Andrew Sunley Email & Phone Number

Knaresborough, Gb

London Area, United Kingdom

I am responsible for developing and managing relationships with key UK & European based channel partners to drive pipeline and bookings. My day to day involves developing our focus partners, providing enablement, and managing the growth of these strategic partnerships.

Working within the UK's largest and longest established volunteer network of highly-skilled business consultants. I volunteer my time to assist the Trust in delivering support to non-profit organisations to help deliver value and address business challenges through technology.

London, United Kingdom

TCS is a $23B IT services business and Digitate is a software vendor division within the group created in 2015with annual revenues of $200M and 100% YoY growth for the last 6 years.My role at Digitate has been to create a channel business from the ground up for Digitate’s AI software.This has included creating legal contracts and partnership agreements, setting up a portal for our partners,building training documents and an enablement path for our partners. It is also my responsibility to createsales & marketing campaigns to incentivize and accelerate channel activity.I have been solely responsible for recruiting and onboarding new partners, whether they are GSI, reselling,distribution or technology partners. Educating them on the value of our products and guiding them throughthe sales process to a level of autonomy. This required a high level of technical learning to truly articulate thevalue of our solutions which was required to provide presentations and live product demo’s to end users. Alarge part of my role was to act as a trusted advisor to my partners customers and help them identify whattheir key challenges are and how to resolve them. Working closely with stakeholders from head ofservicedesk all the way up to CxO. I have built strong relationships with the largest technology distributors,MSP’s and resellers in the world and also used my initiative to collaborate with large technology partners likeAWS, Microsoft, IBM & Intel to enhance our value to potential partners.

Austin, Texas, United States

Heading up the RDB Concepts business for North America, my role is to educate technology users on the database options available to them. I also head up the hardware division of the business, utilising my decade of experience in distribution to be a trusted advisor for our customers. Providing a whole range of infrastructure needs from hardware to support and installation and any other requirements our customers may ask for.Some database areas I help with include:How to utilise Opensource database's.Reducing licence costs with consolidation projects.Eliminating downtime and reducing risk, just to name a few.I work closely with the partner channel I have created from the ground up, hosting educational events to showcase our database skills and the value add we provide.I also provide training to these partners and their sales teams to help them identify opportunities within their existing customer base and also how to approach new customers with a database led conversation.We work with businesses to custom build an environment that is tailored to their specific needs with a view to scaling out to meet their future goals and requirements.

Harrogate, United Kingdom

• Understand our vendors core strategy, financial performance and growth goals and align to Arrow's strategy and goals• Maximise opportunity for fulfillment business• Working with partners, plan out and create a partner specific Vendor Business Development Plan that will increase sales of the Vendor’s products, solutions and services into the Partners that fully leverages the combined resources, expertise, strengths and differences of the Vendor, the Partners and Arrow ECS.• Weekly Forecast and predictions with accurate and timely information on lead management, initiatives/programmes, pipeline and key deals. • Articulate the overall value proposition of Arrow ECS and our predefined company solutions.• Work closely with Arrow ECS Business Sector Manager to plan out and create Vendor Business Development Plans that will increase sales of their products, solutions and services.• Profile and align named partner accounts against the generic Vendor Business Development Plan.• Working with Marketing to design and execute specific initiatives/programs to deliver the partner specific Vendor Business Development Plan including assigning delivery responsibility between myself, the AM and the Partners. • Understand the Vendor’s business including core strategy, financial performance, business/growth goals and total UK revenue • Responsible for Vendor Escalations• Manage and maintain Sales Academy Portal • If instructed by management, educate/train all relevant departments ( i.e. Purchasing, Q & C, Sales Support, Finance) on the following elements of your Vendor ecosystem:Vendor Programs and LifecyclesProduct Knowledge and RoadmapsProvide site sellers covering key product & service USP’s- Awareness and understanding of IBM Programmes and Promotions for all hardware brands- Point of contact for Arrow sellers who need to understand IBM Plets- Special Bid Process subject matter expert

Harrogate, United Kingdom

Responsibilities:- Key member of the IBM Operations Team- Special Bid Process subject matter expert- Track Margin on Bid Transactions- Purchasing manager for System x- Manage Arrow's stock profile- Rebate Claims for all System x transactions- Awareness and understanding of IBM Programmes and Promotions for all hardware brands- Point of contact for Arrow sellers who need to understand IBM Plets- Quote & Configuration experience to build product and technical knowledge- Training of operations processes- Various project work