Roy Patching

Current

General Manager at Newsnet
Sales Operations Manager, Asia Pacific Japan at Hewlett Packard

Past

Sales Manager at Hewlett-Packard
Services Sales Manager at Compaq Australia
Retail Banking Sales Manager at Digital Equipment Corporation

Business Development Manager at Keycorp
Business Development Manager at Keycorp
Senior Account Manager at olivetti
Marketing Manager/Senior Account Manager at Olivetti Australia

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4 more...

Education

Australian Graduate School of Management
INSEAD
University of New England

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Recommended

2 people have recommended Roy

Connections

500+ connections

Industry

Information Technology and Services

Roy Patching’s Summary

I spent the first part of my career in Telecommunications as a senior lecturer at an Engineering College also leading the implementation of one of Australia's first distributed computing model. .

Not being afraid of taking a risk, I then moved into the far more vibrant world of Sales – an area where for many years, I’ve enjoyed a highly successful career with Tier One global IT vendor organisations. This includes 5 years in Sales Management with Hewlett-Packard, where I was able to lead my team to unprecedented levels of achievement & success.

This developed into a leadership role in HP’s Sales Operations for Asia Pacific Japan, where I was able to improve sales productivity and open up new opportunities for revenue generation throughout the region.

My motivation is helping others to achieve success. Whether this is through coaching a sales representative on better selling techniques, or helping improve their time management skills - both have brought rewards.

Amply evidenced by both sales results and career progression, this outcome has been achieved by understanding the needs of my people, utilising the latest sales disciplines and implementing appropriate technologies.

With 20+ years' of IT sales experience, my passion is still focused on helping people realise their potential at all levels & helping businesses achieve their goals.

My contact details are:
E-mail: roy.patching@piscesgroup.com.au
Mobile: +61 419 694 930

Roy Patching’s Specialties:

• Sales Team Management
• Enterprise Account Planing & Targeted Account Selling
• Large Bid Pursuit & Proposal Management
• Improving Sales Productivity
• Creating winning Value Propositions
• Improving forecast accuracy
• Sales Training design & delivery

Roy Patching’s Experience

General Manager

Newsnet

(Privately Held; Telecommunications industry)

March 2008 — Present (1 year 10 months)

Newsnet is an Australina company experienced in developing solutions that simplify the delivery of messages critical to an organisations sucess.

Unified messaging of SMS-FAX-Voice Mail-eMail can either support or be intergrated into existing business processes to improve sales revenue, improve customer satisfaction and reduce operational costs.
Sales Operations Manager, Asia Pacific Japan

Hewlett Packard

(Public Company; 10,001 or more employees; Information Technology and Services industry)

2006 — Present (3 years )

Responsible for Sales Operations & Planning for HP's activities across Asia Pacific & Japan

• Drove the development and adoption of globally consistent Strategies, Processes, Tools & Metrics
• Improved Sales Productivity by streamlining processes & minimising Costs and Risk
• Integration of Cross Business processes
• Built Business Relationships with key stakeholders across the region
Sales Manager

Hewlett-Packard

(Public Company; 10,001 or more employees; HPQ; Information Technology and Services industry)

2004 — 2006 (2 years )

Provided Leadership & Mentoring for HP's Corporate Sales Team across Australia.

• Responsible for implementation of CRM system & ongoing management of sophisticated Pipeline and Forecasting systems.
• Designed and implemented a Bid Management process to address the needs of Enterprise customers
• Significant increased sales productivity , with Bid 'win rate' well above industry benchmark
• Established & led Business Improvement Council to improve Sales Productivity in the areas of Technical Configuration, Pricing, Sales Compensation and Order Booking, through Six Sigma process
Services Sales Manager

Compaq Australia

(Public Company; 10,001 or more employees; CPQ; Information Technology and Services industry)

1998 — 2004 (6 years )

Responsible for leading & mentoring Compaq's Services Sales Team.

After Acquisition of Digital Equipment Corporation (DEC), moved the IT services organisation from engineering to marketing focus.

• Achieved revenue growth of 150% in less than 2 years.
• 100% of Sales Team exceeded Quota 2 years running.
• Received award for highest profit achieved in Customer Services in 1999 & 2001
• Asia Pacific Sales Manger of the year 2000
Retail Banking Sales Manager

Digital Equipment Corporation

(Public Company; 10,001 or more employees; DEC; Computer Hardware industry)

1991 — 1998 (7 years )

• Led launch of Digital’s Retail Banking Solutions, leading to wins with major Banks and other Financial Institutions
• In 1997, transitioned to the Services organisation as Bid Manager and achieved 80% 'win rate' over a 12 month period
Business Development Manager

Keycorp

(Public Company; Information Technology and Services industry)

1989 — 1992 (3 years )
Business Development Manager

Keycorp

(Public Company; Information Technology and Services industry)

1986 — 1992 (6 years )
Senior Account Manager

olivetti

(Staffing and Recruiting industry)

1986 — 1992 (6 years )
Marketing Manager/Senior Account Manager

Olivetti Australia

(Public Company; 10,001 or more employees; Information Technology and Services industry)

1986 — 1991 (5 years )

Executive Account Manager for Tier 1 Financial Institutions in NSW
• Sold Retail & Business Banking solutions through multi-level account management.
• Solutions encompassed Hardware, Services & Application Development
• Averaged $10 Million revenue for 5 consecutive years.