Experience

Blacktip Consultancy

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

• Executive Director

  • abr. 2015 - - actualidad

  Blacktip is a vendor independent Technology Consultancy practice. Working directly with clients across a range of sectors we offer a highly experienced team to design, procure and manage the implementation of ICT, Audio Visual and Intelligent Building technology. Our team boasts an enviable track record of previous engagements, which typically range from high-level strategy development to detailed design and on-going project management through to project sign off. Blacktip is a truly unique offering, internationally renowned for its high level of professionalism and expertise. We work on a collaborative basis and remain committed to working in partnership with our clients in assisting them to achieve their objectives. We address any of our client needs or concerns as a fundamental part of our consultancy work, whilst always working within a defined framework to ensure realistic goals and ultimately a positive outcome. At Blacktip we pride ourselves on our reputation for having a highly skilled delivery focused consultant team who are easy to work with, which alongside our passion for doing great work, has contributed to our ever growing list of leading global companies that we are proud to call our clients. Mostrar menos



okapi consulting

• United Kingdom
• IT Services and IT Consulting

• Director

  • feb. 2015 - abr. 2015

  Okapi specialise in sales improvement and business growth strategies either on a consultancy basis or as an interim management assignment. Consultancy and project assignments have been successfully undertaken for the following companies:- - Excel IT (www.excelit.com) - Blacktip Consultancy (www.blacktipconsultancy.com) - DRC Group (www.drcg.co.uk) - ISG TS (www.isg.com) With an understanding that many companies have a vision for growth based on their expertise in the development and deployment of their offerings, Okapi's aim is to work collaboratively to build a successful sales and marketing strategy to sustainably grow revenue and profit. Primary focus is given to compiling a defined sales and marketing plan, the recruitment and / or coaching of the internal and external Sales Teams and the implementation of the relevant processes to deliver business growth. Okapi has over 25 years experience in executing successful sales and marketing strategies for companies from start ups through to organisations with turnover in excess of £200m. Our focus is to provide sales consultancy or interim management to IT companies embracing the emerging Internet of Things (IoT), 'Big Data' and Smart Building​ technologies. Positioned to engage at executive level, our goal is to work alongside like minded business professionals who embrace the understanding that to obtain business growth it is fundamental to invest in the compilation of a sales and marketing strategy followed up by the correct recruitment plan underpinned with formalised processes to ensure measurement of the return on investment. By following this proven model we pride ourselves on delivering sustainable growth strategies. If you believe that your company would benefit from Okapi's services, please don't hesitate to contact me in the first instance on 07787 630604. Mostrar menos



Mayflex

• United Kingdom
• Information Technology & Services
• 100 - 200 Employee

• Sales Director

  • mar. 2011 - feb. 2015

  My responsibilities at Mayflex included :- Working as part of the Executive board at Mayflex to deliver company goals and objectives. Deliver set company budgets in three distinct revenue streams, Infrastructure, Networking and Electronic Security. Undertake ongoing assessment of market drivers through the channel and adapt the sales/marketing strategy as applicable. Work closely with vendor partners to agree and deliver joint marketing and sales plans. Motivate and manage the Senior Management Sales Team (9 headcount) to deliver results through revenue generating Sales Teams (45 headcount – internal and external teams). Manage the Business Development team (3) to promote and create market demand for Mayflex’s branded structured cabling solution, Excel. Develop strategies to ensure the Sales Teams are selling the complete portfolio of Mayflex products and services. Ensure a healthy pipeline of new project opportunities are uncovered. Ensure existing channel customers are account managed to the highest quality. Receive the sales forecasts from the Senior Sales Management Team on a monthly basis to report to MD. Control GP margins when setting sales prices. Working closely with Financial Director to ensure customer’s credit limits and payment profiles are at an acceptable level. Working closely with Operations Director to ensure successful service delivery of individual projects and day to day business activities. Undertake Executive engagement / sponsorship on strategic accounts and individual business deals. Attend business reviews with key customers and vendors. Developing sales plans to develop larger System Integrator accounts to gain additional wallet share of business available to Mayflex. Working intrinsically with Marketing to formulate joint sales and marketing plans and activities to drive this business growth. Continually undertaking strategic changes to structure, people and processes to achieve the growth plan. Mostrar menos



