DOUGLAS CHRISTOPHER ELLIOTT0411 025 849 • D O U G E L L I O T T @ O P T U S N E T . C O M . A U

Top Sales Rankings – Complex Solutions Selling & PipelinesSales Channel Management – Target Account Strategies – Corporate Relationships

B2B Customer Care – Market Identification & Penetration – Sales Enablement – Team Building

Experienced, dynamic, high-performing account management, sales and business development professional with more than 20 years of experience in the ICT industry. Possesses both a sales and technical background and experienced in driving engagement at the chief officer level as well as with architects and line of business executives. Experienced working within a highly strategic, solution based sales environment and having demonstrated success meeting corporate sales, revenue and strategic goals.  Highly competitive and results-oriented, a consummate team player and possessing the highest level of integrity in business conduct.

KE Y A C H I E V E M E N T S

Developed and implemented strategies that maximised sales, revenue and profitability which included high profile and large scale clients resulting to $12M in sales for NEC Computers.

Delivered more than $3M in server and infrastructure projects in the Tasmanian region. Managed strategic business partners within the voice and data channel.

Successfully developed and implemented comprehensive business development initiatives which grew sales, improved communications and drove brand awareness leading to achievement of $1M to $5M year on year growth for Ultimate Computing Technology.

Successfully introduced the new Infrastructure as a service (IaaS) and Software as a Service (SaaS) product, Vigabyte. Developed lucrative partnerships with major industry players such as Optus, AlphaWest, Computer Corp, SCentral, CSWIT, Didigy and the Hills Technology Group.

Played key role in Harris Technology’s initial venture into the education market with a new corporate division. Closely worked with established contacts within the education sector such as the Victorian IT Teachers Association. Captured innovative ways to make direct contact with school principals via participation in southern and northern regional conferences. Quickly gained 45% of the market share.

Contributed to NEC Computers’ expansion within the corporate industry and education and government sectors. Successfully established contact with, qualified sales and closed lucrative deals with the Education Department, Department of Defence and various state and local governments in Victoria and Tasmania.

Conceptualised and executed successful product demonstrations and road shows for both channel and individual customers of NEC Computers in South Australia, Victoria and Tasmania.

Played key role in the growth and expansion of Ultimate Computing via the setup of its Telemarketing section, establishment of its Sydney branch and formation of B2B partnerships. Elevated the company’s services from hardware and software sales to a solutions provider via recognition as a Microsoft Certified Solutions Provider.

E X P E R I E N C E H I G H L I G H T S

Channel Sales Development & Management

Managed strategic business partners within the distribution and dealer sales channels. Developed and executed sales strategies to attain the identified revenue and market share objectives.

Collaborated with, led and directed distributor management to meet or exceed the business plan and performance objectives by creating, implementing, and executing strategic sales and marketing initiatives by channel of distribution within each territory.

Established executive relationships to new levels of interaction and played the role of team lead to oversee the multitude of ongoing initiatives, programs and promotions.

Managed business reviews executive teams to assist in evaluation of dealer partner performance. Worked with dealers to identify and further develop portfolio opportunities.

Communicated special promotions, incentive programs, new pricing, corporate strategy and other key points through all levels of resellers including executive management, sales, marketing, product management, purchasing and technical staff.

Provided management with up to date information and concerns that impact the ability to effectively sell and support channel products.

Developed forecasts; sell through data, competitive updates, channel trends and competitive strategies in order for company to maintain competitive position.

Business Development

Defined and proposed technically innovative solutions focused on business enablement. Established and enhanced customer relationships, providing technical expertise on engagements and identify customised software, hardware and service solution opportunities to meet customer business requirements.

Manage pipeline, moving each opportunity through each stage, tracking results and client feedback. Lead the strategic direction of accounts by establishing and articulating account growth and client satisfaction goals in

relation to client expectations. Partner with local hardware, software and service vendors in creating opportunities for further growth and engage in

joint-selling opportunities. Collaborate with the lines of business to establish their short- and long-term strategies to deliver services to customers

within reasonable schedules and budgets.

Key Account Management

Generated and optimised revenue for IT solution sales to corporate clients within local, regional and national markets through effective management of the account management team and a robust territory growth strategy.

Developed and maintained excellent C-suite level relationships and other account management activities. Ensured company visibility to all customer decision makers through product launches. Actively participated in networking opportunities.

Mentored and guided the development of account plans and opportunity pursuit plans with account executives and account managers.

