London Area, United Kingdom
Accomplished sales and business development leader with over 20 years experience within the IT industry. While much of Matthew's career has been in leading direct sales within the Blue Chip ecosystem, he also has extensive experience (and an equally strong track record) working with smaller organisations including start-up & emerging companies, helping them punch above their weight both in direct sales, and within a re-seller & channel ecosystem. Specialties: Software & Services Sales, Cyber Security, ITOps, Cloud, Big Data, AI, ML. Enterprise Services, Digital, IT Strategy, Managed Services, Consulting Services, XaaS, Splunk, Challenger Sales, Consultancy Sales, Solution Sales, Value Sales, Command of the Message, MEDDPICC.
Matthew is a highly accomplished sales and business development professional with over 25 years of experience in the IT and cybersecurity industry, covering every stage of the sales and delivery lifecycle. His expertise spans software, managed services, and consulting for organizations of all sizes—from startups to blue-chip enterprises. Demonstrating a proven ability to craft and execute award-winning strategies, he has consistently delivered against both sales targets and strategic objectives. Entrepreneurial and forward-thinking, Matthew brings a unique blend of skills to understand, communicate, influence, and lead across all levels of business.
Centripetal Networks, a US Cybersecurity Company, hired Matthew as their first UK representative and leader. Reporting to the Managing Director (MD) of EMEA Matthew Developed and executed against the UK Go-To-Market (GTM) strategy, ensuring alignment with Centripetal’s global objectives Core Responsibilities: • Leadership and Strategy: • Market Research and Positioning • Partner and Channel Development • Sales and Partner Enablement • Campaign Development and Execution • Sales, Forecasting and Territory Planning Key Achievements: • Secured Centripetal’s first client in the ISP sector • Secured Centripetal’s first managed hosting partner with potential for substantial growth initially in the UK, and subsequently to their overseas units • Shortlisted for two categories at the SC Awards Europe - Best Emerging Technology and Best Threat Intelligence Technology • Established a strategic relationship with Bletchley Park and secured Centripetal's participation in their upcoming AI Exhibition (launching early 2025)
Open Systems, a Swiss-based Cybersecurity company, enlisted Matthew to help them establish a footprint in the UK market for their Managed Security Service (MXDR) ahead of the divestment of this business. In 2023, this division would acquire a UK Start-up specialising in AI powered and re-brand as Ontinue. Key highlights from his tenure include: o Sold accross diverse sectors including Financial Services. Retail, Legal, Global Media and Fintech o Drove engagement with Microsoft to increase visibility and traction within their ecosystem Ran lead-gen campaigns focused on Cybersecurity in the era of Innovation and AI Identified & grew strategic & reseller relationships to accelerate brand awareness & pipeline growth In addition to direct sales, he consulted on integral components of Ontinue’s go-to-market approach including Partner & Channel Strategy, Competitive Landscape and Commercial/Pricing Models and collaborated with the US product team to refine messaging, positioning, and objection handling.
BlueVoyant, a US based Cybersecurity Company, recruited Matthew to help them establish a footprint in the UK for their Managed Security Services. Matthew recognised that the two fundamental challenges they faced in the UK were brand awareness (hampering their ability to generate pipeline), and lack of local delivery capability (hampering their ability to close business that demanded access to local resources). Key highlights from the strategy he developed and executed against: o Transformed their approach to, and relationship with, Splunk: - Engaged Splunk's leadership to position BlueVoyant as the preferred partner in the region - Forged initiatives like joint Proof of Concepts (POCs) - Secured exclusive invitation to present at Splunk’s QBR, leading to productive networking sessions and collaboration opportunities between the sales teams - Secured exclusive collaboration agreement to respond jointly to key RFP’s in Education. o Established a partnership with an leading UK Splunk Partner which: - Addressed the local delivery challenge while also gaining access to Public Sector frameworks - Secured a pipeline of £2m in deal registrations cementing the1st Platinum Partner in EMEA
Matthew was initially engaged to spearhead the development and management of a high-potential revenue stream focused on Splunk Software and Services. Matthew built strategic relationships with Splunk leadership and their sales teams, establishing Adarma as go-to partner for Cybersecurity and unlocking substantial revenue opportunities: Awards 2015/16 - 'Security Company of the Year’ (Cyber Security Awards) 2016/17 - 'Splunk Partner of the Year UK&I’ - ‘Global Revolution Partner’ award. Cybersecurity Project of the Year (customer award) 2017/18 - First ‘Splunk Cloud’ sale in the UK - Achieved Elite Partner status for ECS (one of only three in EMEA at the time) - Secured Splunk ‘Professional Services’ Partner Status - In-house award for ‘Best New Logo’ (Global Retail) - Management buy-out and Adarma is Born - 2018/19 - ‘Splunk EMEA Partner of the Year’ award for Adarma, 2020/21 - Closed largest Splunk Cloud sale in EMEA in 2020 - Present at Splunk’s Global SKO - Secured 'Splunk Global Services Partner of the Year’