Theale, England, United Kingdom
I am an enthusiastic and dynamic Senior Product Manager, delivering software and hardware products that drive revenue growth and customer satisfaction. Building on my engineering and Business Sales experience, my skills are in spotting market opportunities for products by looking at the data and engaging with customers for feedback, orchestrating cross-functional delivery teams around the appropriate project methodology, and using my strategic insight and commercial acumen to deliver results. Key achievements: • Manage a comprehensive £150m portfolio of SaaS Software, Hardware, Professional and Managed Services products. • Responsible for the full product lifecycle, responding to frequent product launches, pricing changes, and marketing promotions from vendors such as Apple, Samsung Google, Microsoft, VMWare and IBM. • Developed and launched a Managed Service for Business Customers, transforming a previously fragmented service, and expanding it from 50k to over 220k endpoints. • Designed and delivered a new portfolio of SaaS Security and Service products that grew Category revenue from £15m to £80m in 3 years. • Regularly brief Directors and Senior Managers to align strategy, budgets and new product development priorities. Give Customer, Partner and Analyst presentations. • Coach new members of staff and two female graduates at the start of their Career. My experience spans roles such as Head of Products, Senior Product Manager & Product Owner. Technologies: Product Lifecycle Management (PLM), New Product Introduction (NPI), SaaS, Edge Computing, Private Cloud, Hybrid Cloud, Public Cloud, AWS, Azure, GCP, IoT, 5G, Mobile Applications, SaaS, Mobile, End User Compute (EUC), API’s, Data Centres, Connectivity solutions, Contact Centre, Digital Workplace, Modern Workplace, Microsoft 365, Unified Communications, Voice Services, Service Management, Content Services, BPM and Workflow, ERP, CRM, Data Analytics, Security, Artificial Intelligence (AI), Machine Learning (ML), and Jira. Experience: Direct Sales, Account Management, Strategic Accounts, Indirect Sales, Sales Management, Channel Sales, Business Development, B2B, B2C, B2B2C, Business Strategy, Business Planning, Business Operations, Leadership, Coaching, Collaboration, Partnerships & Alliances, Public Speaking, New Product Development (NPD), Agile, Iterative, Waterfall, Pricing, New Product Introduction (NPI), Product Lifecycle Management (PLM), Negotiation, Research & Development, Director, Business Transformation, Management Consultancy, P&L Management, Negotiation and Contract Management.
Leading the Software, Services & Solutions (SSS) category for Samsung's Business Division.
Leading a team of Product Managers, managing a portfolio of SaaS Software, Hardware, Professional and Managed Services products from internal and external suppliers. Defining and executing Category strategy for the £150m Device Services portfolio serving B2B customers, focusing on reliability, dependability, UX, ease of doing business, performance & innovation and ensuring quality benchmarks are maintained for all services. Achievements Include: • Defining and executing the product portfolio strategy and roadmap, product & proposition development, new product introduction, value added services (including Financing, Lifecycle Management Services, Content and Self-Service), forecasting and managing Commercial Performance. • Lead and manage a team of Product Managers accountable for the product lifecycle from concept through launch, commercial exploitation, and end of life, involving market and competitive analysis, positioning, pricing and go-to-market strategy. Regular coaching to ensure progress against objectives, identify and resolve risks to delivery plan, and to reinforce Product management best practice. • Regularly brief Directors to align category and wider portfolio strategy, roadmaps, budgets, product development, risks and commercial performance against plan. Collaborating closely and influencing cross-functional teams, including Project Management, Software Development, Sales, Marketing, Support, IT, Logistics, Finance & Procurement to successfully launch products and deliver commercial success. • Balance quarterly trading and commercial objectives with the longer-term product strategy, using data-driven decision-making to prioritize product features and enhancements while ensuring key decisions are made through the Business customer lens. • Coach Business Change and agile Software Development teams to ensure key requirements are captured, sprints align with epics & backlog priorities and that workflows are optimised for scale.
