QUALIFICATION : Architecture Town and Regional Planning (Non degree purpose)
DATE : 1995 (2nd year)(Incomplete)
SECONDARY EDUCATION
INSTITUTION : Reservoir Hills Secondary
QUALIFICATION : Matric
DATE : 1993
ADDITIONAL COURSES
10/2010 McAfee Sales Professional 14/2010 Bluecoat Sales Professional 11/2009 Management Development Programme University of Stellenbosch 05/2008 Cisco Sale Essentials Torque IT - Rivonia 06/2006 Advanced Project Management Damelin Johannesburg, Randburg
02/2005 Dell Course – Hardware and Software Troubleshooting and installation of equipment 06/2004 HP Openview NNM1 – UNIX - Hewlett Packard Head Office (JHB)
Johannesburg, Subjects: NNMI - Basic administration, Installation of NNM, Customisation of NNM I - NT, Troubleshooting for NNM 05/2003 CCNA - Cisco Certified Network Administrator (Certificate) at Torque IT - Johannesburg - Rivonia, Subjects: CCNA - Hardware (Routers & Switches). 03/2003- Cisco CCNA (Certificate) at CBT Subjects: CBT CCNA - In house course. 03/2003 Cisco -Cisco Certified Network Administrator (CCNA) (Certificate) at Torque IT Rivonia, Subjects: CCNA. 02/2003 Microsoft 2000 - Active Directories (Certificate) at Network Support Services Rivonia, Subjects: Active Directories 12/2001 Microsoft Certified System Engineer (Certificate) at Torque IT Johannesburg Subjects: Network Essentials, NT4 Server, Server Enterprise, Workstation. I have completed the 4 major courses. I have not completed the MCSE NT 4, as this is no longer in existent 09/2001 HP Openview - Network Node Manager 1 (Certificate) at Hewlett Packard Head Office (JHB) Johannesburg, Subjects: NNMI - Basic administration, Installation of NNM, Customisation of NNM I - NT, Troubleshooting for NNM 04/2001 Cisco - ACS (dial-up) (Certificate) at Dimension Data Johannesburg Subjects: Administration of Cisco Secure, Basic Fundamentals, ACS Troubleshooting. System administration of the Dial-up process for the Liberty Group. Trouble shooting for problems experienced throughout the country. 01/2000 A+ (Certificate) at Incredible Connection/Torque IT Rivonia Subjects: Hardware and Software 12/1996 Nat. Diploma - Arch and Town & Regional Planning (Diploma) at M L Sultan Technikon Durban, Subjects: Drawing, Planning, Computers, Communications, Surveying, Civil Engineering, and Geography. (incomplete)
IT Skills
CURRENT Expert Microsoft Windows 2000 Pro/Server/Advance Server (72 months experience) Microsoft Office97/2007 (60 months experience) Microsoft Windows Operating Systems (156 months experience) Microsoft NT 4 Server (24 months experience) Microsoft Operations Management MOM (48 months experience) MOM -SMS
: Administered the IVR Systems ,IVR – Inter-active Voice Recognition
technology support with MQ Series Channels .
: Support of the Call Centres with Vinca Link Software
: Support of Blueprint – Liberty E-Commerce incorporated Internet
support infrastructures.
: PC systems and technology.
: Research Centre for new technologies and feasibility studies and
investigations
Projects : Designed and Implemented NT Backup procedure
: Rolled – out latest Service packs
: Implemented a standard in Network NICs
: Implemented a standard in Server protocol .
Manager : Joe Lazarus – Network Operations
Postion : Communications Analyst
Duties : Network monitoring and optimisation of infrastructure.
: Installing of new switches and troubleshooting
: HP Openview NNM & Ip Monitor & RMC for monitoring of WAN &
LAN .
: Monitoring of LAN and WAN infrastructure. (3com & Cisco)
: Day 2-day network operations.
:Support of Router technologies , Switched networks and Gigabit
Ethernet technologies .
: Cabling systems
: Wide Area Networks .
