London, England, United Kingdom
I am a proven sales and business development manager. I built a $500k to $40M business into the MoD whilst at Hewlett-Packard and I have consistently achieved multi million targets in my career. I created HP’s Enterprise channel and alliance business with Microsoft and Cisco, KPMG’s and Infosys’s EMEA business with HP, IBM, Oracle, SAP, EMC and Symantec’s EMEA channel sales to IBM, Unisys and BT. I am currently running my own consultancy where I have acted as Head of Sales and provided sales consulting for small to medium sized companies in the financial and local government sectors. I am team player with an excellent array of sales management, business management, consulting, organisational and technical skills. I have a strong and broad industry network across all global regions. I have a solid sales record and I have consistently exceeded targets and objectives. Specialties: Sales Channel Alliances EMEA Global
I currently run my own sales consuIting business. I am engaged as an independent sales manager for a consulting company delivering BPM and IT alignment consultancy. Key clients included those in the public sector, financial sector and facilities management. My recent engagements include acting Head of Sales and Alliances for a financial services software company, whose clients include LTSB, GE, and RBS. I also provide consulting to companies who require client advice and developing relationships through partners, with the aim to advance their revenues and profits.
I joined to Symantec to develop the channel revenue with BT Global Services and Unisys. I built the relationships with the partners, working with the Symantec partner and channel teams across EMEA. Results showed an increase in revenues for both systems integrators, with BT generating $6.9m and Unisys $1.3m in revenues, on a joint target of $3m. In April 07 I took over the management of the IBM Global Services (IGS) relationship in EMEA. The position involved developing executive relationships within IGS, developing joint solutions, delivering sales and technical readiness within IGS and Symantec, and managing and coordinating the sales teams across EMEA. The first half of FY’08 resulted in revenues of $7m, showing an increase of 25% over the previous year.
I joined Infosys in 2002 to set up the Channel and Alliances Programme for EMEA. I was the first channel manager employed globally for Infosys. The programme successfully established business development activities with leading IT companies including Microsoft, Oracle, IBM, Informatica, BEA and SAP; with a programmatic approach to many other alliance partners. My major achievements included: • Creation of a highly successful alliance strategy, plan and execution for EMEA • Building the market development and brand for the offshore proposition into channel partners • Channel and solutions development with Microsoft, Oracle, SAP, IBM, Informatica, Filenet, Sun, BEA and many more • Microsoft – the Infosys/Microsoft relationship was taken from beginning to a tier one global SI alliance within 18 months • Infosys EMEA sales force training and development, including Internal and partner education of joint strategies • Success included major wins at Shell, Royal Bank of Scotland, Barclays, Tesco, LMUK, UBS, CS, Sainsbury, BP, Royal Mail, Telenet, Belgacom, Syngenta, Infineon • Channel and Solutions margins showing a significant increased margin over “business as usual” • Revenues in 2006 in excess of $16m, on a target of $12m
I created the systems integrator and technology partner programme for KPMG EMEA. This position required understanding the business objectives, identifying complimentary partners, partner recruitment, legal and contract negotiations, joint planning/execution, marketing and channel management. I developed partnerships with systems integrators to address the needs within each industry group, with significant wins at Vodafone, Yorkshire Electricity, BP, GSK, Boots, RBS, Lloyds TSB, NTL, BBNed and BT Cellnet, resulting in over £20m in revenue to KPMG Consulting in FY’2001, on a target of £10m for the partner program. I was responsible for managing the relationship with the key technology partners, namely IBM, Sun, CISCO, Hewlett-Packard and EMC. This included building and executing joint plans, sales engagements and developing go-to-market propositions. Objectives included: • Increase KPMG Consulting revenues • Provide clients with end-to-end solutions • Increase quality of service to KPMG’s customers • Build joint partner sales funnels • Create best practices across KPMG Consulting for partner management • Established KPMG Consulting partner accreditation standards The alliance programme enabled KPMG Consulting to win new business, develop joint accounts, close business earlier and create new solution propositions and add value to their clients.
I was promoted to a newly created position within Hewlett-Packard’s Enterprise Accounts Organisation to manage the relationship for the newly formed Microsoft and Cisco alliances. I took responsibility for developing business with Microsoft across all of Hewlett-Packard’s business units (Enterprise accounts, Channel, Consulting and Support organisations), reporting through to the directors and general managers of each Hewlett-Packard division. I was responsible for joint sales, developing incremental business, leveraging product sales, consulting and support revenues. The alliances generated £35m of sales in 1999, representing a 400% increase in revenues. Strategic Account Director, Ministry of Defence, I grew the Ministry of Defence account to become one of the selected top ten HP UK customers, and I was promoted to Stategic Account Director to manage this business. I led a direct team of 12 sales, support and project staff responsible for winning and delivering complex IT projects into the MoD. This role required working closely with partners and systems integrators, either as a prime or sub-contractor. During 1997, I grew the product and service revenue by 35%, with major competitive wins including Command Support System ($25M) and NavyStar ($60M). 1992 – 1996 MOD Accounts Team Leader I was appointed sales manager of the MOD Sales team. I managed a team working with the service and support organisations to win business across the breadth of the Ministry of Defence. I was also responsible for managing the Royal Navy account within the Major Accounts team. During this 3 year period order growth increased by 300%.