ANDREW CARTER
Whatsapp:- |-
Personal Statement:
I am an experienced Enterprise Sales professional in the Technology sector. Driven by targets and
rewards, with a successful track record of direct and indirect sales. My core strengths are
winning new business, growing revenue from existing clients, coaching sales teams, and
delivering sustained growth.
My aptitude for continuous learning, experience with people, focus and work ethic are what set
me apart from the competition and have been the basis of my success over the past 10 years.
Recent Major Achievements:
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Solo Hiked Everest Base Camp in March 2019 (no guide, no porters)
Launched the MTI New Business Graduate Programme - 10 sales professionals forecasting
£4.8m of revenue in FY19
Managed Phoenix Graduate Team FY18 - Delivered 140% of target, £1m GP and 400% YOY
growth
Developed 7 ‘new to the industry’ graduates, one of which went on to become the leading
salesperson for Phoenix FY18 with a contribution to the business of £800k GP
Personally closed £13m Revenue and £1.4m of GP at Phoenix Software (Oct 14’ to Sept 15’)
No. 1 Professional Services Salesperson (FY14/15) - £647k GP
Employment:
October 17’ to January 19’ – MTI Technology Ltd – DellEMC & Security
UK Sales Director – Business Development
Relocated to London from York. Responsible for recruiting and developing a New Business team
of graduates new to Sales and the IT industry. Evolving the strategy and delivering a year one
target of £6m Revenue. Focussed on New Business acquisition and Account Management.
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Monthly reporting to the board and Private Equity investors
Focussed on finding opportunities for Cloud, Security, Storage, Infrastructure, Testing
and SaaS
Managing targets, pipeline and forecast
Organising vendor training in core solution stacks
Developing individual’s skills in sales, negotiating, collaboration and communication
Negotiating with clients & suppliers
June 14’ to October 17’ – Phoenix Software Ltd – Microsoft LSP and
Professional Services Reseller
Sales Manager (Public Sector)
The Sales Manager role is a ‘Player Manager’ position responsible for recruiting and managing a
team of graduates new to the IT industry. Coaching and Mentoring are key requirements as well
as the development of the team’s sales skills and ability to hit targets.
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Identifying strategy for team success
Managing targets, pipeline and forecast
Organising vendor training in core solution stacks
Developing individual’s skills in sales, negotiating, collaboration and communication
Meet with clients & suppliers
Assist with progression from Premier Sales Executive to Major Account Manager in order
to grow the quantity of quota bearing salespeople in the business
Account Director (Public Sector) (June 14’ – November 15’)
The Account Director role is a customer facing Account Management position with responsibility
for an Internal Account Manager and Sales Support. Focussing on meeting and developing
existing relationships, the primary focus is to achieve and exceed Gross Margin targets through
sales of software, hardware and professional services.
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Solution sales in Local Government and Healthcare sectors
Focus on key propositions
o Microsoft Professional Services
o O365 & Cloud
o Microsoft Licensing & Software Asset Management
o Virtual Desktop Infrastructure
Management and development of Internal Account Manager
o Development from sales support through to quota bearing Account Manager
Lead generation, prospecting and new business development
Accurate forecasting and maintaining sufficient pipeline
April 12’ – April 13’ – Trend Micro Ltd – Security Vendor
Channel Sales Manager
The Channel Sales Manager role is a hybrid position consisting of 50% Channel Management and
50% End-User new business sales. The goal is to deliver a quarterly New Business number by
growing business with existing partners whilst finding and closing large opportunities with end
user organisations.
