PATRICIA A. BOSWELL-SAUL
Address: 7 Romeland Hill, Date of Birth: 29-03-46
Romeland,
St. Albans AL3 4ET,
Herts.
Telephone: 01727-844603(home) Email: pat.boswell@virgin.net
07974-920204 (mobile)
Nationality: British
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PROFILE
An experienced international sales professional, confident of making a major contribution to profitability.
17 years sales and account management experience
Strong track record in computer software sales
Extensive experience of overseas markets, including Scandinavia, Middle East and Sub-Saharan Africa
Successful development and management of indirect sales channels
Experience of negotiating at board level
Good interpersonal skills
ACHIEVEMENTS
Established substantial networks of distributors, VARs and OEMs
Significantly increased market share and company revenue
Consistently met and exceeded sales targets
RELEVANT EXPERIENCE
March 2001- Partner Business Manager UK & Ireland
December 2001 Ubizen Limited, London EC1.
(Managed Security Services and Application Level e-Security)
Responsible for establishing and managing channel partners
Negotiating reseller and consultancy agreements for services, software and training
Working with Strategic Alliance team to develop local relationships
Planning marketing activities for Ubizen UK and jointly with partners
Co-ordinating presales presentations and technical workshops
Assisting with Direct Sales operation
Managing UK Sales and Marketing Administrator
Working with Ubizen consultants to develop existing relationships
Joint revenue from direct and indirect sales on target (2.5M), however new partner business was discontinued due to 50% downsizing of company worldwide.
March 2000- Manager Channel Sales EMEA
December 2000 Tumbleweed Communications, Reading.
(Secure Advanced Communication and Messaging Solutions for
e-Business and e-Commerce)
Working as an extension of Business Development in the U.S., negotiating on Pan-
European basis to create ?push? for Worldwide agreements
Developing local relationships with respective Country Managers
Planning joint marketing activities
Co-ordinating consultancy, implementation and training services
No revenue targets set as no immediate revenue achievable from signings such as PWC, Deloitte etc., and original plans for reseller channel not adopted. Tumbleweed downsized by 20% in 2000.
August 1998- European Channel Sales Manager (contract)
January 2000 Legato Systems Ltd., Maidenhead.
(Data Storage, Protection & Availability Software for NT & UNIX)
Initially UK Country Manager, FullTime Software, Windsor, prior to
acquisition by Legato.
Responsible for the day-to-day management of the UK operation prior to acquisition by Legato Systems
Developing business via existing distribution channel and directly with major end-users. e.g., Bank of America, Morse, Esteem, Instinet, Thos. Cook, Chase Manhattan, JP Morgan, SEMA, Smallworld and Telekurs
Expanding the network of partners, e.g., BT and BT Laboratories
Co-ordinating consultancy and other technical services, including training
Planning sales and marketing activities
Managing the transition of FullTime products to Legato
Introducing FullTime products to Legato?s partners
Assisting Direct Sales force with major account prospects
Increased revenue by approximately 300%. Contract terminated as new Data Availability Division not implemented.
November 1996- International Sales Manager
June 1998 Avalan Technology Ltd., Watford.
(UK Master distributor for a range of UNIX products. Part of the
Softbank Group)
Responsible for the reintroduction of WordPerfect for UNIX to Europe & the
expansion of existing reseller network
Developed and managed indirect sales channels throughout Europe, the Middle
East and Africa
Established a network of 27 sub-distributors and 17 VARs, e.g Cisco Belgium,
Dupaco, Esoft, Information Technology, Ixtribute, Logical, Unidirect and TPLC
Identified and assessed new market opportunities
Liaised with software authors to implement licensing and pricing strategies
Planned and participated in sales and marketing activitie
Exceeded target by 200%. Corel, owners of WordPerfect, changed Avalan?s role from Master Distributor to Fulfillment House in order to appease major partners for other Corel products (CHS, Computer 2000 etc.)
August 1991- International Sales Manager
September 1996 Omniplex Ltd., Hemel Hempstead.
(Authors of UNIX to DOS integration and terminal emulation software &
computer-based training. Distributors of business software.)
Responsible for establishing and managing a network of OEMs, distributors and
resellers, mainly throughout Europe and Sub-Saharan Africa
Sourced new leads and built the channel
Planned both individual and joint marketing activities for Omniplex and channel
partners
Negotiated localisation of product and translation schedules
Signed agreements with 31 OEMs and distributors, e.g. NCR, Transmediar,
Almoayyed International, Neosis, Mart B.V., Miel, ICL, Gambia Telecom,
No set targets, commission only basis. Achieved sales of approximately 500K per annum. All own products eventually dropped due to lack of development and increased competition.
April 1985- International Account Manager
July 1991 Uniplex Ltd., Hemel Hempstead
(Authors of enterprise-wide & group business software for open systems)
Responsible for the development and management of indirect sales channels in Europe and the Middle East
Established a strong network of OEMs, distributors and resellers throughout
Europe and the Middle East
Signed agreements with 12 OEMs and distributors (from zero base) within 2 year
period, e.g. Altos, Sphinx, Frontline, SCOS, Nokia, ESA, HP Espanola, IBM
Portugal, Metrologie, Uniware, Ace oy
Negotiated localisation of product and translation schedules
Represented Uniplex at all major exhibitions, conferences, seminars and user-
group meetings as well as attending and interacting at internal management
meetings
Planned business development strategy for each territory, constructing annual
sales and marketing plans in conjunction with channel partners
Achieved significant increases in market share and company revenue, taking the Nordic region turnover from 60K to 1.6M and the combined territories of Portugal, Spain, Italy and Greece from 0.0K to 1.5M. Member of Achievers Club.
OTHER EMPLOYMENT
Property sales, recruitment and director level PA experience.
2 Years Gulf Air, Bahrain.
12 Years Pan American Airways, US & UK.
LANGUAGES
French
A knowledge of Spanish & Italian
INTERESTS
Cooking, reading, music, writing.
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