Tom Mc Intyre

Career Objective

My career focus remains aligned to Global Account Leadership .

I am seeking opportunities to further develop my Global Account Management skills through a combination of  continual exposure to challenging customer opportunities coupled with on the job training and experience from within an organisation.

Key interests for me are:

Diversified portfolio, true Global engagement, high value relationship, sales in excess of  $100m, Global team responsibilities.

My ambition is to be recognised as an exceptional, customer orientated Global Account Director with strong sales leadership and coaching skill sets coupled with a track record of delivering results.

I aim to continue to develop my Sales Training skill set and to create opportunities to increase sales performance in other parts of the organisation.

Summary

A Senior Sales Executive with a proven track record over 20 years.

Proficient in complex sales methodology in both direct and indirect sales models.

Exceptional relationship and communication skills which foster Executive level engagements and generate sustainable win-win outcomes.

Consistently develops value based sales campaigns based on insight and understanding across the customer, market and competitive landscapes.

A history of significant contribution as both a Sale Executive and a Sales Manager.

Strong sales leadership and mentoring skills.

Interest

SCUBA, GOLF, RUNNING/FITNESS.

I am a member of my local Scuba Club and have qualified as Advanced PADI diver, with approx. 80 dives to my credit.

I belong to a Golf Society and a local Golf Club in Kent, playing weekly.

I am an active runner and a member of my local Gym.

Work History

Work History
Apr 2012 - Present

Global Account Director

Ciena

Responsible for Ciena's Global business with BT, including North America, LATAM, EMEA and APAC Regions.

Leading the alignment of our Global resources to better realise sales opportunities in all Regions.

Driving Global Account Strategy and implementation.

Leading on Ciena's Global new business activities across all regions.

BT Openreach Account Director 2010-12

Responsible for all aspects of Ciena's relationship with Openreach,and Sales lead on Ciena's campaign to secure Ethernet footprint in BT

Specific accomplishments include;

Establishing a range of  contacts at Director and Managing Director level across Services, Products, Sales and Marketing, resulting in an increased awareness of Ciena. Specifically Ciena is now recognised as a credible Ethernet Vendor to Openreach, with potential incremental revenues up to100M over 5 years.

Securing Ciena's Optical platform as key building block in the Openreach Optical Services portfolio - resulting in 15+M GBP of incremental revenue to Ciena in under 2 years.

Successful development of a Business Partnership relationship, inclusive of comprehensive Marketing Plan, joint Sales initiatives, Sales training and development workshops and joint go-to-market activities leading to an increased level of new business sales for Openreach and Ciena and an elevation of our relationship to that of a strategic supplier

In addition to my personal sales contribution, I am recognised as providing Sales coaching to colleagues and have recently been selected to help drive the adoption of the 'Challenger Sales Model' across the EMEA region.

2011 Awarded International Sales Team of the Year

BT GS and Openreach Account Director 2007-10

Responsible for all aspects of Ciena's relationship with BT GS and for establishing Openreach as a new market for Ciena.

Significant Achievements include:

Creating and driving a complex sales campaign to secure Ciena as the primary vendor to BT GS for their Wavestream portfolio,successfully removing the incumbent supplier in the process (Cisco). Resultant revenue streams to Ciena are circa 15M to date.

Securing BT GS as our first BT Biz Connect (Ciena's Partner Program) participant in the UK  - creating and driving a joint go-to-market campaign across BT Products, Sales and Marketing and providing Sales leadership to establish a framework for future business.

Leading a virtual team across EMEA to leverage the UK success for Ciena's optical portfolio into other EMEA based BT GS Account Teams  - leading to an increased level of optical business for Ciena across Europe.

I commenced a series of new business sales initiiatives in Openreach to establish Ciena as a viable optical and Ethernet Vendor,including Sales workshops, Executive presentations, Marketing seminars, sales training forums etc. resulting in a broad based 'understanding' within Openreach of Ciena's capabilities and building a platform for future opportunities.

