Steve was assigned to AXA UK on the 1st July 2015 and I first met him on the 13th July 2015 in New Jersey.
I was not only impressed with the fact that he took the time to travel to meet with me but also how he took the time to listen and understand my challenges and frustrations with IBM and his commitment to make a difference.
Since that date, I must say I have been hugely impressed with what he has delivered. Things are 'a million' times better than before he took on the account.
Steve joined the Vodafone Integrated Account team in January 2012 to develop ITS Business across the Vodafone Account at a global level.
This was a challenging role but, by working closely with the brands in country, Steve was able to significantly increase the ITS revenue by driving opportunities across multiple countries.
As a member of the Vodafone team Steve had the unique challenge to create the ITS business within Vodafone. Prior to arriving Vodafone was doing no business in the ITS space.
Steve quickly developed relationships with several of the clients in various countries to create a pipeline and start closing business.
The business grew quickly under his leadership and direction. He managed a virtual team across several countries with great results.
I found Steve to be an atypical IBM-er, genuinely interested in the customer and our problems, capable of discussing them at any level in our organisation and always prepared to see the big picture; in short as
Steve was described by one of my colleagues only this morning, you are pragmatic. This is a refreshing change from the approach normally taken by IBM and similar vendors of shaping the customer’s requirement to the revenue opportunity, a situation that gets pressured as we head into the end of (IBM’s) quarters.
The fact that he sees value-creation rather than hard-selling as the key to making his customer numbers sets him apart and makes
Steve a pleasure to deal with and through that a better ambassador for IBM, thereby increasing the brand loyalty of the customer towards IBM.
I have worked with Steve on the Lloyds TSB, Vodafone and Santander accounts and regard him as strong in both relationship management and sales.
Steve develops deep relationships and creates 'Partner Allies' in his clients which has resulted in a good sales achievement history in the roles he has had to date.
I also see Steve demonstrate business insight on his clients and he uses this to develop industry-oriented solutions, taking IBM into a deeper relationship with the client.
I have known Steve now for some 10 yrs or more, working with him in IBM, Vodafone, IOT.nxt and i am happy to be working in cooperation with him now at PXC.
He has always been a hard worker, who truly believes in relationships, whether these be with his client or within the company that he has worked for and with
A true professional, its a pleasure to be working with him again