Winkfield Row, England, United Kingdom
Strategic Commercial and Category Leader with 15+ years of experience driving IT Services and B2B strategy at HP Inc. Expert in cross-functional leadership, P&L management, data-driven decision making, and aligning financial strategy with product execution to deliver measurable growth. Proven track record of scaling operations and optimizing commercial performance.
· Designed and executed the UK & I Services Go-to-market (GTM) strategy in partnership with Sales, Marketing and Operations, scaling revenue from $48M to $115M over 4 years (+140%). · Boosted Services attach rate from 5% to 11% through cross-functional GTM initiatives, sustaining consistent annual growth. · Spearheaded a 4-year financial turnaround for UK&I Services, driving $52M in margin growth through targeted sales acceleration and strict P&L optimization. · Orchestrated the UK & I launch of HP’s AI predictive warranties, scaling the program to achieve a 23% conversion rate, surpassing the global average by 12%. · Exceeded Commercial Channel Sales quotas by 112%+ consecutively in FY24/25 by designing targeted incentive programs (rebates, SPIFFs, and promotions) that drove $24M in incremental revenue. · Directed a $120K marketing budget in high-growth security markets, generating $6M in revenue (x50 ROI) while capturing new market share across blue-chip and government verticals in FY24.
• Increased profit margins by $4M in FY22 and captured 2% market share by developing a warranty pricing model optimizing the balance between unit profitability and volume. • Leveraged Power BI data visualization tool and Salesforce data to map customer verticals to service offerings, boosting cross-sell revenue by $9M (14%) in FY21. • Oversaw the UK & I integration and commercial launch of the Bromium Security acquisition, generating $6.4M in its first year and reaching 180% of quota via targeted training, incentives, and awareness campaigns.
• Covered absent Sales Director in reporting UK & I performance and strategy to UK&I leadership surpassing quota by 8% • Drove a 22% increase in UK&I sales quota achievement by autonomously developing a Strategic Partner Quota Earnings Tool providing transparency to Partner earnings. • Restructured analytical reporting during corporate acquisitions to ensure data continuity, empowering leadership to drive 32% YoY growth.