Daniel JAKES JACOBS

Responsibilities:

Dedicated and results-driven Territory Sales Manager with a proven track record of exceeding sales targets and developing high-performing sales teams. Seeking a challenging opportunity to leverage my skills and experience in driving revenue growth and expanding market share for a dynamic organization.

Highly motivated and detail-oriented sales professional with 12 years of experience in sales and territory management. Skilled in developing and executing strategic sales plans, building and nurturing client relationships, and leading sales teams to achieve exceptional results. Adept at identifying market opportunities and implementing innovative sales strategies to drive business success. Proven ability to meet and exceed sales quotas and consistently deliver outstanding customer satisfaction.

Sales & Business Development:

• Develop and implement sales strategies to achieve assigned sales targets and quotas for the territory.
• Identify and qualify new sales leads, converting them into paying customers.
• Manage the sales cycle for assigned accounts, from initial contact to closing the deal.
• Conduct presentations and product demonstrations, effectively communicating the value proposition to customers.
• Stay up to date on industry trends and competitor activities to adjust sales strategies accordingly.
• Distribution relationship and management of marketing event to drive revenue and brand awareness.

Customer Relationship Management:

• Build and maintain strong, long-term relationships with existing customers, anticipating and addressing their needs.
• Manage and grow existing customer accounts, fostering loyalty and repeat business.
• Proactively identify new business opportunities within existing accounts.
• Address customer concerns, resolving issues promptly and maintaining customer satisfaction.

Team Leadership & Operations:

• Oversee the daily sales operations within the territory, ensuring efficient workflow and adherence to company policies.
• Mentor and coach assigned sales representatives, providing guidance and support to improve their performance.
• Analyze sales data and reports, identifying trends and areas for improvement.
• Develop and maintain accurate sales forecasts for the territory.
• Collaborate with other departments like marketing and customer service to ensure a seamless customer experience.

Additional Responsibilities:

• Participate in industry events, trade shows, and conferences to network and generate new leads.
• Prepare and submit sales reports to management, keeping them informed on territory performance.
• Maintain a strong understanding of the company's products and services, undergoing continuous learning.
• Travel throughout the assigned territory to meet with clients, as required by the role.
• Developed and implemented strategies to increase sales in assigned territory.
• Established relationships with key customers, vendors, and distributors in the area.
• Coordinated trade shows and other promotional events to raise brand awareness in the territory.
• Negotiated contracts with new clients while maintaining existing business relationships.
• Ensured compliance with company policies regarding pricing, promotions, warranties, returns.
• Created presentations for potential customers highlighting products' features and benefits.
• Monitored competitor activities in the region to ensure competitive advantage.
• Planned travel schedule for visiting partners within assigned territory on a regular basis.
• Maintained accurate records of all sales activities including orders placed, invoices issued, payments received.
• Met or exceeded established targets for revenue growth month over month.
• Maintained direct personal contact with all assigned accounts and fostered relations with new ones.

• Develop and implement sales strategies to achieve assigned sales targets and quotas for the territory
• Identify and qualify new sales leads, converting them into paying customers
• Manage the sales cycle for assigned accounts, from initial contact to closing the deal
• Conduct presentations and product demonstrations, effectively communicating the value proposition to customers
• Stay up to date on industry trends and competitor activities to adjust sales strategies accordingly
• Distribution relationship and management of marketing event to drive revenue and brand awareness
• Customer Relationship Management:
• Build and maintain strong, long-term relationships with existing customers, anticipating and addressing their needs
• Manage and grow existing customer accounts, fostering loyalty and repeat business
• Proactively identify new business opportunities within existing accounts
• Address customer concerns, resolving issues promptly and maintaining customer satisfaction
• Team Leadership & Operations:
• Oversee the daily sales operations within the territory, ensuring efficient workflow and adherence to company policies
• Mentor and coach assigned sales representatives, providing guidance and support to improve their performance
• Analyze sales data and reports, identifying trends and areas for improvement
• Develop and maintain accurate sales forecasts for the territory
• Collaborate with other departments like marketing and customer service to ensure a seamless customer experience
• Additional Responsibilities:
• Participate in industry events, trade shows, and conferences to network and generate new leads
• Prepare and submit sales reports to management, keeping them informed on territory performance
• Maintain a strong understanding of the company's products and services, undergoing continuous learning
• Travel throughout the assigned territory to meet with clients, as required by the role
• Sales Executive with 11 years of experience in B2B and B2C sales, consistently achieving and surpassing sales quotas
• Proven ability to identify, prospect, and nurture leads into valuable clients through strategic sales initiatives
• Strong negotiation and closing skills, with a focus on delivering tailored solutions to meet client needs
• Exceptional communication and interpersonal abilities, creating lasting rapport with clients and partners
• Proficient in utilizing sales and CRM software (e.g., Salesforce, HubSpot) to manage leads, track sales activities, and analyze performance data
• As part of my role, I manage Enterprise Opportunities within my assigned accounts
• Together we work on long- and short-term goals that adds value and provide outcomes that benefits them
• Strategic Customer Management:
• Develop and nurture deep relationships with key decision-makers and influencers within assigned enterprise accounts
• Act as the primary point of contact, ensuring clear communication and exceeding customer expectations
• Understand the client's business goals, challenges, and pain points, aligning solutions and strategies for maximum impact
• Identify and develop upselling and cross-selling opportunities to maximize account value
• Manage complex sales cycles, negotiating and closing deals with high revenue potential
• Develop and implement account management plans, outlining strategies for long-term success
• Growth & Revenue Generation:
• Conduct in-depth research to uncover new opportunities for expanding business within existing accounts
• Collaborate with internal teams like product development to ensure solutions meet evolving client needs
• Track and forecast account performance, measuring success against key metrics
• Maintain accurate sales pipeline for assigned accounts, ensuring a steady stream of revenue generation
• Proactively identify and mitigate risks that could impact account health or renewal
• Collaboration & Partnership:
• Foster strong working relationships with other departments (marketing, customer service, technical support) to deliver a cohesive customer experience
• Act as a liaison, bridging communication gaps between client and internal teams
• Collaborate with colleagues to develop and deliver strategic presentations and proposals
• Stay informed on industry trends and competitor landscape to maintain a competitive edge
• Additional Responsibilities:
• Participate in ongoing professional development to stay abreast of industry best practices
• Contribute to the development and implementation of enterprise sales strategies
• Mentor and coach junior sales representatives on handling complex enterprise accounts
• Prepare and submit comprehensive reports on account activities and performance.

