Nicci Larsen

Experience

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  Nashua

  Sept 2000 - Apr 2011

  Nashua is a leading provider of comprehensive document management, VoIP, office automation, and printing solutions, catering to the diverse needs of businesses across various industries.As a Senior Sales Manager, my core responsibilities included:Sales Strategy Development: Developing and implementing strategic sales plans to achieve revenue targets and business objectives.Team Leadership and Management: Leading and managing a team of sales representatives, providing guidance, coaching, and support to drive performance and achieve sales goals.Client Relationship Management: Building and maintaining strong relationships with key clients and stakeholders, understanding their needs, and ensuring high levels of customer satisfaction.Renewal Retention, New Business, and Upsell: Successful renewal of contracts. Identifying and pursuing opportunities to acquire new clients and expand market share, including lead generation, and sales presentations.Sales Performance Monitoring and Analysis: Monitoring sales performance metrics, analyzing trends, and identifying areas for improvement to optimize sales effectiveness and efficiency.Collaboration with Other Departments: Collaborating with marketing, product, and service teams to align sales efforts with overall business strategies and ensure seamless customer experiences.Forecasting and Budgeting: Forecasting sales targets and budgets, tracking progress, and reporting on sales performance to senior management.Continuous Learning and Development: Keeping abreast of industry trends, competitor activities, and best practices in sales management, and continuously developing skills and knowledge to stay ahead in the marketplace., along with implementing enablement programs for staff.Pre-Sales Support: Certified in digital transformation on workflow automation and document management solutions. Provided support to Sales Teams with their SOW to customers. Show less Tasked with managing Nashua's top strategic accounts in the Eastern Cape. This involved building and maintaining strong relationships with key stakeholders within these accounts, understanding their business needs, challenges, and goals, and aligning Nashua's products and services to meet those needs effectively.• Renewal Management: A significant part of my role was managing the renewal process for existing accounts. This included proactively engaging with customers well before their contracts expire, understanding their satisfaction levels with Nashua's solutions, addressing any concerns or issues they may have, and ultimately securing renewals.• Upselling and Cross-selling: In addition to managing renewals, I was responsible for identifying opportunities to upsell and cross-sell Nashua's products and services to existing customers. This involved analyzing customer usage patterns, identifying areas where additional solutions could add value, and effectively presenting these opportunities to customers to drive revenue growth.• Sales Target Achievement: Annual sales target to renew existing contracts and achieve upsell targets. This requires a proactive and strategic approach to account management, including effective pipeline management, negotiation skills, and a deep understanding of Nashua's product portfolio and competitive landscape.• Customer Advocacy and Satisfaction: As the primary point of contact for strategic accounts, I played a crucial role in ensuring high levels of customer satisfaction. This involves promptly addressing customer inquiries and concerns, advocating for their needs within Nashua, and serving as a trusted advisor to help them achieve their business objectives. Show less

  • Senior Sales Manager

    May 2008 - Apr 2011

  • Strategic Account Manager

    Sept 2000 - Apr 2008
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  Ricoh South Africa

  Jan 2011 - Jan 2012

  Corporate Sales Manager

  Go-to-market offerings: Ricoh's range of products and services, including Papercut, Mimecast, and Nuance in partnership with Microsoft.Key responsibilities included:Strategic Planning: Developing and implementing strategic sales plans aligned with Ricoh's corporate objectives and market trends. This involved analyzing market opportunities, defining target segments, and setting sales targets to maximize revenue & market share.Team Leadership: Leading, coaching, and motivating the corporate sales team to achieve sales targets and deliver exceptional customer service. This included providing guidance, support, and training to develop the team's skills and capabilities.Account Management: Managing relationships with existing corporate clients to ensure satisfaction, retention, and upsell opportunities. This includes conducting regular business reviews, addressing customer concerns, and identifying opportunities to expand Ricoh's product and service offerings.Solution Selling: Collaborating with customers to understand their business needs and challenges, and recommending Ricoh's portfolio of products, solutions, and services to address their requirements. This involves presenting tailored solutions, conducting product demonstrations, and negotiating contracts to secure new and existing renewal business.Market Intelligence: Monitoring market trends, competitor activities, and customer feedback to identify emerging opportunities and threats.Cross-Functional Collaboration: Working closely with internal teams such as marketing, product management, and customer service to align sales efforts with overall business objectives. This involved collaborating on marketing campaigns, product launches, and customer support initiatives.Performance Management: Tracking and analyzing sales performance metrics, including revenue attainment, pipeline development, and customer satisfaction, to evaluate the effectiveness of sales strategies and initiatives. Show less

