South East Derbyshire College

Accelerating Cloud Success for Global Brands

Derby, United Kingdom

Trend Micro uses leading-edge technology to stop ransomware, identity theft, viruses, phishing scams, and much more. Top rated by industry experts, Trend Micro Security delivers 100% protection against web threats.I'm helping deliver Cloud Architecture and Platforms which are Secure by Design, enabling CIO's to support speedy business transformation, "keep the lights on" and manage operational costs.  I have a particular focus on Hybrid Cloud Strategies, Data Centre transformation/migration projects and Enterprise Application workload cloud migration projects such as SAP etc.With companies under pressure to hit a speedy time-to-value and to prove ROI, I ensure I take time to understand their KPIs and unique business challenges.  I always go the extra mile to get under the skin of my clients' expectations. I'm an experienced Global Sales Leader with a proven track record of success and innovation in IT generally and IT services, bringing all my skills to bear for partner engagements including strategic business planning, people management, and consulting.

Trend Micro

Global System Integrators UKI

Hitachi Vantara elevates your innovation advantage by merging operational and informational experience to offer you a data partner with unprecedented range and depth in data management. We are analytics, industrial expertise, technology and outcomes rolled into one great solution provider. We listen. We understand. We work with you.

Hitachi Vantara

Master Sales - Global System Integrators

Virtustream is the enterprise-class cloud software and services provider trusted by enterprise customers worldwide to migrate and run their mission-critical applications in the cloud.For businesses, cloud service providers and government agencies, only Virtustream enterprise-class cloud solutions meet the security, compliance, performance and efficiency requirements needed to migrate and manage the most complex mission-critical applications across hybrid, private or public cloud environments.

Virtustream

Vice President of Sales - EMEA

Senior Client Sales Executive working in the commercial team of HP Enterprise Services.Deal size of £5m to £100m Total Contract Value covering the portfolio's of Applications, ITO and BPO.Commercial Team covers all verticals except from Public Sector etc.

Hewlett Packard Enterprise

Senior Business and Client Executive

- Clearly show evidence of strong business development skills and client relationship enhancement being able to build trusting and productive relationships with clients and manage the risk associated to achieve effective engagement.•	Responsible for originating Telco solutions and services across the business and promoting the Capgemini brand into the industry. Working as part of the Telco team my contribution is key in supporting the growth of the Telco business.•	Constantly driving my own pipeline, originating and nurturing the development of the business, new revenue streams and directing proposition development. Also responsible for delivery of the business results into Technology Services.•	Total accountability for improving Capgemini’s credibility within target clients and accounts in the market, to both frame and drive business opportunities whilst leveraging Technology Services and Capgemini Consulting.•	In order to perform this role it is paramount to be able to operate with total independence. The ability to be a team player, with demonstrable commercial awareness and a proven track record in the industry is a non negotiable. •	To analyse and to drive understanding of the issues facing senior executives in Telecoms and to derive an understanding of the solutions that will resonate.•	To orchestrate and lead the development of client focused sales opportunities and to identify key client opportunities/issues/challenges and articulate an appropriate Capgemini solution.•	The role within Capgemini is a combination of market, capability & business accountabilities.

Capgemini

Business and Client Development Executive

T-Systems UK·   Nationwide role to drive new acquisition of clients with a total contract value of £20m to £150m during their contract period.·   Senior involvement of crafting solutions and offerings to the UK marketplace from our International portfolio in our home market Germany.·   Growth of new logo business with key performance measures around the clients business needs.·   Highly consultative business approach needed with Board Members of FTSE250 organisations. Relationships are key with the CEO, CIO, CFO and COO level.·   Working closely with our Global Account Managers in Germany to ensure the UK delivery within our core customers.·   Ensuring that I am the pivotal point in relation to the customer whilst working closely with internal functions such as delivery, bid management, commercial and financial teams.

