Maggie Anderson

Responsible for Regional Government, UK Defence, and Blue Light, across London and the South-East.

I am a hybrid sales individual, with both a talent for acquiring net new acquisition sales as well as expanding Lenovo's presence within install base key accounts, by cultivate strong relationships at both C-Level, operational management functions, procurement, and IT delivery teams

My current role is to ultimately to grow Lenovo's market share, whilst delivering a consultative approach to support customers desired business outcomes, by identifying and subsequently leveraging Lenovo's broad portfolio of hardware, services, and Software

This is achieved by:

• Demonstrating sector specific expertise and establishing strategic relationships, including industry partners, suppliers, and customers
• Opened new accounts to augment existing customer base to meet growth targets.
• Leveraging vast experience of government contracts and tenders, securing Lenovo's position on strategic key, UK public sector frameworks.
• To date the execution of the territory plan has resulted in an increased contribution to the Lenovo UK public sector P&L, uncovering both client , enterprise and mobile opportunities.
• Consistently delivering a $8m of revenue per quarter, incorporating several gates, including gross profit with a key weighting attributed to both services and software sales.
• Influenced key decision-making and established trust with stakeholders.
• Updated sales strategies using data to improve standard team practices.
• Closed complex, lucrative deals with net new customers, across mobile transformation, DaaS and services projects.
• Drew on understanding of key markets to push development of business strategies across the territory.
• Unearthed novel techniques to help increase market penetration, leading to higher sales.
• Prepared and delivered winning client proposals, business presentations and sales pitches to C-level executives.

As a senior surface sales leader with primarily responsibility for driving Microsoft's mobility and transformation solutions, across the central and regional government sector, namely the Microsoft surface portfolio.

• Delivering Net New, unit sales & solution goals for surface in partnership with Microsoft regional sales teams
• Collaborated with cross-company departments, developing new strategies to capitalise on emerging customer trends for mobile transformation.
• Opened new accounts and government frameworks to augment existing customer base to meet growth targets.
• Increased Market Share for surface products and services vs competition.
• Share best practice and knowledge transfer across local subsidiary and regional Microsoft sales teams and business partners
• Strategic thinking in developing sales solutions and business strategy across public sector verticals and “Go to Market” plans for growth
• Operational execution of complex deals with the operations teams and the aligned business group/ division, based in the US
• Ensured excellence in pipeline and inventory management
• Secured new commercial opportunities , acting as primary Lead for Public Sector Framework Inclusion for Surface, such as crown commercial services and Scottish procurement agreements.
• Applied stakeholder management expertise to serve as primary interface between business and clients.
• Execution of Microsoft's New Ways of Working messaging and strategy, in conjunction of the wider Microsoft stack including Windows 10, Office 365 and Azure.
• Construction of sales campaigns - Into tier one hardware vendors such as DELL and HP, public sector sales teams.
• Sales lead for largest global surface deal into HMRC UK, with a total of 30k units with revenue of $7m of devices and services.
• Attended prominent industry trade shows, exhibitions and events across UK.
• Generated leads to bring in new client revenue and improve bottom-line profitability.

With a remit orchestrate the direction and coordination of all activity across several commercial and enterprise accounts, acting as overall primary sales lead for data center and enterprise acquisition sales,

including:

• Developing account plans and long-term sales pipeline to increase HP Enterprise, market share.
• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of HP Enterprise products including and not restricted to cloud, converged systems, X86 server, networking, storage and software solutions
• Analysed portfolio performance to drive conversion and retention.
• Building strong professional relationships with key IT and business executives, including C level Executives
• Applying consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue and growth for HP Enterprise.
• Building a robust virtual network, via tier one business partners and system integrators.
• Planned resources to deliver projects while hitting financial targets.
• Led teams to consistently achieve service-level agreement standards.
• Presented compelling business pitches with high success rate.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.

Specifically employed by Lenovo to establish a Higher Education business from a standing start with a remit to obtain full proffered supplier status within the UK Higher Education National Desktop and Notebook (NDNA) agreement.

A strategic contract for all hardware vendors, selling into the HE and FE space, the NDNA contract is worth £300m over a three-year framework agreement.

As a result of a long sales campaign, this was achieved successfully with the inclusion of Lenovo for the very first time, with an award in August 2013, for all three Lots of the contract, including services business. My Role included the following:

• Leading HE Virtual sales team to ensure cohesion, incl account mapping for all regions (in conjunction with Lenovo account Team members for all regions (Scotland, Ireland and Wales)
• Sales Lead for contractual negotiation and adhering to and Managing Customer Service Levels throughout the duration of the contract
• Partner engagement/management to ensure service and deliverable targets are monitored and met in line with commercial contract deliverables.
• Quarterly Review Management- Delivery to all key customer contacts and Senior NDNA, C Level board member stakeholders
• Positioning of Lenovo wider services and facilitation of solution's specific to the Education market
• Collation of contract management information reporting data for review and quarterly customer meetings
• Evangelist for all Lenovo products and services, including national exhibitions and customer presentations
• Gatekeeper, for all pricing (P&L) to ensure commercial commitments is adhered to
• Escalation point for all commercially related topics and all aspects of the relationship with the board of NDNA
• Driving all marketing campaigns and demand generation programs
• Full responsibility for Tender responses on behalf of Lenovo UK
• Upsold and cross-sold complementary products to help boost revenue.
• Exceeding the HE sector sales quota, for the first time ever,within the history of Lenovo UK
• Grew customer base by identifying needs to deliver relevant product solutions that met client budgets and schedules.
• Conducted market and competitor analysis to identify growth opportunities.
• Instrumental in delivering net new growth for Lenovo and a healthy pipeline of higher education business now operating at $60m pa.

