1. Martin Loten
Pre Sales Solution Architect
Twitten Bend, Waterlooville, Hampshire, PO8 9SW
: 02392 591752 (H) : 07720 406591 (M) : martinLoten@Live.co.uk
A highly accomplished Pre Sales Manager with a deep technical knowledge and understanding of
Cloud Managed Services, conceptualisation and delivery. Exceptional range of strategy, marketing,
product, sales, and people development skills. Offering an impressive 'from strategy through to
execution' track record in maximising profitability and designing and delivering technological solutions
to support business migrations/transitions in dynamic and challenging markets.
Areas of Expertise
♦ New Business Sales ♦ Technical Pre Sales Lead ♦ Migrations/Transitions
♦ Skype for Business ♦ Project Management ♦ Telecommunications
♦ Virtualisation Design ♦ Solution Design/Implementation ♦ Technical Specifications
♦ Systems Deployment ♦ IT Service Management ♦ Cloud Computing
Professional Experience
Solution Architect UC/Skype for Business
April 2015 – To Date
Maintel
Assist Maintel’s Enterprise sale team with proposals advice and expertise on Cloud based Skype for
Business solutions integration into Avaya and Mitel PBX’s MPLS networks and SIP.
 Provide technical advice to the enterprise sales team internal and new business.
 Present end to end design document to client explaining in detail the technical aspect of the
proposal.
 Liaise with internal technical and project teams to deliver the projects.
 Spec hardware, provide cost effective Licencing solution, migration plan, Estimated Engineering
time, respond to RFI’s ,RFP’s, and RFQ’s
 Customer workshops (CEO/CIO/CFO presentation & whiteboard sessions) to build trust and
rapport.
 Customer requirements definition, project scoping, risk analysis, high and low level solution
architecture.
 Shaping solutions to fit both requirement, timescales and budget. Creation of cost/labour
calculators for sales team.
 Solution diagrams.
 Sales team technical mentoring.
 Productising.
Selected Achievements:
 Played a pivotal role in the bid proposals, preparing statement of works, shaping contracts and
delivering presentations to win new business. Followed by liaising with the client to manage the
whole end to end process.
 Deployment of a cloud base skype for business deployment and MPLS network migration from 160
different PBX to a single fully managed Skype for business platform.
Infrastructure Pre Sales Consultant Oct 2014 – To Date
Codestone Solutions Ltd
Assist Codestone Infrastructure sale team with proposals advice and expertise on virtualisation
VMWare and Cloud based solutions (Citrix) storage EMC for SME.
 Provide technical advice to the Infrastructure sales team internal and new business.
 Present BP document to client explaining in detail the technical aspect of the proposal.
 Liaise with internal technical and project teams to deliver the projects.
 Spec hardware, provide cost effective Licencing solution, migration plan, Estimated Engineering
time, respond to RFI’s ,RFP’s, and RFQ’s
 Customer workshops (CEO/CIO/CFO presentation & whiteboard sessions) to build trust and

