London, England, United Kingdom
Proven customer centric business professional focused on transformation through people, culture and technology. 21 years’ experience in leadership, business development, account management and technology. • Defines and leads team to create business value for customers • Takes ownership of customer engagement with ability to deliver outcomes • Builds strategic relationships and effectively communicates at all levels of business • Experience in bringing new solutions to market by defining value and sales channels • Has strong technical background in application infrastructure and architecture
Mark is the EMEA Sales Lead for Media and Entertainment at AWS responsible for building relationships with globally significant M&E institutions operating within EMEA. This includes delivering the world’s most comprehensive cloud platform with purpose-built capabilities to help customers transform content production, media supply chain, broadcast, direct-to-consumer & streaming, and analytics.
AWS Lead and manager for Retail vertical. Defined strategy to leverage 20 years of Amazon experience and knowledge in retail, achieved non linear business growth and built high performing team that enable customers to accelerate cloud adoption. Focus areas included digital transformation, customer engagement, Data/AI and cloud operating models. Worked with customer executive teams to build trust allowing adoption of new technologies, culture, strategy, Collaborative management approach empowering others to be successful. • Built and executed globally adopted go to market strategy for Retail vertical • Hired, built and coached high performing team including managers and IC • Earned trust of CxOs to invest with AWS as executive sponsor including EBC delivery • Successfully Implemented sales excellence and measurement to ensure customer outcomes • Collaborating with Amazon wide teams to build strategy and execute with key customers • Coach and trainer for Amazon Developing Mechanisms leadership methodology • Acted as business wide Bar Raiser in over 600 interviews as for senior IC and Manager roles
Managing named enterprise accounts within Integrator and Central Government verticals to achieve financial goals, incremental growth and strategic partnerships. Successfully combined multiple teams to deliver consultative and services led sales including Collaboration and Infrastructure as a Service. Key Achievements • Exceeded financial goal through delivery of value propositions and strategic relationships • Defined and managed Multi National Account with integrated account plan and contracts • Completed contractual pricing including frameworks and utility models • Built pipeline through multiple sales channels (direct, partner and As a Service)
Completed personal goal by travelling through Southern Africa in 4x4. Covered 20,000k's through Botswana, South Africa, Zimbabwe, Lesotho, Swaziland and Namibia.
Successfully pursued position within Fujitsu South Africa to grow Enterprise and Egenera related business within the region as goal carrying Sales Specialist. Success required understanding of local market and Fujitsu positioning while developing market specific sales and technical capabilities around Dynamic Infrastructures. Appointed Acting Manager of Solutions Group in July 2009 including role on Country Management Team. Responsibility for delivery and targets of consulting, sales support and project delivery functions reporting to Country Manager. Key Achievements • Achieved Financial goals in competitive and challenging marketplace • Developed and increased customer base in central government and hosting verticals • Positioned complete integrated and deployed solutions for key customer applications
Developed and executed initiatives within Fujitsu EMEA following creation of OEM relationship with Egenera. Personal responsibility for regions across EMEA to achieve targets defined in OEM agreement. This this involved delivering to account teams sales education and deal support, financial structuring, partner/customer briefings and solution white papers around SAP and Oracle. Successfully built relationships at all levels within Fujitsu from HQ to in country teams by supporting individual sales campaigns. Key Achievements • Achieved financial goals and Lead Consultant for largest single deal worth £3m • Completed competitive analysis and market positioning including go to market strategy • Produced and presented proposals for proven value proposition including ROI reduction
Joined small Egenera (Enterprise Unified Computing) team within EMEA introducing emerging technology to market and developing light house accounts. Adapted to different roles (sales, consulting and technical) as required to accelerate adoption and both develop and deliver value propositions. Successfully grew pipeline within addressable market and developed strong qualification and account plans delivering new name key accounts.