Jan 2018 – Present · 8 yrs 3 mos · North Sydney

Jan 2016 – Jan 2018 · 2 yrs · North Sydney

• Currently challenged with managing and developing a multi-million-dollar partnership portfolio consists of Tier 1, Tier 2 and Distribution accounts, serving as a technology solutions partner whilst leading and orchestrating sales opportunities.
• ♦ Directed and executed the sales management strategy for ANZ region
• ♦ Drove growth across enterprise, public sector, service providers and system integrators verticals
• ♦ Returned sales growth of YoY
• ♦ Established strategic relationships
• ♦ Built relations with Telstra, Optus, Vodafone
• ♦ Grew representation in the public sector (NSW Health, Dept. of Trade & Investment etc.)
• ♦ Managed accounts and relations with System Integrators
• ♦ Managed a $1.4Mil marketing distribution budget
• ♦ Developed marketing strategies & initiatives to support distributors and partner growth.
• ♦ Built relations at Director & C-Suite Level, articulating Cisco’s vision and value proposition
• ♦ Negotiated rebates and led quarterly reviews with partners across ANZ regions
• ♦ Anticipated changes in opportunities, market, customer needs and requirements
• ♦ Managed both risk and ongoing growth opportunity

May 2014 – Nov 2015 · 1 yr 6 mos · South Africa

• The Strategic Account Manager represents the entire range of StorTech products and services to assigned customers while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met.
• ♦ Represented StorTech at client Director and CxO level to serve as a trusted advisor
• ♦ Led each stage of relationship orchestration, strategy and planning, and business development
• ♦ Represented StorTech on the strategic negotiations (1,3 year plans etc.) worth up to $20Mil.
• ♦ Influenced the client buying decisions, budgets and strategic priorities
• ♦ Worked across manufacturing, mining, financial, telco and public sector verticals
• ♦ Provided solutions that fully leveraged from StorTech’s capability, products and services
• ♦ Managed joint engagements for Hosted PBX, MPLS, Storage, BAAS (Backup as a Service etc.)
• ♦ Educated Vodacom stakeholders to on-sell StorTech products and services.
• ♦ Proactively led joint company-strategic account management plans
• ♦ Governed and managed NDAs, SLAs, SOWs, and that of managed services agreements
• ♦ Coordinated cross-functional involvement of company personnel

Feb 2013 – Nov 2013 · 9 mos · South Africa

• The role of Services Account Executive focused on positioning the value of SAP's Solutions and Services as supported by ROI, business case development, references, and supporting analyst data to drive customer enablement.
• ♦ Stimulated interest and awareness of the SAP GTM (Go to Market) solutions
• ♦ Sold current/ future Consulting capability in order to maximise the Pipeline
• ♦ Leveraged from the value proposition of all of SAP's solutions and services
• ♦ Integrated with resales, Services, Support, Product Management, Strategic Partners, etc.
• ♦ Negotiated deals that met profitability objectives and were scalable
• ♦ Worked with/or acted as the Engagement Manager within the customer account,
• ♦ Managed the overall relationship between the customer, the partners and SAP
• ♦ Ensured all opportunities were maximised and sales bids are successful
• ♦ Met compliance for POs Contracts, Project Council, Risk Reviews, and Sarbanes Oxley (SOX)
• ♦ Participated in the development of joint Account Strategies
• ♦ Led the services bid on a major multi-million dollar SAP Business Suite powered by SAP HANA (a country first) for RSSC

Jul 2012 – Jan 2013 · 6 mos · South Africa

• Fujitsu has an aggressive growth strategy in South Africa with the objective of rapidly becoming the market leader. The role of Key Account Manager is to support this goal whilst developing key account relationships.
• ♦ Positioned core enterprise products and service ranges in line with Fujitsu’s global strategy
• ♦ Aligned Fujitsu’s strategy with key clients’ strategies and their technology roadmaps.
• ♦ Led the business development charge in key enterprise and service provider accounts
• ♦ DevelopedFujitsu’s brand equity in the South African market
• ♦ Delivered over R6.7Mil in new business (162% ahead of quota).
• ♦ Actively engaged with Fujitsu’s software partners and developed joint go-to-market strategies.

Oct 2006 – Jun 2012 · 5 yrs 8 mos · South Africa

• The role of Network Sales Executive focused on driving bids across the BCX portfolio.
• ♦ Delivered YoY growth within Network Sales
• ♦ Exceeded sales targets by 124% to 210%+ over 6 consecutive years
• ♦ Recognised as Top Salesperson for 3 years.
• ♦ Led contracts forCisco Networks, Data Centre, Security, Wireless, Collaboration. Services
• ♦ Delivered onsite support and professional services contracts
• ♦ Pitched for and won the Neotel Account, one of Business Connexion’s largest accounts f.
• ♦ Managed the BHP Billiton IP Core, LAN, IP Telephony and Security Solutions contract.
• ♦ Won the Eskom 3 year MS deal for their LAN and Voice

Feb 2003 – Sep 2006 · 3 yrs 7 mos · South Africa

Feb 2001 – Aug 2001 · 6 mos · South Africa

Apr 2000 – Dec 2000 · 8 mos · London Area, United Kingdom

Feb 1997 – Mar 2000 · 3 yrs 1 mo · London Area, United Kingdom