A very successful period of my career was attained at HP Inc. For the last nine years of my tenure at HP, I specifically worked within the central government space, namely the defence space, managing HP's largest central government contracts. This included the MOD DII/Atlas contract, Ministry of Justice, Department for Work and Pensions, and HMRC, to name a few.

In addition, my experience also includes responsibility for various public sector verticals such as UK Transport and Education sectors.

My remit was, to increase Hewlett-Packard's breadth of product and services spread, by mapping deliverables to customer business needs.

This was achieved by

• Gaining an understanding of the customer's strategic and commercial IT strategy and pre-empting possible, areas for revenue growth and market share, namely, leading with mobility, VDI solutions and workspace
• Delivering £18m of revenue in 2012 to the public sector P&L, whilst consistently over achieving quota and margin targets with the highest ever share of wallet across all product lines and services
• Sole responsibility for the introduction of new technology and product information flow to both IT and commercial procurement functions.
• Monitoring HP's contractual commitments based on specific customer terms and conditions, with quarterly review and SLA performance meetings
• Facilitating / Hosting of end user customer advisory focus groups on behalf of HP
• Sole responsibility for proposal and tender responses on behalf of Hewlett-Packard's personal systems group including, E-auctions and all commercial contract negotiations
• Key Partner Engagement with Intel and Microsoft counterparts
• Managing a virtual team of product specialists and overlay functions.
• In addition, a very large part of my performance and results were achieved by working strategically with many of the UK's largest systems integrators, developing alliances. These included, DXC, Sopra Serco, Cap Gemini and Capita.
• My last 6 months of employment at HP included a newly developed role specifically seconded to working with Computacenter, to drive net new commercial and public sector business, on behalf of HP. This proved to be a successful assignment, which gleamed significant results

During my time at Fujitsu Services, I worked with many large commercial and enterprise customers across a varied selection of vertical customer segments, including, Finance, Telecom, Retail, Manufacturing and Outsourcing/Systems Integrator' s

Employed as, a senior account manager, covering a geographical southern based patch. My remit was to maintain and increase Fujitsu's presence within the install base, as well as progress new business opportunities within the designated area

• Established performance goals aligned with account targets for 20% year-on-year account growth and profitability.
• Determined client needs to help tailor onboarding experience and identify cross-selling opportunities.
• Selling the breadth of Fujitsu's product and services portfolio, including:
• Data Center , Server, Networking and Storage sales
• Break fix and mission critical services contracts
• Software Licensing
• Consultancy Services
• PC / Client Devices & configuration services
• Running my own profit and loss account, with a support team of 3 [including a technical account manager and internal sales support] my responsibilities, to my own business and long term profitability for the company required not only focus and self-motivation but also a high level of consistency in terms of the day to day management of my key customers such as Motorola, Credit Suisse, Standard Charted Bank, and Nomura.

Recruited to kick start the growth of key Accounts

Initially employed as a Business Development Manager, I later took on the additional responsibility of team leader.

Managing five members of the sales team and with access to one of the industry's largest customer database, the challenge was to establish Insight, as a credible corporate VAR, offering Multi-vendor products and integration services, to large commercial and enterprise accounts

• Maintained client records in bespoke CRM systems, ensuring streamlined data processes for maximum efficiency.
• Coached team to build client relationships and exceed sales targets.
• Updated sales strategies using data to improve standard team practices.
• Secured new commercial opportunities by strengthening sales pipeline with senior business teams.
• Aligned team activities towards ambitious growth plans to achieve impressive, lasting results.

Hired originally as sales support executive, assisting several field based account managers

• Providing, both back up, and assistance on a day to day basis, looking after customers such as Eastern Electricity, Citibank, BP and London Underground
• Increased revenue through upselling and consistent contract renewals.
• Generated leads through cold calling, industry networking and social media to reach monthly targets.
• Took inbound calls from prospective clients, offering detailed quotations and breakdown of benefits.
• Later promoted, to Corporate Account Executive, I took over the responsibility of managing the customers that I had previously maintained, in my former role as sales support
• Selling Both IT services software volume licence agreements and hardware.

Supporting five new business salesmen, my duties included shipment forecasts and general administrative duties, including tender responses, pricing analysis and OEM marketing support initiatives.

• Supported staff with administrative needs for photocopying, faxing and filing.
• Wrote professional letters, emails and memoranda for business communication.
• Processed new customer orders, coordinated related documentation and adjusted account balances.