Experience

Mouse & Bear Solutions Ltd

• United Kingdom
• International Trade and Development
• 1 - 100 Employee

• Global Sales Manager

  • Oct 2015 - Present

  The successful import or export of technology equipment from one country to another involves a highly regulated process. If your organisation doesn't have the time or in-house expertise to navigate the that process confidently, ask Mouse & Bear for help. Our International Trade Compliance solutions provide unparalleled service levels to help you import or export your IT hardware. We offer you a level of expert support that exceeds customer and market expectations, setting you free to… Show more The successful import or export of technology equipment from one country to another involves a highly regulated process. If your organisation doesn't have the time or in-house expertise to navigate the that process confidently, ask Mouse & Bear for help. Our International Trade Compliance solutions provide unparalleled service levels to help you import or export your IT hardware. We offer you a level of expert support that exceeds customer and market expectations, setting you free to focus on your core business activities while Mouse & Bear takes care of your global trade compliance requirements. Leading the market in both Importer of Record (IoR) and Exporter of Record (EoR) services, you can trust us with the complexities of international trade and export regulation. Show less The successful import or export of technology equipment from one country to another involves a highly regulated process. If your organisation doesn't have the time or in-house expertise to navigate the that process confidently, ask Mouse & Bear for help. Our International Trade Compliance solutions provide unparalleled service levels to help you import or export your IT hardware. We offer you a level of expert support that exceeds customer and market expectations, setting you free to… Show more The successful import or export of technology equipment from one country to another involves a highly regulated process. If your organisation doesn't have the time or in-house expertise to navigate the that process confidently, ask Mouse & Bear for help. Our International Trade Compliance solutions provide unparalleled service levels to help you import or export your IT hardware. We offer you a level of expert support that exceeds customer and market expectations, setting you free to focus on your core business activities while Mouse & Bear takes care of your global trade compliance requirements. Leading the market in both Importer of Record (IoR) and Exporter of Record (EoR) services, you can trust us with the complexities of international trade and export regulation. Show less



Tripwire

• United States
• Software Development
• 100 - 200 Employee

• UK & Ireland Sales Account Manager

  • Feb 2015 - Jun 2015

  02/15 – Present - UK & Ireland Sales Account Manager • Working with enterprise accounts such as Capita, London Stock Exchange, Monitise, principally to understand their challenges and priorities and how Tripwire solves their business issues. Upselling and cross selling our solutions. • Generating meetings at CISO / ISO level • Generating net new business from prospects – I generated meetings with Waitrose, Aston Martin, Wood Group, National Grid • Customer wins included Capita (… Show more 02/15 – Present - UK & Ireland Sales Account Manager • Working with enterprise accounts such as Capita, London Stock Exchange, Monitise, principally to understand their challenges and priorities and how Tripwire solves their business issues. Upselling and cross selling our solutions. • Generating meetings at CISO / ISO level • Generating net new business from prospects – I generated meetings with Waitrose, Aston Martin, Wood Group, National Grid • Customer wins included Capita ( Vulnerability management ) Fixnetix ( SIEM and FIM ) • Upselling to Serco / TFL

• UK & Ireland Channel Sales Manager

  • Jan 2012 - Feb 2015

  Having spend 2011 launching the Tripwire Preferred Partner Program in the UK, Africa and Middle East, enabling partners to start creating a pipeline it became clear that the UK needed a dedicated resource. Summary of achievement over and above the standard Channel Manager role: • Review the signed UK partners – as predicted some performed well others needed more enablement and focus • Recruit partners that had relationships into Enterprise End Users such as the big banks and… Show more Having spend 2011 launching the Tripwire Preferred Partner Program in the UK, Africa and Middle East, enabling partners to start creating a pipeline it became clear that the UK needed a dedicated resource. Summary of achievement over and above the standard Channel Manager role: • Review the signed UK partners – as predicted some performed well others needed more enablement and focus • Recruit partners that had relationships into Enterprise End Users such as the big banks and Global Accounts o I focused on Computacenter, SCC, BT and Softcat and engaged with senior management to get sponsorship and support for the relationship • Run enablement and awareness programs within BT, Computacenter and SCC Security teams • Develop and execute on a strategic plan on how to build a pipeline with the Sales teams - align the Tripwire security story to verticals and approach and present how the Tripwire solutions would add value to their current offerings that BT, SCC and CC had with their clients.