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  Dimension Data

  Jan 2012 - Sept 2013

  Client Manager - Enterprise Solutions

  Dimension Data is a global leader in providing innovative technology solutions and managed services to help organizations transform their digital infrastructure and achieve business objectives.My role was to manage the Public Sector book of business and grow our revenue streams within the below domains: Digital Workplace Services: Offered modern digital workplaces that enable productivity and flexibility. This includes desktop and application virtualization, mobility solutions, workspace automation, through the likes of Microsoft.Data Centre Services: Data centre services, including data centre design, implementation, and management. This encompasses server virtualization, storage optimization, data migration, and disaster recovery solutions.Consulting and Professional Services: Offered consulting and professional services to help organizations align their IT strategies with business objectives. This includes IT consulting, project management, system integration, and technology advisory services. Show less

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  Vox Telecom

  Sept 2013 - Jun 2014

  Key Account Manager

  Vox partners with leading technology vendors and manufacturers to deliver cloud services, cybersecurity solutions, unified communications, and other IT solutions. These partners include companies such as Microsoft, Cisco, VMware, and Fortinet.My core responsibility was to ensure revenue retention, drive upsell and new business as a key account manager.Cloud Services: Cloud-based services, including Infrastructure as a Service (IaaS), Platform as a Service (PaaS), and Software as a Service (SaaS). These offerings cover cloud hosting, virtual servers, cloud storage, collaboration tools, and productivity applications.Managed Services: Offered managed IT services to help businesses manage and optimize their IT infrastructure and operations. This includes managed network services, managed security services, managed backup and disaster recovery, and remote monitoring and management.Unified Communications: Provided unified communications solutions that integrate voice, video, messaging, and collaboration tools into a single platform. These solutions enable organizations to improve communication and productivity across their workforce.Data Connectivity: Data connectivity solutions such as MPLS (Multiprotocol Label Switching), VPN (Virtual Private Network), and dedicated internet access. These services provide secure and reliable connectivity for businesses with multiple locations or remote workers.Cybersecurity Solutions: Cybersecurity solutions to protect businesses against cyber threats such as malware, ransomware, phishing, and data breaches. These solutions include firewall services, antivirus software, email security, and security awareness training. Show less

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  First Technology

  Jun 2014 - Feb 2016

  Business Development Manager - Enterprise Solution Sales

  First Tech specializes in IT services and support, offering customized solutions to diverse businesses across industries. My role entailed expanding our client base and supporting upsell initiatives. My primary focus was identifying opportunities and acquiring new customers requiring services & products in the following domains:Digital Transformation: Streamlining and automating workflows to boost operational efficiency, cut costs & enhance agility.Hardware Solutions: Printers, servers, storage solutions, networking equipment, laptops and other IT infrastructure hardware from leading manufacturers. Software Solutions: A variety of software solutions including operating systems, productivity suites, security software & business applications. Cloud Services: Cloud-based solutions: infrastructure as a service (IaaS), platform as a service (PaaS), software as a service (SaaS), and cloud-based storage and backup solutions. Networking & Security: Routers, switches, firewalls, and wireless access points. Security solutions: antivirus software, intrusion detection systems, & security appliances. Data Centre Solutions: Design, implementation & management services, server virtualization, storage optimization & disaster recovery. Managed IT Services: Remote monitoring & management, helpdesk support, proactive maintenance, and IT consulting.Email Security: Trend Micro, Microsoft & Mimecast's email security solutions to help organizations protect against email-borne threats such as phishing, malware, ransomware, and spam.License Renewals Management: First Technology are certified partners with a range of technology companies to offer comprehensive solutions to their clients. These partnerships include hardware manufacturers, software vendors, cloud service providers, cybersecurity firms, networking companies, and more. E.g. Symantec, Microsoft, Mimecast, Trend Micro, Veeam, VMWare, HP, Dell, Varonis, Cisco, Fortinet, Extreme Networks etc. Show less

