- Hannah, can you tell us a little about your background and what your role as Head of Sales looks like at Infrastar?
If you’d told me 10 years ago that I’d be leading a sales team in the tech reseller space, I might not have believed you—but here we are, and I wouldn’t have it any other way!
I spent seven years at Intel, where I honed my skills in sales and ops strategies, process improvements, and managing billion-dollar revenue targets. I loved the challenge of finding new ways to drive results while keeping teams connected. Now, at Infrastar, I get to apply that experience in a fast-moving, high-growth environment.
Being Head of Sales at Infrastar is all about building a powerhouse team that doesn’t just hit targets but redefines how we sell. I focus on creating sales strategies that break away from ‘business as usual’—whether that’s introducing innovative sales methods, strengthening partnerships, or finding new ways to showcase our technology solutions and capabilities. One day, I’m deep in strategy meetings; the next, I’m helping the team close a game-changing deal. No two days are the same, and that’s what I love about it.
- As Head of Sales, what does your day-to-day look like and what are your key responsibilities?
Mornings usually start with a coffee (essential!) and a quick review of how my days about to go — I’ll usually start by reviewing our pipeline – what deals need more focus, what challenges need tackling and how we can best support our partners from each pillar of our business. From there, it’s a mix of team meetings, customer calls, and working closely with our partners to explore new ways to bring innovative technology to the places that need it most.
Sales is never just about selling—it’s about problem-solving, relationship-building, and making sure our partners and customers succeed. No two days are the same, and that’s exactly what makes this role so exciting.
- In your experience within the tech industry, what have you seen change the most over the years, and how has it shaped the way sales teams approach customer relationships?
The pace of change in the tech industry is relentless—what was cutting-edge five years ago is now table stakes. In sales, we’ve had to evolve just as fast, because customers aren’t just buying products anymore; they’re investing in outcomes powered by technology.
AI and automation have completely changed the game. From cybersecurity solutions that detect threats in real-time to AI-driven analytics that help businesses make smarter decisions, technology is no longer just a tool—it’s an intelligent partner in business operations.
One of the biggest changes has been the move from one-time hardware purchases to long-term infrastructure planning. Businesses aren’t just looking for the latest servers, storage, or networking gear; they want scalable, efficient, and cost-effective solutions that fit into their broader IT strategy.
The rise of hybrid IT has also transformed how customers buy hardware. It’s no longer just about on-prem infrastructure—companies are blending cloud, edge computing, and AI-driven workloads, meaning hardware needs to be more adaptable than ever. We’re seeing demand for solutions that offer high performance, energy efficiency, and seamless integration across different environments.
- Looking ahead to 2025, what technology are you most excited about, and how do you envision it impacting the tech industry and your business?
Every year, technology pushes the boundaries of what’s possible, but 2025 feels like a turning point—especially for sectors like government and defence, where innovation is directly shaping security, efficiency, and operational resilience.
High-Performance Computing (HPC) & AI Workloads
AI-driven simulations, real-time analytics, and geospatial intelligence are transforming projects in the defence space. The latest HPC solutions—powered by next-gen processors and accelerators—are enabling faster, more complex data processing, from battlefield simulations to predictive maintenance in critical infrastructure.
Edge & Tactical Storage for Real-Time Data Processing
As more infrastructure and defence systems rely on real-time analytics, edge storage solutions are becoming critical. Instead of sending everything to a central data centre, edge storage allows data to be processed and analysed on-site—whether that’s in a remote military base, an offshore energy platform, or an urban surveillance system. This reduces latency, improves resilience, and ensures critical data is always available.
AI-Powered Resource Management
For defence and large-scale infrastructure, ensuring uninterrupted performance is crucial. AI-driven platforms like Turbonomic are transforming IT operations by automating resource allocation—ensuring that compute, storage, and networking are always optimised without manual intervention. This is a huge advantage for organisations that need to guarantee uptime while balancing performance, cost, and energy efficiency.
- What is currently the biggest challenge in your role, and what strategies are you using to overcome it while keeping your team motivated and aligned with company goals?
One of the biggest challenges in my role right now is balancing rapid industry change with keeping our sales strategy focused and effective. The technology landscape—especially in areas like AI, cybersecurity, and hybrid IT—is evolving so fast that customers’ needs are constantly shifting. As a hardware and solutions provider, we must stay ahead while ensuring our team is aligned, motivated, and delivering real value.
We keep our teams motivated by empower our teams with knowledge and training opportunities, strengthen collaboration not other with our partners but internally too, and keeping the team motivated with achievable goals, fit for the evolving market.
- In a highly competitive market, what sets Infrastar apart and makes it unique in terms of customer experience, innovation, or market positioning?
In a crowded tech market, what truly sets Infrastar apart isn’t just the products we sell—it’s the way we partner with customers to deliver solutions that aren’t just cutting-edge today, but built for the future. We don’t just move hardware; we provide expertise, strategy, and the right technology stack to solve real-world challenges.
What sets us apart is our ability to deliver custom Proof of Concept (POC) solutions that give customers a real-world glimpse of how the technologies we work with can solve their specific challenges. While others talk about innovation, we show it in action.
Our ability to deliver high level consultative support and exclusive POC solutions means our customers stay ahead of the curve, reduce risk, and invest in technology that truly works for them. In a rapidly evolving market, that’s what makes Infrastar the go-to technology partner for businesses that want more than just hardware and support—they want real innovation.
