Matthew Hudson
Partner Channel Manager
Red Lodge,SFK
Summary
With almost a decade of experience in the cybersecurity industry, I specialize in driving business growth through strategic negotiation, partner management, and cultivating strong relationships. My expertise lies in aligning partner objectives with company goals, resulting in increased revenue and market share. I am dedicated to fostering growth within partner ecosystems and remaining at the forefront of this dynamic industry. Thriving on challenges, I utilize my communication skills to create a positive and productive work environment. I am eager to contribute my sales and partner management expertise to CACI and help facilitate the growth of high-impact partnerships.
Overview
10
10
years of professional experience
Work History
Partner Manager
Computacenter UK
London, England
8 2022 - Current
- Dedication to relationship building and channel facilitation
- By prioritizing robust relationship management and channel engagement
- Proficiently assisting both new and existing vendors in navigating intricate team structures within CC
- Currently overseeing relationships with three gold level security vendors and two silver level vendors as part of Computacenter's vendor segmentation programme
- Additionally, I manage relationships with seven smaller vendors, divided alphabetically, and maintain partnerships between two distribution partners
- Played a pivotal role in achieving extraordinary year on year growth for one gold level partner (will become a Platinum partner) with an incredible 498% increase, and another silver level vendor which experienced an impressive 160% growth (will become a gold partner)
- Managing complex multimillion value monthly forecasts for CC, conducting weekly forecast meetings with management teams, vendors and distribution partners as required
- Ensuring meticulous oversight of all deals over 100k, verifying commercial accuracy, product alignment, and providing up to date commentary
- Ensuring we are maximising and promoting commercial viability, working cleverly to gain extra margin, making use of rebate schemes in place with vendors and distribution
- Working with vendors to help grow and mature their partner programmes, discuss rebate schemes to help grow business.
Campaign Manager
Cyber Business Growth
01.2022 - 08.2022
- Responsible for running 5 x campaigns across top level security vendors, Fortinet, Palo Alto, Tenable, Trustwave & Forescout
- Managing a small team of SDR's, weekly cadence calls, monthly progress reports, helping them to develop their skills
- Cold & Warm calling to prospects (mainly CTO, CISO, level), as well as LI outreach
- Created job descriptions for whole company organisation, to help define what was expected from each role, campaign manager, SDR, operations, admin teams
- No processes or job descriptions were available when joined the company
- Weekly cadence calls with vendor teams and internal management to discuss progress
- Creation of timelines and business plans for each campaign, lasting between 3, 6 and 9 months
- Arranging marketing events to help gain interest, face to face events, running webinars etc.
Sales Manager - Support services
UK&I Sales
11.2018 - 01.2022
- Delivering weekly forecasts to the wider EMEA management board as well as to the UK management team
- Conducting large data mining analysis on business partners to assist in helping them in cost saving exercises VS Direct vendor support business
- Exploring alternative support options to bolster what we already offer
- Maintaining a steady margin retention based on previous years despite a large drop in staff members
- (6 to 2)
Senior Sales Specialist
Support Services
08.2016 - 11.2018
- A large part of this role was based around accurate forecasting of support quotations generated by the account management team
- Contacting resellers by telephone and e mail to help win and close important deals
- Working with account management team to secure deals by sharpening pricing and negotiating with customers
- Creating bespoke service packages to meet customers and end user's needs
- Assisting with forecasting deals, maintaining the support forecast for the UK, running back-order reports to ensure all orders are shipped for month / quarter end
- Learning how support fits into the IT industry and how important of a role it plays
- Being available throughout the day to assist sales teams and account management with queries and pricing issues
- Growing and establishing relationships with a much larger customer base.
Renewals Sales Specialist
ARROW ECS
08.2014 - 08.2016
- Learning to work in a much faster and high paced industry
- A massive emphasis on learning how to prioritise workloads, and making sure SLAs are adhered to when replying to e mails and answering enquiries
- Using my adaptable nature, communication, and personnel skills to their best to work in a new place with many new people, a different breed of customer and a completely different set of products
- Having to learn very quickly about the products I am quoting on for renewals
- Responsible for accurate completion of quotes with the correct information to help me with my forecasting
- Completing Bi-weekly forecast to vendor team plus management
- Gathering feedback on quotes and order via telephone and e mail to help me gather information to help build my forecast report
- Building a good rapport with my vendor team and with the renewals team at bluecoat to ensure a smooth working regime is kept
- Honing my negotiation skills to make sure margin is kept to a high level and no needless discounts are given
- Learning how to work professionally to make sure mistakes are kept to a minimum
- Making sure the correct people are kept in the loop with larger business to make sure they have visibility for forecasting and chasing purposes
- Taking ownership of quotes and orders to make sure they are processed in a professional and timely manner
- Sole winner of the support services incentive 2 years in a row - earning an extra 5k on my yearly salary.
Skills
Communication
Leadership
Fast Learner
Customer Service
Ability to Work Under Pressure
Ability to Work in a Team
Forecasting Skills
Presentation Skills
Business Planning
Interpersonal Skills
Business Relationship Management
Stakeholder Management
Partner Relationship Management
Industry Expertise
Marketing knowledge
Teamwork and Collaboration
Languages
English
Awards
- Award Winning partner manager.
- Rookie of the year GPMUK - 2022
- Unsung hero / partner manager of the year Trend Micro - 2023
Timeline
Campaign Manager
Cyber Business Growth
01.2022 - 08.2022
Sales Manager - Support services
UK&I Sales
11.2018 - 01.2022
Senior Sales Specialist
Support Services
08.2016 - 11.2018
Renewals Sales Specialist
ARROW ECS
08.2014 - 08.2016
Partner Manager
Computacenter UK
8 2022 - Current
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