Greater London, England, United Kingdom
I see myself as a builder. In fact, I'm known for: • Strategy & Program Development • Relentless focus on results, growth acceleration and operational excellence • Entrepreneurial spirit, charismatic leadership, sense of urgency and early adoption • Coaching, Mentoring, Training • Passion and pragmatism, data-driven • Balancing strategy and execution, owning end-to-end delivery of major initiatives and influencing C-level stakeholders to align resources and priorities • C-level engagement with large accounts • Ferocious focus on self development • Proficiency in RPA, Automation, AI, Cloud, Virtualization, Security, Cloud-native applications • International/global perspective My specialties: • Value Selling, Command of the Message® certified facilitator • Opportunity qualification, MEDDPICC • Global Strategy • New Business Development, beachhead sales • Executive Briefing Programs (EBC) • Customer Advisory Boards • Territory Management • Account Planning • People management/development/motivation, change management, leading in VUCA and finding clarity and opportunity in evolving situations • Communications: master in PR/AR/Exec comms, public speaking, presenting, synthesizing complexity, distilling insight from data Best fit: growth acceleration with strategic programs - particularly around international growth and market entry - in high-potential markets with high-performance and diverse organizations, developing myself, my business and my Team. I've progressed my career in software and technology, leading and scaling high-impact, cross-functional growth strategies and spearheading global go-to-market innovation, new product commercialization, segment and persona optimization in global companies such as Workato, UiPath, Dell EMC and Cisco, developing myself as an inspirational leader, with passion for customer business outcomes, Robotic Process Automation (RPA), Artificial Intelligence and Cloud. Functional experience: General Management, Sales Acceleration with large Enterprise and Global Accounts, Go-to-Market and Marketing strategies, Market Development, direct/indirect Sales, Channels, Alliances, Portfolio Management, Cross Functional Orchestration, Sales Enablement & Productivity, Value Selling, MEDDPICC, Command of the Message® (certified facilitator)
Proud and humbled to contribute to Workato's growth, being uncommon in how we sell our differentiated solutions and the business outcomes we deliver to our Customers. As part of Workato's global leadership team, my first big rock was to build, operationalize, and globally roll-out our company-wide Value Selling methodology, as well as MEDDPICC opportunity qualification framework, Sales Coaching and Skills Assessment. I own strategic initiatives and extensively collaborate across functions and geographies to level up Sales Productivity and operationalize the company's GTM priorities, ultimately measuring the impact of what I do in terms of ACV, iARR, NDRR, Discount Rates, Accounts Penetration, New Hire Ramp Time.
Proud and humbled to contribute to UiPath's unprecedented growth and sales productivity, creating value for our Customers and Partners by solving their most burning problems and accelerating their time-to-value: from $100M ARR in 2018 to $1B ARR in 2022. As part of the EMEA leadership team, I own the end-to-end Sales Enablement strategy and execution (On-boarding/On-going/On-demand), Command of the Message® Value Selling, MEDDPICC opportunity qualification and reviews, C-level engagements, Sales Coaching, Sales Productivity Acceleration Programs, and accreditation of competency profiles for both Sellers and Sales Leaders. KPIs: ramp time, deal size, iARR, NDRR, discount rate I also lead the Customer Advisory Board, liaise with the Chief Strategy Officer on global special programs (e.g., ICP - Ideal Customer Profile, and methodology for Customer expansion), and with Marketing for public speaking opportunities.
Driving Sales growth and productivity for Virtustream, the cloud company of Dell Technologies for enterprise mission critical Enterprise applications and related managed-services: • C-level Customer briefings for opportunity discovery and deal acceleration/close • Sales Teams coaching in key deals • Executive Briefing Program (EBC) • Company spokesperson, press & industry analyst briefings (AR), public speaking at industry events • Sales enablement, with sales accreditation curriculum and New Hire Training Some achievements: • in 16 months, executed >170 exec briefings (6X growth), with 153 associated sales qualified opportunities (xxx M$ pipeline), closed deals for xx M$ • in 3 months, launched and driven EBC Program across 5 Regions in EMEA • Dell EMC GTM plan and opportunity qualification guidelines
Head of Global Accounts and Enterprise Business Development & Marketing, leading Teams across 6 regions in EMEA to generate/accelerate/convert pipeline contributing to x B$ annual revenue through: • C-level engagements and programs • Executive Briefing Center (EBC) • Solutions messaging and positioning, and joint GTM with Global Alliances, Service Providers, SIs • Insights and Account Based Marketing (ABM) • Industry analyst engagement Some achievements: • $34+M pipeline generated in 3 months through pan-EMEA Digital Transformation series (http://tinyurl.com/japb37w) • $77+M pipeline generated/accelerated in 9 months across EMEA • 1.574 new C-level contacts engaged • Built C-level client communities with top 10 global banks (http://tinyurl.com/hm3p92d) and pharma companies
Supported Top Management and Boards in Strategy & GTM, Business Planning, Repositioning, Profitable Growth, Resources and Investment Planning/Sourcing, Technology Roadmap, VC fund raising and advisory, Start-up of new ventures/initiatives