Regional Sales Manager Enterprise Manufacturing @ Cisco Systems
I am a determined, self-motivated & success driven team player with a proven track record over 25 years within IT Sales and Sales Management of consistent achievement. I am experienced in working with complex sales situations and understand collaborative selling. I understand the positive impact of process and attention to detail and the importance they have to
I am a determined, self-motivated & success driven team player with a proven track record over 25 years within IT Sales and Sales Management of consistent achievement. I am experienced in working with complex sales situations and understand collaborative selling. I understand the positive impact of process and attention to detail and the importance they have to an organisation.
I enjoy understanding human dynamics and I am able to cultivate relationships of significant trust with my management, my customers, my team, my peers and my partners enabling me to work and achieve with them agreed objectives & goals.
I believe the role of heading up a team is that of leader rather than manager and believe my primary focus is that of building customer relationships and supporting my team in the field. The primary remit for my teams is to deliver growth to the business and I have been highly successful in this growing revenues year on year.
As a leader I focus on 3 key priorities:
1. Sales force development and the attraction and retention of top talent.
2. Operational excellence across my business.
3. Leadership and customer relationships giving business value.
I have a broad understanding of the IT industry having worked in it for many years and in particular the networking and internetworking and systems business together with a good grasp of the technologies. I have an excellent knowledge of the sales channel along with company strategy, programs, promotions and go to market. I have good business relationships nationally and internationally and find teamwork and collaboration a natural ability.
Systems Sales Director @ Leading the Systems Sales business for Commercial Industries Telcos and Investments Accounts for Oracle UK&I. From December 2013 to Present (1 year 10 months) 7th Floor The Helicon Building, Moorgate London EC2M 2UPSenior Regional Sales Manager @ I joined Juniper Networks after 11 plus years at Cisco to manage and lead the Enterprise High Touch sales team. I wanted a fresh challenge and felt Juniper was at a point in its development cycle that offers the opportunity to really make a difference for focused and driven individuals. The team I joined to lead had been without a direct manager for some months and needed restructuring. I agreed a vertical approach to the team with my management and once on board and having spent time getting to know and understand the people and the business I implemented a plan of change.
I lead a team of 10 Major Account Managers who are responsible for major UK business including verticals in Financial Services, Manufacturing, Retail, Utilities, Pharmaceuticals Media and Energy.
Of the original team members I took over all but 2 have transitioned to other parts of the business or moved on from Juniper. The current team is now operating at a much higher level. In the 4 years I have run the Enterprise High Touch business we have consistently delivered growth year on year.
The team is now well recognised as a high performing team in Juniper and the individuals are all proud to be part of the growing success that we have. I am often approach by individuals in Juniper who would like to join the team.
2013 is another year of outstanding and sustainable growth and the plan is to increase headcount to accommodate this growth. As a team we are on target to exit the current year 2013 at 120+% of plan and have won substantial new business at marquee names such as BBC, Credit Swiss, NYSE, Morgan Stanley, M&S. UBS, British Airways, BP, United Utilities, and many more. From September 2009 to December 2013 (4 years 4 months) AddlestoneRegional Sales Manager Enterprise Manufacturing @ At the start of calendar 2008 I was asked to take over the UK Enterprise manufacturing team. This team had been leaderless for 6 months and was loosing its way. Given my successful track record I was asked to take on this challenge which was also positioned to me as an opportunity to move to the next management level as I would have manage 2 out of the 3 teams in the operation and would be well placed to succeed my director if or when he moved on.
The role was challenging and I spent the first 3 months getting the team to buy into a new manager and to start using the sales process that I put in place so that we could forecast and commit business to the organisation in a more measurable way. The results of this speak for themselves as the team recovered to make goal for the second half of the year with some significant wins in accounts such as EADS, GM, Oracle, GE, Novartis, Rolls Royce and Astra Zeneca.
At the end of Cisco fiscal 08 (July) the company restructured the lines of business and Enterprise Manufacturing was joined with the Mid Market Manufacturing teams. I am currently manager of a combined Enterprise and Mid Market Manufacturing team for Cisco fiscal 09. We are currently on target to make our numbers for the first half of the year (End Feb 09) and forecasting to make plan for the full year. From February 1998 to September 2009 (11 years 8 months) Regional Sales Manager Media Transport & Business Services @ At the start of 2007 fiscal year I took over responsibility for the Business Services team in Enterprise Sales. We are on track to achieve 110% of our $51m goal. During the course of the year I successfully helped migrate the Entertainment and Media accounts to the SP group as this was seen as the right thing for the business.
During the first part of the year I moved 3 individuals out of the team to progress their careers and recruited new talent to back fill. To help facilitate this I took over a number of their accounts personally until I was able to recruit new talent. In addition we integrated the Rail sector into the team and bought in a new AM to help run this (Chris Fox).
There was a steep learning curve for me to understand all the internal process and systems which has been successfully met. In addition I was challenged with a change of senior management which I have not let impact the teams focus or success. During this time of change I have supported our VP whilst he has gone through a selection process for new senior management and also help and supported the stand in manager who has had two roles to cover.
Other activities have included helping with the channel plans for Accenture, being part of the Data Centre training team, helping with the ASAP hiring process and being part of the Career Fair. I also was involved during the year in helping to facilitate Heather Carey returning to work after long term sickness and having to come to term with being disabled.
