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Pete Smith

Pete Smith  (No image)
Male, 55 yr. old from Bracknell
Birthday : May 28, 1963
Address : Bracknell
Berks,  United Kingdom
Relationship Status : single
Language Know : English, French, Spanish, Russian
Heigher Edu. : Some College
Occupation : European Business Development Manager
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New Business, Channel Development.

Job Description
Personal Profile

Highly motivated, experienced and Successful New Business sales person, comfortable negotiating with all decision makers, particularly at board level. Successful at new business start-ups and a flair for emerging markets, working with integrity, professionalism, drive and maturity to repeatedly deliver outstanding results.

End Users wins I have sold to include: Hewlett Packard, Turkish Airlines, Ericsson, Transco, Nat West, Citibank, Rank, Twinnings, Brewin Dolphin, ICL, Barclays, Scottish Power, Companies House, IBM Global Services, Grosvenor, Regus, and SITA.

About Me
Career History

INTELLIGUARD European Sales Manager (Contract) 06/09– Present

• Australian DDoS vendor providing latest generation Denial of Service attack protection solutions, new to EMEA. A Start-up, I am the first European sales person driving sales in to Europe. Recruiting a new European Channel, finding New End User customers from cold calling to close through the channel.

EMBARCADERO Nordic and EMM Partner Manger 04/08 – Present

• Previously Borland, bought by Embarcadero, who build Software Development, Database Enhancement and Middleware tools. I manage 16 distributors, in the Nordic and EMM region through structured business plans, driving marketing programs and closing key end-user projects with a direct touch approach.


Closed key European end user projects; Asseco, Visma Retail, Bulgarian Telecom, Albarakturk, BonevSoft
SAAB, Volvo.
FY08 – Increased new licence revenue in the region by 32%.
Built a strong new project pipeline from zero.


FY09 – Q1 - €540K, on target to reach €2.1M Target
FY08 – Q2, Q3, Q4 ’08 - €520K, €513K, €595K, Revenue – 98% Target

SOFTTEK European Business Development Manager (Contract) 09/06 – 02/08

• Softtek was a Nearshore Outsourcing company based in Mexico and Spain providing BPO, Application Development and Support services from Latin America. A complete green field site my remit was 100% New Business sales, to establish the viability of the first European sales office. Creating the Go to Market strategy and pipeline from zero, selling to European Enterprise end-users at CIO level with average sales cycles of 3-9 months.


End user projects sold such as MARS and Hewlett Packard throughout EMEA,


FY07 - £1.2M from Zero

SONICWALL INC Regional Sales Manger 01/04 – 06/06

• U.S. Firewall, and Internet Security company, my role was selling to and through the channel to end-user projects with a direct touch approach driving new business, and increasing incremental revenue from existing partners and new accounts. I managed the company’s main distributors and key partners via structured business plans and assisted partners in closing key projects. I also managed two internal sales and two funded sales heads.


Some end user projects sold to; Unilever, British Para Olympics, Rathbones, Strathclyde Police, SITA
08/05 – Promoted from Regional Distribution Manager to Regional Sales Manager
10/04 – Promoted from Channel Account Manager to Regional Distribution Manager


FY06 – Generated £3M Qualified Project Pipeline, Q1 - £3.4M, Q2 - £3.5M Revenue - 98% Target
FY05 – Record growth for Q1, Q2, Q3, Q4 ‘05 - £2.25M, £2.4M, £2.5M, £2.7M Revenue – 99% Target
FY04 – Grew the UK and Ireland Revenue 33% from £6M in ’03 to £8.5M in ’04 - 102% Target

CABLE & WIRELESS Partner Development Manager 10/00 – 12/03

• Responsible for driving new business, by selling C & W’s Hosting and Managed Services into Times Top 1000 accounts, through Systems Integrators, in two new divisions, ASP then Hosting. Sold at board level via “pull-through” sales method, systems were complex and integrated with an average 6-month sales cycle.


Sold ASP and Hosting Solutions to top corporate end users such as; Hilton Group, Apax Partners, Chase
Manhattan, Regus and Brunell University.
Sold the company’s first UK then Worldwide ASP End-User solution, then the first hosting team solution.
Top Sales person in ASP sales team, then became Top sales person in Partner Hosting Team.


FY03 – Achieved £3.5M hosting revenue, 138% performance on a £2.5M target, £12M qualified pipeline
FY02 – Achieved £1.3M hosting revenue, 100% performance on a £1.3M target, £3.4M qualified pipeline
FY01 – Achieved £460K ASP revenue, 116% performance on a £390K target

CLAM ASSOCIATES European Sales Manager 01/98 – 06/00

• U.S start-up specialising in providing software, services, and training of mission critical clustering technology around IBM’s UNIX systems. This was a green field site where I sold to blue-chip companies, creating a new and productive European Channel as well as closing new end user projects. Average sales cycle ranged from 1 – 6 months. My responsibilities also included driving CLAM’s value proposition, management of 15 staff, executing the Go to Market plan, sales strategy, and tactical implementation.


Sold large scale software, services and training solutions into top European corporate end-users at IT Director and
CTO level, such as IBM Global Services EMEA.
Built successful new customer relations, pioneered the firm’s successful and profitable entry into Europe.
Promoted to General Manager while still carrying out my duties as European sales Manager then offered the channel
Manager’s position in Boston US H.Q.


FY99 – Achieved $700K systems integration and training revenue 138% performance on a $500K target
FY99 – Generated $2.1M qualified systems integration and training pipeline
FY98 – Achieved $414K systems integration and training revenue 101% performance on a $400K target

PSL Senior Account Manager 10/95 - 01/98

BYTECH SYSTEMS Account Manager 09/94 - 10/95

IT SOUTHERN Major Accounts Manager 10/92 - 08/94

COLORGRAPHIC GROUP New Business Manager 10/89 - 08/92

LEGAL AND GENERAL Senior Sales Consultant 10/82 - 10/89

HAMBRO LIFE Direct Sales Associate 10/79 - 08/82


• Qualifications 7 CSE’s, 5 O Levels, TEC1 Science, BEC National Certificate – Business Studies,
6 of 9 Parts of Chartered Insurance Institute.

• Languages French: Lancaster College Level 1, London Chamber of Commerce Level 2. Spanish:
Lancaster College Level 1. Russian: Lancaster College Level 1, Surrey College Level 2.

• Sales Training SPIN Selling; CHAMPS Planning, Wickland and Westcott Account Development,
Dale Carnegie Motivation, In focus Business Planning and sales critique,
Strategic Board Level selling, MLP Time Effective Management. GBPA Partnering Skills.
Anthony Robbins Unleash The Power Within.

• Hobbies: Studied Martial Arts for 30 years reaching black belt instructor level, I also break in horses
And regularly go to the gym. For a short while I was a special constable in the local Police force.

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