I.T. SALES AND CHANNEL MANAGEMENT (EMEA)
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I.T. -
Telecoms - Networks - Marketing Strategy - Maximizing Profits
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Possessing an entrepreneurial record of establishing and
developing businesses, sales channels and distributor relationships
throughout the EMEA region. Developing and implementing marketing strategies, lead
generation activities and maximizing sales while raising I.T. Security, telecom company profiles and product awareness. Accomplished in sourcing
Value Added Distributors (VADs) & Value Added Resellers (VARs) in major
markets.
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Areas of Expertise |
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• Sales and Marketing
Strategy |
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I.T. Security & Network Product Knowledge |
• Channel
Management |
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• Business Start-up/Development |
• Leadership
/ Staff Training / Development |
• Business Analysis |
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• Business Relationships |
• Budgeting
/ Reducing Costs |
• Recruitment |
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• Exploiting New Markets |
• I.T.
Administration |
• Maximizing
Sales |
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Education and Professional Development |
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BSc.
Business Leadership & Innovation – Surrey University (ongoing)
2010-12
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PSS
Professional Selling Skills
TQM
Total Quality Management
BA
Education
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Sales / Technical Courses:
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Writing Proposals, Tender Navigation, FLA
Finance Concepts, ICM Introduction to Accounts, Negotiating, Process Mapping,
Measurements of Customer Expectations, Leadership. MS Office, MS Windows, & IBM and Lotus
Notes.
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Accountabilities and Significant Achievements |
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CHANNEL SALES MANAGER (EMEA)
Oct 10 - Present
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NetClarity Inc. I.T. Network Access Control (NAC) Vendor: |
- Delivering the easy-to-use, powerful and cost-effective
NAC technology through partnerships and customer successes.
- Developing
trusted partners throughout EMEA including OEMs, distributors, resellers and
technology partners.
- Coordinating marketing and sales activities, managing
pipeline reports and preparing revenue forecasts. Regularly liaising with
HQ: Peers, SE’s and marketing, reporting to the CTO.
- Launched Netclarity across the UK and Europe and for establishing a 2 tier sales channel across these
markets. This resulted in partnerships being agreed and executed with
well established distributors in each market with inventory and
/ or demonstration and evaluation equipment
purchased by each.
- Coordinated and rolled out training programs to the distributor’s sales
and technical teams before reseller workshops were arranged and key
resellers visited to
introduce Netclarity.
- Established agreements and developed a 2 tier sales channel
across Europe, and developed distributor relationships
throughout EMEA.
- Designed sales and marketing incentives that drove sales
and raised brand and product awareness.
- Sourced Value Added Distributors (VADs) and Value Added Resellers (VARs)
in major markets.
- Sold demonstration equipment to all new partners.
- Created
training packages and trained partner sales and technical teams.
- Wrote PR articles for partner e-blasts and industry websites’
publications
- Created and delivered sales pack as part of training program for sales
staff
- Attended and made sales presentations at trade shows (Cebit, InfoSec and
Risk Conference etc) throughout Europe.
- Significantly contributed to the global sales target and market
position.
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OWNER / PARTNER
Feb 08 - Sep 10
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Venue Consultancy Ltd. |
- Developed this venue booking consultancy business,
offering rationale and booking service to advertising agencies throughout
the UK.
- Redefined the sales proposition, and the go-to-market strategy and
enhanced the company’s corporate identity.
- Developed working relations with Sony, VW, Cadburys, Jordans, Mercedes, BMW and Samsung.
- Our competitors, who were far larger organisations , started to
imitate our proposition, our website and client program offerings, in order
to maintain competitiveness.
- Increased the client base from 3 Advertising agencies to 20.
- Within 12 months our client base grew from 3 to over 20 and our sales revenues tripled from £250k to £750k.
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