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Account Manager

Work Experience

CAREER HISTORY:

WHITECROSS SYSTEMS 1999-2001

Position: Account Director - BT

Joined WhiteCross to manage the European Business. Expanded the base selling massively parallel computer systems, until the company’s strategy changed in 2000, from selling systems to operating as a Service Provider.

In 2000 became the BT Account Director, charged with the task of developing the Data Exploration service and consultancy provided by WhiteCross to BT. Operating at the highest level, succeeded in getting most major business units to use the service including Consumer, SME, Ignite, Exact and Openworld. This was achieved during a time of great change and upheaval within BT, with increasingly tight budgetary constraints.

Additionally consultancy business was won from Openworld in the web analytics area, analysing very large complex data sources.

* * *

SIEMENS COMPUTER SYSTEMS 1992- 1999
Position: Major Account Manager

Joined Pyramid to sell high end UNIX Systems to the Telecommunications Sector outside of BT and to manage other selected major accounts. Pyramid was taken over by Siemens in 1995.

At the beginning of 1998 the role was broaden to handle more old Pyramid accounts with the
objective of converting them to new Siemens equipment.

Business was won by working with System Integrators, ISVs and VARs to present a complete proposition like a Data Warehouse, or by selling direct.

Achievements

1. Regular 100% Club Achiever and Pyramid International Salesman of the Year in 1993 (213%) and 1994 (176%).

2. Shipped over £12M of high margin business.

3. New accounts signed up include Vodafone, Cable & Wireless, Energis and Cosworth.

4. Sold one of the 3 RM 1000 massively parallel computers in the UK and the first Primergy 870 Windows NT enterprise server.

5. Made Siemens the strategic supplier of UNIX/NT servers and storage systems to Churchill Insurance.

* * *

STRATUS COMPUTER 1990-1992

Position: Major Account Manager

Joined to establish the Fault Tolerant UNIX sales activity in Stratus. Ran a very successful launch of the product to VARS, Systems Houses and Consultants.

Then moved into the Telecoms Division to start the sale of UNIX based telecoms products to this rapidly growing area. Developed and implemented a business plan including Software Partners to penetrate telecoms operators and suppliers. As a result of this work Stratus started to be invited to tender for a wide variety of telecommunication applications.

* * *

NCR 1986-1990

Position: Major Account Manager – Independent Marketing Division (IMD)

Joined IMD to expand and develop NCR’s Value Added Reseller (VAR) network selling the Tower range of UNIX computers.

Made a significant contribution to IMD’s success which grew by 250% during the above period.

Achievements

1. Achieved 218% of quota in 1987, 155% in 1988 and 105% in 1989.

2. Success achieved by recruiting major VARs and developing a small nucleus of existing VARs.

3. Sold more of the top of the range Tower 800 series than anyone else in NCR UK.

4. Successfully set up a Distributor to address the small volume UNIX market; the result being the biggest boost to sales productivity in 1989.

* * *

DIGITAL MICROSYSTEMS 1985-1986

Position: International Sales Manager

Set up the European Division based at the company’s headquarters in Wokingham.

Ran a small team selling to distributors and VARs. Effort was concentrated on continental Europe and solid business was put in place.

Set up all export administration and shipping from square one. Grew International turnover to £2M per annum in 18 months.

* * *

MOLECULAR COMPUTER EUROPE 1982-1985

Position: Regional Director

Responsible for all the company’s activities in Benelux, France, Southern Europe, Middle East and Africa. As a result multi million dollar contracts were signed in France and Italy transforming the business prospects for the region.

The company turned over $10M in the year ending September 1982 and $17M in the financial year to September 1984.

***

Education

8 "0" levels

3 "A" levels

B Sc. (Electrical Engineering)- St Andrews University

Skills

PROFILE:

Very experienced IT Professional who has concentrated on Account Management for the past 17 years and wishes to continue working in this role.

Has a successful track record developing strong business relationships by using a business partner approach giving customers confidence to buy high value goods and services. Very experienced at handling complex negotiations and multi-level relationships. The success applies to both the signing of new accounts and the development of existing accounts.

Familiar with Business Intelligence, Data Warehousing, CRM, Web Analytics, Data Mining, Enterprise Computing, Ecommerce, Data Exploration

Languages

Tourist German and French

Other

I would now like to embark upon a career in Interim Management. I have extensive experience of industry. I have worked in sales, marketing and general management and would feel comfortable about an Interim Management role in any of these fields.

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