• Role of Service Provider Manager in the VEEAM Cloud and Service Provider team focusing on Service Providers nationally
• My core focus was on helping service providers enable more VEEAM powered services to drive revenue and grow their platform
• I had a successful in displacing competitors and growing service provider platforms over the year and making VEEAM the platform of choice
• As part of my role, I manage Service Provider Opportunities within my assigned accounts
• Together we work on long- and short-term goals and how we can win more annuity business
• Client Relationship Management:
• Build and maintain strong, long-term relationships with key decision-makers within national accounts
• Act as the primary point of contact, ensuring clear communication and exceeding customer expectations
• Develop a deep understanding of the client's business strategy, challenges, and goals to identify and propose customized solutions
• Foster a sense of partnership by proactively addressing client needs and concerns
• Manage and resolve complex client issues, working collaboratively with internal teams as needed
• Strategic Growth and Revenue Generation:
• Develop and implement strategic account plans that drive revenue growth and maximize the lifetime value of each national account
• Identify upselling and cross-selling opportunities for new products, services, and solutions
• Negotiate and close high-value contracts with national accounts
• Track and forecast account performance, measuring success against key metrics
• Develop and maintain a healthy sales pipeline for assigned accounts, ensuring a steady stream of revenue
• Market Analysis and Competitive Intelligence:
• Stay informed on industry trends, competitor activities, and emerging technologies that may impact client needs or buying decisions
• Conduct market research and competitor analysis to develop winning sales strategies for national accounts
• Work collaboratively with product development teams to ensure solutions meet the evolving needs of national clients
• Collaboration and Leadership:
• Foster strong working relationships with various internal departments (marketing, customer service, technical support) to deliver a cohesive customer experience
• Act as a liaison, bridging communication gaps between client and internal teams
• Lead and coach junior sales representatives on handling complex national accounts
• Participate in cross-functional teams to develop and deliver strategic presentations and proposals for national accounts
• Additional Responsibilities:
• Participate in ongoing professional development to stay abreast of industry best practices and keep product knowledge current
• Prepare and submit comprehensive reports on account activities, performance metrics, and sales forecasts
• Travel throughout the country as needed to meet with clients and build relationships
• Contribute to the development and implementation of national sales strategies.

