Yergen Govender

Sales Director for the Global Accounts, Enterprise Accounts, Alliance Partners and Inside Sales for the Middle East, Africa, Greece and Turkey. Devise sales strategies to drive breakthrough. Strategic initiatives to grow Alliance partner ecosystem. Orchestrated with the inside sales teams to scale, manage the transactional business and installed base. Ensured optimum account coverage. Drove sales force discipline and measures accountability to grow pipeline to achieve quota. Developed a pipeline of talent

Appointed interim Managing Director in South Africa and Nigeria to drive turnaround. Built an operations framework based on simplification, standardization and automation to improve predictability and productivity. Executed various global organizational workforce planning initiatives. Enforced accountability for sales teams to improve weekly sales commit. Lead the planning and implementation of coverage and quota deployment. Built governance to improve predictability.

Connect the dots by bringing together all disparate data and excel spreadsheets to present one consistent and automated business view enabling teams to take action based on the data intelligence. Implemented the account business planning reviews for all enterprise accounts. Improved sales productivity by reducing administrative sales tasks and designing intuitive tools to espouse sales. Lead and ensured quarter close revenue maximization initiatives.

Full accountability for driving results within the organisations strategic objectives for the ProLiant range of server for the Middle East, Africa, Greece, Israel and Turkey region. Builds business plans and strategies for allocating resources and driving sales activities to achieve revenue and margin goals by country. Builds, monitors and orchestrates sales pipelines to ensure continuous population of near and long term opportunities. Manages the internal processes in support of sales specialists.

Managed the enterprise product business in South Africa, with a team of business unit managers, sales specialists, pre-sales specialists and products managers. Sales, revenue and profit responsibility for each business unit. Grow market share for each business. Localise and deploy business models and go-to-market strategies. Defines marketing and event planning. Engage at CXO level with customers and partners. Manage business controls on discounts, credit notes and grey marketing.

Managed Compaq enterprise business for South, Southern, East and West Africa – English speaking Africa. Youngest member of the country management team. Responsible for full profit and loss of Compaq’s Enterprise Business Group (EBG) i.e. all Intel (ProLiant) and RISC (AlphaServers) servers, enterprise storage (StorageWorks) and fault tolerant systems (Himalaya). Develop strategic business plans to drive a focused go to market strategy

High Performance Server Division product manager and then business unit manager for South Africa, Southern Africa, East and West Africa – English speaking Africa. Appointed business unit manager for Business Critical Servers. Full responsibility of two functional businesses, High Performance Servers and Tandem. Strategic business planning and management of profit and loss of both business units. Mange staff of sales and pre-sales specialists, both locally and remotely

Selling to central government departments. Forecasts monthly, accurately and to budget. Create and manage a sales funnel to sustain forecast and targeted business and to provide for territory growth over a two-year period. Manage the total ICL performance onto the territory to achieve customer satisfaction and to exhibit customer care. Establish, maintain and utilise a wide range of senior contacts with each customer and prospects. Joined ICL as a pre-sales graduate in the financial services business

Economics, Business Administration, Business Information Systems, Economics honours (post graduate)