InGRAM MICRO (Worlds Largest Distributor)

ROLES:

Unified Communications BDM

Nov 2009 – Present

 

• Structuring Unified Communications Vendor Offerings into Ingram Micro Proposition

• Developing Reseller Programme to help Drive Frequency of purchase, Yield, and Reach.

• Developing UC multiple Vendor Marketing Plan designed to compliment UC Reseller programme.

• Deliver SMB - MM UC solutions

• Develop the UC Pre-sales offerings

• Creating Reseller Awareness, Resell performance, Vendor uptake through  Demand generation & Marketing  resources.

• Grew Cisco SMB UC business to double digit and impacting Disti Market share to 45% at peak (out of 11 disti's) and retaining to 30%

• On boarding New Vendors to Ingram Micro adding 100 Million incremental business to IM

• Managing Hi-touch Value Reseller accounts and applying a volume strategy for onboarding, activating and growing SMB resellers.

• UC Vendors include - Cisco, Microsoft, Blackberry, HP and others

• Covered UC portfolio's spanning SMB-Enterprise

National Account Manager for Software & Mobility Franchise

• Drive net new business,

• Created the Ingram Micro Software Asset Management Programme

• Support Software & Cloud Sales teams in closing business across multiple Vendor technologies.

• Drive sales through Channel Marketing Campaigns, Publications, Live Meetings, and 1-to-1 and 1-to-many training, exhibit and present at Ingram Micro & Vendor events;

• Vendor Relationship Management

• Support Resellers in enhancing  Readiness, vendor/programme activation and help them grow their business

• Carry out Sales training, Call out days and support with end-customer meetings

• Knowledge and sales enablement focused on Solution selling techniques.

• Identify key opportunities for Resellers to drive and impact profitability.

• RFP's and vendor on boarding

Microsoft

MS ERP/CRM Sales Specialist

July 2007 - Aug 2009

• Support the Microsoft Large Account Reseller (LAR) community in selling MS Dynamics range

• Establishing a clear ROI GTM plan based on LARs strongest vertical industries, account base and segmentation.

• Executing the plan by gearing up LAR sales force in articulating the CRM & ERP and going-to-market to identify & close Software opportunities.

• Tailoring and presenting presentations & Demos to evangelise the technology specific to customers needs.

• Creating Dynamics Partner alliances with LAR community to help drive successful projects

• Supporting LAR in identifying, qualifying, developing and closing opportunities.

 B One  – UK Service Centre for SAP Business One

Channel Manager

June 2006 - JuNE 2007

• Responsible for developing existing relationships with SAP’s Business One Partner Community to maximise revenue opportunities and achieve the identification of new streams (ISV solutions opening new verticals i.e. Distribution, MRP, Mobile working, group financials).

• Responsible for all Marketing, Sales, services & Training execution for SAP Business One Partners across the UK & Ireland

• Ensuring the Development and double digit growth of a robust, high quality sales pipeline

• Presenting value proposition of solutions and demonstrating software to clients (Through partner/direct)

Microsoft

Roles:

Programme Manager

Aug 2004 – June 2006

• Responsible for Microsoft’s Independent Software Vendors (ISVs) UK registered partner community.

• Engaging with 1000+ UK partners through Microsoft Partner Programme, Events, shows and 1-2-1 meetings.

• Driving the adoption of the Microsoft stack and evangelising the development platform through working with BMO and BGs to ensuring funding and content to support Breadth Partner engagement in Marketing

• Deliver readiness for Microsoft’s campaign and marketing benefits to all Partner ensuring 'one voice' to Partners

Account Manager (Public Sector)

•  Accomplish agreed business targets/objectives at team and individual level

• Develop and manage first-rate relationships with network members to encourage business growth.

• Actively promote sales and campaign opportunities to accounts

• Develop new business, generating new leads whilst preserving existing opportunities

• Work alongside field business managers and engage virtual resources when required

• Understand the partner eco system and actively drives partner relationship and opportunities.

• Driving key solutions ranging from Infrastructure management, optimisation, to ERP, CRM, security, collaboration, mobility etc with the view to improve Business process, productivity and efficiency across local regional Government organisations.

  Account Manager                                                                                                      

• Deliver agreed monthly revenue targets from assigned accounts within territory

• Prospect to identify new sales opportunities as well as building on existing accounts

• Proactively introduce new contacts, products & solutions from the PC-Ware Sales Force

• Drive increase in customer satisfaction (CPE) and resolve any issues quickly and effectively

•  Provide weekly forecasts and business updates to the Sales Manager on key accounts

• Conduct regular business reviews with customers to identify new sales opportunities

• Develop relationships at different authority levels to drive opportunities and growth

Vodafone UK                                                                                                 June 2004 -Sept 2004

Vodafone Live! Portal Analyst

• Ensure the project’s testing options have been considered and agreed

• Ensure that all testing documents and plans are produced & ensure the testing scripts are undertaken.

•  Ensuring that the test results are communicated to all concerned

• Continually review the processes and procedures

• Building and improving relationships within the project teams

• Work closely with the Development/Integration Teams to achieve the above

• Looking for and exploiting opportunities to spread their knowledge and experience to others

NTL                                                                                                                                  Feb 2003 –  Feb 2004

telecommunications network controller

• Monitored and managed national Services and forecasted customer affecting issues

• Managed the resolution of service affecting “outages” within a 4 hour window. (20 to 100k+ customers)

• Managed several teams of National NTL Engineers based and worked towards resolution path.

• Liaised & escalated problems to Directors and Regional Managers.

• Used In-house IT resources & analytics to determine and forecast outages.

University Of Kingston  (2001-2004)                                                                                      

BSc (Hons) Computer Science (Achieved  2:1)

Dissertation:  Online Client/Server Network Fault Management System (Achieved 1^st class)

The Bulmershe School, Reading (1990-1997)

Advanced GNVQ in Manufacturing Engineering (Merit)

8 GCSEs

I.T Skills

Sports & Other Activities

·         Addicted to sports. Play anything that involves teams, competitiveness, balls, and racquets.

·         Representative for the Faculty of Technology at Kingston University, Representing Over thousand Pupils and communicating their issues to the Board.

·         Gained an award from Microsoft for making an outstanding contribution to the academic technical community, result of which had taken part in the World Wide Microsoft Student Partner Programme.

·         Awarded the Microsoft Creativity award 2005

Fluent in : Punjabi, Hindi & Urdu

Basic:        French