: Dial up networks - Cisco ACS
: Network planning and tactical design .
: Accountability for meeting day to day service level requirements for all
network and E-Commerce related infrastructures.
: Investigation to the many problems experienced at the different
branches (Slow response issues and losing connectivity to Head
Office)and finding Solutions to these problems through Task Teams of
the different environments relating to the issue at hand.
Projects : Rolled out 2000 servers for the WAN of Liberty’s many branches
around the country. Installed many Print servers in these branches.
: Upgraded 3COM switches CODES .
: Installing of ROUTERS in branches and setting up of the network.
Manager : Marlo Ramon – Head of IT Operations
Company Name : Orion Telecom
Date of Employment : 2006 - 2007
Postion : IT Manager
Duties : Network monitoring and optimization of infrastructure.
: Installing of new switches and troubleshooting
: Monitoring of LAN and WAN infrastructure. (3com & Cisco)
: Day 2-day network operations.
: Cabling systems
: Dial up networks - RAS
: Accountability for meeting day to day service level agreements for all
network and IT infrastructures.
: Investigation to the many problems experienced at the finding Solutions
to these problems through
Projects : Implemented Standard operation Procedure for the Regional Branch
: Negotiated and maintained SLA with vendors
: Procurement of IT Infrastructure for Regional Branch formalised.
: Implemented a standard in terms of Hardware and Software.
: Implemented a production cycle within the group
: Improved on existing infrastructure for optimization of an effective
production cycle.
: Designed and in the process of implementing a DR plan for the
company
: Streamlining the companies processes within the Organization
: Designed the Mail solution – Distributive Mail
Manager : Carlos Ferrao
Company Name : Imperial Bank
Date of Employment : 2006 – 2007 May
Postion : Network Specialist
Duties : Network monitoring and Management of IT National Branch
infrastructure.
: Day 2-day network operations.
: Wide Area Networks.
: Dial up networks – Cisco ACS
: 2 Factor Authentication – Secure ID
: Maintenance of FW.
: Maintenance of Proxy Server
: Network planning and tactical design.
: Accountability for meeting day-2 -day service level requirements for all
network and CRM applications.
: Costing and finding new vendors.
: Ordering of New equipment.
: Forecasting for the fiscal year IT Budget.
: Negotiating SLA agreements with internal departments.
: Negotiating SLA agreements with 3rd Party vendors.
Projects : Implemented a standard in terms of Hardware and Software.
: Implemented a production cycle within the group
: Improved on existing infrastructure for optimization of an effective
production cycle.
: Designed and in the process of implementing a DR plan for the
company
: Streamlining the company’s processes within the Organization.
Manager : Riaan van Zyl
Company Name : Dimension Data
Date of Employment : 2007-2012
Position : Security Account Manager - MEA
Duties : Manage the security Sales for UAE Region – Dubai,,Abu
Dhabi,Doha,Riyad,Qatar, Kuwait
: Manage the Africa regions – Kenya, Tanzania, and Botswana.
: Maintain and grow the Account base in South Africa
: Hunt and find new Accounts.
: Forge new relationships with Key Clients – become the trusted advisor
: Maintain and develop relationships with key Vendors
: Management extension of business dealings with existing large accounts
through targeted sales strategies resulting in increased LoB engagement.
: Acquisition of new clients via business development initiatives and
targeted sales strategies.
: To have historical intelligence data and know who the key decision-
makers and influencers are.
: Understand the customers budgeting cycles, what the external influences
are and how to create business intelligence so that opportunities can be
identified to generate solutions.
: To drive business-benefit led sales strategies focusing on the critical
needs of the customer, creating a true end-to-end value proposition.
: Solutions will span across all the LOB's, from a crafting and delivery
perspective, hence the need for the individual to be able to deal with
complexity.
Develop specific account plans to ensure revenue growth in across
Solution Groups and long term, sustainable sales funnel development.
: Driving sales strategy into your account base, by working closely with
the Sales Manager, LoB managers and Service Managers.
