Woking, England, United Kingdom
With 12+ years of experience in cybersecurity, IT storage, and managed services, I am a Major Account Manager at Infoblox, a leader in cloud-native network security and management solutions. My core competencies include customer relationship management, new business generation, and consultative selling, which enable me to deliver value-added solutions that address the evolving challenges and needs of the cybersecurity landscape. Previously, I was a Regional Director at OPSWAT, where I achieved impressive results in growing the business from $900k to $6m in two years, expanding into new markets, training and enabling partners, and working with national critical infrastructure customers to protect them from file-based malware threats. I am passionate about building long-term relationships with partners and clients across various industries and regions, and supporting them with innovative and reliable products and services.
Helping Critical Infrastructure Organisations protect themselves against Known and Un-Known File-based Malware threats.
I looked after the Middle East territory between 2019-2021. In this time I grew the OPSWAT business from $900k in 2019 to closing out this year on $6m. I achieved this in multiple ways- - Helped grow the Channel in the the existing territory- UAE at the time. - Expanded in to countries previously not worked in- Saudi Arabia, Qatar, Jordan the Lebanon. - Worked with National Critical Infrastructure customers to secure their Perimeter from File based Malware. - Trained and Enabled Partners in all territories to a high standard - Brought on 20 new Partners and 2 Distributors. - Generated Pipeline of >12m and closed on a 2:1 ratio. - Built long lasting and close business and personal relationships with my Partners and Customers.
• Account Director for Global Service Providers • Owns the Global and European strategy for Interoute, CenturyLink and Orange Business Services • Enabling Cloud based solutions to suit my customers business needs • Owning CXO relationships • Use relationship management techniques to develop selling opportunities within my existing and new customer accounts; penetrate new divisions and organisations within assigned accounts; develop new selling relationships within assigned partner accounts. • Schedule and attend sales call appointments with customers. • Determining if customer has a valid need for NetApp products and services. • Proposing an evaluation test project to enable the customer to test the product or products in their own environment. • Utilizing a consultative approach, discuss business issues with customer and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs. • Respond to RFP's and follow up with customer. • Develop an account management plan to sell to customer based on their business need. • Build and strengthen your business relationship with customers within existing accounts. Ensure that their needs are being met. • Recommend marketing strategies. • Provide status information to my Manager including forecast/pipeline information. • Provide or facilitate training opportunities for my accounts. • Identify NetApp customer references that can be utilized when reference selling • Strong verbal and written communications skills. • Ability to work collaboratively with employees within department and across functions. • Aptitude for understanding how technology products and solutions solve business problems. • Ability to convey information clearly and provide analysis as needed to help customer make buying decisions
Experienced Account Director. Working in the Service Provider team. Helping customers drive their Services into new Verticals. Working with SP customers to help educate their End User base in the new Hybrid Cloud model and drive additional revenue streams. Successfully planed and executed marketing plans for my key customers. • Owns overall NTT Group, Sungard, Interoute, Proact and Novosco relationship at Exec level • Responsible to improve SOW in partner (accounts) – understand the customer’s commercials, their TAM, what business is available to us and create business plans to insure business is tracked, quantified and actioned along the sales cycle. • Conduct customer QBR’s in person. • Financial program – managing credit limit, portfolio sell, profitability management, dispute resolution • Regular onsite meeting and customer engagement • Tender responsibilities – managing partners RFP and RFI responses. Globally, regionally and locally. • Pitch SolutionsPathTM to partner • Pitch Services value add offering to partner • Promote events to Service provider and Partner to drive attendance – via marketing campaigns, Vendor generated opportunities and partner events. • Awareness and understanding of vendor programs and their benefit to their aligned accounts • Complete Deal ownership (means follow up and drive to a close) • Forecasting weekly, monthly and quarterly. • Liaise with vendor account managers ensuring business strategy and business plan goals are being met. • Carries £ target for aligned partners – profit targets for FY17
Experienced Senior Account Manager. Working my way through the Hammer Sales academy, reaching Senior Account Manager status in record time. Worked with SMB and SME channel partners to help Sales and Marketing activity. Excellent Channel background, working with some large Reseller partners. • Storage, Networking and Server Specialist selling broad solutions into large corporate Reseller, MSPs and Systems Integrators. • Strong knowledge of diverse vendor portfolio, including the likes of DELL, NetApp, Quantum, Intel, DotHill, Seagate, WD, SuperMicro and Mellanox. • Complete top-to-bottom account management of c.40 accounts – including mapping, retention and augmentation of existing accounts, as well as net new business development. Creating compelling business plans (30/60/90 day) in order to gain customer buy-in for ongoing success. • Complete deal ownership; from opportunity discovery to pre-sales & configuration, through to close and post-sales support. • Building lasting and commercially rewarding relationships throughout my accounts, from C-level Execs through to Procurement, Finance, Sales and Marketing teams. • Liaise with Vendor Distribution Account Managers; gaining a first-class knowledge of their products and programmes in order to rollout vendor led propositions to reseller base. • Day-to-day activities include; creating solutions proposals, undertaking sales calls, taking part in QBRs, running customer meetings, CRM and database hygiene, pipeline management, weekly/monthly/quarterly reporting and forecasting and planning marketing activities and attending events.