Sipho Mavuya

• Maximize revenue through the:- direction and coaching of Sales Executives on Strategic Named Accounts and "key" vertical markets.
• Managing Channel Managers responsible for Middle East and Africa, and also managing Sales Team in South Africa.
• Creating Growth Strategies across all markets for direct and indirect business.
• Strengthening Global partnerships with our partners such as SAP.
• Creation and management of our sales strategy and the execution of it.
• Responsible for resource allocation including budget as well as the management of my team;.
• Performance appraisals and pay reviews of sales management and associated sales force.
• Articulate and align customer strategy with company solutions independently.
• Coaching teams on price negotiations and deal ownership using sales methodologies such as Challenger Selling.
• Manage sales team and all sales activities.
• Manage consulting activities in the area of complex IT transformations and collaborate with a team passionate about technology.
• Visit customers and potential customers alongside sales executives.
• Set sales targets and activity key performance indicators.
• Ensure reporting on progress towards KPI's.
• Networking and communication skills and create engagement with customers and field teams.
• Ensure sales goals are met within the organization's strategy and maintain the coordination with integral organization functions.
• Reason for leaving : Siemens offered a fixed contract Position whilst the VP motivated for the role, however the position was not approved by Siemens Digital Industries Software Global based on the size of the territory managed.

• For Government, Mining and Manufacturing Accounts.
• Built and strengthened relationships with new and existing accounts to drive revenue growth.
• Liaised between account holders and various departments.
• Onboard Lenovo onto the SITA Hardware Transversal
• Oversaw new business development and customer servicing.
• Strengthened customer relationships with proactive and collaborative approach to managing needs.
• Drove new business development through qualifying leads, building relationships and executing strategic sales.
• Prospected new clientele through networking, cold calling, canvassing and referrals.
• Stayed abreast of competitive landscape and emerging technologies to best position brand in global marketplace.
• Delivered targeted multi-platform integrated sales presentations, facilitating customer base expansion and revenue generation.
• Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
• Contacted customers as issues arose to provide prompt resolutions.
• Created and executed account strategies to present services to key decision makers.
• Delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.

• Built and strengthened relationships with new and existing accounts to drive revenue growth.
• Liaised between account holders and various departments.
• Collaborated with purchasing department to reconcile vendor invoices and facilitate payments.
• Strengthened customer relationships with proactive and collaborative approach to managing needs.
• Developed process improvements to increase efficiency and productivity and presented to management for approval.
• Drove new business development through qualifying leads, building relationships and executing strategic sales.
• Educated clients on new products and updated account information to maintain high standards of client service.
• Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
• Provided account oversight, validating practices and verifying contract compliance.
• Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships.
• Increased profitability and pipeline development by leveraging diverse marketing channels and sales strategies.
• Exceeded sales goals and market competitions through effective negotiation of product and material pricing, freight and delivery rates and employee payment terms.

• Certificate for Exalytics Solution Specialist Certificate for Exadata Coaching the Challenger Sales Training Siemens Sales Manager Certificate 2021.
• Resolved customer issues quickly and efficiently to enhance overall customer satisfaction ratings.
• Recommended new products and services to customers.
• Increased productivity by collaborating with management to develop process improvements.
• Identified issues through root cause analysis to implement corrective action.

• Portfolio – Northern Cape Province, North West Province, Lesotho and Swaziland.
• Drove Customer and Partner satisfaction by providing relevant and timely information and guidance and by developing valued relationships between Microsoft, their assigned Accounts and their Microsoft Partners.
• Grew Revenue across BGs and segments by cross-selling and collaboration with Dynamics and SAM Counterparts.
• Achieved and exceeded revenue quota through renewals, cross-sell and up-sell to existing Customer Base as well as won new Business.
• Drove Annuity / EA penetration in depth, drove annuity recapture of all expiring Agreements.
• Drove up-sold / cross-selling across scenarios (True-Ups) to promote and sell category products.
• Improved performance and productivity.
• Defined the core competencies to be improved through Coaching and Training.

