Highly accomplished manager with a proven track record of success in managing high profile clients and business partners to optimise opportunities for new business, increase share and elevate client & partner satisfaction to ensure continuity of business. Demonstrated ability to forge and sustain relationships at decision maker level and to negotiate high value long term agreements across
Highly accomplished manager with a proven track record of success in managing high profile clients and business partners to optimise opportunities for new business, increase share and elevate client & partner satisfaction to ensure continuity of business. Demonstrated ability to forge and sustain relationships at decision maker level and to negotiate high value long term agreements across both end-user clients and business partners. Possess strong business acumen and a sound commercial understanding of technology driven industries with the credibility, confidence and personal presence needed to interact at senior business levels. Upon moving back to Adelaide, IBM created a new role that incorporated the 2 traditional functions of managing Business Partners along with the sales and management to end-user clients. Adelaide was a new geographic market for the IBM Server & Systems Group and engaging the local Business Partner community was paramount to our success during the following 6 years. Upon taking up the role as Managing Director of Tapestry Systems, it allowed me to further develop my financial and operational expertise for running a business. This involved leveraging our relationship with Microsoft to reengineer our strategic direction that would provide software services based on the Microsoft Dynamics CRM platform. This allowed Tapestry to develop into the largest Dynamics partner in the Adelaide and achieve a growth rate of over 400%. Having sold Tapestry Systems to Artis Group in June 2014, I am now the Artis Group Regional Manager for South Australia with the responsibility of ensuring continued growth within the Dynamics CRM landscape for both SA and the national team.
Leadership and management responsibility for the Adelaide office is to ensure that we continue to enjoy solid growth in the Dynamics CRM space but to include a broader set of services by leveraging the extensive capabilities that the greater Artis team can provide to the South Australian market. As a member of the Artis executive leadership, I assist with the strategic direction for the continued growth of Artis nationally as well as helping with the responsibility for establishing Artis as a national leader in Dynamics CRM market throughout Australia. From June 2014 to Present (1 year 1 month) Adelaide Area, Australia I utilised my extensive network to influence and leverage the relationship with Microsoft to reengineer our offerings and strategic direction to provide software services based on the Microsoft Dynamics CRM platform. This saw us enjoy a growth rate of over 400%. The partnership with Microsoft allowed Tapestry to develop into the largest Dynamics partner in the Adelaide market. My responsibilities for the development of Tapestry included the following: • Develop and maintain strategic relationships with Microsoft and other partners. • Development of strategic account plans to ensure focused sales activities which drive positive outcome and maximum return. • Engagement of partners and suppliers to maximize coverage in the Adelaide market. • Increased revenue through the identification of new sales opportunities within new and existing clients. • Build new and develop existing relationships to grow share of market within client accounts. Achievements Established the largest and most experienced Microsoft certified Dynamics CRM team in SA that enabled our revenue to grow over 400%. Our success and direction in the Adelaide market differentiated us from our traditional competitors that attracted the interest of Artis Group to acquire Tapestry in June 2014. From June 2008 to May 2014 (6 years) Adelaide Area, Australia The Server & Systems Manager in Adelaide was established upon my return to Adelaide as a “hybrid” role that had responsibility for the server & storage market with SA/WA & Tasmania. My role was to increase revenue and market share for IBM by driving profitable business growth through the local and national business partner channel together with the direct contact with end user clients. • Managed the implementation and communication of strategic business plans including end user focused initiatives to drive demand and brand recognition and motivational incentives for business partner sales teams. • Identified new prospects and opportunities and collaborated with business partners to secure them. • Coordinated the technical, consulting, marketing and logistics resources of the company and its channel partners to develop solutions which exceeded client expectations and addressed their specific business needs. • Conducted product sales training for partners and product update sessions for end user clients. • Identified and secured new business opportunities with new customers and enhanced the company’s presence and standing in existing end user accounts to optimise penetration and share of account. Achievements • Enjoyed various responsibilities within the IBM Server & Storage Division that included achievement of 100% club (Hundred Percent Club – HPC) 9 times. • Increased market share within the business partner account portfolio through strong relationship management which increased the company’s revenue and profitability. • Established and fostered lines of communication between business partner sales representatives and IBM sales support and technical staff which improved information flow and turnaround time to increase client satisfaction and revenue. • Ensured a high level of business partner loyalty to the IBM brand by engendering trust and confidence in the brand by working closely with business From January 2002 to June 2008 (6 years 6 months) Adelaide Area, Australia Commenced with IBM in Melbourne in 1998 as an Enterprise Server Sales Specialist that had day to day coverage of both end user clients and IBM business partners. • Identify opportunities for new business and develop competitive strategies to obtain new business from competitors. • Manage the company’s relationships with its existing accounts including the business partner channel to ensure the strength of existing client and business partner relationships to increase IBM’s share within its existing client base. • Develop strategic opportunity and territory business plans to ensure that all sales activity and tasks are focused on the achievement of sales goals and targets. • Package and present the IBM’s product portfolios and solutions to meet specific partner and client needs. • Conducted product sales training for partners and product update sessions for end user clients. From June 1998 to January 2002 (3 years 8 months) Melbourne Area, Australia From November 1995 to June 1998 (2 years 8 months)
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