Accenture strategy practice within the Communications, Media and Technology segment, I led the delivery of client projects on time and within budget. Highlights included working with Sensis to deliver cross-functional competitive analysis enabling Sensis executives to make data-driven decisions on the future of the digital Yellow Pages business, with Telstra to commercialise its B2B billing capability, and with NAB to refine end-to-end consumer lending customer journey design.
- FRANCHISE DEVELOPMENTSJOB
- Management Consultant - Fr…3Y 3M
Management Consultant - Franchise Strategy
Franchise Developments
Franchise Developments was a boutique consulting firm focused on developing and implementing growth strategies for SMBs and corporates. Franchise Developments was acquired by PWC in 2008. - Executed review of Australia's leading lottery operator's franchisee support model identifying root cause drivers of low engagement and high franchisee turnover followed by focus groups to formulate a franchisee endorsed path to stability and improved satisfaction.
- FORCE INDUSTRIES P/LJOB
- Product Mgr1Y 11M
Product Manager
Force Industries P/L
Force Industries is an Australian designer and manufacturer of action sports hard goods and soft goods. As Product Manager I worked with the founders to deliver product and range planning and development, including design of snowboards, snow skis and skateboards, production scheduling, sourcing of manufacturers and of course product testing.
- JOHN HART PTYJOB
- Application and IT Support…2Y 11M
Application and IT Support Engineer
John Hart Pty Ltd
Worked with Australian manufacturers across industry to install and support computer aided design and manufacturing systems, including training of customer design engineers. Supported John Hart machine tool engineers to integrate customer machine tools into their corporate IT networks while delivering remote and on-site support of their corporate networks and IT infrastructure.
- Job: Telstra — Head Of Incentives and Performance Strategy · 2025 – present · 1y 7mo — Key strategic role in building organisational capabilities and Go-to-Market effectiveness through development of new governance frameworks and sales compensation plans for Telstra Enterprise's ~$4.5B revenue and EBITDA targets aligned with Telstra’s 2030 ambition. My work is laying the groundwork for Telstra Enterprise’s shift toward a largescale infrastructure and SaaS-like business model by helping the business adopt more predictable recurring revenue practices. This includes redesigning incentives for pre sales, sales, and customer success, improving quota and territory design to drive acquisition/up-sell/cross-sell improvements, tying compensation to annual recurring revenue outcomes, a…
- Job: Telstra — Head of Market and Commercial Strategy - Telstra Enterprise · 2024 – 2025 · 1y — As a key enabler of Telstra Enterprise’s FY25 revenue commitment to the Board, I delivered the FY25 sales compensation outcomes in line with EBITDA performance vs. target, through implementation of a dollar-based NRR/ARR compensation model tied directly to P&L objectives and sale-to-cash timing. Furthermore, I reduced sales compensation planning timelines by 7 weeks by redesigning the quota-setting process and integrating commercial and finance planning workflows and increasing collaboration by building a cross-functional delivery team including commercial, finance, operations and sales leadership. As a leader, I maintained consistent team engagement in the high 70s while building an inte…
- Job: Telstra — Head of Market and Competitive Intelligence plus Industry Analyst Relations · 2019 – 2024 · 5y — Informing re-prioritisation of product roadmaps to accelerate the adaptation of Telstra's mid-market and Enterprise product offerings to changing customer needs, I conceived of and led the review and refinement of Telstra’s product and services category strategies for networks, cloud, cybersecurity, IoT, workplace digitisation, and mobility. Key to building relevance with product, services, sales, commercial and finance leaders plus driving change was creating a Centre of Excellence, integrating competitive intelligence, market research and forecasting, pricing analytics and industry analyst relations. As a leader I maintained a 90% employee engagement score for 5 consecutive quarters, ex…
- Job: Telstra — General Manager Strategy & Planning for Enterprise GTM & Offer Marketing · 2018 – 2019 · 1y — Shaping integration of the Offer Marketing & GTM function, key achievements include increasing the on-time delivery of marketing programs to over 80% through consolidated roadmaps, redistributing marketing resources across 5 product categories based on the stack ranking of the value of product category programs of work and delivery governance. Additionally, I took ownership of project management, delivering high-complexity product launches and improving the go-to-market process for the enterprise market segment.
- Job: Telstra — General Manager Transformation - Productivity · 2016 – 2018 · 2y — Appointed as part of the team accountable for reducing the company's fixed cost base due to NBN market disruption, I led the design of the FY19 companywide productivity program, delivering bankable initiatives worth over 110% of the targets set by the CFO and CEO.
- Job: Telstra — Business Improvement Strategy Principal · 2014 – 2016 · 2y — Driving Telstra's internal business improvement capability, I led cross-business unit collaboration to solve complex problems, plus identify and remove overlaps and gaps across the value chain. During my remit, I proposed, received funding for and introduced a new role with singular E2E accountability for product build to Go-to-Market launch by conducting a detailed review of product development processes and accountability, including KPIs, for 40+ executives across 5 functional units.
- Job: RevOps Co-op — Member · 2024-10 – present · 1y 10mo — The RevOps Co-Op is a community built to serve its members through on-demand expertise, best practice content, educational opportunities and networking events. All go-to-market strategy and operations professionals are welcome!
- Job: Accenture — Senior Manager / Manager / Senior Strategy Consultant · 2007 – 2014 · 7y — Expanding the Accenture strategy practice within the Communications, Media and Technology segment, I led the delivery of client projects on time and within budget. Highlights included working with Sensis to deliver cross-functional competitive analysis enabling Sensis executives to make data-driven decisions on the future of the digital Yellow Pages business, with Telstra to commercialise its B2B billing capability, and with NAB to refine end-to-end consumer lending customer journey design.
- Job: Franchise Developments — Management Consultant - Franchise Strategy · 2003-09 – 2006-12 · 3y 3mo — Franchise Developments was a boutique consulting firm focused on developing and implementing growth strategies for SMBs and corporates. Franchise Developments was acquired by PWC in 2008. - Executed review of Australia's leading lottery operator's franchisee support model identifying root cause drivers of low engagement and high franchisee turnover followed by focus groups to formulate a franchisee endorsed path to stability and improved satisfaction.
- Job: Force Industries P/L — Product Manager · 2001 – 2002 · 1y — Force Industries is an Australian designer and manufacturer of action sports hard goods and soft goods. As Product Manager I worked with the founders to deliver product and range planning and development, including design of snowboards, snow skis and skateboards, production scheduling, sourcing of manufacturers and of course product testing.
- Job: John Hart Pty Ltd — Application and IT Support Engineer · 1999 – 2001 · 2y — Worked with Australian manufacturers across industry to install and support computer aided design and manufacturing systems, including training of customer design engineers. Supported John Hart machine tool engineers to integrate customer machine tools into their corporate IT networks while delivering remote and on-site support of their corporate networks and IT infrastructure.
- School: Swinburne University of Technology — Masters of Entrepreneurship and Innovation
- School: University of Melbourne — Bachelor of Engineering, Mechanical Engineering
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