2. rapport.
 Customer requirements definition, project scoping, risk analysis, high and low level solution
architecture.
 Shaping solutions to fit both requirement, timescales and budget. Creation of cost/labour
calculators for sales team.
 Solution diagrams.
 Sales team technical mentoring.
 Productising.
Selected Achievements:
 Played a pivotal role in the bid proposals, preparing statement of works, shaping contracts and
delivering presentations to win new business. Followed by liaising with the client to manage the
whole end to end process.
 Office 365 deployment of an on premise IT solution to a full migration to the Microsoft Office 365
environment.
Pre Sales Consultant Jan 2013 – Sept 2014
Halo IT Consultants
Provides independent pre-sales advice and expertise on virtualisation (VMWare or HyperV) and Cloud
based solutions (Citrix) for major channel reseller partners.
 Identifies new business opportunities and develops strong relationships with key organisations
requiring virtual telecoms solutions.
 Provides technical solutions to agreed timeframes, working closely with customers to deliver
solutions in accordance with specifications.
 Develops an in-depth understanding of customer business requirements and applies product
knowledge to meet those needs.
 Delivers solutions to clients and attends prelim and final meetings with technical teams to discuss
software solutions.
Selected Achievements:
 Designed and deployed a VMware platform using VCloudsuit and NetScaler to multiple datacentres
linked by a BT MPLS.
 Played an integral role in the design of a MPLS network in conjunction with BT to London Borough
Councils.
 Played a pivotal role in the bid proposals, preparing statement of works, shaping contracts and
delivering presentations to win new business. Followed by liaising with the client to manage the
whole end to end process.
Head of Pre Sales Jan 2011 – Jan 2013
The Cloud UK Ltd (www.thecloud.uk.com)
Played a pivotal role in the formulation and delivery of sales strategies to increase customer market
share and sales of hosted virtual desk top products (VM Ware with terminal services).
 Conceptualised the strategic move towards building a cloud based desktop managed service that
extended the product offering and channel sales model.
 Trained and steered a group of solution architects to manage the presales consulting, on-boarding
preparations, and final implementation of software solutions.
 Delivered solutions to clients and attended prelim and final meetings with technical teams to
project manage the process.
 Worked collaboratively with Account Managers to feedback on issues with current products and
provide input around delivery.
 Developed strong relationships with clients, up-selling additional applications and value added
products where appropriate.
Selected Achievements:
 Designed and deployed a VCloudDatacentre platform based on VMware Cloud Director, Connector
with Microsoft and Citrix overlaying a mix of DELL host servers, EMC fibre storage, NetScaler MPX
& VPX.
 Played an integral role in the design of a multilayered MPLS / VPLS network in conjunction with
the largest 21st Century data network provider in the UK-TalkTalk.

3.  Played a pivotal role in new bid proposals, preparing statement of works, shaping contracts and
delivering presentations to win new business.
Head of IT 2007 – 2011
Labrador IT Services
Worked collaboratively with sales teams, providing technical and project consultancy support, and
presenting relevant technical solutions at customer visits and presentations.
 Prepared analysis on target client markets and engaged with stakeholders to identify software
solutions to improve business performance.
 Implemented strategy to achieve the annual business plan, setting objectives to achieve targets
and business goals.
 Identified and developed new business through networking and cold-calling in order to create
interest in products and services.
 Provided technical advice to customers on all aspects of IT solutions, including hardware and
software features.
Head of IT 2000 – 2007
Mice Group Plc
A key leadership role with responsibility for defining the scope and project delivery of a global
virtualisation project using cutting-edge Cloud technology.
 Managed the group’s IT infrastructure service levels and performance across UK, International, US
divisions.
 Oversaw the entire project lifecycle for the virtualisation project, carrying out initial scoping and
project planning to ensure delivery in accordance with stakeholder expectations.
 Controlled and monitored the project budgets of £1.5M; adhering to the business value case at all
times to ensure the budget was not exceeded.
 Introduced key milestones and critical success factors to ensure the successful delivery of the
project on time and to budget.
 Oversaw project capacity planning, assessed risk and made sound business decisions to ensure
resources were appropriately identified, acquired, and deployed to meet the project requirements.
 Implemented robust project governance; overseeing processes and procedures to ensure desired
project outcomes and quality of agreed deliverables.
 Built and maintained critical relationships with cross functional teams and third party vendors to
ensure project outcomes were achieved.
Selected Achievements:
 Successfully centralised the IT platform for 46 group companies and 5000 users into Mice Group,
resulting in reduced costs, and improved efficiency and communications throughout the group.
 Designed the tender process for the software, hardware, and connectivity support. Liaised with
multiple 3rd
party vendors including Dell, Citrix, VMWare, Symantec, and BT to ensure the delivery
of the project.
 Delivered annual IT savings of £730k through the successful centralisation of the CRM package
using Cloud Technology.
 Rationalised the IT Department and delivered further savings of £3m on completion of the
virtualisation project.
Qualifications / Training
MCP, MCSE, CCA, VCP-Cloud
ISO 27001 (Assisted a client through the process of achieving accreditation)
Technical Experience

4. Application Software:
 VMWare ESXi, VMware Capacity Planner, VMware SRM, VMware Virtual Centre, VMware VCloud
Director, VMware VCloud Connector, VMware VCloud Director .
 HyperV, Citrix XenApp, Symantec Backup Exec, Terminal Services, VOIP
 Networking: LAN, WAN, MPLS
References
Darren Wallington
Director of Sales
TMF Networks
Mark James
Director of Sales
TheCloud
Nick Swainson
Director of Sales
CMPS