“Being able to manage the workload, and having the ability to build effective relationships, in particular with our partners is key.”
Q: What did you study and where?
I’m a Modern Languages graduate who came into the world of technology later in life. I studied at Queens University in Belfast. I’ll not tell in which year I graduated!!
Q: How long have you worked at Calnex and what attracted you to join?
I joined Calnex when they acquired JAR Technologies, the company in Belfast where I was working at that time. This happened in 2018. You could say that I didn’t choose to join, but I have no regrets whatsoever about how things have turned out.
Q: What motivates or energizes you about your role and working life at Calnex?
Very simply a great bunch of people and some really interesting technology.
Q: Talk us through a typical day at Calnex.
I work in a Sales role covering territories in the EMEA region. My day to day involves managing a pipeline of sales opportunities. I have regular meetings with my group of sales partners around Europe, as well as meetings with new and existing customers. I travel about one week per month so need to make preparations for those trips. I also like to dedicate a certain amount of time to self-development. The technology is quite niche so there is always stuff to learn.
Q: Most challenging aspect for your job?
Hitting targets! We have aggressive growth plans so the targets are challenging. Luckily we have great products that customers want to buy.
Q: What skills do you need to succeed in the role?
Being able to manage the workload, and having the ability to build effective relationships, in particular with our partners is key. Knowing the technology is less important. There are some very clever people in the business who can explain the technology way better than I can. Knowing your limits and recognising when to involve them is also important.
Q: What advice would you give to someone who wants to be a Business Development Manager?
Recognise the important skills and develop those. As my experience shows, a degree in Computer Science isn’t a must. Yes, you have to understand the technology and the problems it addresses, but more important is to bring energy and commitment.
Q: What do you do for downtime?
Road cycling is my thing. It keeps me fit and allows me to de-stress. I can spend a couple of hours riding in the countryside with just me and thoughts, or go with a group of friends and ride, chat and catch up at the same time. This should include the obligatory coffee stop, and with all those calories being burned, an extra slice of cake is perfectly justifiable. This year I managed trips to the Italian Alps as well as Mallorca.