During 07 I also completed the Sales Masters Course and achieved my Sales Masters Coach certification. From January 2006 to December 2008 (3 years) Bedfont LakesRegional Sales Manager Channel Operation @ At the beginning of fiscal 2003 I was asked to set up the channel operations team and role in order to drive productivity and efficiency through the UK&I channel business. This has meant impacting all areas of the business and has shown a net return of 14.5 man years in increased productivity per year. The whole operation has been seen as a best practise across Cisco and has been adopted in multiple other countries that I have aided and assisted. From January 2003 to December 2006 (4 years) Regional Sales Manager Channel NI Team @ My role during this period was to manage a team of CAMs looking after the Network Integrators such as Di Data, Affinity and CC with a combined revenue goal of over $350m. My experience as a CAM and previously working for a "Gold Partner" allowed me to drive best practise and to learn to leverage the strength of Cisco to develop and grow these accounts.
We over achieved goal in each of these years and I implemented strategic planning and account management processes to drive the business. I further developed my relationship with key stake holders in these accounts at all levels and departments to help my team and the organisation succeed. Many of these relationships are still held today. From January 2001 to January 2003 (2 years 1 month) Channel Account Manager Direct Partners Team @ Recruited into Cisco as a CAM to manage direct channel partners. Built strong high level relationships with each of my partners and drove the revenues through each of these accounts from an initial approx $50m pa to over $200m pa in 3 years. I worked closely with the Cisco sales teams on closing business educating customers and meeting bookings commits by encouraging and ensuring best practise across all of my partners. From January 1998 to January 2001 (3 years 1 month) RSM @ BISS were a network and systems integration company based in Hemel Hempstead, Hertfordshire and a Cisco Gold certified partner. In 1996/7 the business was sold to WANG who were looking to grow their global network integration coverage. From January 1993 to February 1998 (5 years 2 months) Country Sales Manager @ For 2 years I was responsible for running 3 separate sales teams with a management infrastructure whilst reporting to the UK Managing Director. The teams were focused separately selling Network Infrastructure and Management, Computer Systems Infrastructure (HPUX and Management) and Software Integration (Microsoft VB+ etc). I was responsible for approximately £20m in revenues and overachieved in consecutive years.
We had successful accounts across Finance (RBS From January 1996 to January 1998 (2 years 1 month) Hemel Hempstead, United KingdomSales Executive Systems & Network Integration @ I joined BISS as a sales executive responsible for building a resale relationship with HP and to sell the companies portfolio of products including networking software and management.
I was exceptionally successful winning many new household accounts for the company (Lucas, SkB, Abbey; and over achieving my quota each year before being moved in to sales management. From January 1993 to January 1996 (3 years 1 month) Hemel Hempstead, United KingdomRSM @ T5 were a specialist HP distributor for their 9000 series UNIX servers and work stations. I joined to manage the server sales team looking after and recruiting new resellers. From January 1990 to February 1993 (3 years 2 months) VAR Sales Manager @ For 3 consecutive years we over achieved goal and grew the business before selling it to IMUK who were looking for a deal to distribute the HP range. At this point I decided to join one of the partners I had recruited BISS Ltd. From January 1990 to January 1993 (3 years 1 month) AM @ Honeywell Information Systems was the computer systems manufacturing part of the Honeywell Group who also made control systems and still do. The systems business was once the IT part of GE and was subsequently sold to Honeywell. We made and sold computer products from PCs to Mainframes directly and via channel. In 1988 majority share of the business was sold to the French Groupe Bull. From January 1985 to February 1990 (5 years 2 months) Indirect Sales Specialist @ For 2 years I ran a team of VAR (partners) covering the city and the south of England. Predominantly the systems sold were UNIX or PICK OS as the market for proprietary OS was dwindling outside of VAX VMS and OS400 or VM. This was a tough market for Bull and revenue was declining. One high light was the sales of a large fault tolerant system to Midland Bank (HSBC) for their newly started telephone banking service. The application came from one of my resellers Datapoint and ran on large PICK mini systems. This was over $1m of revenue for Bull. From January 1988 to January 1990 (2 years 1 month) Sales Executive @ I joined Honeywell Information systems as a new business account exec for London and the South. My main target was mid tier commercial accounts selling UNIX based systems with partners. For 2 out of 3 years I over achieved goal by running partner based events and seminars to focus markets such as property, motor dealers etc.
Working for a large organisation and manufacturer was an excellent learning From January 1985 to January 1988 (3 years 1 month) AM @ Computerphone was a startup operation built on the back of the deregulation of the telephone industry and break up of British Telecom which allowed other companies to resell small (up to 200 line) phone systems. In addition the company started to sell AT&T based UNIX servers for small back office applications such as accounts and database development. From January 1980 to February 1985 (5 years 2 months) Sales Representative @ I spent my first year training to sell and understand the technology having formal training at the Olivetti Sales Training Centre in Haselmere and various product sales sessions.
We did cold calling and cold canvassing for leads and had various levels of success selling into small commercial City firms covering a range of industry from Estate Agency to Courier Services and small financial operations.
I made quota and good money over the 5 years I was there and enjoyed learning my craft however in 1985 the business was in trouble so I took the opportunity of joining Honeywell who were interested in my UNIX sales skills. From January 1980 to January 1985 (5 years 1 month) AM @ From January 1977 to February 1980 (3 years 2 months)
Newport Grammar School (Essex) Matt Ellison is skilled in: Channel, Data Center, Enterprise Software, Sales Process, Telecommunications, Start-ups, Account Management, Management, Networking, Selling, Integration, Sales Operations, Cisco Technologies, Team Management, New Business Development, Sales, Sales Management
Looking for a different
Get an email address for anyone on LinkedIn with the ContactOut Chrome extension