Communicated with leadership team on business development, sales, pricing, new business relation and competitor activity.

Delivered against metrics including quota attainment, sales skill competencies, forecasts accuracy and predictability and pipeline development.

Relationship Management

Determined the optimal touch level for key accounts. Oversaw the level and frequency of client interaction in the areas maintaining high levels of client interaction, client visits and close ratio to drive upsell and cross sell opportunities.

Performed quarterly account planning processes. Provided market insight for enhanced and innovative products and services with the goal of achieving customer satisfaction and retention.

Emphasised on the development of customer relationships that positioned the company for service growth throughout the designated customer base.

Navigated and managed integrated sales cycle for major accounts of multi-million dollar scope and displaced competitors through consistent client relations techniques.

Achieved account sales goals with advanced sales renewals, revenue retention, growth and new business. Provided corporate leadership, vision and direction to the team and internal partners, ensuring consistency with corporate strategies and the realisation of revenue objectives.

P R O F E S S I O N A L E X P E R I E N C E S

T U N G S T E N T E C H N O L O G Y S O L U T I O N S G R O U P

OWNER | JAN 2009 TO PRESENT

Developed business plan, established and subsequently manage this sales and solutions provider company with a range and products for corporate and private clients. Products include various services, hardware, software and technological solutions. Oversee monthly roll-up financials and sales reports to determine opportunities for improvements based on efficiency and adjustments in customers demand as well as item performance and pricing.

C I T Y S O F T W A R E

BUSINESS DEVELOPMENT MANAGER | JUN 2008 TO JAN 2009

Implemented sales, business development and account management initiatives in delivering and implementing the BDM SAP Business 1 business management software.S M A R T Y H O S T

NATIONAL BUSINESS DEVELOPMENT MANAGER | GENERAL MANAGER | MAY 2007 TO JUN 2008

Built market position by locating, developing, defining, negotiating and closing deals with new channel of partners, resellers and clients; implemented relationship building activities to attract new customers and deepen market presence.

NEC A U S T R A L I A NATIONAL BUSINESS DEVELOPMENT MANAGER | SALES MANAGER | MAY 2006 TO APR 2007

Held accountability to achieve strategic and tactical sales and distribution plan for the company’s server and storage division within the SMB, education and corporate industries. Provide analysis and interpretation of internal and external market data, highlighting any underlying trends to identify new market opportunities and recommend business development strategies to increase the organisation’s profitability. Maintained KPI scorecards within respective territories and accounts.

HA R R I S T E C H N O L O G Y

SENIOR EDUCATION BUSINESS DEVELOPMENT MANAGER | OCT 2005 TO MAY 2006

Utilised business acumen to develop the company’s new corporate division which targeted the educational sector. Understood customer’s business and provided input to develop the company’s value proposition in the education markets. Led the creation of business development plans and strategies that describe all actions required to expand the group’s presence within the customer’s portfolio by selling scope of products and services.

NEC C O M P U T E R S A U S T R A L I A SOUTH EASTERN REGIONAL ACCOUNT MANAGER | NOV 2000 TO OCT 2005

Developed comprehensive annual sales plan for the region in concert with the corporate product and marketing plan to include region and national dealers and distributors analysis, forecasting by product line and strategic business partners, sales force training, action plans for strategic product groups, budgeting, territorial evaluation and manpower needs. Continually strengthened distributor relationships through proactive management and by maintaining open and ongoing communications to assess and address needs.

NEC A U S T R A L I A CHANNEL ACCOUNT MANAGER, VICTORIA & TASMANIA | JAN 1997 TO OCT 2000

Demonstrate NEC Australia’s value proposition for servers and managed services partners, negotiated contracts, provided detailed and timely sales reports, drove revenue with partners, assisted in closing end-customer deals with Regional Sales Managers and provide timely communications to headquarters, partners and potential customers.

UL T I M A T E C O M P U T I N G T E C H N O L O G Y NATIONAL SALES MANAGER | MAR 1991 TO JAN 1997

Led, directed and managed a team of Sales Managers in multiple territories to achieve or exceed sales and profit goals. Particularly focused in the provision of complete IT solutions to primary and private schools.

E D U C A T I O N

Bachelor of Business (Distance Education), Monash University, Churchill VIC, ongoing

P R O F E S S I O N A L C E R T I F I C A T I O N S

Microsoft Certified Professional (MCP) Cisco Certified Sales Professional (CCSP) Citrix Sales Professional (CSP)