Cirencester, England, United Kingdom
Specialties: AM.APMP, Prince2, French
Global Director of the worldwide deal desk functions and best practice implementation across all things deal related.
Developing bid and commercial strategy, providing best practice leadership to the bid capability and challenging the status quo. Leading bid activity, collaborating with the sales and pre-sales teams. Ensuring propositions are compelling, competitive, commercially viable and capable of delivery. Contractual and commercial negotiation and governance. Orchestrating activity between the different phases of the bid process making sure deliverables are completed in line with the bid plan and that a winning proposition is submitted to the customer. Managing the bid lifecycle from the initial reviews through to contract signature.
Managing the EMEA Bid Team who are responsible for pre-sales development and programme management of significant and complex opportunities (managed services/ cloud/ colocation/ network/ professional services). Development and ongoing responsibility for the qualification bid/no bid process. Team management of the bid managers delivering bids (PQQ, ITT,RFI , RFP, BAFO) as well as management of significant opportunities where required. Development and ongoing production of management reporting on down select success and win loss statistics and the relevant action to improve the same. Development of content management strategies for the business to improve data availability to the team and improving self-service opportunities to increase throughput.
Responsible for the management of significant and complex opportunities (Tier 3). Blending a combination of sales, technical, commercial, organisational, writing and customer presentation skills to supplement the Savvis Sales account teams. Responsible for the project management of the bid from the initial qualification by Sales to the delivery of the relevant bid responses/collateral. Development of the Qvidian knowledge base.
Global Bid Manager - Responsible for the management of significant and complex opportunities. Managing remote bid teams to deliver professional, deal winning bids. EMEA Sales Operations Manager - heading the SFDC support function for cloud sales, managing sales stream during the adoption of Oracle and other central Symantec functions - 5 direct reports.
My first role with MessageLabs (now Symantec.cloud) was to facilitate partner relationships in order to launch, what was then, a very unique ‘software as a service’ offering. This involved working with major telecoms providers to empower them in selling the concept of the MessageLabs product suite. The role included contract negotiation and adapting business processes to enable sale, implementation and support of the product suite utilising existing staff and software. During this time I also managed the first line support team (4 members of staff) and the implementation team (7 members of staff).