• The role of Sales Exec in the Hybrid IT team focusing on Service Providers nationally
• My core focus is on HP Servers, Storage, Converged/HyperConverged Systems and Technical Services/Consulting for deployment and migration
• I had multiple successful years overachieving my number and KPI’s
• As part of my role, I manage Service Provider Opportunities within my assigned accounts
• Together we work on long- and short-term goals and how we can win more annuity business
• Client Relationship Management:
• Develop and nurture strong relationships with key decision-makers at national accounts
• Serve as the primary point of contact, ensuring clear communication and exceeding client expectations
• Understand the client's business objectives, challenges, and pain points to tailor solutions and strategies for maximum impact
• Proactively identify opportunities to build deeper partnerships and enhance client satisfaction
• Address client concerns promptly and effectively, maintaining trust and loyalty
• Sales & Business Development:
• Develop and execute strategic account plans to achieve assigned sales targets for national accounts
• Conduct in-depth research to uncover new business opportunities within existing national accounts, focusing on upselling and cross-selling
• Prepare compelling sales presentations and proposals, effectively communicating the value proposition to national clients
• Negotiate and close high-value contracts, ensuring favorable terms for the company
• Track and forecast account performance, measuring success against key metrics and identifying areas for improvement
• Collaboration and Partnership:
• Foster strong working relationships with internal teams (marketing, customer service, technical support) to deliver a seamless customer experience
• Act as a bridge between client needs and internal resources, ensuring effective communication and collaboration
• Collaborate with colleagues to develop and deliver strategic presentations and proposals for national accounts
• Market Awareness and Competitive Intelligence:
• Stay informed on industry trends, competitor activities, and emerging technologies that could impact client needs and buying decisions
• Conduct market research to develop winning sales strategies for national accounts
• Advocate for client needs internally, influencing product development to ensure solutions remain competitive
• Additional Responsibilities:
• Participate in ongoing professional development to stay abreast of industry best practices and maintain product knowledge
• Analyze sales data and reports to identify trends and areas for improvement
• Prepare and submit comprehensive reports on account activities, performance metrics, and sales forecasts
• Travel throughout the country as needed to meet with clients and build relationships.

• The role of Datacenter and Hybrid Cloud sales specialist with a set of accounts assigned which include Queensland Government, commercial and PNG
• My core focus is on HP Servers, Converged/HyperConverged Systems and Technical Services/Consulting for deployment and migration
• I had an extremely successful 2016-2018 overachieving by 50% on my converged number and by 250% on my Services/Consulting number
• As part of my role, I manage Partner Opportunities within my assigned accounts
• The core partners I work with in Queensland is Data#3 and Datacom
• Together we deliver business outcomes to our customers
• Sales & Business Development:
• Prospect for and qualify new leads, identifying potential customers for server and storage solutions
• Develop a deep understanding of customer needs and challenges related to data storage, processing power, and infrastructure management
• Craft customized solutions by recommending appropriate server, storage hardware, and software configurations based on client requirements
• Deliver compelling sales presentations, effectively communicating the technical benefits and value proposition of the company's offerings
• Negotiate and close deals, securing sales contracts for server and storage solutions while maintaining profitability
• Manage the sales cycle for assigned leads and opportunities, ensuring timely follow-up and communication with potential customers
• Technical Expertise and Solution Design:
• Possess a strong understanding of server and storage hardware, including different server architectures (e.g., blade servers, rack servers), storage area networks (SANs), and network-attached storage (NAS)
• Stay updated on the latest server and storage technologies, trends, and competitor offerings
• Collaborate with technical teams (e.g., pre-sales engineers) to design and configure server and storage solutions that meet specific customer requirements
• Identify and recommend additional software or services to complement server and storage solutions, maximizing revenue potential per customer
• Customer Relationship Management:
• Build and maintain positive relationships with clients, acting as a trusted advisor on server and storage solutions
• Address customer concerns and troubleshoot any technical issues related to the sold solutions
• Proactively identify opportunities for upselling and cross-selling additional server, storage, or service offerings
• Track and monitor customer satisfaction, ensuring their needs are met and exceeding expectations
• Foster long-term client relationships, building loyalty and repeat business
• Additional Responsibilities:
• Participate in ongoing product training to stay knowledgeable about new server and storage technologies
• Prepare and submit sales reports, tracking performance metrics like leads generated, proposals submitted, and deals closed
• Assist with marketing initiatives related to server and storage solutions
• Travel to meet with clients as needed (depending on company structure and client location)

• Customer Demo's and Presentations
• Present and demonstrate current and new technologies to resellers and End Users
• Presentation and demos on HP Cloud, SAN, Storage, Converged Systems, Infrastructure Automation and Software Technologies
• Analysing current IT infrastructure and discussing the alignment of IT to the Business
• Key presentation delivery at major HP events (HP Technology at work, SNIA, HP solutions academy, Partner events)
• Solutions Design
• Advising on the replacement of current hardware IT infrastructure, drawing up the solution and presenting it to different levels of management within the business
• Summarise current environment, identifying key issues and limitations
• Describe short-term and long-term target Cloud and Infrastructure architectures and recommendations
• Create suggested target Cloud and Infrastructure layout for the customer with an emphasis on reliability, scalability and serviceability
• Go to market strategies
• Creating solutions bundles to capture business
• Manage reseller accounts by supporting them with all solutions designs
• Reseller Training
• Training Resellers on Cloud, Backup, Storage, Server and SAN technologies and how to position different technologies to their customers

