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John Hogan

John Hogan

Uk & IRE Renewal Manager

Knocklyon, D24






Inside Sales Representative

- Provide weekly forecasts across the NetIQ, Novell, SUSE and Attachmate business units for the UK and Ireland.
- Reach out and engage clients due for renewal of their maintenance contract 120 days in advance and assess the current state of play and any potential threats to the renewal event.
- Provide the necessary support to both the customer and/or the sales team to protect ACV.
- Create and build working relationships with the distributors, partners and resellers.
- Strong negotiation skills are required as the points of contact during the renewals stage often include CFO's, Commercial Directors, and Procurement Managers.
- Coordinate with the Account Management team as well as the Territory Managers to discuss and implement best practices and help maximise revenue and adoption.
- Ensure that the client is compliant with the terms and conditions of both product and the purchasing programme they are subscribed to.

Career medium 05
Career medium 04

Uk & IRE Renewal Manager

- Provide weekly forecasts of all contracts that were due for renewal with in Ireland and the UK and provide the necessary support to both the customer and/or the sales team to protect ACV.
- The role required that I established the state of adoption and usage of the application by the customer in order to align the necessary resources around the identified challenges to ensure a successful renewal.
- Strong negotiation skills were required as the points of contact during the renewals stage often include CFO's, Commercial Directors, and Procurement Managers.
- In instances where challenges to adoption were identified, I would introduce a suitable resource to help resolve the issue. Depending on the onsite skill set I would either introduce the client to a partner or the Customer Success Management team to discuss and implement best practices and help realise the value of the service to their business.
- A strong ability to multi-task was key during negotiations, particularly when coordinating with global, and multinational businesses, internal resources and sales operations teams whilst under strict time constraints.


Sales Representative

- As part of our business development team my role was to qualify inbound leads, contact directly and confirm the prospects requirements, timescale, budget and the decision maker.
- In order to advance the lead to a qualified opportunity I would forward a detailed summary of all correspondence to the appropriate Account Executive and arrange a deep dive discussion.
- Weekly forecasts and call logs were required to track our progress and ensure we were acquiring our monthly quota.
- Meetings were arranged biweekly with the Account Executives to get updates on opportunities to ensure they were followed up and closed off.

Career medium 05
Career medium 04

Microsoft (Ireland)

Internal Partner Account Manager

- I worked with Microsoft partners ensuring they were up to date with their technical competencies as per the terms and conditions of the Microsoft Certified Partner Programme.
- I assisted our partners by aligning the necessary internal resources and the incentives to acquire new business.
- As Microsofts route to market is through independent software distributors, resellers and or ISV's it was important to build and maintain close working relationships with our partners across Ireland through weekly conference calls, email correspondence and occasional visits to our premises.
- Time management was key to this role as it entailed scheduling meetings, inviting partners to relevant product or services events, liaising with their sales force on a regular basis and cover off queries relating to licensing, functionality and current promotions.
- Internal day to day duties also invluded compiling a summary of field agent activities such as forecasts, outstanding queries with their partners and provide an overview of sales activities with in my territory to my manager for review.



Business Development Consultant

- Responsibilities included the development, establishment and maintenance of a working relationship with Oracle business partners and customers in order to uncover new business opportunities.
- In order to advance the qualified opportunity to the next stage I would coordinate a meeting with an Application Sales Representative to discuss their business requirements in greater detail.
- Cold calling and strong objection handling was key to the success in this role in order to effectively manage and uncover hidden opportunities, in addition to getting around gatekeepers.
- Other responsibilities included following up referral leads and qualifying prospective clients and advancing to the next stage.

Career medium 06
Career medium 06


Microsoft Licensing Expert/ Mentor

- As part of the training department my responsibilities included the the training and briefing of new and current members of the Relationship and Partner Teams in a call centre environment.
- I provided training that covered old and current licensing policies related to MS products and programmes. These updates were essential to the inbound teams to effectively manage queries from MS Partners and end users.
- I coordinated a biweekly training session each month and 1 to 1 training for new hires and employees promoted to the team which also included hands on training with Siebel and Clarify.
- To continue to support the Relationship and Partner teams call monitoring and coaching as well as individual feedback was provided on a weekly basis.
- Other responsibilities included dealing with complex queries and complaints and work with our points of contact with in Microsoft UK to ensure the issue was resolved and communicated accordingly.


Sitel (Ireland)

Relationship Customer Service Professional

- I dealt mainly with queries from MS Partners pertaining to the licensing of products and licensing agreements.
- Also dealt with general queries, logging of technical support, escalation of customer complaints and complex queries.
- Completion of the online Microsoft Licensing Training and Microsoft Licensing Sales Expert were a compulsory requirement for this role.
- A strong understanding of a given scenario and problem solving skills were vital to this role in order to effectively answer the query in a timely fashion and ideally on the first call.

Career medium 05
Education medium 02

Sheridan College

Diploma, Sales/Marketing & Advertising

Main Subjects:
- Sales Promotion Planning
- Marketing
- Media Fundamentals
- Advertising
- Account Management

- Database Compilation and Editing
- Public Relations - Advertising
- Desktop Publishing
- Adobe Photoshop
- Quark Express

Elective Subjects:
- Psychology
- Sociology