: Engaging appropriate resources at all levels within DD and with external
partners and suppliers where necessary.
: Follow sales processes for opportunity qualification,
: Pursue resultant opportunities to closure following a consultative, value-
based sales approach.
: Manage relevant opportunities through the sales cycle aligning to agreed
account metrics.
: Accurately forecast annual, quarterly, monthly and weekly revenue
pipeline.
: Meet monthly and quarterly business objectives as determined by Sales
Manager.
: Create and build professional relationships with clients and retain and
grow existing customer relationships with particular emphasis on
solutions delivery, maintenance and services growth.
: Manage prospects from initial contact through sale with successful
hand-over to post-sales, working with the support infrastructure which
consists of pre sales and solution architecture.
: Promote and sell solutions, which include complex products and
managed service delivery in line with DD-defined solutions sets.
: Participate in regular sales update training and attend customer events.
: Remain up-to-date with product knowledge and trends in Security
industry and general business.
Projects : Achieved Top Salesman for 2009
Manager : Steve Botha
Company Name : IBM South Africa
Date of Employment : 2012-2013
Position : Brand Specialist Manager
Duties : I was responsible for developing Brand/product specific solutions
that address your client’s business needs (both industry and business) and deliver client value while supporting brand-specific business strategies. I assisted my clients with formulating solutions which are tailored to client’s business needs and integrate the IBM/brand capabilities in a way that is valued by the customer and
superior to the competition. In this role, it was essential to apply industry-specific knowledge and experience to bring new business and technology insights to assigned clients.
I was responsible for:
Territory / pipeline management Opportunity identification, Analyzing IT security requirements of enterprise clients, Selecting appropriate IBM solutions, Leading PoCs, Demonstrations, Client workshops and presentations, Quotes / pricing, and other proposal development activities.
Attributes • Demonstrate understanding of client requirements regarding enterprise security controls, policies and related technologies, and how IBM solutions can meet these requirements. • Be able to recognize compelling reasons for clients and prospects to act upon these requirements, and in turn be able to communicate how to persuasively articulate how comprehensive IBM solution(s) can best meet these requirements. • Demonstrate knowledge of enterprise client budgeting and purchasing processes, typical recommender and decision maker roles involved, and how to
progress opportunities from opportunity identification to closure. • Be capable of presenting and articulating the differentiated value of IBM solutions compared to competitors in the market. • Have experience successfully in formulating complex, competitive sales situations, including PoCs and extensive demonstrations. • Understand, and be able to articulate to clients, deployment processes and best practices to lower deployment risk and accelerate time to value. • Show evidence of working cohesively with channel partners to develop customer relationships and ensure clients are provided with the best available IBM solutions.
Manager : Ntuli Hlangevezu
Company Name : HP South Africa
Date of Employment : 2013 - 2015
Position : Converged Sales Specialist
Duties : Responsible for creating and driving sales pipeline.
Capture leads outside of specialization and use closed-loop lead
management to ensure assignment and follow-up by others.
Maintain knowledge of competitors in account to strategically
position HP's products and services better.
Use specialty expertise to seek out new opportunities and expand and
enhance existing opportunities to build the pipeline in and drive
pursuit.
Provide support to Account managers and provide input regarding
business development and solution expertise.
Development of quota objectives and future direction for defined
product category.
Establish a professional, working and consultative, relationship with
the client up to and including the C-level for mid-to-large accounts,
by developing a core understanding of the unique business needs of
the client within their industry.
Invest time working with and leveraging external partners to deliver
sale.
Directs or coordinates supporting sales activities
Received the Top Salesman for January 2015
Achieved and exceeded my FY13/14/15 Target.
Scope and Impact
Works on HP's Key Large accounts.
May perform project management role.
Invest time working with external partners System Integrators and
Alliance Partners.
Significant percentage of time spent directly with customer;
interfaces with all levels, including highest within customer
organization.
Develop business plan in conjunction with customer.
