David McGowan

Technology Services Group are an MSP focused within the SME market, offering Services, Solutions and Support around key business CRM & ERP applications including Microsoft, Sage, Pegasus. As well as offering the latest infrastructure and Cloud platforms to enable their clients to modernise and enhance their overall Cyber Security posture. My team of Business Development Managers and Internal Pre Sales Specialists enable these clients through consultative and specialised Sales methodologies to ensure as world class customer experience in delivering client outcomes.

• Grew Quarterly revenue by 112% with targeted sales, marketing, Consulting practices & CTO office strategy.
• Implemented new Sales forecasting rigour, weekly cadence and Sales alignment which had huge contribution to revenue growth.
• Generated new leads and opportunities to maximise revenue across Internal Sales BDM and Internal Pre Sales functions.
• Effectively handled daily customer meetings, sales calls and account management tasks, improving sales team efficiency.
• Fostered positive relationships with customers to enhance loyalty and retention.
• Evaluated sales and service processes to generate targeted improvement strategies across all TSG practices and increase revenue opportunities.
• Generated sales forecasts to inform resource allocation and project management.

Within Dell Technologies Infrastructure Solutions Group, led Global sales force of 11 managers and 140 front line sales representatives. Delivering $1B revenue P/A of lifecycle value for customers PowerEdge server estates by extending Enterprise upgrades solutions portfolio to maximize ROI

• Through FY23 grew GM% by +500Bps Y/Y (47% Vs 42%) through new sales program implementations with $30M of incremental revenue
• Reduced Sales quota readiness by 4 weeks for every quarterly cycle by implementing a Global standard quota setting methodology deployed in all 5 Global regions. Partnering with Sales Ops & Finance within each Geo.
• Led Sales transformation of 5 Global regions to homogenize GTM strategy, best practice and all sales process into efficient, measurable and repeatable Global standard
• Nurture top talent, further identify opportunities to enhance performance & results, centred around inclusive and empowering culture
• Act as POC for collaboration with all ISG stakeholders internally and externally to grow Dell's Enterprise Upgrades business and mind-share.
• Defined business strategies and roadmaps to drive performance across sales, promotions and marketing departments.
• Optimised sales methods to best engage, acquire and retain customers.

Successfully led a team of 15 Data Centre Specialists within UK Public sector (Healthcare/Hi-Ed/Local & Central Gov/Schools/Defence & Security), collaborating with Core Sales teams, partners, and customers to deliver 9 consecutive quarters of growth (Nov 2019-2022) across Dell Technologies industry leading Data Centre portfolio

• Responsibility for maintaining and extending Dell’s #1 IDC position through daily sales activities in Server/Storage/HCI/Networking & Services solutions, through delivery of technical sellers' proactive engagement directly with customers to provide best in class workload solutions to their current and future business challenges
• Doubled technical sales capacity of public sector technical sellers through FY22Q4 from 15 to 30 in partnership with HR/TA to accommodate unprecedented growth opportunity of data centre business
• Liaised with local university graduates to implement UK’s first graduate program for technical sellers in Dell Technologies
• Led EMEA wide technical enablement program & delivery to assist in storage asset discovery supporting data based compelling events through little known existing internal tools
• Resulted in 4 sessions with 500+ attendees from Direct and partner supporting sellers delivering growth of Mid-range storage solutions of 12% over 6 months (FY21Q4-FY22Q2)
• Ensure technical sellers have up to date industry knowledge across all platforms
• Led teams through & beyond pandemic period delivering highest employee Net Promoter Score of immediate peer group (96/100).
• Managed and motivated high-performing teams for successful KPI attainment.

Working with Dell Technologies top 1000 Global accounts in Banking, Finance, Oil & Gas, Automotive, Pharma, Large tech etc

• Leading team of 11 account managers to grow end user computing & server infrastructure solutions in partnership with Global account teams in every country.

Working with the UK’s Small and Medium business sized accounts

• After a period of decline following consistent growth within this market, returned the Acquisition business to 10 quarters of growth between 25%/30% quarter over quarter. Through velocity, relationship & value selling methodologies.
• Leading team of 11 velocity-based acquisition sellers, worked organisations between 100-5000 employees providing cost effective technology solutions (Data Centre & End User) in conjunction with channel partners in an incredibly competitive and time sensitive market.

Technical seller for all Dell Enterprise solutions such as Server/Storage/Networking/Professional Services/Data Protection & Software

• Hybrid internal/external customer facing, primary function is to own Enterprise quota within aligned accounts and proactively drive new & existing client relationships through consultative cross sell/Up sell.
• Led and mentored 9 other technical sellers across immediate peer group
• Delivered largest mid range storage deal for UK at £1.2M
• 3 x time technical seller of year award for outstanding performance and contribution to business
• Engage with Dell technology partners to extend value of end-to-end solutions for customers.
• Supports non-technical account team on customer requirements to deliver required outcomes spanning Dell Technologies Enterprise solutions value propositions.
• Own Technical solution and design from initial contact, RFP and ongoing technology road-mapping.

From front line phoned based client system support engineer to support team leader, managing 20 agents to provide break/fix assistance for customers as part of their services agreement with Dell

• Covering all end user devices from laptops/desktops/displays/workstations to PowerEdge servers, Tape libraries and Direct attached storage.
• Reduced annual cost of repeat dispatch by £116k through Lean/6 Sigma green belt project
• Consistently achieved highest net promoter score for customer satisfaction