Deutsche Telekom AG

Senior Business Development Manager

- Delivering a consultancy practice that brings expertise in effecting business change programmes especially within the sales and service performance arena's.·   The main objectives were to move companies from being good to exceptional predominantly around the areas of the whole customer experience, employee satisfaction and overall corporate performance.·   Our programmes ranged from front-end analysis, full programme design to implementation and evaluation. The main areas of specialism were creating business and sales strategies, developing sales performance, improving systems and processes, assessment & development of people capability.·   Our speciality has been to deliver Salesforce transformation and effectiveness including all areas of business and sales performance. One of the key outcomes is how a company would align all these business aspects to achieve results.·   During the period of running the abovc business I have delivered major change projects within corporate clients such as Dell, BP, Experian, EDS, Unisys etc.·   To enable me to deliver these programmes we had to work at senior board levels and across all levels of the organisation.·   Several of our projects have been to work with various clients on their design, creation and delivery of their `Sales & Service Academy' concepts. One of our flagship projects was to deliver the "Global Dell Partner Academy" in 2006.·   I have worked with a number of organisations in areas such as Business Strategy, Sales Strategy, Recruitment & HR, Business Planning, and Business Expansion etc.

Performability Limited

Director & Co-Founder

After our success in building the Vodafone Sales Academy in 2002 - 2004, we have formed our own methodology to enhance sales performance and capability shift. Our clients include Dell, BP, EDS, Experian, Cable & Wireless. Please visit our website at <a href="http://www.performability.co.uk">www.performability.co.uk</a>

Company Director & Co-Founder

Learning & Capability Development - Vodafone UK, Sales and Distribution·   Responsible for the design, implementation and creation of the " Vodafone Corporate Sales Academy" portal and its ongoing development.·   To deliver the academy concept across multiple functions such as Sales, HR, Finance etc.·   Responsible for the Learning and Development Account Management for several sales channels within Vodafone UK. E.g. Strategic Relationships, ISP's, Dealers, Multiple Retail and Third Party sales.·   Focussed around developing the capabilities of the direct sales forces, in terms of sales skills, product & services knowledge, systems and people development.·   Develops relationships with key sponsors ( director, exec, senior managers ) in all sales channels, to secure ownership and sponsorship of people development issues.·   Analyses business and individual development needs to prioritise learning & development provision within each channel.·   Builds inter-departmental relationships with the relevant sales channels and other Vodafone sites, to work together to deliver to `end users' exceptional customer service.·   Develops a focussed learning & development plan with each Sales channel, that is supported by the leadership within each area.·   Project manages key people capability projects within the Sales and Distribution community e.g. Functional competencies for Sales and Distribution and development of Sales Academy.

Vodafone

Senior Lead Consultant

Consultancy based role in Learning and Development for Vodafone UK supporting the Corporate Sales force and support functions.

Senior L&D consultant

Vodafone Retail ­ Sales and Distribution·   Project Management was a key area of this role and fundamental to that was the design, implementation and evaluation of every project e.g. Vodafone `Live', Mobile Data Solutions and a 3 tier sales programme.·   Flexibility allowed me to design, implement and evaluate a wide range of programmes from soft skills training to technical product and system training.·   Delivery of training interventions to large groups (120), small groups and individuals e.g. Management Development, Sales skills, Product Knowledge.·   Developing relationships within key departments within the business to work as one team to deliver Vodafone Strategic Business Initiatives.·   Managing budgetary control for retail training spend, securing value for money procurement and supplier management.

Training & Development Specialist

- Recognised as a `High Potential' Store Manager having attended the High Potential assessment centre I received a 12-18 month development plan to progress my career, and secured the opportunity within Learning & Development as a result of this.·   Motivating myself and my team to become the winners of the Christmas 1999 Store Incentive.·   Delivered `exceptional' customer service to my external customers and recognised with several letters of praise and internal commendations.·   Actively developed five of my Advisors through the Retail career ladder, all secured store manager positions.·   Held the position of Training Store Manager, being responsible for the induction of new staff into the region as well as the development of Fast Track Managers.

Store Manager and Training Store Manager

- Sales of CCTV equipment to businesses in all industry areas, including the leisure sector and manufacturing businesses. Sales ranged from £10k to £500k.·   Account management, relationship and rapport building was critical.·   Most significant personal sale was the sale of CCTV to Samuel Smiths breweries for £600,000. This covered 230 premises across the UK.·   Management of the Tele-Sales team including day-to-day management and managing their personal career development.

Churndown Ltd

Sales Executive

- Management of call centre and sales centre ( 70 staff )·   Management of 15 high street branches. ( Started at 8 )·   Direct report into the Sales Director.·   Primary focus on motivation, innovation and setting of sales targets etc.

Craig Needham

Craig Needham