Ireland
As a seasoned sales professional, I thrive on uncovering sophisticated opportunities to collaborate with customers and drive transformative change in their businesses. At Equinix, the world’s digital infrastructure company, I am motivated by the goal of partnering with customers on their digital transformation journeys, helping them navigate the complexities of a cloud-first world. One of my key strengths is building effective teams with strategic focus. At Equinix, we are more motivated by the goal of joining customers on their transformation journey. During my career, my greatest achievements have resulted from sticking with a vision for complex transformations, winning and maintaining stakeholder buy-in and delivering on the promised value. Equinix is the world’s digital infrastructure company. We interconnect industry-leading organizations in finance, manufacturing, mobility, transportation, government, healthcare and education across a cloud-first world Before joining Equinix in Ireland, I had experience within sales across a number of different sectors, most recently with BT where I worked for six years. When the opportunity came up to join Equinix, I welcomed the challenge to step back into a leadership role the market leading digital infrastructure company. I am keen to talk to anyone challenged by the complexity of rapid changes in their digital infrastructure on an international scale. Every day, we work with businesses who are dealing with the rapid movement of applications and services into the cloud. When I am not facilitating clients’ visions for transformation, I can be found playing guitar and rediscovering the joys of music festivals. I have a lifelong passion for rugby, though my playing days may be over now.
As a result of an organisational restructure, I have moved to manage a newly formed technical solutions team that combines the functions of 4 existing teams. The new team combines the resources of the strategic and major deals teams, data and voice sales specialists and the ICT specialist sales team. The new team will form a single point of ownership for solution discussions with our customers to aid their infrastructure transformation needs. My team will lead early engagement through our Smart Transformation methodology that covers business outcome objectives, technology and service baselining, technology, and commercial options and finally project roadmaps and benefits realisation.
Assumed the role of Head of Global Business Development and Inside Sales on an interim basis from June to November 2019 managing this function and my existing role in the Strategic Deals Unit for five months. Developed a revised plan to align the acquisition team objectives more closely to the strategic ambitions of BTI. This included reorganisation of the Inside Sales team (across acquisition and managed accounts), reclassification and assignment of the target account base for BDM’s, streamlining and documentation of processes to impact efficiency and increase key selling time and worked in hand with marketing to develop a clear and focussed campaign to develop lead generation opportunities on the core BT customer propositions.
Led the strategic deal customer engagement activity in BT Ireland business sales. Identifying high propensity target customers, directing the formal sales execution strategy to deliver complex, multi-tower technology solutions from the BT Global portfolio. My responsibility included directing account/opportunity strategy, CxO engagement and bid oversight to matrix teams, including Deal, Commercial, Service and Technical architects and the wider winning bid team (e.g. finance, legal) during pursuit phase.
Management and responsibility for all G4S sales and business development activity in Ireland. I managed a team of sales and customer service personnel that have responsibility for 970 customer accounts across all sectors in the Irish market. Ownership of several change programs during the G4S business restructuring including centralised ordering, SEPA customer compliance, online order portal and customer cash compliance and communication activity. These programs supported a major company restructure delivering cost savings and improved customer satisfaction.
I formed a consultancy business to provide go to market support for technology integrators and service providers in the Irish market. The business was primarily focused on providing sales and marketing strategy for advanced technology offers within Cisco’s existing channel community but also for other technology clients operating in the local market. Working with another consultant I provided a detailed market analysis and go to market plan for one of the leading international Telecommunications companies operating in the Irish market. This included current analysis, industry trends, competitors, target market opportunity and resource requirements.
Provide direction, leadership, and vision for Cisco’s sales operation in Ireland. Responsibility for driving growth across all Cisco’s markets including Service Provider, Enterprise, Public Sector, and Commercial and SMB segments growing annual sales revenues more than $100m annually. Co-ordinate Cisco activity around Connected Health and Connected Schools campaigns positioning Cisco as the leading technology influencer in these sectors. Exceeded target levels of customer loyalty every year through direct and indirect influence on customer issues through channel partners and Cisco team members. Develop and execute strategic GTM (go to market) plan for Ireland for all Cisco business. Recruit, develop and retain the top talent in the telecommunications industry – managing a team of 60 direct and indirect (telesales) sales resources. Interface with press and media to regularly position Cisco’s vision, strategy, and technology in the marketplace. Recruit and develop routes to market through local and international resellers. Initiate and drive Cisco’s Corporate Social Responsibility activities in Ireland (Habitat for Humanity, BiTC, Fund Raising). Work with cross functional teams including Facilities, Finance and Customer Service to ensure the smooth operation of the Irish business and compliance with business and regulatory requirements. Define and drive quality and cost improvement process across all business functions e.g., customer relationship management, sales, sales support, logistics.
Position Cisco position as the strategic networking partner for the three major indigenous financial organisations in Ireland, specifically AIB, Bank of Ireland and Ulster Bank. Develop the relationship with key accounts at a senior level by developing peer-peer contact and leveraging the cross-functional skills available in Cisco’s technical, management and IBSG consulting groups. Consistently exceed expectations of role, including MBO’s, targets, forecasting and management information.