Knowledge and Skills:
Is considered an expert in knowledge of products, solution or service offerings as well as
competitor's offerings to be able to sell large solutions.
Understands the industry and market segment in which key accounts are situated, and integrates this
knowledge into consultative selling.
Understands and applies program/project management methods and processes to define, plan, cost,
resource, track and ensure successful pursuit.
Understands the role of IT within area of specialization and how HP's solutions differentially address
specific vertical industry challenges as well as their cross-segment capabilities
Account planning and accurate account revenue forecasting skills.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of
specialist sales with other sales activities.
Cultivates & maintains positive relationships with customers to ensure account retention & growth,
and position HP as the preferred vendor for meeting all business needs
Establishes a professional working relationship, up to the executive level, with the client.
Demonstrates leadership and initiative in successfully driving specialty sales in accounts -
prospecting, negotiating and closing deals.
Demonstrates high service or product knowledge and professionalism in researching and sharing
service-related information with account teams and customers.
Deep knowledge of products, solution or service offerings as well as competitor's offerings.
Understands how to leverage HP's portfolio and change the playing field on our competitors.
Utilizes Sales Force as an expert and accurately forecasts business.
Understands selling of services sales.
Leverages services as part of strategic product sales.
Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's,
typical objectives, measures, metrics.
Achievement: Over achieved Sales Target for 2013/2014
Achieved Top Sales for 2015 = 165% Obtained
Manager : Edwin Callen
Company Name : HPE Africa
Date of Employment : 2016 - Current
Position : Territory Manager – English Africa and Indian Ocean Islands
Level : Expert
Management level definitions
Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject
matter expert. Frequently contributes to the development of new ideas and methods. Works on complex
problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or
provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an
expert providing direction and guidance to process improvements and establishing policies. Frequently
represents the organization to external customers/clients. Exercises significant independent judgment within
broadly defined policies and practices to determine best method for accomplishing work and achieving
objectives. May provide mentoring and guidance to lower level employees.
Responsibilities
Serves as the expert to the partner for extremely complex information regarding product, services, and
software transitions, promotions, and configurations.
Promotes company offerings to become a key part of the partner's business and solutions; May be brought by
partner to sell company brand to end-customers.
Establishes and maintains account plans to promote sales growth.
Achieves assigned quota for company products, services and software.
Transactional and relationship selling within, and influencing, a team of selling professionals; physically
visits partner customers at their offices.
Creates, fills-in and manages company funnel for deals with partners and transforms potential leads into joint
sales activities.
Actively engages company resources and senior executives to build strategic relationships with the partner
which ensures long- term business opportunities for company.
Provides the business rationale and risk assessment for making company investments in the partner.
Ensures partners are compliant with legal and SBC practices.
May drive SOW growth with distributors who are managing small partners on behalf of company.
May recruit and develop business relationship with new partners.
Knowledge and Skills
Thorough understanding of the IT industry, competing vendors, and the channel. Dimensions include
competitive positioning and business models.
Thorough understanding of company’s organization & operations, including key business rules, and
alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives,
structure and business model.
Thorough understanding of company's products, software, and services. Able to communicate the strengths of
company's offerings relative to competition, and overcome objections.
Effectively sells company offerings by building strategic relationships with partner decision makers; aligning
partner and company processes; and promoting company programs and offerings.
Develops strategic plans with the partner to grow the size of the business and company's share.
Partners effectively with others in the account to ensure coordinated efficient account management.
Ability to motivate partner’s sales force.
Coordinates and directs efforts across company sales teams and across business groups.
Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other
sales teams members.
Impact/Scope
Carries quota at least 50% more than the average local/country/ regional quota per account manager ratio.
Primary focus for only Key Enterprise Customers (GAM etc.) and key Business Partners sales in Country
Manage country number on all BUs and virtual teams across geographies.
Manage Partner engagement and Sales Target attainment on Enterprise and SMB segment.
Complexity
Strategic Country assignments or Regional Accounts
