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Sales manager

Work Experience

Summary

· High achieving IT solutions sales professional.
· New business and start up specialist hunter.
· Top salesman worldwide for Silicon Graphics (from over 500 salesmen).
· Top salesman in Europe for Silicon Graphics.
· Top sales manager in Europe for Cadnetix.
· Top salesman worldwide for Schlumberger.
· Grew Netshift’s sales from $250k to $6m per annum.
· Closed Silicon Graphics first $multi-million software integration project.
· Market experience in Government, Energy, Telco, Retail, Manufacturing, Utilities, Pharmaceuticals and E commerce.
· Solutions experience with Custom and packaged Software, Hardware, consultancy and managed service provision.
· Experienced in direct and channel sales for start up situations and new business units within major corporations.


Employment history

NetShift Ltd VP worldwide sales April 2000 to present.

Netshift are the world’s leading supplier of e commerce software solutions using public Internet access devices. Examples include BT’s web phones, Vodafone retail’s point of sales terminals and the Governments information points in jobcentres, libraries and post offices.

UK. sales are direct to key accounts or in partnership with the major consultancies. Products and services are also licensed to channel partners around the world.
q A typical sale includes,
o Custom software development.
o Client and server software licences.
o Consultancy.
o Managed Service Provision.


Responsibilities and achievements
· Headhunted by the MD ( who was his previous MD at Silicon Graphics ) to set up the sales operation for Netshift. He grew the business from $100k per annum to $5m per annum within 2 years exceeding targets in both years. This growth positioned Netshift as the world leader both in revenue and licence sales.

· This sales success helped raise $5m in venture Capital from Shell Oil Internet ventures.

· Directly closed new Netshift business including Vodafone, BP, Post Office, Greater Manchester Transport, Punch Taverns, Marconi, Barcrest, British Museum, Local and Central Government. Typical order values from $2,000 to $1m.

· Built a Direct field and internal sales team in the UK.

· Built a global reseller channel

· Convinced major system houses to partner with and bid Netshift software and services on their major projects, partners include, NCR. Logica, BT Syntegra, Fujitsu / ICL and IBM global services.
· Post investment recruited and trained a sales team of direct and internal sales and opened a USA sales office.

Auspex Major account manager 4 / 99 to 4 / 2000

Auspex USA (annual revenues of $200m+) manufacture NAS.(Network attached storage solutions.)
· Responsible for sales into the Media, e commerce and manufacturing sectors.
· Exceed target of $1.5m. Sales included News International. Fuji film.
Performance systems MD 7 / 97 to 4 / 99

Set up own company to offer venture capital to Internet start ups

Silicon Graphics Computer systems 4/ 89 to 6/ 97

Silicon Graphics are a $4bn manufacturer of servers, workstations and software solutions.
E commerce manager ( 96 / 97 )
· Responsible for the sales of products and professional services to the telecommunications, cable and internet sectors.
· Individual Target of $2.8m achieved $8.1m. Top salesman worldwide 1997.
· Sales included Pipex, Demon, Nokia, AT&T, Western. The $4m Telewest sale was the largest software integration order ever taken by Silicon Graphics.

Energy / Utilities group sales manager ( 94 / 96 )
· Responsible for the energy and utilities group sales team this included his own accounts, managing 2 sales people and management of the channel partners.
· Over target 1996 total group sales $8m (target $7.5m)
· Over target 1995 total group sales $6.1m (target $6m)

New business salesman ( 91 / 93 )
· Over target 1994 total sales $4.1m ( 142% target ) 1st in Europe
· Over target 1993 total sales $3.75m ( 140% target )
· Over target 1992 total sales $2.25m (114% target )
· New business included BP, Shell, Texaco, British Gas, John Brown, Brown & Root, Kvaerner, Babcock, Hess, Schlumberger, Oryx, Esso, Phillips, Fina, Chevron, ICI.

General manager Silicon Graphics software (89/91 )

· Responsible the software and total solution sales business arm of Silicon Graphics.

· Exceeded target of $1m and grew the business from zero to $1.5m in the first year of operation. Sales included software, integration, consultancy and training.


Cadnetix North European Sales Manager 85 / 89

· Global developer of electronic design software
· Over target personal quota performance $1.5m P.A in 1986 & 1987
· Promoted to Sales manager in 1988
· Top European Sales manager in 1988 Target $9m.
· Typical order values $70k to $1m.


Schlumberger - Applicon Salesman (Manufacturing) 83 / 85

· Global developer of CAD / CAM / PDM software.
· Top salesman worldwide in 1984 target $1.5m achieved $5m.
· Closed $3.5m order to Rolls Royce Applicon’s largest order ever.

Computervison Salesman (Manufacturing) 81 / 83

· GlobalCAD / CAM / PDM software company.
· Exceeded target both years.
· Sales included Rover, Lucas, GEC, Land Rover.

Hewlett Packard Salesman 79 / 81
· Responsible for technical computer sales in the North of England.
· Target of $1.2m P.A achieved 109% in 1980 and 121% in 1981.

Education
1975 - 1978 Manchester University B.Sc Hons Construction management
1974 - 1975 Nottingham Polytechnic 1st yr B.Sc. Civil Engineering
1972 - 1974 Stockport College OND Building Management
1967 - 1972 Kings Grammar School, Macclesfield 6 ‘O’ levels.
Date of Birth 20 / 07/ 56

Hobbies Golf, skiing, squash, collecting and racing Classic cars. Married with 2 children.

Trained in several selling methodologies including Holden Powerbase, SPIN, Solution selling, Sales sense Major account selling.

Education

Education
1975 - 1978 Manchester University B.Sc Hons Construction management
1974 - 1975 Nottingham Polytechnic 1st yr B.Sc. Civil Engineering
1972 - 1974 Stockport College OND Building Management
1967 - 1972 Kings Grammar School, Macclesfield 6 ‘O’ levels.

Skills

Extensive successful sales experience

Languages

English

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