Experience

Monarch Business School Switzerland

• Switzerland
• Higher Education
• 1 - 100 Employee

• Doctoral Candidate

  • May 2020 - Present



MathWorks

• United States
• Software Development
• 700 & Above Employee

• Senior Inside Sales Manager, EMEA

  • Sep 2019 - Jun 2020

  Led a team of 14 international Inside Sales Reps and one First Line Manager, co-located in Galway. Our team focussed on non complex, high volume/transactional business. We worked together with other sales roles, such as Field Reps and Application Engineers, as part of an interconnected Commercial Sales Eco System, enabling customers to accelerate the pace of Science and Engineering with MathWorks technology. Led a team of 14 international Inside Sales Reps and one First Line Manager, co-located in Galway. Our team focussed on non complex, high volume/transactional business. We worked together with other sales roles, such as Field Reps and Application Engineers, as part of an interconnected Commercial Sales Eco System, enabling customers to accelerate the pace of Science and Engineering with MathWorks technology.



Symantec

• United States
• Software Development
• 700 & Above Employee

• Inside Sales Manager, EMEA Channels & Alliances

  • Jul 2018 - Jul 2019

  Led a team of 13 Channel Account Managers across 18 countries in 4 Regions of EMEA to drive Symantec SMB revenue through the Channel. Achieved 100% target ($22M plan). Developed strong relationships with key Distributers and Partners in all Regions and successfully collaborated with Symantec stakeholders by co-creating strategy, defining meaningful KPIs, and delivering value to the business. Led a team of 13 Channel Account Managers across 18 countries in 4 Regions of EMEA to drive Symantec SMB revenue through the Channel. Achieved 100% target ($22M plan). Developed strong relationships with key Distributers and Partners in all Regions and successfully collaborated with Symantec stakeholders by co-creating strategy, defining meaningful KPIs, and delivering value to the business.



IBM

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

• Business Operations Manager, Cloud Business Unit, North America

  • Jan 2015 - May 2018

  Responsible for managing a team of 16 Cloud Business Analysts supporting Order to Cash processes in North America. My team supports the Software Group Services Delivery team with timely recognition of revenue and cost ensuring that gross profit margin targets are achieved, highlighting risks to project erosion to Senior Management. We interlock with Finance, Sales, Delivery and Fulfilment across the North American Geo as well as other supporting organisations across the globe

• Inside Sales Manager, IBM Training Services, EMEA

  • Jan 2013 - Dec 2014

  Responsible for driving a European team of 10 Inside Sales Reps across 10 countries selling IBM training services. Achieved $9.84M full year against $8M Full year plan in 2013 resulting in net growth of 23% year on year. Achieved $10.2M against a target of $10M in 2014. Transactional high volume business. Transformed Inside Sales role into a hybrid of opportunity identification and opportunity ownership in order to be self sufficient in building and growing our own pipeline and adding value to our Sponsoring organisation by driving incremental net new business for them. January - December 2012: Inside Sales Manager, UKIRan two teams simultaneously. Maintained Training Management role and assumed responsibility for UKI Server Technology Group SMB team of 10 Inside Sales Reps.Management feedback report in 2014 was top of the Management league table internally Show less



IBM

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

• Inside Sales Manager, Global Technology Services, UKI/SA

  • Jan 2009 - Dec 2010

  Responsible for driving UKISA Global Technology Services business with a team of 6 Inside Sales Reps. Won $11M of GTS business overachieving targets by 180% in 2009. Broke into Financial Sector business for the first time in UKISA history by developing relationships with Services Executives Achieved $12.2M against $12M target in 2010 and grew headcount sponsorship by 50%. Pioneered hybrid sales role which involved merging Inside Sales and Face to Face routes to market into one role. Proposed a change of IBM channel strategy to Senior Brand Management. I was given permission to pilot the new business model and role with existing customers to test the strategy. I built, nurtured and developed relationships with Financial and Public-services Sector leaders in the UK culminating in winning two large deals in Citigroup and Barclays bank worth $2M. Average values to date were $100K. Pitched to Management who then adopted the hybrid model for other areas of the business where skills were strong enough on the teamsPeople management was key to our success. Mentoring, coaching, developing skill base of team proved to be the backbone of a successful year in terms of results. I invested a lot of time in the people. I helped individuals develop from average performers to award winning PBC1s (highest annual appraisal recognition) Show less

• Marketing Manager, UK SMB

  • Jan 2008 - Dec 2008

  Responsible for driving demand generation in the UK SMB marketplace for IBM Hardware portfolio. Responsible for nurturing generated leads to mature sales stage and owning process in sales cycle to closure phase of deals with sales. Drove various outbound campaigns and assisted coverage Reps in the UK closing deals where it made sense. This was a channel neutral mission so working with Business Partners was key to our success. Generated $15M pipeline with a team of 15 Marketing Reps. Developed strategies for increasing and measuring win rate of identified pipeline Show less

• Inside Sales Manager, Software Renewals, UK/France/Italy

  • Jan 2005 - Dec 2007

  Hired and led a team of 16 Inside Sales Reps and two Team Leaders across three EMEA countries renewing $100M of Passport Advantage licenses for Software businesses. Set up proficient management system for each of the software brands as mission was in its infancy. Built sales force by hiring the right people and working with training department to build skills and certification for team members. Ownership of relationship with sales leaders in Tivoli/Websphere/Rational and DB2 and influencers in three countries and at EMEA level with sponsors Show less

• Redeployment Manager, HR

  • Jun 2004 - Dec 2004

  Worked with HR Partner redeploying 70 staff following IBM’s sale of PC Company to Lenovo. My role consisted of analyzing skill sets of each individual during interviews and aligning to open positions in other parts of the business during transition phase. Assisted with personnel integration into Lenovo business.



IBM

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

• Sales and Incentive Plan Manager, Operations

  • Jun 2000 - Dec 2003

  Promoted to Manager. Ran the deployment and effective execution of the IBM WW Sales and Incentive Plan Guidelines to a sales community of circa 500 people. Responsible for end to end process from educating and supporting the sales community on the annual incentive plan through to disbursement of commissions from the payroll function. Interlock with Finance and Planning on quarterly accruals. Sanity checking commission payments with Sales Management for 500 Reps before disbursement. Ran a labor intensive, complex process managing a budget of c20 million dollars annually with a team of 7 administrators and a Team Leader. Signature/Approval authority for $20M annuallyLed two commission corporate audits and successfully passed both. Key to passing corporate commission audit was proving to Auditors how we managed risks. Also introduced a system called IPT (Incentive plan tool) running manual system in parallel to IPT for 2 quarters until system was fully integrated in 2003. Received high performance award three years running Show less

• Sales and Incentive Plan Team Leader, Operations

  • Jan 1999 - Jun 2000

  Led integration of 13 migrating European countries as operations consolidated into the Dublin hub. Local process development and management of integration during first year of operation ensuring a seamless transition and accurate payment of commissions to the migrated communityReceived high performance award 1999

• ISO 9000 Quality control Lead

  • Jan 1998 - Dec 1998

  Prepared the IBM Technical Support Centre for a quality control audit. I worked from a blank canvas as no previous documentation existed at that time. Successfully passed the audit and obtained certification. Assessed existing processes and recommended and agreed changes with Senior Management in order to make them audit compliant. Meticulous attention to detail and documentation of process flow charts coupled with education of technical support community was key to the successful audit rating

• Technical Support Agent for German Market

  • Sep 1997 - Dec 1997

  1997 Technical Support Agent for German MarketHired into IBM principally for my proficient german skills. Provided technical support guidance to German customers who had purchased the Aptiva model.