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  Datacentrix

  Feb 2016 - Aug 2017

  Solution Sales Specialist

  Datacentrix is a leading provider of innovative information and communication technology (ICT) solutions and services in South Africa. My role encompassed sales responsibilities focused on driving new business & upselling, aimed at assisting organizations in leveraging technology to foster growth, enhance efficiency, and bolster competitiveness within the following domains:Digital Workplace Solutions: Provided tools and technologies to create collaborative and connected digital workplaces, communication platforms & document management systems.Infrastructure Services: Servers, storage systems, networking equipment, and data centres. Cloud Services: Cloud migration, infrastructure as a service (IaaS), platform as a service (PaaS) & software as a service (SaaS). Assisted clients in adopting & optimizing cloud solutions tailored to their requirements.Managed Services: Managed IT services encompassing helpdesk support, remote monitoring & management, backup and disaster recovery & proactive maintenance.Cybersecurity Services: Provided comprehensive cybersecurity services to safeguard organizations against cyber threats. e.g. risk assessments, security audits, penetration testing, security monitoring, incident response, and the deployment of security solutions like firewalls, antivirus & encryption.Networking Services: Provided networking services covering network design, implementation & optimization, e.g. wired & wireless network solutions, network security & network performance monitoring to ensure efficient and secure connectivity.Application Services: Offered application development, customization, integration, & support services for business applications, enterprise software, & custom software solutions.Data Management and Analytics: Provided services related to data management, analytics, & business intelligence. E.g. data integration, data warehousing, data visualization, & predictive analytics to help organizations derive insights from their data. Show less

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  The Sales Counsel

  Aug 2017 - Sept 2019

  International Sales Architect and Coach

  Sales Counsel's holistic approach to sales consulting and advisory services enables organizations in South Africa to overcome sales challenges, drive revenue growth, and achieve sustainable business success. With a focus on collaboration, innovation, and results-driven solutions, Sales Counsel partners with clients to transform their sales operations and unlock their full potential in today's dynamic business environment.• Provided guidance and coaching expertise to clients around sales enablement methodologies; effective leadership, management, and scoped for process improvements, with the outcomes of creating high-performance sales divisions. Show less

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  Mimecast

  Sept 2019 - Jun 2024

  Mimecast is a leading provider of cloud-based cybersecurity and email management solutions designed to protect businesses from email-borne threats, data breaches, and compliance risks. Mimecast offers a comprehensive suite of services to safeguard organizations' email systems and critical data assets.Technical Expertise & Compliance:• Conduct technical policy audits & provide best practice recommendations.• Lead value-driven conversations around risk and compliance frameworks such as NIST, ISO27001, GDPR, POPIA, and DLP.• Drive API integrations with technology vendors to enhance product functionality.Customer Engagement & Enablement:• Host product demonstrations & technical enablement sessions for customers and partners.• Provide end-user training and support to ensure successful product adoption.Customer Satisfaction & Feedback:• Review customer complaints & concerns to improve the overall customer experience.• Manage product feedback loop for feature enhancements through Voice of Customer (VoC) Operational Excellence & Collaboration:• Maintain Salesforce discipline and capture all touchpoints & minutes for customer/partner engagements.• Support marketing campaigns & initiatives to drive awareness and demand.Cross-Functional Support:• Collaborate with sales, partners, service, finance, channel, and license & renewals teams to ensure alignment & success.• Execute Quarterly Business Reviews (QBRs) with value-driven insights & opportunities.Leadership & Communication:• Deliver executive business summaries & presentations to C-level executives.• Provide deep insights into the voice of the customer, associate performance, and operational efficiency.• Build productive working relationships with peers, leadership, and other departments.Analytics Reporting:• Analyze detailed reporting & analytics to prepare for business health checks & service reviews Show less

  • Senior Manager Customer Success Division MEA

    Jul 2021 - Jun 2024

  • Manager of Customer Success Division MEA

    Nov 2020 - Jun 2021

  • National Senior Customer Success Manager

    Sept 2019 - Nov 2020
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  JustSolve Group

  Jun 2024 - now

  Senior Sales & Customer Success Manager