• Analyse prospective and current customer requirements and develop profitable and suitable solutions to meet customer needs, often including complex solution architecture
• Liaise closely with Alphawest Practice Managers to ensure correct scoping and pricing solutions utilizing Alphawest services
• Responsible for helping sales team to identify and close specific sales opportunities
• Provide technical marketing of solution offerings
• Preparation of presentations, including to c-level clients
• Play a key role in the bid/no bid process ensuring bids are commercially viable, fit with strategy and provide expertise around risk and risk mitigation requirements
• Work closely with our vendors and customers as well as the professional services and sales teams to design and package solution offerings to take to the market
• Provide specialist guidance and advice with the relevant specialist area of HP product and service lines
• Leverage skill set to create bill of materials and place orders on HP directly
• Technologies involved are Blades, Rack mount servers, Storage, Double-Take, Commvault, VMware, Hyper-V, Symantec and Riverbed

• Business Development and Partner Recruitment
• Establishing and maintaining partner relationships
• Seeking new partners and creating action plans for successful engagements and ongoing business
• Aligning partners with a strategy that will allow them to become advisors to their clients
• Enabling partners to become solutions sellers
• Customer Demo's and Presentations
• Present and demonstrate current and new technologies to resellers and End Users
• Presentation and demo's on HDS SAN and Software Technologies
• Analyzing current IT infrastructure and discussing the alignment of IT to the Business
• Solutions Design
• Advising on the replacement of current hardware IT infrastructure, drawing up the solution and presenting it to different levels of management within the business
• Summarize current environment, identifying key issues and limitations
• Describe short-term and long-term target storage architectures and recommendations
• Create suggested target storage layout for the customer with an emphasis on reliability, scalability, and serviceability
• Go to market strategies
• Creating solutions bundles to capture business
• Strategic account management
• Managing reseller accounts by supporting them with all solutions designs
• Reseller Training
• Training Resellers on SAN technologies and how to position different technologies to their customers.

• Customer Demo's and Presentations
• Present and demonstrate current and new technologies to resellers and End Users
• Presentation and demos on HP Blade, SAN, Storage and Management software
• Analysing current IT infrastructure and discussing the alignment of IT to the Business
• Solutions Design
• Advising on the replacement of current hardware IT infrastructure, drawing up the solution and presenting it to different levels of management within the business
• Summarize current environment, identifying key issues and limitations
• Describe short-term and long-term target storage architectures and recommendations
• Create suggested target storage layout for the customer with an emphasis on reliability, scalability and serviceability
• Go to market strategies
• Creating solutions bundles to capture business
• Strategic account management
• Managing reseller accounts by supporting them with all solutions designs
• Reseller Training
• Training Resellers on SAN technologies and how to position different technologies to their customers

• Head up HP Warranty Services
• Develop strategies to grow the Managed Services offering including contract evaluation, handling of all customer escalations, people management, process management, project management, claim approvals, resource desk management, customer escalations, KPI’s (Measurement of all EMEA Stats for Performance)
• Senior Solutions Architecture including drawing up HP SAN and storage solutions and presenting it to customers

• Handling of all customer escalations, People Management
• Process Management
• Project Management
• Claim Approvals
• Resource Desk Management
• KPI (Measurement of all EMEA Stats for Performance)

• Solutions Architecture
• Storage Consulting and Design Including, Storage Area Networks (SAN), Enterprise Backup Solutions, Cluster Solutions, Proof of Concepts (POC), Escalations
• Hardware Support
• Support of all Compaq Servers, Support of HSG Storage, Support of EVA Storage, Support of MSA Storage, Support of all DLT Libraries, SAN Design and Implementation, Implementation of Blade Servers
• Software Support
• Installations, Configuration and Supporting Windows 95/98/Millennium/NT/2000/2003
• Implementing and Supporting Microsoft Clusters, Support of Storage Works Secure Path, Support of Storage Works Virtual Replicator, Configuration of Storage Including EVA, EVA Escalations Expert, ESL and MSL Escalations Expert, RDP Implementation

• Site Management
• Various types of desktop PCs and laptops including Compaq, Dell, LANIX, Fujitsu, LAPTECH etc
• Madge Network Adapters
• Network and Modem PCMCIA Cards
• Various Peripherals including HP Printers, Minolta Printers, CD-ROM’s, Image Scanners, etc
• All upgrades including memory, CPU, Hard disk drives, etc.

• Installation of PCs and Printers
• Set-up Laser Printers onto a Network
• Set PCs Up Operate on a Network
• Upgrade PCs Ram
• Installation of IP Addresses on PCs
• Set-up of LAN Workplace Pro and Oracle

• Office 97, Dos 5.0-6.22, Windows 95, Windows 98, Windows NT 4.0
• Workstation, Dial-up, Internet, BCS, MCS, Outlook mail
• Network Support Windows NT 4.0 Server, Novell NetWare 3.2(Y2K Compliant)