After graduating with a science degree, I started my IT career in programming.
In this role I met Technology salespeople selling hardware and software, who seemed to
have much more interesting, exciting and better paid jobs than me!
So in my mid-20's I applied for a Trainee Sales position in the UK, selling network
hardware for a $2bn US Corporation incorporated in Florida.
Here I won:
Top New Account Achiever of the Year
International Salesperson of the Year
Runner-up International Salesperson of the Year (the following year)
Runner-up International Salesperson of the Year again (two years later)
EMEA Top New Account Achiever of the Year
My next career step was selling high value (£m's) IBM-compatible mainframe computers for a global US/Japanese Corporation.
Here I won:
Top European Salesperson of the Year
Top European Salesperson of the Year again (two years later)
Top European New Name Region (as a manager)
During my seven years with the company I was promoted from Account Manager to
UK Southern Regional Manager, where I managed the largest of two UK regions.
I was then head-hunted into a main board position as Director of Business Development for a quoted £200m IT recruitment company. Here I led an international business development team, and achieved a 70% growth in international revenue.
The CEO then asked me to become Director of Sales and Marketing for their new IT Solutions business providing applications management, outsourcing and e-business services.
Over the following 15 years I held positions as General Manager, Director of Commercial Operations, Head of Business Development and Director of Strategy and Business Development.
I have worked in both permanent and interim roles, and I have experience of working in services, solutions, software and hardware, and both direct and indirect channels.
Having seen a wide range of sales issues from 'both sides of the fence' as a salesperson myself, and also as a manager and leader of sales teams, I now focus on transforming sales achievement for my clients.
During my five years with the company I was promoted to Major Accounts Sales Manager (my first experience in managing colleagues), and I attended Henley Management College.
Paul is a Fellow of the Chartered Management Institute (FCMI)