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Work Background
VMwareStrategic Partner Business Manager
Mar. 2024VMware by Broadcom's private cloud solution delivers the security and agility enterprises need, supported by technologies for applications, edge infrastructure, and private AI.
VMwarePartner Development Manager UK&I
Oct. 2021 - Mar. 2024Take control of your multi-cloud environment with VMware Cross-Cloud services—an integrated portfolio of SaaS solutions to build, run, manage, and secure all your apps across clouds. VMware's Cross Cloud Services include Application Platform, Cloud Services, Cloud Management, Networking & Security, Digital Workspace and Edge.
As a PDM's we enable our Partner Ecosystem to become the experts in Multi-Cloud, Saas and Professional Services to support your Cloud journey.
Tech DataVMware Business Development Manager
May. 2019 - Oct. 2021Tech Data connects the world with the power of technology. We aim to be the vital link in the technology ecosystem by continuously satisfying the worlds ever-evolving demand for technology. We provide channel partners with reach, efficiency and expertise, and become essential in their ability to meet the evolving needs of the technology market through delivery of our exceptional service, insight and world-class execution. As VMware experts we will understand your business, your goals and enable you to grow your VMware business, with support for training, go to market strategies and marketing campaigns.
MHRSales Executive
Jan. 2018 - Mar. 2019
PrologClient Development Manager
Jan. 2017 - Dec. 2017Annesley Nottingham, United Kingdom
Arrow ECS United KingdomGigamon Business Development Manager
Jan. 2015 - Dec. 2016Nottingham, United KingdomArrow is a global supply channel partner to over 100,000 original equipment manufacturers, contract manufacturers, and commercial customers, in sectors ranging from aerospace to automotive, telecommunications to transportation. As Business Development Manager my role involves:
- Solely responsible for the Gigamon and Netscout business for Arrow ECS covering the UK and Ireland.
- Supporting the internal sales teams in their named partner accounts by providing them with the necessary training, including product knowledge, programs, pricing and roadmap information.
- Understand each partner account plan and how it relates to the sales of the Gigamon solution, and attend regular meetings within the partners.
- Identification and recruitment of new partners into the Gigamon partner program, assisting partners from initial contact through to enabling them to drive their Gigamon business.
- Created a business plan for 2015 and 2016 using SMARTER Goal setting to maximise revenue and non-revenue opportunities.
- Working regularly with the marketing teams to carry out an ongoing and effective marketing plan.
- Create tailored Gigamon solutions for partners using all available resources including Gigamon pre-sales engineers and account directors.
- Produce a weekly and quarterly forecast for all vendor opportunities, within a tolerance of +/- 8%.
- Responsible for query escalations and working with the vendors and the sales team to find a resolution.
- Daily administration including quoting, processing sales orders, returns and account credit issues.
- Management of my own diary and travelling to meet with new and existing customers.
- Maintaining my own vendor knowledge and ensure all sales and technical accreditations are kept up to date.
- Consistent overachievement of set quarterly margin targets, regularly achieving between 100 % and 120%., with year on year revenue growth of 16%.
Arrow ECS United KingdomInternal Sales Executive - Advantage Team
Jul. 2012 - Jan. 2015Nottingham, United KingdomArrow ECS is an information technology distributor specializing in providing end-to-end IT infrastructure solutions including data storage, servers, enterprise software, network security, unified communications and virtualization. As an Internal Sales Executive my role involved: - Manage and develop over 300 resellers within SME business, with a focus on increasing new business.
- Research and profile accounts in detail to gain better understanding of the re-sellers business.
- Build solid relationships with re-sellers and work with them on opportunities.
- Quote and configure opportunities presented by re-sellers, and provide support by liaising with pre-sales, BDM’s, consultancy booking and credit control.
- Negotiate product pricing to maximize profit margins.
- Build good relationships with colleagues and key stakeholders in order to develop reseller requirements, resolve credit queries and generate up-sell opportunities.
- Work with vendors and BDM’s on call-out days to achieve specific vendor objectives (e.g. book meetings, align new partners and generate sales opportunities).
- Produce accurate forecasting on a weekly basis.
- Understand vendors and their products (e.g. technical spec, pricing and partner programs).
- Maximize up-sell opportunities with accounts, keeping re-sellers up-to-date with new technology. - Attend meetings with re-sellers to present corporate pitch and discuss business objectives.
- Consistent over-achievement of set quarterly margin targets, regularly achieving between 110% and 130%.
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