Experience

TDM Group

• United Kingdom
• IT Services and IT Consulting
• 1 - 100 Employee

• Client Manager

  • Oct 2019 - Sep 2020

  Egham



Iron Mountain

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Strategic Account Manager

  • Apr 2018 - Apr 2019

  London, United Kingdom • To be responsible for the retention and growth of organic and adhoc revenue streams for a portfolio of large revenue generating Customer accounts with high strategic importance . • Develop and build strategic customer relationships through account planning, taking responsibility for customer satisfaction, encouraging loyalty and mitigating risk of termination • Proactive account planning that facilitates the generation of new Records Management revenue • Commercial management of… Show more • To be responsible for the retention and growth of organic and adhoc revenue streams for a portfolio of large revenue generating Customer accounts with high strategic importance . • Develop and build strategic customer relationships through account planning, taking responsibility for customer satisfaction, encouraging loyalty and mitigating risk of termination • Proactive account planning that facilitates the generation of new Records Management revenue • Commercial management of tenders, retenders and price negotiations across a portfolio of accounts • To be an advocate of the customer internally. • Ability to interpret, negotiate and implement complex contractual obligations Show less



Oracle

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Premier Support Account Manager

  • Apr 2012 - Jun 2017

  Thames Valley Park Responsible for timely renewals of Support contracts in assigned territory. Developing long term relationships with our clients to ensure they remain successful by realising the full value of their investment with us to ensure that the client continues to renew their support contracts with Oracle. Responsible for maintaining a high level of client satisfaction by being a liaison between our clients and Oracle's internal operations. Identify product expansion and up sell opportunities for… Show more Responsible for timely renewals of Support contracts in assigned territory. Developing long term relationships with our clients to ensure they remain successful by realising the full value of their investment with us to ensure that the client continues to renew their support contracts with Oracle. Responsible for maintaining a high level of client satisfaction by being a liaison between our clients and Oracle's internal operations. Identify product expansion and up sell opportunities for Advanced Customer and Education Services. Annual renewal quota in excess of £14M • Educate customers on business practices and any associated contractual implications • Meet productivity expectations on outbound calls for renewals • Identify and transfer leads to appropriate sales reps for top-tier opportunities • Ensure customer awareness and understanding of applicable elements of the support porfolio • Manage exceptions for customers with issues that may delay or inhibit renewals • Accurately forecast business targets and opportunities in territory Show less



BMC Software

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Account Manager

  • Jun 1999 - Dec 2005

  Responsible for the direct and indirect selling of Boole & Babbage, PATROL and BSM solutions utilising Remedy, Magic, Marimba and Identity Management to existing and new customers. I was also responsible for generating a business case to develop the healthcare sector successfully increasing revenue in the first two years from $66K (generated by maintenance renewals) to $2.8M by selling software and services to, and through, Healthcare ISV’s involved in the NHS National Programme for IT… Show more Responsible for the direct and indirect selling of Boole & Babbage, PATROL and BSM solutions utilising Remedy, Magic, Marimba and Identity Management to existing and new customers. I was also responsible for generating a business case to develop the healthcare sector successfully increasing revenue in the first two years from $66K (generated by maintenance renewals) to $2.8M by selling software and services to, and through, Healthcare ISV’s involved in the NHS National Programme for IT and LSP projects. Recognised as EMEA’s top New Business Salesperson (amongst 80 piers) at BMC Software in 2003. Show less



NORSK DATA

• Account Sales Executive

  • Apr 1995 - Jun 1999

  Leading provider of IT solutions and services including Electronic Document Management, Proactive Event Management (BMC Patrol) and Break Fix maintenance. Key Objectives: Direct selling of software and services including Document Management solutions from ImageSoft and Optika and Professional and Managed Service solutions comprising Microsoft SMS, BMC Patrol, 1st and 2nd Level Help Desks, Remote Network Management and Professional Services / Consultancy. Partnering with Service… Show more Leading provider of IT solutions and services including Electronic Document Management, Proactive Event Management (BMC Patrol) and Break Fix maintenance. Key Objectives: Direct selling of software and services including Document Management solutions from ImageSoft and Optika and Professional and Managed Service solutions comprising Microsoft SMS, BMC Patrol, 1st and 2nd Level Help Desks, Remote Network Management and Professional Services / Consultancy. Partnering with Service Delivery personnel to achieve the mutual goal of maximising opportunities in both existing and new accounts. Responsibilities: Identify opportunities for "value added sales". Liaise with other sales teams to maximise opportunities. Take responsibility for generating proposals and quotations in conjunction with the Bid Management Team. Maintain and grow account relationship at all levels. Maintain communication with Internal Services representative and Accounts. Administration to ensure smooth delivery of contractual commitments. Develop and maintain a strategic sales plan for each identified prospect. Represent account interests and resolve issues preventing revenue. FY95-99 Consistent target achievement. Customer verticals included Local Government, Finance and Telco. Show less



WordPerfect

• Account Manager

  • 1988 - 1991

  VAX/VMS Direct and Channel Sales Executive for WordPerfect office solutions



Thorn EMI Electro Optics Division

• DEC Vax/VMS Systems Manager

  • 1986 - 1988

  Business Systems Manager responsible for the continued availability and maintenance of all DEC hardware and applications including ERP (PROTOS and CINCOM), Backup/Restore and MOD software audit compliance (AQAP 13). Also responsible for evaluating and purchasing all DEC related hardware and software.



Plessey Computer Centre

• ICL Mainframe Operator and DEC VAX/VMS Systems Management

  • 1980 - 1986

  My first introduction to computing was via ICL 1904 and 1906S mainframes progressing to 2900/2966 mainframes running DME/VME operating systems. Progressed to managing multiple PDP/11's, VAX 11/780's, 11/785's and 11/750's.