• EMEA Channel Sales Manager

  • Dec 2009 - Dec 2011

  UK, Middle East and Africa Channel Sales Manager / Direct touch Hybrid Role Prior to my joining Tripwire, their route to market was primarily Direct. I was recruited to create a Channel Route to Market strategy, build a new Partner Program and execute upon it for the entire EMEA region. Summary of my roles and responsibility: • Form a Strategy for Tripwire and the Channel, and understand what was required to move forward with it. • Direct touch customer wins included Arab… Show more UK, Middle East and Africa Channel Sales Manager / Direct touch Hybrid Role Prior to my joining Tripwire, their route to market was primarily Direct. I was recruited to create a Channel Route to Market strategy, build a new Partner Program and execute upon it for the entire EMEA region. Summary of my roles and responsibility: • Form a Strategy for Tripwire and the Channel, and understand what was required to move forward with it. • Direct touch customer wins included Arab Bank, Bank Albilad, Sabic, Fidelity Bank Nigeria, Maroc Telecom • Engage with Tripwire customers, I enjoy the challenge of high touch sales • Speaking and dealing with CxO on a regular basis • Obtain multi-level sponsorship and approval to a Tripwire Partnership within the resellers chosen for the program (6 out of 8 chosen signed up). • Ensure Partners provided forecasts, and these aligned with Deal Registrations and Tripwire Sales Forecasts • Create and run new incentive programs for the Channel Community both for non-partners and partners



Cisco IronPort Systems LLC

• United States
• IT Services and IT Consulting

• High Touch Account Manager

  • Jan 2009 - Nov 2009

  Within my role, I have worked with partners to grow their knowledge and understanding on IronPort to enable them to seek opportunities within their client base. I have also worked, trained and enabled the Cisco Account Managers within certain regions to speak to their customers and create opportunities – I saw this as the smartest and quickest route to producing opportunities to work as a team and generate $3m pipeline. In summary my role is to: • Develop and create business with… Show more Within my role, I have worked with partners to grow their knowledge and understanding on IronPort to enable them to seek opportunities within their client base. I have also worked, trained and enabled the Cisco Account Managers within certain regions to speak to their customers and create opportunities – I saw this as the smartest and quickest route to producing opportunities to work as a team and generate $3m pipeline. In summary my role is to: • Develop and create business with new prospect end users • Understand and drive the sales cycle from start to finish • Understand competitive solutions, compelling events, business risks • Sell at CxO level • Complete tender responses • Upsell to large existing accounts – PlusNet, Carphone Warehouse (Includes Talk Talk), Virgin Atlantic are a few examples Show less Within my role, I have worked with partners to grow their knowledge and understanding on IronPort to enable them to seek opportunities within their client base. I have also worked, trained and enabled the Cisco Account Managers within certain regions to speak to their customers and create opportunities – I saw this as the smartest and quickest route to producing opportunities to work as a team and generate $3m pipeline. In summary my role is to: • Develop and create business with… Show more Within my role, I have worked with partners to grow their knowledge and understanding on IronPort to enable them to seek opportunities within their client base. I have also worked, trained and enabled the Cisco Account Managers within certain regions to speak to their customers and create opportunities – I saw this as the smartest and quickest route to producing opportunities to work as a team and generate $3m pipeline. In summary my role is to: • Develop and create business with new prospect end users • Understand and drive the sales cycle from start to finish • Understand competitive solutions, compelling events, business risks • Sell at CxO level • Complete tender responses • Upsell to large existing accounts – PlusNet, Carphone Warehouse (Includes Talk Talk), Virgin Atlantic are a few examples Show less



