James Hitchcock Resume

KEY AREAS OF ACHIEVEMENT

·       Securing a HP hardware and services contract with Xactware (a Verisk Analytics company) – £1million+ contract with on-going support.

·       Winning the preferred supplier status at Debenhams for Microsoft Software licencing and Software Asset Management – awarded management of an EA agreement worth over £1.5million

·       Recognising an opportunity for HP 3PAR into Howden’s Joinery and successfully designing an appropriate solution to meet their requirements – awarded a £350k contract.

·       Awarded best sales account manager at Softcat in Q1 and Q2 of 2012 for over achievement of target.

·       Succeeded Target of $1.7million in H1 of FY16 in Oracle – awarded most accomplished sales member of the team.

·       Transacted the largest systems and tech deal of H1 / FY16 in Oracle within the UK and assisted in the successful negotiation of the largest XLOB deal within Oracle for FY16.

·       Grew pipeline in MSE during H1 of FY16 by $5 million USD through the successful implementation of self-created product awareness campaigns

·       Successfully scoped, designed and implemented a HDS storage solution for a data centre project at Insurance Services Office in London and Germany – over £500k contract with room for expansion.

·       Helped to design and build a Netapp storage solution for A&O that met the requirements of a public sector organisation - £250k contract

CAREER SYNOPSIS

Solution Sales Specialist / BDM – CLOUD

Oracle                                                                                                                                                March 2015 – present

Role:  Working alongside the systems and tech lines of business within Oracle, I am tasked with selling software, hardware and CLOUD solutions into Key Named Accounts to Oracle. My account base covers 700 parent named accounts and consists of large commercial enterprise organisations (100k+ employees / $billion+ annual turnover) as well as large government and public sector organisations such as the MOD, Cabinet Office and HMRC. I carry a $3 million annual revenue target and an annual pipeline creation target of $12 million. I work in close conjunction with the relevant account managers and technical consultants for each line of business to position end to end IT solutions that meet real business challenges and strategic corporate goals. I am also in charge of maintaining the on-going training and mentoring of 10 business development graduates that are tasked with executing sales campaigns across all LOB’s to provide qualified leads and appointments for net new business. It is my goal to progress each one of the BDG rep’s that I mentor into a sales / account management role within 18 months. I am tasked with providing $10 million of qualified pipeline across all LOB’s through my team of BDG’s.

Remunerations:   £50K+ OTE  

Responsibilities include:

·       Managing business pipeline, completing territory plans and creating sales campaigns to suit my product and market

·       Maximizing hardware revenue from existing accounts and creating new business opps

·       Face to face customer visits across the UK

·       Working in close and active cooperation with the channel via Oracle Partners

·       Identifying, qualifying and establishing new business relationships

·       Manage, train and mentor 10 sales BDG rep’s in order to execute sales campaigns and hit a pipeline creation quota.

·       Assisting customers to determine their current and future infrastructure needs by giving them advice on current IT trends

·       Positioning software, hardware and CLOUD products and upgrades

·       Webinars, presentations and product demonstrations online

Account Director

PCS Business Systems                                                                                                                      Sept 2013 – Feb 2015

Role:  Working for a Kettering based IT reseller managing the complete sales cycle for 50 key customers and prospecting into SMB’s in multiple verticals. I looked after a team of 10 rookies and provide continued sales training.

Remunerations:   £35K basic + guaranteed commission scheme allowing minimum earnings of £57K per annum

Responsibilities included:

·       Improving existing customer relationships and broadening scope of services supplied

·       Building relationships within new clients based on a specified target list

·       Co-ordinating internally to ensure allocation of financial and technical resource (bid stage)

·       Managing the preparation of major bids

·       Articulating the financial and technical merits of storage, virtualisation, networking, security and cloud solutions to prospective clients

·       Co-ordination of project management, technical and provisioning teams

·       Ensuring timely collection of billed amounts and resolution of arising issues

·       Developing detailed account plans on all areas of existing clients

·       Vertical communication of forecast and pipeline information through the management structure

·       Sales training and staff appraisals

·       Target setting and co-ordinating daily activities for new starts to assist in hitting targets

Account Manager                                                                                                                         Feb 2010 – Sept 2013

Softcat

With not a great deal of prior experience in the IT re-sales market, my move to Softcat tested my ability to quickly and successfully adapt, not only to a new environment but also to core products and services.  Effective networking and a can-do attitude meant that not only did I make this transition quickly but also very successfully.  My determined approach to all areas of my responsibilities and relationship building with prospective, as well as existing customers, have been highlighted by the fact that in FY2012/2013 I was the highest performing account manager in my league.  This success was a result of my commitment to on-going training and the desire to become highly competent in solution sales. 

