Chris Johnston

• Improved client satisfaction by effectively managing multiple projects and consistently meeting deadlines.
• Developed innovative strategies for clients, resulting in increased revenue and business growth.
• Streamlined internal processes to enhance team efficiency and improve overall project outcomes.
• Collaborated with cross-functional teams to successfully deliver comprehensive solutions for clients.
• Delivered high-quality presentations to stakeholders, effectively communicating project objectives and results.

· Client relationship management

· New client acquisition, government, Telco, banking and finance and energy.

· Territory management

· Account management

Forecasting and pipeline

· Launched Syl into the government market place.

· Developed an opportunity and subsequently won a multi- agency transport sector 5 year contract for our enterprise search solution.

· Developed and “all of government arrangement” for the supply of our enterprise search solution.

· Demonstrated Syl software to more than 45 government agencies and developed very positive relationships.

· Developed Syl search marketing messages and collateral.

· Developed several key vendor partnerships to position Syl as part of a broader solution set.

· Client management and new business sales within existing and new, public sector and telecommunications enterprises.

· Development and management of annual sales plan, account plans and forecasting and reporting.

· Led RFP responses, facilitating virtual teams to ensure that comprehensive responses were delivered that met the client needs

Achievements:

· Established a strategic relationship with NZ Post with a digital mail offering.

· New solution sales to most of the government enterprises and Telecom, BNZ, Westpac and Telecom.

· Responsible for the New Zealand business operations. The development of a three year business plan transforming the business from a software product company to an on-line software solutions company providing E-Commerce Software Platforms.

· Managing strategic client relationships and developing new business.

Specific Performance and Achievements

1. Managing a sales team of five people, two pre-sales consultants and a service delivery team of up to 25 technical consultants.

2. Implemented integrated sales, service delivery processes, and the Target Account Selling (TAS) sales methodology.

3. Transitioned the technical consulting team from database technicians to a core team of high level solution architects.

4. Transitioned the revenue mix from a 50% dependence on database consulting to 20% through new business software solution sales and significant cost reduction.

5. Achieved annual sales revenues of $10.5m, $10m and $9.5 respectively and profits of $2.5m, $3.0m and $2.5m respectively.

6. Sold the first Sybase middle-ware solution in Asia Pacific this included application server and neon integration software.

7. Sold 90% of all Vignette content management solutions including; Telecom, BNZ, INL, NZDB.

8. Sold the first Sybase electronic billing solution in the world to Telecom NZ. This is a five-year contract with per transaction revenue income.