Once the JV between O2 UK and Virgin Media was launched, I was responsible for leading a team of Product Managers and product portfolio through the change process. Aligned to our overall Business Strategy and 3-Year Plan commitments, we assessed the combined portfolio and then rationalized it while also managing customer and partner contractual commitments. Achievements Included: • Worked on Pre-Merger Integration workstream, working in collaboration with Directors and Consultants defining the new lead-to-cash processes, so we could hit the ground running, once the business transitioned from O2 Business into Virgin Media O2 Business.. • Worked collaboratively, leading a new team coming from both sides of the pre-JV organisation using an agile approach to define and then successfully implement the first 100-days plan for the product portfolio. This focused on interoperability with the new billing system, sales processes, commissions, CRM, Contracts, while at the same time rationalizing the combined portfolio, and educating the new combined Salesforce.. • Identified and executed new approaches to underpin contractual commitments, improving commercial performance and managing new and existing vendor relationships through the change period.
Reporting to the Business Products Director, my responsibilities included leading a team of managers, managing product relationships, and designing a new service model. Required to manage Digital Workplace strategy, Business Cases, Risk Management, Compliance and change delivery. Achievements Included: • Led a team of skilled managers responsible for Product Management, Strategy and Commercial exploitation of our Product Portfolio and Development of new capability to underpin the Customer, Revenue and Contribution growth ambitions of 3-year Plan for Large Business and Public Sector Customers. • Managed complex commercial and product relationships with ISVs, Service Providers and Device Manufacturers. • Led the team to design a new Unified Service model for the portfolio to better support interoperability and more efficient delivery of customer projects. • Drove the Digital Workplace strategy, Business Cases, Risk Management, Compliance and change delivery. • Served as the business sponsor for several strategic transformation programmes. Served as Business lead for team on-boarding new Managed Services provider and migrating legacy services into new operation. • Direct revenue from the portfolio increased from £15m to £80m, supporting over 220k endpoints.
Working for the Commercial Development Director, I assessed new channels to market for O2 Digital products by integrating them with Independent Software Vendor products and ICT Managed Service companies with limited Mobility expertise. Rapidly concluded that the biggest growth option for B2B segments lay in Partnering to accelerate our Managed Mobility and Mobile Application solutions. I led the project to bring on a new Managed Services provider for our in-house capabilities and then took on early-life management of the partnership until it reached scale. This process required me to be urgent, good at networking, strong communicator up to Board level, to have Commercial Acumen and strong leadership and people management skills.
Managed the largest Strategic Account in O2's Passenger Services practice delivering over £40M annually from solution selling Mobile, Devices, Applications, Professional Services and Managed ICT Services. Delivery of forecasts, reporting, full stakeholder management into the Public Sector Managing Director and O2 UK Business Director. Managed the strategic partners who underpinned the overall service. Supported Client Directors and Client Managers in opportunity and bid planning of complex solutions, and as a Subject Matter Expert, presented at Industry events and regional customer events. Led the project to sell and deliver the largest Mobile Managed Service solution in O2’s history. This was a migration and transformation project to put managed iPhones into the hands of Network Rail’s 13,000 trackside workers. This involved engagement at senior levels with the customer’s IT and Telecoms teams, briefing O2’s Business leadership team, getting all parts of both businesses aligned on the Technical, Operational and Customer Service objectives. The project was hugely successful in speeding up the response of the Network Rail Mobile Incident Managers and the Trackside team to keep the network running.
Vettro was an Angel funded SaaS technology Start-Up, when I joined their UK Management team to lead Channel Sales for their on-demand Mobile CRM and Workforce Management applications. I recruited and managed Mobile Network Operators (to expand their Mobile Data services), Independent Software Vendors including Oracle, BMC & HP (to mobilise their applications) and IT System Integrators. I supported selling into Finance and Professional Services companies and closed a bespoke Revenue Protection application for Regional Rail company.