Matt Leighton - Portal Sales Specialist

Contact Matt

How did you get where you are today?

I started my career as a trainee Java programmer for CSI, a business systems integrator, in 1998. I then progressed through the ranks learning about Java and IBM WebSphere, before becoming a project leader on big application Web rollouts for companies such as Laura Ashley. In 2002, I moved to another business systems integrator called Triangle, where I worked as a pre-sales consultant on WebSphere. I was promoted to Head of WebSphere during my time at Triangle, and developed a sales and technical strategy for Web-based products. I joined Logicalis just under a year ago as a sales specialist for IBM software.

What are you working on right now?

At the moment we're currently finishing a large-scale portal development at BAE Systems. I'm also working with Arcadia Group to redefine how it approaches Java development, so we're creating a governance model and development methodology to help them in the future.

Who or what has been the greatest influence on your career to date?

Kevin Drew, managing director of Triangle. I've known him for five years and although we don't work together now, we're still golf buddies. He was the guy who mentored me - he still does to some extent - and helped drive my career.

Who in business do you most admire - and why?

Richard Branson. I read a story about the origins of Virgin Atlantic - how Branson was stuck on the Virgin Islands with other passengers when their flight was cancelled, so he chartered a jet and sold seats on the flight to people waiting in the queue - and if that's not thinking outside the box, I don't know what is!

What aspect of your job do you find most satisfying?

Gaining a customer's trust is the most satisfying part of the job. I find it rewarding after we've been through quite a complex sales cycle to gain a customer's buy in and approval to implement the solution we've recommended.

What has been your most valuable lesson learnt?

Learning to say ‘no.' The worst thing you can do as a salesperson is over promise and under deliver. So although my role now is about helping people, I have to prioritise and learn when I'm taking on too much. Ultimately, if you over promise and under deliver, the customer won't have faith in your ability to help them.

Which are your favourite websites and blogs?

I'm still a huge fan of Google as I'm quite time-poor. I also like iTunes and I think that plays to my entrepreneurial spirit, as Apple found a gap in the market and exploited it massively. Ed Brill's blog is very good too.

How do you spend your downtime? Where? With who?

I try and get to the gym as often as possible, although it's not as often as I'd like. I also play football once a week and like to go out to dinner with my wife.

What lifetime ambition have you yet to achieve?

To run my own company. One day I want to be completely in charge of my own destiny and sit there and see if what I tell other people to do actually works!

Tell us one thing that most people don't know about you...

When I was quite a bit younger, I played in the FA Cup for Matlock Town FC.