Eversley, England, United Kingdom
• A highly strategic and commercially astute Global Sales Director with particular strengths in increasing sales and profitability with B2B Partners, B2B Clients and B2C Customers by providing customer led value propositions; understanding customer requirements in detail, presenting bespoke solutions, demonstrating the benefits and value and delivering the highest level of customer service • Exceptional Stakeholder Management skills in presenting and reporting to CEOs and VPs of Sales, Influencing and persuading Finance Directors and Country Managers, negotiating with External Partners and Suppliers and collaborating with Resellers, OEMs, Integrators and Distributors • Strong Leadership and Management skills in coaching, mentoring and motivating highly experienced Global Sales teams empowering them to take ownership whilst providing them with a safe environment • Outstanding Sales and Business Development skills in growing revenue with both new and existing clients, applying the Sandler Methodology to break down the sales process to fully understand customer needs • Excellent Creative and Innovative skills in initiating new ideas to address customer challenges and business impact by listening to senior level stakeholders to create new business opportunities. Generated multi million dollar revenue by appointing new Partners in the US to sell Software by defining CX experience, networking with potential Resellers and reviewing quarterly performance • Delivered huge growth Annual Recurring Revenue with Amazon, Microsoft and Google by providing hardware and software solutions, leveraging existing relationships and negotiating with C-Suite executives • Generated hundreds of millions in Revenue with Curry’s to deliver 2.5m licences to cover the largest Cybersecurity deal with McAfee by negotiating with the PC Category Director and agreeing a service attach deal • Generated 2.5Mu of tablet with Tesco over 2 years by designing a new Tablet to incorporate their Clubcard App, compatible with every application in the Android portfolio by negotiating with the Category Director
Driving solution sales
Customer Experience Software Company providing solutions to govt and large corporates • Appointed to build scalable channels to engage with partners to sell services to corporate clients, to create a framework to scale the company’s growth requirements and implement changes in selling strategies • Significantly increased Turnover by delivering growth in gross profit by recruiting new partners in the US, changing the sales strategy and winning 3 new US Customers from competitors • Managed the Exhibition Budget to attend the Intelisys Connect in Nashville by networking with new and existing partners, presenting to an owner audience and demonstrating services • Managed the Staff Budget by overseeing a team of 9 Partner Account Managers Worldwide, growing the team from 6 to 9 people, achieving a 100% Staff Retention Rate and exceeding targets
• Promoted to grow the business in the EMEA region which subsequently grew to cover Worldwide and to sell Xeon and Core chips to major OEMs, Integrators, Resellers and Independent Software Vendors • Increased Sales from $2.5bn to $3.7bn and achieved 65% in profitability by growing organically with existing clients, winning new business with new customers and growing market share from 76% to 82% • Managed the $3.3m Staff Budget by overseeing a team of 6 Direct Reports and 20 Staff, growing the team from 6 to 26 people, achieving a 100% Staff Retention Rate and recruiting internally and externally • Managed the $500k Training Budget by providing product knowledge to Sales Managers within the partner community, appointing an External Training Provider and monitoring outcomes from both sides • Improved Employee Engagement from 4.1/5.0 to 4.8/5.0 by liaising with HR to analyse the results of an Engagement Survey and providing the team with clear direction and inclusivity in the plan • Generated $13m in Revenue by creating a new security service and cloud migration solution through Computacenter to Salesforce by understanding customer requirements and designing bespoke solutions • Won the $24m deal with an Investment Bank to provide a high performance compute system by winning a formal tender to demonstrate technology expertise and delivering the solution in 18 months
• Promoted to lead the consumer business in the UK and Northern Europe, to sell directly to Computer Manufacturers and to collaborate with Major Retailers over incentive schemes • Increased Sales from £386m to £533m by growing the number of Laptops from 3.8m to 4.1m, moving from a Pentium to a Core i5 Chip, improving the wireless speed and improving the form factor • Improved Market Share from 72% to 87% over 3 years by improving the customer journey with very clear product benefits, reducing complexity and enabling an easier customer buying decision • Increased the Average Selling Price of the PC from £329 to £534 by upselling the Processor Type, improving the features, enhancing the customer experience and providing faster refreshes • Won £3m in new business with Curry’s to provide them with the largest European Graphics deal to include a 5 times faster Wi-Fi connection by providing the consumer with a greater experience
• Promoted to lead and build the Cloud Programme focused on the top 100 UK Customers, to manage 34 Account Managers across EMEA and to write the content for the Customer Playbooks • Delivered £30m in Sales with Banks, Manufacturers and Government Departments to provide Xeon CPUs for consumption in Cloud Data Centres by networking with existing contacts and providing presentations