My role mainly comprises of managing a set of accounts, for typically no more than 60 companies. I have to get to know the company and the key decision makers and influencers within that company and find out what issues they are having. For a sales person, issues and problems equals opportunity. And solving those issues through purchasing solutions from me makes the customer and the company I work for happy. I’m the doorway into Dell for the customer so I have to make sure that they get access to the right subject matter expert who can give them the information they need in a timely manner. The rest of my role is acquisition, so contacting non-spending companies, developing a relationship to a level where we are one of their trusted technology advisers.
My hobbies include tennis, mountain biking & watching rugby as well being a taxi driver, psychologist, bank and general manager of three children.
Has your opinion of STEM changed since you were a teenager?
I didn’t think about it a huge amount as it wasn’t as prolific (we’re talking approx. 25 years ago). STEM careers definitely gave the appearance of being in the background of a company’s success rather than the key driver of it.
In your opinion, what is the biggest myth about STEM careers?
That it’s boring and full of boring people. The people in STEM are enthusiastic people who are working in exciting industries which will make a real difference and can bring positive change to a rapidly changing world.
Do you believe that there is enough being done to encourage girls to study STEM and pursue STEM careers?
Historically – no, but currently – yes. These days there are visible role models who encourage girls to be what they want be.
Describe an interesting day in your current position.
My most interesting day is when I get to really find out about how one of our customers businesses works or at least how a certain section works. I can then bring in suggestions on how to use Dell Technology to improve productivity or efficiency. It feels like a win/win for both Dell and the customer.
What do you love about your current role?
Speaking to individuals in other companies, finding out what their role is and figuring out how I can help them.
What has been the most surprising element of your job?
The speed of change.
What has been your most exciting career moment to date?
Winning the Presidents Club award and getting a free trip to the Bahamas for myself and my wife.
Do you get to work with any new technologies?
We get to view it, sample it and sell the benefits to our customers (get to see it first-hand and explain the advantages to our customers.
Do you ever get to travel abroad for work?
Generally to the UK (Glasgow & London)
What kind of other experts do you work with on a day to day basis?
Virtual Reality and Internet of Things experts as well as subject matter experts who step in when conversations get very technical.
Is your current job, and the work of the wider team, making a difference in the world?
I believe so. Dell Technologies are as eco-friendly as possible. Technology and automation can significantly reduce emissions.
What do you hope to achieve in the next year in your current position?
I want to get more of my customers understanding different technologies from Dell
Do you feel that you fit the stereotypical description of a person in your role?
I don’t think many people do, so no. Apart from the fact that I like talking to people and am pretty social.
If a young person told you that they would like to get into your role, what advice would you give them?
I would tell them to look at what they want in their personal lives from a time & cost point of view first. I’d then say they need to network as much as they can and find out the best path to get to where they want to go. Show and/or develop a genuine interest in the industry and learn as much as they can so they can make an informed decision and so they are best positioned to enter the workforce in THAT space.
What do you want to see change in the industry in the next 10 years?
I’d like to see more innovations that improve life.
What are your priorities for the year ahead in your role?
To bring in some discipline in how I work and prioritisation.
Name one thing on your bucket list.
Work abroad with charities helping communities or in an animal sanctuary while experiencing their culture.
What television series are you currently watching?
What living person do you most admire, and why?
Jordan Peterson. He skips down past the political correctness and gets to the heart of the psychology about why we are who we are.