Redstone Converged Solutions

• Information Technology & Services
• 100 - 200 Employee

• Sales Director

  • feb. 2007 - mar. 2011

  My responsibilities at Redstone included:- Deliver revenue targets hrough three distinct revenue streams, ICT, Connectivity and Support/Maintenance. Develop Sales & Marketing business plans to drive business objectives and achieve set targets. Ongoing assessment of market drivers both in the private and public sector and adapt the sales strategy as applicable. Ensure the Sales Team (20) achieve set targets. Develop strategies to ensure Sales Teams are selling complete portfolio of Redstone products and services. Ensure a healthy pipeline of new opportunities is maintained. Ensure existing customers are Account Managed to the highest quality. Manage the sales forecast on a monthly basis to report to MD. The setting of GP margins on deals. The compilation of yearly commission plans. Build relationships between Redstone and their main Gold Partner vendors (Cisco / Extreme / Avaya etc). Build practices to develop new go to market messages with partners. Assist Sales Team with Executive Engagement / sponsorship on strategic deals. Work closely with Senior Management Team in Marketing and Pre-sales to ensure the front end of the business is working cohesively and successfully. Develop relationships with key third parties. Consultants, outsourcers etc. Attend quarterly and monthly business reviews with key clients. Driving the broadening of the Redstone portfolio into new business areas such as IP Physical Security and OneNET (IP integration). Mostrar menos



Comunica

• Associate Director - Sales

  • ene. 2000 - feb. 2007

  My responsibilities at Comunica included:- To drive and build the Comunica business to a suitable position to be acquired. Motivate and Manage the Sales Team. Work closely with the Senior Management Team to ensure the business’s objectives and goals are achieved. Deliver and maintain a pipeline of new opportunities. Initiating strategies to ensure all Sales Team members are selling complete portfolio of Comunica’s products and services. Develop relationships with key third parties. Consultants, outsourcers etc. Setting & measuring the Sales Team’s targets and objectives to ensure they deliver on the company’s goals. Maintaining and developing senior relationships with key partners to achieve set goals and objectives. Attending quarterly and monthly business reviews with key clients. Attendance at internal senior meetings as a key stakeholder within the management team, to contribute to the strategic planning for the business and ensure execution. Ensure existing customers are Account Managed to the highest quality. Executive sponsorship and personal involvement in the largest deal in Comunica history (£13m T/O. £2.5m GP) for Westfield Shopping Centre in West London. The development and growth of Comunica’s third party strategy with major outsourcers (Fujitsu, BT, IBM etc). Grew from £0 T/O in 02/03 to £2.5m T/O in 06/07. Mostrar menos



ISG Tech

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

• Sales Manager

  • sept. 1998 - ene. 2000

  My responsibilities at ISG Webb included:- To build and develop a Sales team to grow the business from £8m T/O to £20m T/O. Reporting directly to the MD as part of the executive team. The compilation and execution of the Sales Plan to deliver the required growth of the business. Work closely with Marketing to generate focused sales campaigns and ultimately sales opportunities. Develop and grow the new business Sales pipeline. Build relationships with key suppliers from a sales perspective. Develop strategies with the CEO and MD to create CSG’s value proposition to the market place. Maintaining and developing senior relationships with key partners to achieve goals and objectives. Attending quarterly and monthly business reviews with key client accounts. Achievements: • Drove business from £8m T/O to £10m T/O during 18 month period. • Instigates a Sales and Pre-sales process to allow future business growth. • Opened new market opportunities with end user customers (City of London). Mostrar menos