Established Darktrace's presence in New Zealand, and grew the business to more than 70 clients across banking/finance, telecommunications, government, healthcare, retail, manufacturing, media construction.

A national sales role for IBM Software Group, responsible for the full portfolio of IBM Security Software and Appliances. Accountable for the New Zealand sales target through high-quality solutions to our customers.- Identifying requirements for security products, services and consulting- Increasing the footprint of the existing client base and cold calling into new accounts- Ensuring that projects were accurately scoped to deliver great outcomes for clients- Negotiating price and delivery outcomes with customers.- Establishing and managing channel relationships to identify and progress opportunities- Forecasting and other internal sales governance functions.- Working with marketing team to build the security business in New Zealand, through social media and eventsProducts in the IBM Security Software portfolio included;- Security Information and Event Management (QRadar), - Identity and Access Management- Next Generation Intrusion Protection Systems (XGS)- Financial Web Fraud Protection (Trusteer)- Application Protection (Appscan)- Mobile Device Management (MaaS360)- Endpoint Protection (Tivoli End Point Manager)

Managed a team of eleven skilled technical specialists, matching expertise to customer need, balancing the team workload, and ensuring customers received high quality technical guidance, and solution delivery. The team members’ primary responsibilities were to work with customers, business partners and sales representatives to design, prove and deploy solutions using IBM technology. Engagements included product demonstrations, solution architecture, implementation plans, and proof of concepts. RESPONSIBILITIES INCLUDEDSetting targets for the team and driving the day-to-day execution to meet and exceed the individual and team level goals.Build, motivate and retain a high-functioning team of technical specialists to support and drive sales conversationsMeet and exceed team-level monthly, quarterly and annual targets for net-new revenue and sales pipeline, as well as operational metricsLead team members through example. Lead customer calls, product demonstrations, architectural design, and mentor performance through joint customer callsConstantly research and educate self with the newest developments across the full portfolio, understanding both IBM’s and competitors’ capabilities.

Lead technical sales specialist for large opportunities in the Northern Region involving multiple Systems and Technology Group (STG) brands, or with a significant degree of complexity. This involved understanding client’s business objectives, technical requirements, and co-ordinating local and off-shore subject matter experts to develop and propose a solution. This role required a broad understanding of the entire STG portfolio and supporting IBM Software Group Products, such as Websphere, DB2, Business Process Manager, Tivoli Storage Manager, Tivoli Monitoring, Tivoli Productivity Center and security solutions.