- Huntingdon, GB
- £7 /hr
- Available now
Experience Information technology executive who possesses more than 20+ years experience and success in Business Development, Account Management, Professional Service Management,more...Experience Information technology executive who possesses more than 20+ years experience and success in Business Development, Account Management, Professional Service Management, Channel Management and IT Operation Management in the Middle East, Europe and Asia.
Vertical industry expertise comes from current and former responsibilities in selling and delivering technology solutions in the fields of, Financial Services, Airline and Hospitably, Telecommunications, Retail and Public Sector with a proven track record in the following areas:
Customer focused, working as a Trusted Advisor at all level, demonstrated business and technical awareness; joint success with partners and services, with a track record of getting things done across organizational boundaries
Building and managing vendor and key client relationships for commercial and services, including negotiating and administering contracts, deliverables, work statements and other agreements.
10 + years knowledge and experience of successfully selling Microsoft Solutions with Partners and Services in a Multi-Vendor Enterprise environment across a geographically dispersed region with focus on the Financial Industry sectors.
Experience working across multi-subsidiary teams identifying opportunities and closing solutions deals including managing complex deals with geographically dispersed resources
Working with people in a cross-functional virtual team, with a culture of collaboration and co-operation with the principle of “making others great”.
Accomplished in account management and services sales and has the ability to translate a customer’s business requirement into a technology solutions framework. He is also familiar with all aspects related to professional services and customer support activities.
Area Covered: Vertical industry expertise comes from current and former responsibilities in selling an delivering technology solutions in the fields for Financial Services, Airline and Hospitably, Telecommunications, Retail and Public Sector. I bring to the table a so
Work Experience Summary: Key Accomplishments
•Responsible for closing 40% over year end targets , including signing 18 new Microsoft Enterprise Agreements, bringing total value of around $15M in revenue over the year of which 70% were in the Financial Services Industry
•Signed and renewed many annual Microsoft commercial licensing, services consulting and support contracts with a track record of exceeding revenue targets.
•Recovered customer’s from negative customer satisfaction experience to positive ones, were they have renewed their licensing agreements and increased Microsoft sales by up to 20% in the region
•Proactive calling to uncover consulting services and solutions opportunities, territory analysis and strategy execution; engaging technical and partner resources to ensure effective coverage and lead/referral strategy and increased overall pipeline growth by 34%
•Sirwin was a senior member of Microsoft Middle East Services Leadership team responsible for turning around the Services business from where the Services portion of the business was flagged as the worst performing Services business in Microsoft at the end of Financial year 2003 with a loss of $400K, and managed to close the year on target generating over $4M revenue, and against all challenges, and come close to the goal of being the #1 business in Microsoft Middle East and Africa in terms of performance metrics, all within 1 year
•Developed solutions strategy for the territory, and a Go To Market plan for Financial Services solutions with key ISV’s and partners in the Middle East, which embraced Microsoft partners at the heart of Microsoft business to ensure Microsoft wins mind share and build partners technical readiness and loyalty
•Awarded the Microsoft Presidents Excellence Award for outstanding achievement and contribution for the region
•Awarded Microsoft Gold Star for outstanding achievement and contribution for Microsoft Partner Community in the Middle East region
•Contribute to the strategy and direction of Microsoft Services and Commercial Enterprise & Partner Group by valued contributions to the management team, including preparation and coordination of information needed for MYR and Year End Review planning
•Established key solutions reference sites for Microsoft, including PR, case studies and wins over the competition, covering Middle Ware and ERP systems, Bank Branch Automation, Internet Banking, Banking Middleware, Payment systems, Trade Finance, Data Warehousing, Business Intelligence, Call Centre and Other Line of Business solutions.
•Sirwin organised and prepared over ten executive briefing meeting for Microsoft’s senior international executives and VP’s visiting the region
•Senior member of the team who worked on bids for LOB Solutions in the Middle East Financial Industry Sector covering, Portals, Middle Ware , ERP systems, Bank Branch Automation, Internet Banking, Banking Middleware, Payment systems, Trade Finance, Data Warehousing, Business Intelligence, EAI, Call Centre and Other Line of Business solutions.
•Demonstrated commitment to customer satisfaction through his work with the field helping them to overcome the readiness challenges they faced. Over a two year period, he worked with the customer on different levels to improve the overall relationship and satisfaction. He became a trusted advisor to the customer and due to his relationship; the stakeholder includes him into the Extended Mgmt Team with invites to ROB meetings and Offsite Leadership meeting as well as sharing responsibility with GM on key scorecard targets. This has resulted in a significant increase of delivering readiness needed to support the field business and commitments. Sirwin’s willingness to take ownership over the various issues that the field faced with HQ and determination to see them resolved ,resulted in an excellent customer relationship and improved customer satisfaction.
•His customers have described me as dependable, open, honest and fair. By being customer focused and understanding the customers business needs and objective has allowed him to help guide and influence the customer’s decisions to drive solutions from conception to completion
•Worked with people in a cross-functional virtual team, with a culture of collaboration and co-operation with the principle of “making others great”. Informally advising and mentoring sales staff and sharing best practices on the Financial Services Industry with other subsidiaries.
•Role model ambassador representing Microsoft elsewhere as well as an Trusted Advisor, demonstrated business and technical awareness; joint success with partners, services and marketing awareness, with a track record of getting things done across organizational boundaries
•Managed Microsoft.Net Early Adopter program at Emirates Airline producing world class case study and reference site with development of Travel Portal Channel used by MSN Arabia. Convinced major Middle East Airline to deploy Internet booking engine on MS.NET platform.
•Managed EMEA Data Centre Advisor Council for the Middle East region customer’s, which produced white papers on Exchange Server & Active Directory consolidation project for Microsoft
•Rather than taking a reactive approach to the customer’s pain points, Sirwin proactively implemented a year-long plan for improving the situation between HQ and the field which included early Strategy, direction, planning and budgeting by involving the field at the beginning despite the lack of guidance from Corp. This resulted in improved forecast accuracy and improved satisfaction from the field and HQ. Ultimately securing a better focus and understanding of the fields business needs.
•Able to demonstrate initiative and creativity in overcoming difficult situations and negotiations whilst maximizing commercial opportunities, with proven ability to run complex sales cycles and business management skills
Education Summary: Formal Training
• MSSP, Microsoft Solution Selling Process
• SPIN Selling
• Microsoft Integrated Solution Selling in Financial Services
• Siebel Sales Planning & Business Solution Selling
• Siebel Territory Management Process,
• Project Management PRINCE2 Foundation Training
• Franklin Covey Helping Clients Succeed
• SCOTWORK Negotiation skills
• Microsoft Presentation Skill
• Microsoft Solution Framework
• Microsoft Operation Framework
• Kepner Tregoe Project Management
• Kepner Tregoe Problem Solving & Decision Making
• Professional Selling Skills
• Various Microsoft Product Technical courses