Charles Brown Email & Phone Number

Charles Brown

Responsible for selling the Cisco Portfolio of Consulting, Managed, Advanced and Technical Service offerings into UK Central Government and UK Financial Markets. Specific responsibility for selling multiyear Services Contracts and renewals and ensuring attachment of Cisco Services to every Cisco product sale, to deliver a complete client solution.Delivered 100% of annual quota within the first six months, achieving $14.2m against a $12m goal.

London, United Kingdom

• Won a $3m Master Services Agreement with the UK Home Office• Delivered Cisco’s first direct services contract with a main UK central government department.• Won a $4m outcome based professional services engagement with the UK Home Office for the planning, design, and implementation of two new hybrid cloud, Datacentre platforms.• Achieved 101% against annual quota of $10.1m

London, United Kingdom

Embraced the challenge to lead both the local and international EMC account teams focused on the BT (British Telecom) Group and turnaround declining revenues and market share, through strong leadership, innovation, and initiatives to stimulate sales. • Re-structured the account team and hired new talent. Improved sales & operational excellence through use of strategic account planning, managed scorecards and a governance process across all activities thus ensuring success measurement, accountability & escalation management. • Delivered a vision and strategy that addressed declining revenues through the virtualisation of BT’s aging storage and server estate that took the account from $0 annual product revenue in 2009 to $43m in 2013.• Led a consortium of EMC, Cisco, VMware and the VCE Company to win a $100m five-year contract in 2012 for the BT ‘Cloud Modular Infrastructure’ initiative, which provided BT with a virtualised and flexible, automated server and storage provisioning platform.• Achieved 100% plus of annual quota in three out of four years, whilst leading the account.

Reading, United Kingdom

Responsible for leading the refresh and turnaround of Microsoft’s local and international direct & indirect sales relationship across the BT (British Telecom) Group • Rebuilt a winning account team and drove the Executive engagement CEO to CEO, hosting quarterly board to board review meetings to review and advance key joint initiatives. • Achieved 172% against goal in the first year and a 29% CGR over three consecutive years. • Increased indirect revenues from $0 to $97m over 3 yrs.• Delivered a managed scorecard and governance process across all activities ensuring success measurement, accountability, and escalation management • Grew the BT Enterprise License Agreement (ELA) by 60% from $60m to $110m in 2008

Bristol, United Kingdom

Main board role with a tier one IBM Business Partner reselling IBM Infrastructure product solutions with mandate to change the sales culture in order to improve new business acquisition and increase sales effectiveness. • Increased new customer acquisition by 520% year on year• Increased IBM infrastructure product sales by 17% year on year• Grew EBIT 32% year on year despite 46% less rebates from IBM. • Increased overall Gross Margin by 9% year on year

London, United Kingdom

Succeeded in various Direct, Indirect, Partner and Sales Management roles, consistently growing the business and overachieving quarterly and annual sales quotas.• In FY97 in the role of Global Account Manager for the BP Oil account, successfully competed against the incumbent, IBM, for the global refresh of BP’s server estate. Achieved 380% performance against annual quota.• In FY98 won the server infrastructure project for the global roll-out of Oracle Financials within BP Finance, delivering a 200% achievement against quota. Awarded EMEA Salesperson of the year and nominated Worldwide Salesperson of the year in 1997.

London, United Kingdom

New business sales to corporate accounts, selling SUN systems, networking and integration products and services. Delivered £1.2 million worth of new business from Brown & Root.

London, United Kingdom

Colour Laser Photocopier Sales Executive – Central London Territory Sales. Achieved in excess of 135% of annual Gross Margin targets in 1989, 1990 and 1991.In November 1991 left Canon to join an unofficial Royal Marine expedition and became the first European climbing team to reach the summit of ‘Mount Trikora’, Irian Jaya, Indonesia.

Corporate Finance And Securities Law

Completed a course in Corporate Finance and Securities law.

Education record

Activities and Societies: CCF Junior Leader, Royal Anglian Regiment