Grahamn

Tplc (part of ICL/Fujitsu)

Sun Storage Business Manager

Defined a new and highly successful storage development role for the UK and NL operations and designed an end-to-end integrated lead generation fast rollout programme for resellers. Key accomplishments: Grew storage attach rate from 26% to 38% in 6 months through targeted channel upsell activities. Delivered 212% storage revenue year-on-year growth.

Maximise 08/2000 - 10/2000

Business Development Consultant

A small consultancy providing IT companies with marketing and business development skills. Designed and executed pan European ad campaigns resulting in $16k spend for +$900k return.

Legato Systems, Inc. 10/2000 - 06/2003

Sun Business Unit Manager, EMEA, (Sun BU Software OEM)

Managed EMEA, (42% OEM WW revenue share) and made Legato the dominant supplier at Sun in the region. Key accomplishments: - Wrote the BU’s global business plan and laid down the primary strategy, resulting in strong revenue growth. - Grew region’s average revenue per server by 236% through a variety of programmes such as the ‘Legato Champions’ programme and refocused sales efforts away from entry level to the mid and high end business. - Encouraged the local Legato sales teams and Sun sales/technical teams to collaborate and build profitable joint working relationships with their distributors and resellers. - Built powerful financial analysis tools that allowed highly granular WW scrutiny for ROI measurement. - Worked extensively and successfully with Sun Corporate staff in direction, strategy and specific issue resolution to ensure full buy-in from marketing, programme management, product management and sales.