• Freelance sales trainer and researcher in the IT and Comms sector. The majority of my work has been assisting a VC company, specialising in high-tech investments. Responsibilities included market and competitive analysis, and the translation of White Papers into comprehensible English.

▪ Working in association with The Server Team Ltd, responsible for the development of the course deliverables and exam topics for the Desktop and Volume Licensing elements of the Microsoft Sales Specialist programme – a core element of the Microsoft reseller certification process.
▪ Responsible for the delivery of all elements of Microsoft Sales Specialist: Essentials through third parties in the UK and Europe. Simultaneously responsible for the delivery of Train-the-Trainer courses for this programme in the Microsoft EMEA region. Account responsibility for this programme within Microsoft Eastern Europe.
▪ Successfully developed and deployed Microsoft System Builder Specialist programme for OEM sales people in Europe.
▪ Developer and deliverer of sales certification programmes for resellers of Silicon Graphics and Pegasus. Co-deliverer of Cisco Sales Specialist and Scala certification programmes.
▪ Most recently responsible for the delivery of Microsoft courses on e-Commerce, Knowledge Management and Volume Licensing. This is in addition to delivery of the most recent version of the Microsoft Sales Specialist: Essentials programme.

▪ Acted as strategy consultant for a start-up consultancy created by former Booz.Allen & Hamilton employees. Clients included Ford Motor Company, the Department of Education, and Hogg Robinson. The role required the collection and analysis of market, technology and competitive trends to provide investment recommendations.

▪ One of the founding members of a new Digital Equipment subsidiary – a channels-only supplier to IT resellers working in the Small/Medium Enterprise sector. Responsible for the recruitment, co-ordination and success of distributors supplying this sector, and the development of marketing plans for resellers.. All recruitment and marketing targets met.

▪ 1984 – 1985: New Hire Product Trainer. Responsible for the development and delivery of a two-week introduction to Digital products. This formed part of a five-week induction process for newly-hired salespeople.
▪ 1985 – 1986: Sales Skills Trainer: Responsible for the deployment of Basic Selling Skills, Negotiation Skills, Presentation Skills and SPIN to the UK – and frequently, European – sales force.
▪ 1986 – 1988: Sales Training Programme Manager: responsible for planning and ensuring the development of new programmes to meet the company’s changing needs. These included the European Account Management programme, the graduate trainee programme, the development of a field-based skills development team, industry-specific training, negotiation skills, interviewing skills, and ad-hoc training solutions on demand. I also implemented the company’s first net-based distance learning solution. Acted as Director and Assistant Producer for major conferences for upwards of 1200 delegates.
▪ 1988 – 1990: Sales Training Manager. Responsible for all aspects of the management of a team of 11 trainers, from budgeting through to delivery. Achieved all delivery, budget and quality goals. Also implemented programme to support 1500 pre-sales technical consultants in the change from non-chargeable support staff to fee-earning pre-sales consultants. Developed and deployed the first Training and Development programme for the 250-strong Marketing group.

▪ Acted as an End-User Account Manager to enterprise accounts. European Account Manager for Eastman Kodak; UK Account Manager for British Aerospace and Wimpey Construction. As a New Business Development Manager, I opened Channel 4 Television, the London Metal Exchange, Apple, Psion and a range of pharmaceutical companies including Glaxo and Smith Kline Beecham. Responsible for the development of Office and Business Process Automation business in North London and the Northern Home counties.