Niki Middleton's Email Addresses & Phone Numbers

📖 Summary

• Over 8 years experience in a market leading enterprise software sales organisation • Strong experience selling enterprise software • Both business and technically confident with the ability to progress sales through business value selling, software demonstrations and responses to RFI, RFPs etc • Recognised as able to work on own initiative or as part of a team • Ability to work under pressure, demonstrating skills in selling, communication and leadership. • Shown to be highly target driven and flexible, with the ability to take new business value propositions and technology to market quicklyPre Sales Consultant @ Pre Sales Consultants are technical consultants to clients. They understand the client's business requirements, technical requirements and/or competitive landscape. They provide technical sales support which may include: collaborate with Celerity IS sales teams to define, design, and detail the technical aspects and feasibility of proposed solutions; deliver Proof of Concept; develop and deliver technical education; support critical situations; design solutions; and answer technical questions. When engaged for a specific opportunity or project, they are responsible for the technical accuracy of the proposed solution. Specialist Skills - Apteco Faststats, Adobe Campaign, ExactTarget From October 2014 to Present (1 year 3 months) Dartford, United KingdomIBM Software Channel Sales @ - Hands on IBM software sales and development responsibility for x 4 core IBM partners - Focus on generating software licence, SaaS and professional service revenue. £10 million booked since July 2011 with significant YoY growth - Core focus on IBM Software sales for Digital Analytics (Coremetrics), ecommerce (Websphere Commerce), BI (Cognos), cloud & backup (Tivoli) and security solutions (Qradar) - Development of full year partner plans including marketing and sales strategies. - Strong sales and campaign management - Field selling into new and existing client prospects, deal progression and management forecasts - Business case development to demonstrate understanding of clients business requirements and ROI of proposed solution - RFP/RFP development and client software demonstrations - C-Level, senior management and key stakeholder management - Industry events attendance and participation - Enabled and led IBM software training to clients and the business partner community - Client issue management, problem solving and prioritisation From July 2011 to October 2014 (3 years 4 months) Rational Software Sales @ - IBM Rational Software seller for the application development portfolio - Successfully delivered against quota, achieving £1,500,000 in 15 months - Built and developed relationship with key accounts which include Ultra Group, Selex Communications and Serco and held planning sessions and workshops to provide solutions for their short, medium and long term needs - Strongly engaged all levels of management within client base – IT Directors, IT Managers etc - Worked closely with IBM Software Services team to sell value added services into accounts to ensure clients fully realised the benefits of our solutions in their working environment - Developed strong relationships with the IBM Business Partner community to target aligned territory through lead generation activities, which include Target Account Planning, Sales Callouts, Digital Demand Generation, Client Events and Business Case Development - Responded to RFIs, RFPs and provided software demonstrations to progress sales - Listened to customer issues and developed clear plans of action through to resolution - Built strong knowledge of software development concepts such as requirements management and definition, use case modeling, UML, business process modeling and development methodologies i.e. Waterfall, SCRUM, Agile From March 2010 to July 2011 (1 year 5 months) Rational Marketing Executive @ Brand Management – Brand positioning of Rational Software as innovators. Analysis and forecasting of revenue streams against quarterly targets. Development of targeted sales plays for key market segments – Financial Service Sector, Public Commercial and Small Medium Business. Market Research – Regular analysis of the UK and Ireland application development to inform strategic direction for short, medium and long term brand goals. Co-Marketing – Collaborated with channel resellers to develop joint marketing campaigns to promote key sales initiatives Events Management – Identification/development/management of core external marketing activity i.e. Infosecurity, Gartner, IDC events. Academic Initiative – Lead contact for Rational Software’s drive to introduce industry standard tooling into university curriculum. Relationships established with Reading, Manchester, Greenwich, Newcastle Universities. Implemented guest lectures on the latest trends in Application Development and advise on critical academic skills needed for industry. Engaged industry analysts such as Gartner and IDC to inform strategic direction for short, medium and long term goals Web content management of ibm.com/uk/rational Led digital demand generation campaigns such as Google Adwords, banner advertisements on TheRegister.com and Zdnet.com and used internally available tools such as Unica Planned and organised education and enablement sessions for IBM Business Partners on a quarterly basis Project managed Business Partner marketing campaigns for those partners with immature marketing skills Onboarded net new Rational Software Partners to increase channel capacity and resource Managed telemarketing agencies such as Europa, on multiple sales campaigns From September 2007 to September 2009 (2 years 1 month) Marketing Communications & Operations Professional, IBM Business Consultancy Services Group @ - Author and editor of a range of weekly, monthly and quarterly e-Newsletters informing the workforce on the latest developments, activities and events within the business unit - Developed an internal asset portal which gave the workforce direct access to critical information and tools to increase workforce efficiency - Daily web content management of internal intranet site used by 3000 employees. Developed structure and strategy with content providers within the business unit, increasing traffic to intranet by over 30%. - Business Operations Analyst reporting on weekly tracking of large Strategic Outsource deals, highlighting and identifying resource issues using internal IBM resource management systems. - Led and organised quarterly career development events for business unit professionals – IT Specialists, Project Managers, Consultants From September 2005 to September 2006 (1 year 1 month) Bachelor's degree, Sales Consultancy @ IBM Global Sales School From 2010 to 2010 BSc (Hons), Marketing Management @ Northumbria University From 2003 to 2007 Niki Middleton is skilled in: Sales Enablement, Solution Selling, Demand Generation, Enterprise Software, Marketing, Account Management, Channel, Professional Services, CRM, Cloud Computing, Customer Experience, Digital Marketing, Multi-Channel Commerce, Amazon Web Services (AWS), Softlayer, Magento, Google Analytics, Coremetrics Analytics, QlikView