United Kingdom
Commercial and Go-To-Market leader with 16+ years’ experience scaling B2B SaaS, data, and insight-led businesses globally. Proven track record of building and leading high-performing commercial teams, launching new markets, and driving sustained enterprise revenue growth across EMEA, APAC, and North America. Deep expertise across enterprise sales, partnerships, indirect channels, customer success, and GTM strategy within software, data, research, and consulting firms. Passion for the science of sales and marketing. Boxing & Football aficionado with a love of country & western music.
Capture One is used by leading ecommerce studios to catalog, edit, and process image files. The software is also capable of tethering (connecting a camera to an external monitor) so that photographers can color-check their images in real-time creating speed and efficiency gains. I am responsible for consulting on Capture One's enterprise account strategy and growing our footprint with some of the world's largest e-commerce studios.
• Manage and renew account portfolio to the value of £750k consisting of retailers, financial institutions, FMCGs and technology suppliers across EMEA and APAC. • Engage with Directors of Strategy, Heads of Insight, Category Directors, Heads of Innovation, Shopper Marketing professionals, M&A teams and Equity Analysts. • Identify and close new business subscriptions or additional product sales. • Generate and scope bespoke sales opportunities within assigned account base. Liaise closely with the content team and project manage each advisory sale. • Deliver online demonstrations and training in multiple languages via WebEx/GoToMeeting software and train users of Planet Retail’s website.
• 1st Employee hired outside of North America to grow & develop the go-to-market strategy for Dynata’s recently acquired SaaS platform, Sharpr in new markets (EMEA & APAC). • Generated circa $1.1m in ARR in first full year at the company including commercial agreements across agencies (creative & media) and corporate brands (in the media, energy, retail, CPG, FMCG, & fintech sectors). • Act as a solutions architect & product advocate including scoping custom product opportunities, assessing demand, designing collateral, sharing playbooks & battlecards alongside market intelligence. • Structured partnership & referral agreements with major research, creative & media agencies. • Variety of business development activities collaborating with marketing on demand generation, leading 2 SDRs, keynote speaking & content marketing (including contributions in industry news). • Upsell & cross sell Dynata's survey research solutions including: Brand tracking, claims testing, due dilligence research, advertising solutions, creative testing and marketing effectiveness.
• Productize & develop pricing for consultancy solutions in with the Head of Consulting. • Introduce new approaches to client segmentation, renewal strategy & commercial tactics • Deliver category strategies across multiple product portfolios with major FMCGs • Future proof customer segmentation through trends and data-led approach. • Quantify & prioritize trends shaping consumer behaviour using a blend of data sources (Syndicated research, survey data, social listening, Google trends data, interviews & focus groups) to generate foresight. • Lead on research delivery developing discussion guides, conducting stakeholder interviews & shopper research in collaboration with strategists & data scientists. • Translate insights into actions for stakeholders in a clear and concise manner via C-suite briefings, reports, dashboards, audience & category thought leadership plus facilitated workshops. • Account portfolio included: Adidas, Tesco, Dunnhumby, BMW, Sainsbury’s Argos, P&G and JnJ.
Key Acheivements • Supported the formation and recruitment of the Key Accounts team. • Started mentoring program for 7 colleagues on global customer strategy & account planning. • Hosted and moderated several industry-leading roundtables leveraging industry knowledge. Key Responsibilities: • Lead, manage and coach 5 team members alongside personal revenue targets. • Devise renewal growth strategy, measure retention, run risk assessments and mitigate lapse risks. • Account portfolio included a mix of retailers including JD Sports, Clarks, Tesco, Sainsbury’s Argos, John Lewis, Aldi, Curry’s, Kingfisher PLC, Kimberly Clark, Hugo Boss & others.
Primary Objectives • Maintain and grow existing Enterprise level subscriptions, typically FTSE 500 companies with a focus on retail, FMCG, FS and Telco. • Actively prospect companies from Econsultancy target list • Contribute significantly to future product development by collecting and sharing customer feedback Main Duties and Responsibilities • Build and maintain strong relationships with existing clients to maximise renewal rates • Achieve net growth sales targets within agreed timelines • Lead sourcing and prospecting calls to identify opportunities for upsell and new business • Writing renewal and new business proposals for commercial evaluation • Understand organization structure for each client