Cisco

• United States
• Motor Vehicle Manufacturing
• 1 - 100 Employee

• Channel Account Manager - IronPort

  • May 2008 - Dec 2008

  My role was to work with ‘existing’ and new resellers, and sell them the benefits of working with IronPort. This started at the top of the executive chain to gain full buy in, and then work with sales teams and their managers to develop and create new incremental business and a new revenue stream from their existing clients. • Work with new IronPort Channel team to re-structure Channel model • Developed 20+ resellers In 6 months • Create Channel Tools such as cheat sheets, QSG’s… Show more My role was to work with ‘existing’ and new resellers, and sell them the benefits of working with IronPort. This started at the top of the executive chain to gain full buy in, and then work with sales teams and their managers to develop and create new incremental business and a new revenue stream from their existing clients. • Work with new IronPort Channel team to re-structure Channel model • Developed 20+ resellers In 6 months • Create Channel Tools such as cheat sheets, QSG’s, etc • Present to partner management • Write business and marketing plans • Present the USP’s or working with IronPort Show less My role was to work with ‘existing’ and new resellers, and sell them the benefits of working with IronPort. This started at the top of the executive chain to gain full buy in, and then work with sales teams and their managers to develop and create new incremental business and a new revenue stream from their existing clients. • Work with new IronPort Channel team to re-structure Channel model • Developed 20+ resellers In 6 months • Create Channel Tools such as cheat sheets, QSG’s… Show more My role was to work with ‘existing’ and new resellers, and sell them the benefits of working with IronPort. This started at the top of the executive chain to gain full buy in, and then work with sales teams and their managers to develop and create new incremental business and a new revenue stream from their existing clients. • Work with new IronPort Channel team to re-structure Channel model • Developed 20+ resellers In 6 months • Create Channel Tools such as cheat sheets, QSG’s, etc • Present to partner management • Write business and marketing plans • Present the USP’s or working with IronPort Show less



Check Point

• IT Services and IT Consulting

• UK & Ireland Channel Development Manager / Distribution Manager

  • Jun 2006 - Jun 2008

  • Meet or exceed assigned revenue quota – FY08 (Jan-Dec) 111% of target year to date • Build a new business channel through business development with end users, new and existing partners • Manage accounts to maximise short term revenue and build future pipeline • Develop, maintain and implement account plans and opportunity plans • Regional Manager for the Irish market, developing the market ‘from scratch’ hard selling against competitive vendors such as Cisco, Juniper, Watchguard,… Show more • Meet or exceed assigned revenue quota – FY08 (Jan-Dec) 111% of target year to date • Build a new business channel through business development with end users, new and existing partners • Manage accounts to maximise short term revenue and build future pipeline • Develop, maintain and implement account plans and opportunity plans • Regional Manager for the Irish market, developing the market ‘from scratch’ hard selling against competitive vendors such as Cisco, Juniper, Watchguard, Sonicwall, Fortinet etc • Present at seminars to prospective partners and end user

• Channel Partner Manager

  • May 2005 - May 2006

  •B• Meet or exceed assigned revenue quota – 109% of target FY06 • Build a new business channel through business development with end users with designated partner base • Manage accounts to maximise short term revenue and build future pipeline



Westcon UK

• United Kingdom
• Information Technology and Services

• Check Point Business Manager

  • May 2003 - May 2005

  • Generate new business for Check Point, within Westcon’s VoIP customer base • One of my successes was winning all the world wide BT CPE Project business. • Develop a Business Plan that included a quarterly strategy for my Vendor, – this included reviewing non-buying account reports, revenue and margin targets, performance and create a future Road Map for the business

• Internal Sales

  • Jul 1999 - May 2003

  Developing and Recruiting Resellers to purchase thier solutions from Westcon Distribution. Vendor spealistations included: nokia, Check Point, Citrix, 3Com, Nortel