Managing and motivating my team at Tech Data to drive outcomes for our customers and vendors. This role entailed several key areas of responsibility. Number one was achieving the sales budget for all the product groups under my control. With a sales team of over 60 and budget over $300 mil this took the majority of my time. It also entailed running the company forecasting process. Forecasting accuracy was pivotal with Tech Data. Being a key member of the ANZ management team, as the Senior Director, meant working with the rest of the directors and the Country Manager to set the strategy.Key achievements: Personally closing the biggest sale in company history at $50 mil. Winning president's club for over achievement of sales target. ARN award for best distributor initiative. Qualifying as a Prosci Change Management Professional

Responsible for the channel sales strategy and implementation for the Southern region, working with the pre and post sales engineering teams. The route to market was very much a sell with channel partners and this entailed the creation of relationships with senior decision makers at the end user as well as the channel partners. RSA's portfolio of products are very technical and this entailed the need for intensive continuous learning leading to qualification in all the 5 product groups. Key accounts managed included Telstra, Bank West, Australia Post, SA Gov and Bendigo Bank.

Closing a contract with Telstra to provide the Managed Email and Web Security for their Enterprise and Government customers. This role involved working in tandem with Cisco, as the provider of the technology, to sell with Telstra reps to access the extensive customer base. Regular presentations to Telstra teams and their customers and working on sales opportunities with many of Australia's largest companies. In addition to running the sales team I also had my own key accounts to manage.

Running this Australian IT Distribution company focusing on high value add in the networking and security arena. As MD I was the primary interface for our vendor and alliance partners which meant leading negotiations on major projects. Managing the sales team on a day to day basis and ensuring they had the skills and motivation to win was a key requirement. During my time I developed and executed a strategy to grow the company 50% YoY for 3 years and then work on being acquired. This was successfully concluded with Avnet buying ChannelWorx. Post the acquisition I worked for Avnet as the MD of the new division for a transition period.

Wick Hill was the place in which I learnt about Distribution and the value of service at all phases of the transaction. Growing, through the marketing side of the company, to eventually take the sales lead with this dynamic IT company focused on security, access and management solutions. During my six years, I gained exposure to both the UK and German markets and held a seat on the UK board of directors.