Role:      Working in the Marlow based sales unit, managing over 100 accounts and selling into multiple verticals.

Remunerations:   £30K basic + guaranteed minimum commission scheme + pension contribution etc.

Responsibilities included:

·       Improving existing customer relationships and broadening scope of services supplied

·       Building relationships within new clients based on a specified target list

·       Co-ordinating internally to ensure allocation of financial and technical resource (bid stage)

·       Managing the preparation of major bids

·       Articulating the financial and technical merits of storage, virtualisation, networking, security and cloud solutions to prospective clients

·       Co-ordination of project management, technical and provisioning teams

·       Ensuring timely collection of billed amounts and resolution of arising issues

·       Developing detailed account plans on all areas of existing clients

·       Vertical communication of forecast and pipeline information through the management structure

Investment advisor/ property sales                                                                                   July 2007 – Jan 2010

MRI

Role:  Investment and Property consultant working to meet the needs and demands of both lifestyle and investment customers.

Responsibilities included:

·       Advising customers where best to invest their money in the ever-changing property market.

·       Attending exhibitions across the country to demonstrate affluent investment areas and book inspection visits.

·       Meeting customer’s on site to further demonstrate the investment opportunity and secure deposits.

·       Liaise with mortgage advisors to fulfil the sales cycle and create affordability.

·       Co-ordinate relationships with property developers to grow our investment portfolio and offer more choice to the customer.

STOCK BROKER                                                                                                                                 April 2006 – June 2007

US-Kapitalanlagen

Role:      Initially the role consisted of telesales with progression to account management within 18 months

Responsibilities:

·       Cold calling into European business’s to promote the latest investment opportunity

·       Creating an investment account at the German based brokerage firm and facilitating the purchase of the advised stock at the correct price and then orchestrating the sale of said stock to exit the market at the most opportune moment.

·       Vertical market, mainly legal plus pharmaceutical

·       Maintaining a consistent short term return on 6-12 month investments of 10%

·       Managing sales support function

References are available on request

KEY SKILLS AND COMPETENCIES

·       Clear and effective communicator at all levels

·       Excellent interpersonal and relationship building skills

·       Committed to sound and continuous client liaison and account management

·       Highly self motivated and able to motivate others

·       Initiative and drive, problem solving and decision making capabilities

·       Strong planning and organisational skills

·       First class track record in IT solution sales

·       Pragmatic and flexible approach to change

·       Astute business focus

PROFESSIONAL QUALIFICATIONS AND EDUCATION

·       Dublin Institute of Technology Diploma in Sales Practice

·       G.N.V.Q & City and guilds in electrical and mechanical engineering

·       11 GCSE’’s Grades A-C September 1995– June 2000, Dr Challoner’s Grammar School

·       English speaking board distinction.

·       Cloud Computing

·       HP Hardware

·       Microsoft Licensing (MCP)

·       Apple Products and Services (APP)

·       VMware (VCP)

·       HP Solution Selling

·       Excel and Power Point Advanced

·       Marketing Your Business

·       E- Commerce

·       Customer Care

·       Business Administration

·       FSA Trained

SALES COURSES

Extensive courses with past employers which include:

·       SANDLER sales training

·       John Costigan – Velocity sales training

·       Oracle Ignite sales training programme

·       Dublin Institute of Technology Diploma in Sales Practice 

·       Solution Selling

·       Customer services

·       Handling Objections & Closing Skills

·       Face to Face selling

·       Negotiation skills

·       Marketing skills & presentation skills

·       Management and Account management

SALES COURSES

Extensive courses with past employers which include:

·       SANDLER sales training

·       John Costigan – Velocity sales training

·       Oracle Ignite sales training programme

·       Dublin Institute of Technology Diploma in Sales Practice 

·       Solution Selling

·       Customer services

·       Handling Objections & Closing Skills

·       Face to Face selling

·       Negotiation skills

·       Marketing skills & presentation skills

·       Management and Account management

PROFESSIONAL QUALIFICATIONS AND EDUCATION

·       Dublin Institute of Technology Diploma in Sales Practice

·       G.N.V.Q & City and guilds in electrical and mechanical engineering

·       11 GCSE’’s Grades A-C September 1995– June 2000, Dr Challoner’s Grammar School

·       English speaking board distinction.

·       Cloud Computing

·       HP Hardware

·       Microsoft Licensing (MCP)

·       Apple Products and Services (APP)

·       VMware (VCP)

·       HP Solution Selling

·       Excel and Power Point Advanced

·       Marketing Your Business

·       E- Commerce

·       Customer Care

·       Business Administration

·       FSA Trained