Sheridan Higgs

• • Managed a dynamic team of 8-12 international account managers across various locations in the UK, providing leadership and guidance to ensure high performance and professional growth.

• • Led the recruitment, training, and development of team members, promoting a culture of continuous improvement and skill enhancement through regular coaching sessions and one-on-one meetings.

• • Monitored and tracked team performance metrics, including calls, meetings, gross margin, and year-over-year growth, using data-driven insights to identify areas for improvement and implement effective strategies.

• • Executed comprehensive account plans, collaborating with vendor and distribution networks to optimise sales opportunities and drive business growth.

• • Shadowed and conducted customer meetings to present business offerings, enhance team coaching, and build strong customer relationships.

• • Provided daily updates and motivational communication to the team, maintaining a clear focus on progress towards targets and promoting a positive team environment.

• • Collaborated closely with other leadership members to ensure alignment of team goals with overall business objectives, contributing to strategic planning and execution.

• • Participated in solutions architecture discussions, playing a key role in building, closing, and managing sales opportunities.

• • Encouraged and incorporated regular feedback from team members to refine management approaches, ensuring effective support and engagement tailored to individual motivations and aspirations.

• • Demonstrated strong performance by achieving substantial sales targets in 2020 as a new entrant to the business, showcasing ability to quickly adapt and excel.

• • Successfully generated new business leads through a combination of self-initiated marketing campaigns, cold calling, networking, and partner activities, significantly expanding the client base.

• • Conducted numerous client meetings within the northern territory, focusing on both public sector and commercial clients, driving business growth through tailored solutions.

• • Played a key role in responding to tenders, securing new business opportunities and enhancing the company's market presence.

• • Managed business development efforts for the northern region, specialising in public sector and commercial sectors, and ensuring tailored solutions to meet client needs.

• • Collaborated closely with the marketing team to create and manage personalised marketing campaigns, handling everything from subject matter development to follow-up and lead nurturing.

• • Built and maintained strong relationships with HPE and other business partners, leveraging these connections to access resources for scoping projects and generating leads.

• • Effectively balanced time between clients, new business acquisition, existing customer relationships, service providers, and vendors, optimising overall business development efforts.

• • Passionately identified decision drivers, solved client problems, and helped clients achieve their goals through technology solutions, with a focus on server, storage, and networking.

• • Led lead generation activities through targeted marketing campaigns and cold calling, identifying key decision makers and stakeholders within client organisations to drive business growth.

• • Maintained and forecasted a robust sales pipeline, ensuring accurate updates to the CRM system, and efficiently managed all relevant training programmes, keeping the team well-informed and prepared.

• • Achieved 104% of $240k annual revenue target by implementing strategic sales initiatives and maintaining proactive client engagement, effectively exceeding sales goals.

• • Played a pivotal role in driving sales of specialised cyber security services by prioritising proactive lead generation and developing robust client relationships. Delivered tailored solutions and ensured exceptional customer engagement, surpassing revenue targets for sustainable business growth and market expansion.

• • Spearheaded lead generation efforts through comprehensive cold calling, targeted marketing campaigns, and strategic networking, leading toa consistently strong and qualified sales pipeline.

• • Conducted in-depth client meetings to thoroughly assess cyber security needs, proposing and implementing tailored solutions that significantly bolstered client security posture and satisfaction.

• • Managed the entire sales cycle meticulously from initial contact through to seamless service delivery, ensuring exceptional customer experience and retention.

• • Successfully responded to tenders, securing new business opportunities and expanding market presence across diverse industry verticals through effective proposal management and negotiation.