Hardware Seller in Global Asset Recovery Services covering sales of IBM Certified Pre-Owned Equipment hardware sales through IBM's Channel Partners. Responsible for end to end consultative selling and being the trusted IBM hardware seller with detailed product knowledge.

Software Client Lead for United Kingdom covering all software sales through IBM’s Strategic Outsourcing customers. Responsible for both generating sales and supporting all UK software sellers driving software through IBM Global Services. In a cross brand territory worth several hundred million dollars, targets were met and exceeded in each quarter.Software Client Lead for IBM Global Account. The IBM Global Account supports the technology that manages IBM’s operations and underpins IBM's business transformation. Responsible for ensuring IBM’s Software value proposition was embraced and that new capabilities were deployed across Europe whilst meeting quarterly revenue targets. Managed Software Compliance Team for South West Europe ensuring that all SO Accounts had sufficient entitlement and that the value of the software was being passed onto the customer. This role required an expert knowledge of zSeries software pricing as well as the ability to interpret output from asset management and scanning tools.European Sales Lead for Lotus Brand tasked with driving the collaboration message through IBM’s European SO Accounts and ensuring that we engage all Microsoft shop’s with a surround strategy leading with Lotus collaboration tools.

Lead a Team of six specialising in competitive win backs against Independent Software Vendors on zSeries in the Nordic Region.As Sales Lead, carried out customer portfolio reviews, created compelling business cases and successfully executed against them. Unique selling point was that the solution started at a positive cost case and finished only when the IBM software had been successfully deployed and the ISV contract terminated.Typical deal would drive £1 million’s worth of IBM product and generated millions in cost take out for the customer. Completed ISV win backs at Nordea Bank, SAS, Finnair, Danske Bank & AP Moller-Maersk.

Was a founding member of the Software Group Team which covered the Strategic Outsourcing Customers across Europe.Responsible for developing software inventory for all customers as well as understanding and documenting the corresponding ISV licenses. From this data identified and developed opportunities to either renegotiate with ISV’s or replace with IBM software. Exceeded all targets set by IBM Corporate.

Founding member of IBM Team working on Strategic Outsourcing bids responsible for the third party solution. Responsibilities included third party costings into bid, commercial negotiations and contracting with third parties to ensure continuity when service start commenced.Produced Buyer’s Guide to Strategic Outsourcing setting out process for third parties from bid engagement through to service delivery. This document was adopted by IBM Corp. and rolled out worldwide.

Managed a team of four buyers with an annual expenditure of £20 million.Developed and introduced departmental working practices, procedures and systems, including the introduction and development of a Finance, Procurement and Materials Management System on a mid range IBM platform.Responsible for representing the procurement function in all major information technology acquisitions, including drafting ITT's, evaluating responses, negotiating commercial and contractual terms and drafting resultant contracts up to a value of £4.5 million.Responsible for the procurement activity of both the Information Systems Directorate and the Marketing Directorate (i.e. advertising agency and other professional services), as well as being responsible for information technology purchases as a whole throughout the company.

Managed team of three buyers with an annual expenditure for information technology of £25 million.Integrated member of multi-disciplinary interdepartmental project teams responsible for commercial advice and recommendations relevant to the purchase of information technology and related services.Evaluated tenders for information technology and related services and recommended buying strategy. Negotiated commercial and contractual terms and conditions and drafted contracts up to a value of £2 million.

Sourced and procured aircraft interiors for a commercial jet airliner. One of a team of two buyers.Conceived and implemented informal structures for liaising and consulting with departments who were directly involved in the design, production and marketing of the aircraft's interior and furnishings.Streamlined and rationalised the ordering position on long term business agreements to reduce inventory by $3 million. Controlled and ratified commercial aspects of modifications to aircraft interiors and furnishings.