Awarded Ciena Honour Circle (Sales Excellence) in 2008

Awarded President's Club (top 10% Sales achievement) in2007

BT 21C Account Director 2004 - 07

Working directly with the Regional Sales Director, I was the primary Account Director providing significant Sales contribution to Ciena's campaign to establish a sustainable long term optical business within BT through selection as one of two Vendors for Optical Transport under BT's 21C Project, culminating in a successful award in 2005. Revenues to date are circa 300M

Responsible for all day to day sales activities during the tendering process, including developing and driving sales plans for short, medium and longer term activities. Providing sales input to both technical and non- technical contributors. Building Executive briefing documents and contributing to Senior Executive checkpoint calls during sales strategy formulation and execution.

Post award I was responsible for establishing the BT/Ciena  Account Team interfaces, managing the Governance process and building the day to day infrastructure to ensure revenue and bookings continuity.

Awarded Ciena Honour Circle (Sales Excellence) in 2005

Awarded International  Sales Person of the Year 2005 in recognition of the 21C win.

2000 - 2004

Account Director

Ciena

Account Director Iaxis.

Responsible for new Sales and Account Management during the delivery of pan-European Transmission network. Target in excess of $25M. A mix of new and existing business opportunities.

New Business Sales in Central Europe.

Successfully bid for Transmission network build through six Eastern European countries and exceeded $10M sales target. Implemented an Account Management framework to provide a sustainable customer interface post implementation.

Interoute Account Director.

A blend of new and existing business opportunities ranging from 5m to 15M over a period of 2 years, successfully executed sales campaigns to meet target,

1997 - 2000

UK Sales Manager

Honeywell Network Solutions

UK Sales Manager - Major Accounts 1998 - 2000

Responsible for managing a team of 6 Account managers across a number of Honeywell's major customers, including BT, British Airways, MOD, Marconi, British Petroleum, and a broader range of other clients in Finance, Retail, Manufacturing and Education markets. Team target was in excess of $25M

Responsibilities included creation and management of individual sales plans, all aspects of man-management, recruitment and dismissal,  performance reviews and financial reporting to Senior Management. I successfully achieved team targets in both 1998 and 1999.

UK Sales Manager - New Business 1996 - 1998

Responsible for managing a Sales team of three New Business individuals driving incremental revenues across the entire UK market place. Team target was in excess of $8M

Key achievements include securing Royal Bank of Scotland as a new client with incremental revenues of 2.5M and exceeding target by 120% in 1998.

1996 - 1998

Territory Sales Leader

Digital Equipment C o Ltd.

Network Products Business, Territory Manager, London

Primary objective was to establish a credible business presence and an associated revenue stream for Digital in the Greater London Territory.

Responsibilities included:

Creation of marketing and sales collateral to address specific markets - (Finance, insurance, Retail Banking, Merchant Banking etc.) Development and ownership of joint sales campaigns with Digital's Channel Partners.

Direct end user engagement for 'high touch' sales activities - including Sales seminars,cold calling, exhibitions and trade show attendance.

Significant achievement includes increasing Digital's network sales to it's established customer base by approx 12M in over two years (10M to approx 22M), securing major contact wins with Lazzard Brothers, Bank of America and Bank of Kuwait. Exceeded target in both 1995 and 1996 and awarded membership of

Digital 100 Club, Sales Excellence Award 1996

Digital 100 Club, Sales Excellence Award 1997

Network Services Sales Account Manager 1993 through 1995

Responsible for Sales of Digital's Network Services (Consultancy, Design,Project Management, 3rd party subcontracting) to existing and new business customers in the London Territory. Verticals included Finance, Insurance, Petrochemical, Healthcare, Retail and SME.

Education

Education
Jan 1982 - 1986

Electronic Engineering (ONC/HND)

GEC Avionice/Horstead College

5 year Student Apprenticeship through GEC avionics Rochester Kent,studying Electronic Engineering.

Skills

Skills

Sales mentorship

I have provided sales mentorship both within the BT account team, and to a broader sales and technical sales audience over the past 5 years.   I have recently completed a 3 day Sales Challenger Workshop, with a view to driving this methodology through the EMEA region as part of a broader Sales education process.

Communication

As a front line Senior Sales Executive my communication skills need to be exceptional. My sales campaigns are always based on a solid and thorough understanding of the key individuals and the business problems they are addressing. Communication skills are an essential component of this process.

Complex Sales Methodology

Deployed in almost all sales campaigns within BT since 2004