Roy Patching

Current

• Managing Director at CONSALIA
• 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

see less...

4 more...

Education

• Australian Graduate School of Management
• INSEAD
• University of New England

see less...

Recommended

2 people have recommended Roy

Connections

358 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: rpatching@consalia.com
Mobile: +61 419 694 930

Roy Patching’s Specialties:

• Sales Management & Leadership
• Team Building, Coaching & Mentoring
• Business Improvement
• Planning & Strategy
• Systems & Processes
• Recruitment

Roy Patching’s Experience

• Managing Director

  CONSALIA

  (Information Technology and Services industry)

  March 2008 — Present (8 months)

  I

• Sales Operations Manager, Asia Pacific Japan

  Hewlett Packard

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

  2006 — Present (2 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.

Roy Patching’s Education

• Australian Graduate School of Management

  General Management

• INSEAD

  Supply Chain Managment

• University of New England

  Economics,

Additional Information

Roy Patching’s Groups:

•    Blue: The DallasBlue Business Network (23,000+ members)
•    LinkedHR: #1 HR Group (58,000+ members)
•    DEC Alumni
•    BUSINESS IN CHINA
•    Olivetti Alumni
•    HP Connections

Roy Patching’s Contact Settings

Interested In:

• career opportunities
• consulting offers
• new ventures
• job inquiries
• expertise requests
• business deals
• reference requests
• getting back in touch