Marianne's Resume

Marianne

Global

Female

Sales Manager/Supervisor

Live in Portugal

Nationality Portugal

Global
Hewlett Packard Enterprise
2024.05-Current
(2 years)
HPE Tech Care Service and Channel Sales Readiness Lead Beja, Portugal 职位:Global Category Multivendor Services Lead HPE Pointnext Technology 职位:Services November 2022 - May 2024 (1 year 7 months) Portugal 职位:Third Party Maintainer EMEA Lead & Global Category Lead Multivendor 职位:Services April 2020 - November 2022 (2 years 8 months) Worldwide Enable a high-performance Operational Services’ Portfolio readiness organization, focusing on customer outcomes, with a holistic and comprehensive view of HPE solutions, differentiators, and value message. Design, define and launch strategies, programs, promos and incentives that support support each Sales Motion, GBUs & Geos achieving their order growth budget; while successfully positioning services upfront, defending the installed base and winning back deals from competitors. e2e OS Portfolio sales enablement and readiness strategy and planning for all sales motions, GBUs and Geos Design & orchestrate programs and campaigns to accelerate OS order growth Develop resources, sales playbooks, sales cards and collateral Design, develop and launch bonus, incentives and promos based on ROI Use data analytics to prioritize initiatives and target accounts (AccountPlanning/Heat Map) Host Governance and best practices sharing communities Market competitive studies and action plan execution Create repeatable and scalable readiness ecosystem Collaborate with the Geo CM to drive sales mastery Interlock with WW Sales, Segment GBUs, Channel, Marketing, Delivery, Portfolio, and Geos to prioritize initiatives Monitor and facilitate e2e offering process improvements cross organizations Monitor order budget achievement, YoY growth, pipeline growth and ROI 职位:Engagement and Pursuit Country Lead, HPE Ireland August 2019 - March 2020 (8 months) Ireland The Engagement Manager plays a variety of leadership roles in the Pursuit lifecycle. On smaller deals the Engagement Manager can perform the role of Business Developer, lead the solution development effort, manage negotiations with the customer, define contract terms & conditions and manage the internal company governance process to secure final approval for the deal. On larger deals the Engagement Manager takes over from the Business Developer (or Client Manager in the case of new business from existingaccount) to lead a team of Pursuit experts who assess client needs, fashion a solution, price a contract, secure internal company approvals and finally client agreement. The Engagement Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win. The role conducts negotiations at high level of the customer organization, on such complex outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics. Responsibilities: • Lead deal teams and represents the company to the customer for deals up to $20m TCV. • Responsible for assembling all required resources/skills to develop proposal, pursue and win deals. • Coordinates all deal team efforts with sponsorship of Country Manager. • Assists in opportunity qualification and risk assessment. • Responsible for validating/endorsing the technical solution for the deal. • Works with delivery to assure that solution design can be properly delivered. • Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines. • Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks. • Leads negotiations for large national deals and assists with large complex global deals. • Proactively manages all resource requirements throughout deal pursuit.
Sales Support Manager
Ergo
2019.02-2019.07
(6 months)
County Dublin, Ireland Document underlying sales processes to ensure there is clarity; process and ownership of each process. Support the adherence to process as defined. Create consistent and standardized sales collateral with marketing and product management support to ensure sales have the tools to do the job. Coordinate leads and opportunities from the below sales channels establishing the optimal process for each channel and identifying the appropriate owners (i.e. TSC; AM; BDM). MicroMail referrals to Ergo Microsoft referrals to Ergo Inbound leads Create the initial leads on CRM for traceability; forecasting and assignment of the appropriate owners for follow up. Act as the admin and bid mgmt. champion working with sales management with a continuous process improvement mindset. Mentor and lead the existing sales support team from an administration and account management perspective. Review and document current processes within Sales Support. Meet the team regularly for status updates; pipeline updates, forecasting. Report progress to sales management as per agreed KPI’s. Support the junior account manager with sales specific campaigns to drive opportunity and proactive communication with existing customers under the junior account manager's remit. Develop efficient sales support processes to support the wider team and business. Support Sales Management with reporting and data management in CRM. Support the development of the new sales CRM. 职位:Senior Bid Manager May 2018 - July 2019 (1 year 3 months) Dublin, Leinster, Ireland Managing the end-to-end bid process from inception through to winning the bid & solution delivery. Developing/implementing strategies that improve bid function, competitive position, delivery, & brand. Forming/leading/managing bid teams. Managing/controlling project resources & developing strong relationships with all consultants/PMs. Ensuring detailed/accurate gathering of customer/partner requirements. Preparing/reviewing commercial aspect of bids to ensure accurate pricing. Developing/managing/delivering comprehensive bid proposals/presentations. Negotiating with key stakeholders to achieve mutually beneficial outcomes & gain buy-in. Scoping solutions in-line with requirements. Collaborating with other functions to develop appropriate, competitive, fully costed & compliant bids, that are commercially & technically viable. Managing the end-to-end delivery of projects in-line with bid proposals & all targets. Creating/maintaining exceptionally high-quality documentation. Financial management of P&L & bid budgets. Gathering/analysing/presenting comprehensive reporting. Ensuring all risks are fully captured/documented/managed. Developing bid processes & frameworks to ensure compliance with relevant governance requirements. Leading/managing Bid Assurance processes to drive quality/relevance. Developing/managing effective knowledge management processes.
Bid, Proposal & Project Manager
Hewlett Packard Enterprise
2014.10-2018.04
(4 years)
