Paul Howe
Kippa Ring,Queensland
Summary
Summary and Objective I am an ambitious, results-driven sales professional. I have expertise in sales, marketing and negotiation. Proven track record within large Multi-National vendors and large Australian based Companies. Successful career professional with extensive business experience capitalize on market trends, identifying profit potential and maximize market share. An ability to quickly develop positive client rapport, establish solid, lasting business relationships and acquire new business while developing existing accounts. Creative Business Owner with exceptional background spent in Building Industry Proven leader with engaging demeanor and success working in most demanding environments. Talented in training and mentoring successful teams.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Business Owner
Hire A Hubby Nundah
08.2018 - 08.2023
- Developed and implemented marketing strategies to generate new customers and increase sales and profit margins.
- Consulted with customers to assess needs and propose optimal solutions.
- Promoted business via social media to generate leads and maximize brand identity.
- Participated in business events, conferences and trade shows to promote products and network with business owners and prospective clients.
- Interacted well with customers to build connections and nurture relationships.
- Implemented business strategies, increasing revenue and effectively targeting new markets.
- Identified and qualified customer needs and negotiated and closed profitable projects with high success rate.
Major Account and Channel Manager
Fortinet
07.2014 - 07.2017
- QLD and NT Fortinet International
- Fortinet delivers High Performance Network Security Solutions that help customers protect their networks, users and data from continually evolving threats
- Fortinet provides security and wired and wireless networking solutions based on Hardware, Software and SaaS models (and or a mixture of all)
- My role had dual responsibilities:
- Direct end user relationship and account management to a large established base of Enterprise Accounts – cross and upsell into these accounts and ensure their renewal subscriptions and support are maintained
- (10% of my day)
- The second component focuses on driving and growing revenue through the Fortinet Channel partner community
- The role is (90% of my day) based on prospecting for new business with in the regions l manage
- I have total accountability for the quota across these regions –the expectation is of 30% plus growth year on year
- As Fortinet is 100% channel focused l also assist Channel with the completion of tender responses, arrange technical updates for Channel System Engineers (though a Fortinet SE), and provide regular updates to Account Managers, Sales Managers within the channel community
- L over achieved my revenue quota and have been successful in winning 20 plus new large accounts for Fortinet.
Senior Account Executive
Enterprise and Government Telstra Corporation
01.2014 - 07.2014
- My primary responsibilities in that role was to manage the relationship with a portfolio of Enterprise customers with annual revenue surpassing $23M
- Specifically the role entailed broadening the conversation within the client base to target opportunities within the Telstra Managed Services offering in Cloud, Security, Managed Networks and Unified Communications and mobility
- The portfolio of customers was diverse and made up of larger Enterprise customers based in Queensland
- I was approached by Fortinet and offered a significant package to join the company.
Enterprise Account Manager
Hewlett-Packard Australia
04.2004 - 10.2013
- As the Enterprise Account Manager Victorian Government, Health and Education Markets, Overall responsible for the end customer relationships and driving the account strategy for HP Enterprise Group Virtual Team
- (This incorporates, Servers, Storage, Networking, Automation Software, Support Services, and Consulting Services, Support Contract renewals in the Victorian Government, Health and Education market)
- Average yearly targets ranged $15M USD and up
- Prospect for new business opportunities within my allocated account base
- Specific Responsibility:
- Developing sales strategies and “close” plans with clear milestones and responsibilities (often long and complex sales cycles)
- Negotiate contracts with new and existing customers
- Work closely with a team of Product Specialists to sell HP products and services
- Leverage HP Channel partner relationships; help develop partner / customer relationships, in order to drive business opportunities
- Increasing HP’s share of wallet in the allocated account base
- Weekly Reporting on status new and existing opportunities, risks and obstacles to closing the sales
- Achievements
- Successfully develop strong relationships in Central Govt - CenITex, DoJ, DHS, Victoria Police, Work Safe/TAC, State Revenue Office, Treasury and all other sub agencies
- Education, Department of Education, RMIT, La Trobe, Swinburne, University of Melbourne, Deakin etc
- Health – all large Health Departments and Hospitals
- Won a contract to supply a $1.1M High Performance Compute environment to VPAC (Victorian Partnership for Applied Computing) - for use by RMIT and Latrobe University
- 1M Converged Platform and software to replace and consolidate the TAC/Work safe x 86 Compute environments
- RMIT – High Performance Compute cluster - $1.5M, Virtual Server Farm $ 700K
- Continued to expand the HP Converged infrastructure foot print in NAB - $3.5M.( 4th largest HP Matrix -Data Centre Automations Software - customer globally)
Converged Infrastructure Specialist
HP
04.2004 - 03.2012
HP Matrix, National Australia Bank
01.2009 - 01.2010
- Achieved 365% of Quota
- Sold, Automation Software and Hardware Solution to, (NAB - now the 4th largest HP Matrix Software customer globally)
- And because of the NAB sale l won the 2011 Winners Summit Award - this Summit is reserved for the top 5% of HP sales achievers worldwide
- 2010 HP Golden Goal Award – Awarded for wining a significant strategic 5 year contract for supply of Infrastructure to CenITex
- Awarded “Commercial Account Manager of the Year”.
Education
No Degree - Business Studies
La Trobe University
Bendigo, VICSkills
- Approachable and Outgoing
- Work Planning and Prioritization
- Negotiation
- New Business Development
- KPI Performance
- Financial Planning
- Vendor Relationship Management
Certification
Rogen-SI
Portfolio Management
Presentation skills
Alcuin
Consultative selling.
Target account selling ( TAS)
Win/ Win Negotiations
The Phycology of Persuasion
Timeline
Business Owner
Hire A Hubby Nundah
08.2018 - 08.2023
Major Account and Channel Manager
Fortinet
07.2014 - 07.2017
Senior Account Executive
Enterprise and Government Telstra Corporation
01.2014 - 07.2014
HP Matrix, National Australia Bank
01.2009 - 01.2010
Enterprise Account Manager
Hewlett-Packard Australia
04.2004 - 10.2013
Converged Infrastructure Specialist
HP
04.2004 - 03.2012
No Degree - Business Studies
La Trobe University
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