Sales Manager

• Stephen Brian Francis Holland

• Email: ****************@*****.***

PROFILE:

My experience and job functions over the years have moved me into a negotiator role for

companies who want to partner with major Vendors or Channels. My successful Sales &

Marketing Background makes me ideal for an Alliances role where a company wants to

measure results by growth of sales. I am best suited to dynamic, innovative companies

who are ‘pushing the envelope’. When working for large Corporations I am utilised as a

‘catalyst for change’ and work both as a consultant and in virtual teams.

I can legally work both in the USA & EMEA.

KEY CAREER ACHIEVEMENTS:

• Always achieved & exceeded sales and marketing goals

• Signed a 5 year Partnership agreement for North America with major VAR

• Developed the ‘Hewlett Packard Analyst Event’ profile

• Redefined the Alliance profile and Cisco marketing approach

• Built a service provider strategic alliance across EMEA

• Launched Cisco Unified Communications at Hewlett Packard

• Built a EMEA division from scratch

• Elevated networks to main contracting level at two companies

EMPLOYMENT HISTORY:

DIRECTOR NORTH AMERICA (Alliances & Channels)

BIW Technologies, San Francisco (Sept. 2005 – Present)

BIW operates a Worldwide Cloud/SaaS based Asset/PLM Management system..

Reporting directly to the CEO, my role has been to develop ‘joint Partnerships’ and

‘Distributors’ on an international basis. Specialising in North America including Canada,

where we formed a number of Alliances, from start-up to successful implementation and

sales growth of 24% per annum. Responsible for developing channels/VARS, managing

mergers and acquisitions, and ‘hands-on’ training/management with direct client facing

assistance. Establishing the operating platform (HP & Cisco) at the company’s’ birth.

Signed a completed a ‘Partnership Document’ for the North Americas and I am now

looking for the next challenge.

BUSINESS DEVELOPMENT DIRECTOR

(World Wide Global Cisco Alliances Team)

Hewlett Packard, US & Europe (April 1998 – Aug 2005)

European team lead for Hewlett Packard for over 5 years, developing GTM strategies

within the Enterprise and NSP market sectors. The focus was the WW team in Cisco and

resulted in a good and professional working relationship between all parties. The ‘mission

statement' I created was basic but critical: ‘No one company can fulfil a client’s

requirements on its own'. Aligned and implemented both technology and personnel with

the joint goals of the Alliance, enabling them to better service the client by providing a

seamless offering to the client needs and problems. Aligned five global suppliers to

provide one solution. Other areas of work included sales engagement (cross divisional)

and account control, with bid support and expertise support in the following areas:

Verticals (Government, NSP, Manufacturing & Finance)

Organizing European Analyst events.

Account Manager Meetings with top 50 European accounts.

Marketing work involved engagement and change management of the sales forces across

the Alliances. Changes reduced technical content, elevating the ‘pitch’ to CXO level.

Managed horizontal messaging that mapped to vertical marketing and were critical due

to:

Business Continuity

Adaptive Network Architecture

IT Consolidation

Unified Communication

SYSTEMS SALES DIRECTOR

MOD-TAP/Molex (July 1990 - March ’98)

MOD-TAP Ltd is a major manufacturer of LAN/WAN structured cabling components

(Passive) which originated in the USA, 25 years ago and manufacture in USA, UK,

Australia and Poland. Under my supervision, the MOLEX Corporation purchased MOD-

TAP to compete against its main competitor.

The task = Develop and Build a European Solutions division n to include all internal

and external functions, from scratch

The target = $5 to $28 million in 5 years

Achievement = European Division grew to $30 in 3 years with 158% growth per

annum

BUSINESS DEVELOPMENT MANAGER

CCS Ltd. UK.

CCS is a Specialist Networking ompany involving contract negotiation through Tender

release (RFP), Site Surveys, Bid, Payment Terms & Contract Conditions, Award,

Installation and Commissioning of the system.

The task = Build bid process, protect/build margins.

The target = Direct sales to agreed aims via measurement.

The achievements = Company was bought with a substantial increase in profits.

EDUCATION & QUALIFICATIONS:

PROFESSIONAL TRAINING

Contract Law & Regulations

Business Studies.

ISO / TIA Regulation Development Council

Active Network Designs

Project Planning & Implementation

EDUCATION (UK)

HARROW COLLEGE, Harrow, Middlesex, England

Major: Mechanical & Electrical Engineering

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