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Build and develop a new ‘cloud’ channel for Trend Micro’s xSPLA pricing model
Discover UK based Service Providers and present to them the opportunity for
incremental revenue from sales of Trend Micro’s Cloud security technologies including
virtualisation security, cloud data encryption and secure file sharing and storage
Manage new leads, generate end-user meetings, develop opportunities and close net
new sales
Support marketing with event hosting, hospitality, lead generation and social media
involvement
Responsible for channel pipeline, forecasting and closure
Deliver sales enablement training to Partner sales teams
Manage, coordinate and execute Reseller marketing plans, ensuring that relevant
departments fulfil their responsibilities
April 08’ – April 12’ - Trustmarque Solutions – Software/Services Reseller
Major Account Manager – NHS (September 11’ – April 12’)
The Major Account Manager ‘NHS’ role is a sales and business development role focussed on
delivery of quota via sales of software, hardware and professional services into an existing and
prospect account base.
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Major NHS Accounts constitute 3000-25,000 seat organisations in the NHS Sector
Arrange and conduct regular business meetings with clients to understand needs and
up-coming opportunities
Maintain and manage pipeline of opportunities, ensuring volume is sufficient to hit
target
Accurately forecast opportunities, estimated close date and value on a weekly basis
Offer best practice and advice on a full range of products to customers introducing
technology partners where relevant
Support the business with on-going accreditations and certifications
Partner Account Manager (August 09’ – August 11’)
The Partner Manager role is a vendor facing management and sales role with a view to managing
Trustmarque’s relationship with its vendors and maximising funding available for promotion
whilst developing new business opportunities and increasing overall revenue and profit.
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Manage, coordinate and execute vendor marketing plans, ensuring that relevant
departments fulfil their responsibilities
Prospect new Vendors that have technology area’s that fit within our business model
and where there is an opportunity for immediate growth
Negotiate with assigned vendors on rebate agreements, rebate terms and conditions,
and on all levels of funding with a view to maximising income
Recommend and advise vendors on the best use of available funds and resources to
maximise vendor return on investment
Manage and coordinate vendor and related business reports to use as part of the vendor
management role
Proactively assist with the planning, coordination and implementation of relevant
vendor accreditations
Corporate Account Manager (May 09’ – August 09’)
Hybrid, 50/50 internal and external sales role focussing on existing and new corporate accounts
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Work to agreed monthly and quarterly targets to increase revenue and gross margin
from assigned set of existing and prospect customers
Maintain and manage pipeline of opportunities
Forecast opportunities, estimated close date and value on a weekly basis
Offer best practice and advice on a full range of products to customers introducing
technology partners where relevant
Arrange and conduct face to face business meetings with clients to understand needs
and ongoing requirements
Capitalise on available IT spend using solutions based sales techniques
Account Manager (Channel Team) (April 08’– May 09’)
This was an internal sales role focussing on indirect sales through other resellers and outsourcers
(sub-distribution).
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Re-sell software to end user accounts via a range of IT companies including large
Systems Integrators and Resellers such as Capita IT Services, Computerland, Serco and
Steria
Work with partner’s sales teams to drive new sales, increase deal size and generate new
opportunities as well as providing product/licensing training
Professional Accreditations:
August 21’
Udacity NanoDegree - Digital Marketing
November 19’ Chartered Insurance Institute – Financial Services, regulation & ethics (R01)
August 15’
Microsoft Certified Professional (MCP) – 74-678
April 14’
Microsoft Certified Professional (MCP) – Software Asset Management 070-673
January 14’
Microsoft Licensing Sales Expert (MLSE)
June 12’
VMware Sales Professional Exam (VSP)
October 09’
‘Masterclass’ Solutions Sales Training
July 09’
Adobe Sales Professional
April 09’
Microsoft Certified Professional Exam (MCP) - 070-672
January 05’
Streamline Merchant Services Accreditation Course
August 04’
Prince’s Trust ‘Team’ Programme
August 04’
Key skills Award
June 04’
'Tack' Sales Training Course
Leadership
Motivation
Working with others
Solving Problems
Tolerance
Personal Details:
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Full Driving License
Homeowner
Sportsman – Football, Golf, Cricket, Tennis, Skiing, Speed Riding, Sailing and Hiking
Myers-Briggs Personality Type - ESTJ-A
Contact Details:
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