3 years 11 months Leixlip, Ireland & Pursuit Manager of this leading multinational I.T. company, responsibilities include: Managing the end-to-end bid process from inception through to winning the bid & solution delivery. Developing/implementing strategies that improve bid function, competitive position, delivery, & brand. Forming/leading/managing bid teams. Managing/controlling project resources & developing strong relationships with all consultants/PMs. Ensuring detailed/accurate gathering of customer/partner requirements. Preparing/reviewing commercial aspect of bids to ensure accurate pricing. Developing/managing/delivering comprehensive bid proposals/presentations. Negotiating with key stakeholders to achieve mutually beneficial outcomes & gain buy-in. Scoping solutions in-line with requirements. Collaborating with other functions to develop appropriate, competitive, fully costed & compliant bids, that are commercially & technically viable. Managing the end-to-end delivery of projects in-line with bid proposals & all targets. Creating/maintaining exceptionally high-quality documentation. Financial management of P&L & bid budgets. Gathering/analysing/presenting comprehensive reporting. Ensuring all risks are fully captured/documented/managed. Developing bid processes & frameworks to ensure compliance with relevant governance requirements. Leading/managing Bid Assurance processes to drive quality/relevance. Developing/managing effective knowledge management processes. ACHIEVEMENTS: Delivered YoY improvements; 25% increase in bids submitted & improved win rate by 10%. Led bid team to the largest support bid win in the history of HPE Ireland. Key player in winning a bid with a large government body - new customer. Consistently recognised for delivering well above targets, developing accurate and reliable forecasts & being a highly competent resource controller. Recognised by customers for the quality of documentation produced. 职位:Bid Management/Proposal Management/Project Administation/TS 职位:Group Administrator Ireland June 2014 - October 2015 (1 year 5 months) Leixlip, County Kildare Bid Proposal Manager responsible for coordinating production and delivery of winning proposals and bids across capture and convert stages to support discipline units & team's growth strategies. Manage the bid/proposal qualification process for new opportunities. Manage virtual bid teams (including resourcing them) and inputs from a variety of stakeholders, typically involving contributions from sales, solution, product teams, finance, commercial, legal and delivery. Manage the customer's bid requirements gathering and mapping. Manage the scope definition against the customer requirements, ensuring customer relevance from a business and technical perspective. Manage the development of a compelling solution and proposal construct - ensuring timely delivery of compliant and commercially sound bids. Prepares and reviews the commercial aspects of the bid, ensuring all services are included in the final price to the customer. Bid Manage the proposal presentation. Leads and contribute to Commercial discussions and negotiations. Tracks and manage risks throughout the bid process. Contributes to the written proposal - both in terms of content and presentation (such as preparation of a management summary). Manage the bid budget. Manage effective knowledge capture and re-use of bid collateral including arranging post bid reviews and Win / Loss review and analysis Establishes effective transition into programme/project Delivery. 公司:A O Solutions 职位:Project Manager / Owner December 2010 - May 2014 (3 years 6 months) Ireland An independent provider of marketing and website design/creation services, responsibilities included: Working closely with customers to ensure effective and accurate requirements gathering. Scoping, managing and delivering a range of B2C projects covering marketing (incl. social media) and website design and creation.
Executive Assistant to Chief Operating Officer
Aer Lingus
2009.09-2010.05
(9 months)
Dublin Airport Main Duties:- Reporting directly to the COO, responsible for the day-to-day management of the COO's Office and supporting the COO in a number of areas including communications, management of executive level meetings, project management of strategic projects, tracking and monitoring of executive actions and delegation of actions on behalf of the COO as part of the Executive team. Act as proxy to the COO in internal and external meetings, as required. Build effective relationships with all Senior Executives and Directors within the company. Management of some strategic executive level projects, responsible for allocating resources, defining tasks, assigning responsibility, controlling and monitoring quality, scrutinizing progress and checking performance. Prioritise and manage multiple projects simultaneously, and follow through on issues in a timely manner. Maintain an executive and operations directors' level actions log and responsible for ensuring the timely completion of all actions. Interacting with both internal and external executives and assistants, to coordinate a variety of complex executive meetings. Review and summarize reports and documents. Complete research and prepare background / briefing documents. Providing the COO with status updates on all key projects / initiatives underway - escalation of issues and delays as required. Schedule the weekly Operations Team meetings and other executive level meetings. Prepare and manage the agendas, take and distribute the minutes of executive level meetings. Manage incoming and outgoing electronic communications on behalf of the COO. Draft executive level communications, documents, and reports as required.
Executive Team Administrator
Ernst & Young
2008.05-2009.01
(9 months)
County Dublin, Ireland Main Duties:- Provided full administrative support to the RAS Teams consisting of four (4) partners, two (2) directors and approximately 55 managers, including assistance in the preparation and formatting of high quality documents such as client proposals, reports and presentations to the highest standards using PowerPoint and Adobe Indesign. Support on the co-ordination of learning and development activities within the teams. Prepared general correspondence. Assisted with the billing clients at the end of every month as requested by Partners and Directors. Responsible for handling telephone calls and queries from clients in a professional manner. Maintained and updated electronic and manual filing systems of partners' portfolio. Made appointments, book and organise meetings. Took minutes of meetings. Organised social and marketing events as required. Made travel bookings as requested. Supported managers in group administrative tasks as requested. Assisted in web based research on the company's internal intranet and the World Wide Web. Dealt with and distribute routine correspondence on own initiative Complete and process timesheets and expenses as requested on system on a weekly basis.