• Responsible for a target of R15 million per annum.
• Managed Local Government and Government Agencies and all Local Municipalities, Local Government and SOE’s.
• Drove Unified Communication, Cloud Services and SharePoint as a collaborative Tool, Document Management and as a Web Content Manager Tool.
• Drove Management Tools, Configurations and Operations Servers, Virtualisation (HyperV) and a Microsoft Desktop Optimisation Pack (MDOP).
• Increased Revenue and Accounts / Business growth.
• Created Sales from new Accounts and grew Business.
• Managed Customers and Partners feedback and complaints on the Accounts.
• Managed Customer Expectation Agreements (CEA) and Memorandums of Understanding (MOU) with other Organisations and Programs.
• Presentation of Products and Services and collected Client’s requirements.
• Preparation of Contractual, Technical and Financial Proposals and managed Contract change notices, Work Orders and Purchase Orders.
• Managed the overall Account Budget as per each Client and provided Solutions that would not exceed the set Budget.
• Managed the Sales Pipeline at 200% current to the required Revenue.
• Engaged Customers in Core Infrastructure Optimisation discussions.
• Account Planning for the 20 Top Accounts working with Product Specialists.
• Set up at least 3 Executive Briefing Sessions every quarter for a Technology Roadmap with Customers.
• Enterprise Agreement Renewal and True up planning in advance.
• Continuous updating of skills assessment.
• Drove the Competitive Products discussions based on the Open Source Footprint in the Government space.
• Monthly and weekly forecasting.
• Assisted in scoping the usage of Premier Support and Software Assurance Benefits and Hours.
• Identified if Business Investment Funds were required by a Customer Project in terms of Revenue that they were planning to spend.
• Mentoring of new Consultants.
• Managed Accounts such as Johannesburg Water, Lesotho Government, Swaziland Government, ICASA, CIPRO, Rand Water, City Power, NECSA, Road Accident Fund and National Botanical Institute.
• Achievements:.
• Completed the fiscal quota 3 at 180% with a target of US$2 million for the quota.
• O Operational Excellence Award.
• Previous Responsibilities as Microsoft, :.
• Call Centre based responsible for supporting home users and Partners.
• Provided in depth Licensing Solutions to Partners.
• Provided in depth Information on Software Assurance Benefits.
• Proved Value of Software Asset Management.
• Provided training to Customers on how to manage their Licenses online.
• Partner Coaching in Volume License selling i.e.
• Data Centrix / First Technology / Business Connexion / TCM.
• Built and strengthened relationships with new and existing accounts to drive revenue growth.

• Advise resellers on the correct course of action to give end customers the best possible licensing solution, given the environment, business objective and budget constraints • Accurately and quickly prepare quotes for resellers, providing sufficient levels of detail where necessary to enable resellers to articulate the licensing message to end customers • Where required, attend end customer meetings together with resellers in order to assist in constructing the licensing bill of materials.

• Provided Licensing Advice from, (Original Equipment Manufacturer) to, Volumes Licenses.
• Provided benefits of each Microsoft License and advised on a suitable License to the Customer based on the size of their business.
• Assisted with Microsoft’s info on Technical Support, Software release and updates.
• Advised on Microsoft Technical Trainings and Certified Programs.
• Microsoft Free School Agreement Licensing and Non-Profit Organisations Licensing.
• Pre-Sales and entry level Support for end-Users at home, knowledge base articles assistance.
• Logged Technical Support queries for Clients that qualified for support and suggested alternatives for Clients that did not qualify for Support.
• Worked closely with Hardware Manufactures in most of the pre-installed Software Technical Support since they were the ones that offered Support on pre-installed and customised Software.
• Previous Responsibilities as Microsoft Fulfilment and Technical Specialist:.
• Updated Microsoft existing Clients on the Excel Database.
• Managed queries on Microsoft Software Patches for Desktops and Servers.
• Managed relationship with IT Administrators and IT Managers.
• Redirected Customers to the TechNet and MSDN Website (Pre-Sales).
• Escalated Customer Partner Experience queries (CPE).
• Managed Microsoft CD Dispatch and downloads(BETA’s and Updates),.
• Provided Microsoft Software compatibility information.
• Entry level of Technical Support.
• Responsible for Windows, Office and Server Updates and Service Packs as well as for Development Software updates such as Visual Studio.
• Advised on compatible Driver downloads to Microsoft and also on how to download Drivers from the Manufactures Website.
• Reason for leaving : Oracle headhunted him and he accepted in order to further develop.

• Responsible for Executive-level Sales engagements.
• Prepared individual Customer engagement strategies and plans.
• New Business development – some of the Clients he onboarded included PRASA / Shoprite / Business Connexion / IS Partners / Government Pension Fund / National Health Laboratory Services.
• Hunted new Engineer Systems (Converged Infrastructure) opportunities and progressed existing ones for closure.
• Maintained relationships with existing Customers and created new ones.
• Presentations to Executives on consolidation of Datacentres and Cloud offerings through Oracle Engineer Systems.
• Positioned Oracle’s Cloud and Datacentre Offerings as viable Business solutions.
• Mapped best practice processes and supported Service Providers’ capabilities to Customers’ business strategies, helped to map a targeted communications strategy and blueprint Architecture that delivered on the Business strategy.
• Created and managed Engineer Systems Pipeline.
• Cross-selling with Oracle Solutions between Hardware and Software and Services to increase deal values and to save costs for Customers in the long run.
• Identified, drove and closed deals for Engineer Systems.
• Defined and executed Sales strategies with the Account Sales Teams.
• Engaged with Key Oracle organisations (Software, Alliances) to sell a complete solution (Hardware, Software and Services).
• Built and maintained a Sales Funnel.
• Prepared and delivered Sales Presentations tying Product Advantages to Customer Business goals and objectives.
• Prepared Proposals / ROI / TCO Analysis and Business cases.
• Achievements: o Closed FY13 at 101% of quota.
• Achieved Solution Specialist Certificates for both Busines Intelligence / Analytics Appliance (Exalytics) and Database Machine (Exadata) and completed Training for Oracle SuperCluster.
• Reason for leaving : I found that the after-Sales service was not aligned to the readiness of the Market which effected credibility and I furthermore needed to take time out to care for my mother and thus resigned to take care of her.