Experiences sales researcher, business developer, multilingual and company profilerlead generator. Please see my CV below

Derek Southgate

Date of Birth: [Link Removed]

Personal Profile • Major Accounts Manager (IT) Europe

Excellent presentation both visually and verbally: Highly motivated sales professional with over 25 years experience in the corporate IT marketplace both UK and internationally. Professionally trained in strategic sales skills (Miller Heiman and Youd Andrews): Excellent knowledge of strategic major account selling: Good technical knowledge of hardware, software, security, network infrastructure, monitoring of applications. Good command of English: Multi-lingual • Fluent French and Italian, German. Used to dealing at “Chief Officer” level, fast learning , intelligent, adaptable, personable, responsible, reliable, flexible, manageable. Terrier like attitude:

Principle Achievements

Multiple new business sales in Europe to FIAT, Maersk, Swedish Match, ThyssenKrupp, Assa Abloy, Dunn & Bradstreet: Built on-going business in same accounts:

Past : Global desktop rollout for Astrazeneca 75,000 desktops worldwide • Software distribution:
Audit security and desktop rollout Chase Manhatten Bank 94,000 desks
Sales managed 4M turnover company in Milan Italy
Global rollout network management software for DHL (New business)
E-commerceVOIP solution for Belgacom (New business)
Enterprise Monitoring solutions company-wide for Maersk (Copenhagen), FIAT (Turin), ThyssenKrupp (Duesseldorf), Assa Abloy (Stockholm):
Web site monitoring project for Bonnier (Stockholm):
50+ major leads for existing company in CAC Quarante

Career History

Current • Sales Researcher Major Accounts Europe

Working as a sales researcher generating leads, profiling companies, assessing long term strategies in major European companies: Working from home for major companies such as NetApp, EMC and IBM. Recent successes include over 50 fully qualified sales leads for deals in six figure bracket with companies such as Societe Generale, Portuguese navy, Guadia Civil, Natixis and DB Shenker.

Triometric Mar 2006 • Feb 2010

Selling real time monitoring and end user experience reporting software to multi-nationals based in mainland Europe. From scratch role for manufacturer of web based global applications and web site monitoring software. New business position targeted at major companies in all main-land European countries. Notable new business successes with companies such as FIAT, Maersk, AGIP, Poste Italiane, Assa Abloy, SKF, Thyssenkrupp, amongst others. Looking to move to a company offering a broader product portfolio but with a similar sales patch and remit:

On target (500k per annum) with sales in many European countries including banks, information providers, transport concerns and manufacturers: All new business with no marketing support:

Nimsoft Jan 2005 • Feb 2006 - Chertsey

I joined this competitor to Integrated Research selling VOIP software to large UK and European companies: Forced to leave after short period as a result of legal action by previous employer claiming I had breached contract.

Integrated research July 2005 • Dec 2005 - Bracknell

Moved to Integrated Research for a much increased salary and commission package: The role was based entirely in Europe selling VOIP monitoring software to large international customers and universities: Major contracts signed included Airbus, Belgacom and University of Istanbul as well as contracts through outsourcing companies such as France Telecom Equant. Made redundant as part of a swathe of staff cuts (40+ employees worldwide):
Major Accounts Manager Axial Systems Ltd. Apr 2004 • July 2005 - Maidenhead

On target new business major accounts manager working with a specialist reseller of network analysis, security, security forensics, intrusion detection. legal intercept, IPSIDS and packet shapingcompression solutions. New business role to break into large accounts such as major banks, telcos and defencecivil areas.. Moved as targets were maximum of what was saleable. No opportunity for progression. Brought on board major police forces 12 large banks and Government Departments. 25 new accounts on board in 10 months.

Feb 1995 • April 2004

Major Accounts Manager Dynamic Software Solutions - Ascot

Major accounts manager of a successful network management solutions software and storagebackup solutions company: Dynamic specialized in all forms of network management tools such as, Software DistributionApplication Rollout and Desktop Management, VOIP, as well as Audit and Remote Control: Dynamic were resellers for Veritias NetBackup and Backup Exec and sold many large backup and SAN solutions to companies such as W H Smith and AstraZeneca in the Times Top 300. 260 New Major Accounts during period with company. Total revenue 14.2 Million

April \'93 • Feb 1995
Corporate Dealer Account Manager Wick Hill IMX Ltd (Woking, Surrey)

The most senior sales position within Wick Hill IMX, with UK-wide responsibility for the Company\'s top five major corporate dealers with an average target of £157,000 monthly and strategic end user accounts: Sales exceeded expectations with an over-achievement of 120% on the last quarter coupled with improved margin and steady account building. The job remit involved all aspects of dealer channel management and end user selling, as well as selling into corporate accounts on behalf of the resellers\' Dealer Account Managers.

