Steve M.

• Creating, communicating and executing the organization’s strategic plans • Stewardship of the organization's vision, mission, and overall direction • Partner strategy management • Operations management • Participating in industry-related events or associations

• Designing and executing new value chains (both input and output) for donor-funded projects in the Agriculture value chain.

• I drove the Channel sales of Storage, Content archival, Business Intelligence/Data warehousing and Internet of Things (IoT) solutions across all sectors in East Africa • I developed and managed the pipeline to meet business plans, identifying business drivers for a targeted solution area and providing accurate forecasts. This enabled me to consistently meet and exceed my annual quota • I built and strengthened regional account relationships to maximise future business opportunities for Hitachi including seeding hooks for organic growth

• I drove the Channel sales of Enterprise Servers, Storage and Engineered Systems into the Government of Kenya and Public utilities • I developed and managed pipeline to meet business plans, identifying business drivers for a targeted solution area and provided accurate forecasts • I built and strengthened account relationships to maximise future business opportunities for Oracle • I ensured strong adherence to Oracle corporate standards and way of doing business. • I carried out thorough assessment and analysis of potential solution needs at targeted customers • I drove the sales process with all relevant parties such as Partners, Systems Integrators and executives • I selected, deployed, drove and coordinated the proposal team in our external pitches including presenting to customers

• I was 100% responsible for the NonStop Enterprise Division quote for Africa (excluding Egypt and South Africa) across all verticals. • I grew and developed business by maximising the business in existing accounts and generating opportunities to deliver new propositions in the market. • I managed the Sales force across the continent to deliver on Nonstop Africa quota. • I delivered annual quota/margin targets for target accounts and markets • I developed strategic sales masterplan for the Africa region and its accounts • I developed and managed pipeline to meet business plans, identifying business drivers for a targeted solution area and provided accurate forecasts • I generated, managed and closed opportunities for Business Critical Systems (BCS) NonStop AFRICA

What I Did • I developed new business in named enterprise accounts (Telcos, FSI, healthcare and Government) in Kenya, Zambia and Malawi • I managed existing global accounts that had presence and affiliates in my territory • I grew revenues along all EMC product lines: hardware, software and services. • I competitively and successfully positioned EMC solutions in my accounts mainly against NetApps, IBM and HP. • I supported partner sales efforts. • I made regular visits to the clients in my portfolio and maintained personal networks with key players and decision makers to ringfence our instalbase and organically grow our wallet share

Developed and executed strategies for the sale of IP solution product lines: Cisco IP Telephony, EMC Storage and Sony Videoconferencing, as well as developing and growing sales in VSAT, IP Solutions, Internet Connectivity and VOIP.

Relationship selling for corporate clients, handling customer complaints and objections, formulation of Integrated Solutions for client requirements as well as Sales Presentations and Follow-ups