Michael Roberts

Objective

Experienced Professional with a successful history of leading cross-functional international Professional Services teams and delivering customer solutions across Central and Eastern Europe.

Deep exposure to the Consulting industry gained in the Personal Delivery, Operational Management and Sale of Professional Services and Consulting Solutions.

Results driven, focused and consistently maintains a very positive “can do” attitude.

Summary

PROFESSIONAL AND PERSONAL ATTRIBUTES

Leadership skillsExperience in leading a Professional Services Business Unit

Virtual international team Management spanning several Time Zones Creation and Maintenance of a positive working environment Developing and delivering training to team members and sales forces in Germany and Europe.

Direct Coaching of my Team members Visionary Thinking and not afraid to go outside the box to achieve results

Ability to Lead and motivate even under Pressure

Business Management

Experienced in accurate forecasting and reporting within PS Business Units

Margin optimization initiatives

Experienced within Start-up and Mature Business environments

Knowledge Management and Collaboration experience

Business Development and Account Management Pro-Active New Customer acquisition Account Farming and Relationship management Marketing Activity definition and delivery

Channel Generation and ManagementAbility to Link Technology to Business challenges

Project management Project management and program management of the strategic customer projects Program managing implementation of the new services and products

Engagement Management for large ProjectsManaging the commercial aspects of the Project lifecycle

CommunicationExcellent interpersonal and communication skills Flexibility and good knowledge of the European culture and communication traditions highly proved success in developing and maintaining working relationships within strategic accounts. Strong presentation skills at all levelsAnalytical skills and strategic planningAnalyzing market trends and marketing requirements to continuously develop new products to increase company portfolio Common sense driven analytical thinking

Service Product definition and packaging Tactical planning ability in regards to target markets Solution delivery and customer communicationDeveloping and maintaining working relationships with strategic customers, Developing a deep understanding of customer business drivers and requirements. Keeping up to date on new technology trends and working closely with strategic partners. Managing the delivery of complex Professional Services and SolutionsQuality driven approach to Solution delivery.

Market Experience Telecommunications equipment vendors Telecommunications service providers Mobile Telecommunications service providers Start up Software application providers Defence SectorFinancial Services suppliers

Work History

Work History

Account Manager

http://www.ins.com

Responsible for the sale of Complex

Professional Services and solutions.

  • Driving Sales of complex Consulting services into new client base.
  • Extending current accounts to include wider portfolio depth
  • Utilized Question based selling techniques together with ROI/TCO techniques in order to raise the perceived value of Solutions offered
  • Market Segmentation and approach in order to accelerate Sale of Specific solutions
  • Global Account Management collaboration
  • Creation and Management of a Partner network (sell through model)
  • Key Achievements’
    • Defined Target markets geographically and vertically, implemented penetration plans and approach
    • Creation and Implementation of a “Boxed Security solutions” approach for quick wins
    • Defined Marketing strategy and actions to raise company profile
    • Created detailed Account plans in order to enable a collaborative approach to Account farming
    • Trained and mentored Consultants in Account Farming
    • Enhanced Pan-European Sales Collaboration
    • Implemented financial tracking tools and order management tracking at the Business unit level

Managing Consultant

http://www.ins.com

Professional Services Delivery Management

And Sales Support

·P&L responsibility for a Collaborative Business Unit covering Northern Germany

·Engagement management and Business development within current engagements ranging various technical Disciplines (IP Networking, Ethical Hacking, Security Assessments etc.)

·Programme and Project Management within various projects ranging from Software Development to Network rollouts

·Created European Managed Security services approach

·Management sponsor for European Security focus team

·Key Achievements’

oAchieved Highest Business Unit Utilisation and realisation across the Organisation Globally

oExtended my Business unit from 8 to 19 Consultants; personally conducted screening, interviewing and negotiated employment contracts.

oIncreased Client satisfaction and loyalty (CLI raised from 7.9 to 8.7)

oAchieved enhanced collaboration and communication within the Pan-European Security focus team

oDesigned a low cost,high realisation Security services strategy

oZero attrition within my Business Unit for a period of 3 years

oLowered Business Unit Operational expenditure and increased contribution margin

Network Systems Consultant

http://www.ins.com
Responsible for the delivery of multi disciplined Professional Services projects A detailed project overview can be supplied upon request.

·Key Achievements’

oAchieved Client IT OPEX reduction of 35%

oInterim Manager responsible for creation of strategies in a start up environment

oAssisted a major client in reworking the company portfolio and offerings

oSuccessfully Project managed a high value (USD 4 Million annually) Software development Project in a political environment

oPersonal Annual utilisation of 81% against company target of 68%

oExtended Projects and allowed for project up scope and the sale of additional INS Resources

oEnhanced time to completion for a Network rollout for an IP based Network

Skills

Skills

Program Management

Experienced in the Management of larger Technology orientated Programs

Account Management

Utilised as a field based Business Development and Acocunt Management professional, experienced in Generating company value statements, ROI Techniques, motivated and driven by success.

Business Leadership

Experienced in motivational leadership and Business unit efficiency, creating and maintaining a collaborative working environment and driving individuals towards personal excellence

Project Manager

Experienced in the field of Structured Project Management, personally managed Various high value technology Projects ranging from Software Development, Network Rollouts, Geo-Marketing, Business plan creation, Bid Management etc.