Day to day responsibilities included the allocation of marketing spend, liaising with internal sales teams, dealer training, seminars, formulation of large quotations and sales to strategy groups and individuals in large companies and Government Organisations. Recent successes have been the implementation of a new reseller strategy under the guidance of independent consultants in conjunction with a margin increase of 4.5% with improved turnover of 15% by month on last year.

Products in the Company\'s portfolio included a multi-platform range of top end emulation products as well as network transport offerings. The company also requested Derek\'s involvement in sales of new products, namely Electronic Data Interchange software.

Barclays Bank brought on board [Link Removed] Million Revenue in first year.
Managed major resellers with a successful 2.5 Million target


Dec \'91-May \'93
Senior Account Manager Garingdell Systems (Slough, Berks)

Garingdell Systems are an Authorised Novell Systems House and systems integrator. As Account Manager, responsibilities included networked PC and software sales into large corporate customers with an annual target of £450,000. Other responsibilities included the ramp-up of value added sales which carried an additional target of £192,000. Both targets were overachieved by 119% and 101% respectively on annual average.

Companies brought on board as new included, Unilever, London Underground, 3Com, Satchwell, Perkin Elmer and Air Canada. 210,000 revenue in year 1. Left to join a software reseller to overcome the increasing cuts in margin on hardware sales.

Jan 1990-Dec \'91 Senior Account Manager Eurosystems UK Ltd
International Sales • Spain, Scandinavia, Yugoslavia East Germany and Russian Federation

EMEA account manager for this IBM Agent selling solution software to industry in Western Europe as well as IBM mid-range equipment and software services. Target markets were vertical in petro-chemical, oil and gas supply, food production, pharmaceuticals and motor manufacture. Sales were on target and responsibility for sales into the Eastern Bloc followed. Gained good knowledge of IBM AS400, Series One, 34XX, 36XX, 38XX and associated hardware and networking products as well as a good understanding of manufacturing and distribution software. Sales were under target although not substantially. The death of a senior director and IBM`s policy towards Agent Resellers forced the closure of the London offices.


Jul \'87-Jan \'90Senior Account Manager Eurosystemi SRL Milan - Italy
ROW Salesman - Senior Account Manager Eastern bloc • Nizhny Novgorod

Set up and ran a new European Office in Italy for an existing UKGerman reseller of IBM Mid-Range and Novell based PC networks. Overachieved first year expectations of .5m sterling and went on to consistently over-achieve targets set by the parent company. A team was eventually hired and Derek became Sales Manager. In addition to hardware, the company also sold software and maintenance in \"collaboration\" other companies. For the last six months responsibilities also included selling into other countries where the organisation did not have office based staff, including Spain, Scandinavia and Eastern Europe. Companies dealt with included Alpha Romeo, Fiat, Banco Santo Spiritu, Italian State Railways, Toro, La Fondiaria, Jolly Hotels and many medium size companies and cooperatives.

Jan \'86-Jul \'87 Hugh Symons Group (Bournemouth)
Account Manager and Team Leader

Headhunted from previous employer, Comp u Card UK, became highest achieving salesman in this fledgling distribution sales company. Achieved target to establish 250 new dealer accounts in the Dorset and South West areas, selling Amstrad, Commodore, Acorn PCs, datacomms equipment and boxed software. Following initial achievement Derek was given a team of three junior sales people to broaden the New Business Sales base and to sell UK-Wide. Personal average monthly sales averaged £[Link Removed]. Lack of career potential for himself and three other original starters led to a move to Eurosystems for increased remuneration and career enhancement as well as the chance to work abroad.

Nov \'84-Jan \'86 Comp-U-Card UK Ltd
New Business Sales Executive

Career change from poorly paid newspaper reporting to this American owned direct sales venture. The company sold a range of products from brown and white goods to gardening equipment and cars. From the 7 business areas, the computer sales for which Derek had total responsibility was the most profitable. Derek had responsibility for setting up new distributor suppliers, evaluating new product and delivery and after sales servicing. Sales targets were unitised and progressed at the start from 10 to over 100 weekly. Approached by next employer who had been brought on board earlier as a supplier.


Prior to this Derek spent two years working for French Railways in Paris and qualified as a newspaper reporter with Brenard Press at Heathrow airport where he interviewed personalities for copy and feature articles in the Daily Newspapers.



EDUCATION AND TRAINING


1967-1977 St Paul’s School London 7 O Levels
3 A Levels (English, French, German.)
1981-1983 City Business School BA Honours Law 2.1.

Between leaving school and during full time education Derek worked for SNCF in Paris and qualified as a newspaper photo-journalist working at Brenard Press Heathrow Airport interviewing and photographing stars, sportspeople, Royals and political figures and selling copy to the national newspapers.

• Languages Fluent French & Italian. Working Spanish & German some Russian

• Hobbies: Mountain biking, walking, travelling,

• Marital Status: Divorced

• Dependency: None

Areas covered: Europe