United Kingdom
Winning complex, multi-million-pound deals is a team sport. Over 20 years leading bid, commercial, and deal architecture functions across the UK, Ireland, and international markets, I've learned that the difference between winning and losing rarely comes down to price — it comes down to how well you understand the customer, qualify the opportunity, and mobilise the right people around it. As Head of Opportunity Management at Telefónica Tech UK&I, I lead the bid, commercial, and deal architecture teams — with a focus on building the capability, governance, and tooling that lift win rates and protect margin at scale. In recent years, that's meant introducing AI-enabled qualification frameworks, re-engineering core sales processes, and developing a team that consistently delivers on our most complex and strategic pursuits. I'm proud of the deals we've won — some of the largest and most complex in our recent corporate history. But I'm equally proud of the team I've built around them: the processes we've standardised, the governance we've strengthened, and the measurable improvement in both win rates and margin percentages that their collective work has delivered. My expertise spans bid strategy, commercial deal structuring, enterprise architecture, and the practical application of AI in sales and pursuit management. I write here about the craft of winning — qualification, deal strategy, team performance, and what AI is (and isn't) changing about this field. If you're working on something interesting in this space, I'm always open to a conversation to learn more.
As a Major Deal Lead, I lead solution teams assigned to strategic opportunities to develop the bid and solution strategy. This role works closely with partners and senior colleagues to support new business growth. I operate in a sales-focused role, requiring a combination of management, analytical skills, authoring skills, industry knowledge, and a detailed understanding of the sales and solution process. My technical and service background enables me to select the best solution options for each Client requirement and combine these into a compelling commercial proposition. Where appropriate, I challenge the conventional thinking of the solution and commercial response to help differentiate our proposals and solution choices or offer suggestions for alternative options, including commercial innovation. I am expected to communicate orally and verbally with authority on the Telefónica Tech portfolio and develop a close relationship with the architecture community, drawing upon their skills. In parallel, as Head of Opportunity Management, I have been developing and implementing a standardised Opportunity Qualification and Pursuit Management process throughout the three newly merged Telefónica Tech UK&I businesses. This new process based on Shipley and Miller Heiman methodologies included improving how opportunities are identified and qualified and then using a structured approach to manage the development of the solution and the win strategy through submission to the Customer and contract signature.
I led the CANCOM Major Bid Team comprising of service, technical and business architects. I was responsible for identifying and tracking opportunities, developing the solution using subject matter experts in the company, and responding to Customer ITT’s. This included the creation of cost models and working with legal advisors during contract and dialogue negotiations. As a result, I have successfully won complex managed service offerings in the NHS, Police, Housing, and Private sectors. I also specialise in UK&I Public Sector Frameworks, placing Novosco/CANCOM/Telefónica Tech on 15 frameworks and over 100 individual Lots.
I was responsible for building the solution management process within Novosco. This included developing their approach to bid and solution management, mentoring sales managers in proposal management, and working with the founding architecture team to develop standardised approaches to cost modelling. This gave the business confidence to pursue ever larger opportunities, primarily in the public sector. I was privileged to lead the bid on their first ever multi-million-pound managed service opportunity win. Success continued with further multi-year wins peaking with a £100m+ NHS win. During that time the Novosco business grew from circa 40 employees to nearly 300 employees prior to its sale to CANCOM in 2019
As a Senior Solutions Architect within Northgate Managed Services, I am responsible for working with teams from each of the Northgate business units to scope, develop and deliver integrated solutions to meet client business needs. I am responsible for the overall development of the solution with specific focus on ICT and Service Management elements to ensure that the solution is practical, effective and consistent with Northgate delivery methodologies. This includes the identification and management of costs, risks, and technical compliance to Northgate and industry standards.
I work closely with Steria Clients, Steria Client Directors and Steria Partners in qualifying new opportunities, designing and articulating the solution, and developing further business with existing clients by identifying solution road maps that will bring benefits to their business. As part of this I manage and develop a team of Solution and Technical Architects that supports the Client Directors in pursuing all qualified opportunities within the Steria NI business sector.