Curriculum Vitae: Andrew Harrison

Transcription

1 Personal details Born: 18/03/63 Contact: Home: Burnley Mobility: UK, clean driving licence Availability: Immediate Skills overview Extensive technical consultative sales experience (since 1989) Favours Account Management over Business Development, but easily capable of both Experienced in selling to Public and Private sectors at Director level Technical background right across the software development lifecycle A highly motivated team player familiar with Huthwaite s SPIN selling model Tenacious and able to work unassisted for long periods if necessary Possesses a light touch engaging whilst authoritative an excellent facilitator Key strengths The ability to create rapport, establish trust and thereby make and maintain excellent business relationships internally and externally Excellent interpersonal and communication skills; extremely articulate both verbal and written. Leadership style: Democrat Able to grasp quickly underlying concepts of new products and translate these into business opportunities and so take to new markets successfully. Personal Statement I thrive in a team-based environment where personal skills and qualities are recognised but where team performance is valued and rewarded. I have very high personal standards which I enjoy bringing to my professional life, and value loyalty and the ability & willingness to do the best job possible for my team, my employer, my clients and myself. Referees Public Sector: Colin MacPhee Deputy Chief Exec (retired) Disposal Services Authority Ministry of Defence Ed Monk Managing Director Institute of IT Training Private Sector: Michael Gough Delivery Assurance Director Application Services EMEA HP Enterprise Services Christopher Hardy Global Account Manager Virtual Instruments 16/08/11 page 1 of 5

2 Sales-related Employment history 2005 to 2010 Freelance Consultant Disposal Services Authority (DSA), Ministry of Defence. Overall objective: to co-ordinate and deliver a national sales programme for the supply of the DSA s [government] core shared service to Other Government Departments (OGDs) for the disposal of surplus and end-of-life government assets. Also latterly as one of four regionally-based contract negotiators to follow-up, negotiate and close multi-year contracts. Required to liaise with the DSA at Director level, other civil servants and 3 rd -party private companies (contracted as the service delivery function to the DSA) in order to present a unified view of the DSA s disposal service to an audience from all OGDs to achieve buy-in to DSA s unique service. Sold to first-time buyers at various Local Authorities, Police Authorities, Fire & Rescue Services and Universities. Typical contract value 25k - 35k. First-year results 109k. 02/02 to 12/04 Business Development The National Computing Centre (NCC) Overall objective: Specifically invited back to NCC to establish and manage a brand new line of B2B business to attract vendors of IT products & services to partner NCC. To start from zero, reporting directly to Chief Executive Officer, establish and maintain annual recurring revenue of over 100,000. Typically sold to Marketing Director and / or Finance Director; to promote NCC s unique vendor independent position, and then work in partnership with new clients to present their thought leadership to NCC membership and wider UK IT industry. Sold this unique service to first-time buyers at various major IT vendors such as Microsoft, Oracle, IBM & Vodafone Also special responsibility: NCC s software licensing manager for managing NCC legacy software business regularly generating approximately 1M per year. 16/08/11 page 2 of 5

3 11/97 to 02/02 Software Sales Gandlake Computer Services Storage Management & Laser Printer Exploitation Brought in to establish & maintain a northern presence for this privately owned software house to compliment their largely Southern based success. Sold value-added software solutions to optimise magnetic disc & tape storage capacity, including robotic solutions, and streamline laser printer deployment. Represented Gandlake at IT Manager and senior technical level, regularly coordinating several projects at one time, from initial encounter through to close. Required to attend clients'sites and to brief Gandlake Support & Development and other Sales & Marketing staff of client requirements. Personally contributed 15% of all new business software sales in his first year and 30% in the second and third years Also helped recruit a local technical specialist to support the new northernbased sales activity. 04/95 to 11/97 Account Manager Sysop Service Management Ltd Storage Management Software and ITIL Training Brought in to provide dedicated customer account management and to generate new business for this privately owned software / training house. Sold two distinct lines: Value-added software solutions at Senior Tech level to optimise magnetic disc & tape storage capacity, and training courses & consultancy in the IT Infrastructure Library (ITIL). Exceeded first year target of 100,000 by 5% and second year by 15%. 05/89 to 04/95 Senior Consultant The National Computing Centre (NCC) Pre-Sales Support; Software Division Front-line support to Key and National Accounts sales force of a variety of multiplatform, data-retrieval software solutions exploiting client-server technologies, and NCC s Computer Assisted Software Engineering (CASE) tool to support Structured Systems Analysis and Design Method (SSADM). 16/08/11 page 3 of 5

4 Technical Employment history 03/86-05/89 Freelance Analyst / Programmer International Computers Limited (ICL) Various projects working in the VME mainframe operating system programming languages S3 and System Control Language (SCL) & COBOL. 11/82-03/86 Executive Officer Ministry of Defence (Devizes) First introduction to IT. Learned the ICL VME mainframe operating system programming languages S3, System Control Language (SCL), COBOL and FORTRAN. 16/08/11 page 4 of 5

5 Education 12 / 2006 British Computer Society European Computer Driving Licence (ECDL, Parts 1 & 2) / 2006 University of Wales Certificate of Education (Cert. Ed. Part 1) Burnley Grammar School 'A'levels: Mathematics Physics 'AO'level: Further Mathematics 'O'levels: Sociology Religious Studies Gawthorpe County High School 'O'levels: English Language Mathematics Statistics Physics Chemistry Metalwork Upper-school sports honours Deputy Head-boy 16/08/11 page 5 of 5