Profile
A naturally positive professional who brings energy and a healthy challenging edge to an organisation
A breadth of experience with building and running major channel/partner organisations including all types of partners including Global System Integrators, Resellers, Independent Software Vendors and Value Added Distributors.
A successful sales and business track record in the IT industry, covering Software, Hardware and Services sales and sales management roles.
Partnering skills and achievements:
• Creation of Alliance Business Plan to set and execute the strategy
• Sales planning for all three stakeholder groups – Alliance Partner, Host Sales Organisation and Customer.
• Gravitas and stature for required senior Executive engagement.
• Credibility to manage ‘co-opetition’ element that exists in most major global Alliances relationships.
• Consistent incremental revenue performance,
• Development of joint go-to-market sales propositions managed to a budget.
• Team Management, Virtual Teaming and Individual Contribution
Consistent Level 1 Performance Ratings, based on:
• Revenue growth achievement
• Professional management of my business
• Track record of accurate business forecasting and transparency
• Performance against agreed standards of integrity, courage, creativity, results-driven and teamwork
• Achievement of agreed breakthrough objectives
Career Summary
INTERNATIONAL BUSINESS MACHINES (IBM)
September 2012 – Present
Role – Partner Sales Leader, Europe, IBM Software Group Acquisitions
Responsible for driving growth through partner and alliances at European level for IBM SWG acquisitions. IBM have made 30 x software company acquisitions since 2010 across all solution areas including Cloud, Security, Mobility and Big Data Analytics.
Key Achievements to Date –
• Established and executing a single repeatable partner strategy for existing and future acquisitions across all territories in Europe.
• Achieved partner revenue growth increase from 14% to 35% of all revenue from IBM acquisitions across Cloud, Mobility, Security and Analytics Solutions
• Established and recruited key partners of all types in each European territory for each acquisition
• Established as exemplar for local territory partner sales organisations.
• Established relationships with partners of all types – Global System Integrators, Channel Resellers and Value Added Distributors.
Role – Associate Partner, Oracle Service Line – Global Services
Responsible for leading Oracle Services sales into the Retail & Distribution Sector.
Key Achievements To Date –
• Built $40m pipeline for FY13 against plan of $13.5m
• Representing the IBM Oracle Practice on the Distribution Sector Service Line Council
• Appointed to the Retail Industry Leadership Team
• Appointed to Service Line Improvement Program Team
Main routes to market include working with Oracle licence salespeople, IBM GBS Industry Client Partners and IBM S&D Client Execs.
HITACHI DATA SYSTEMS LTD
December 2010 – September 2012
Role – Account Director, Global System Integrators, EMEA
Responsible for the relationship with Global System Integrators across the EMEA region, driving revenue through, to and with the GSIs. Particular responsibility for Accenture, Deloitte and the Indian GSIs.
Key Achievements To Date –
• Achieved 248% Revenue against quota.
• $60m pipeline
• Club Excellence qualification
• Major New Business wins in Africa, Netherlands, UK and Sweden, including a global financing transaction with HCL into Astra Zeneca for $7.5m
• Established best practices models for success with Indian GSIs.
• Ensured endorsement and support from in-country sales and country management.
ORACLE CORPORATION
December 2007 – December 2010
Role – Director, UK Applications Alliances
Led UK Applications Alliances – managing a team of 6 x Alliance Managers and responsible for setting and executing the UK strategy for Applications partnering with System Integrators.
Applications portfolio skill-set includes core Financials, HR, Supply Chain, CRM and Financial Planning/Performance Management.
Key Achievements –
• Appointed to UK Applications Board, the Western Europe Alliances Management Team and Oracle’s Customer @ Centre Project Board
• Grew UK Apps business with Alliances to 65%, from 54%
• Revenue achievement of $70m, 129% and 118% attainment against quota
• FY09 Club Excellence winner to Mauritius.
• Successfully rolled-out product specialisation program.
• Major $10m wins with IBM GBS at UK Border Agency and with Deloitte at UK Dept of Works and Pension (CMEC)
Role – UK Applications Alliances Manager
Responsible for CRM Alliances for Oracle. Role consisted of re-establishing key Siebel partnerships with System Integrators, including Accenture, Deloitte, IBM, Cap Gemini and others.
Key Achievements –
• Achieved revenue in excess of $ 16m
• Grew pipeline of $ 36m for FY09.
SUN MICROSYSTEMS LTD
January 2001 -December 2007
Role – Sales Manager, Alliances
Appointed District Sales Manager, reporting to the Alliances Director, running a team of 8 Partner Account Managers. Had responsibility for Sun’s revenue growth across all partner types – Distributors, System Integrators, Outsourcers, Resellers and ISVs.
Specific responsibility for Sun’s relationship with both Oracle and SAP.
Key Achievements –
• Responsible for a revenue stream of £75m per annum.
• Included key leasing win with EDS into Dept Works & Pension
• Established overall partner strategy for Financial Services
• Ran ISV Preference Program driving loyalty to Sun
• Highest level achievement in annual appraisals
• Top percentile achievement in Management Excellence Surveys.
• Club Excellence trip to Sydney, Australia.
• Appointed to the Shadow Leadership Team in Sun.
Role – Oracle Alliance Manager
Responsible for Sun UK’s relationship with Oracle Corporation, Sun’s largest ISV partner.
Key Achievements –
• Leveraged £100m sales for Sun per annum.
• Defined the strategy and execution of the Oracle Business Plan across sales engagement, marketing and lead generation
• Planned and executed a Sun/Oracle Board on Board session including both Managing Directors and their boards.
• Developed and managed 3-way propositions with other partners common to both Sun and Oracle, including Hitachi Data Systems, leading SIs and resellers.
• Created SHOcase, with Sun, Oracle and Hitachi and the HDS Customer Briefing Centre in Stoke Poges – resulting in $5m revenue.
• Club Excellence trips to Vancouver and Las Vegas.
Role – ISV Alliances Manager
Had responsibility for a portfolio of Sun’s ISV relationships inc BMC, BEA Systems, SeeBeyond, Vitria, Staffware, Tibco and WebMethods.
Key Achievements –
Secured an exclusive Statement of Preference from MD of BEA Systems to endorse Sun’s infrastructure as the platform of choice for H3G, leading to £12m revenue sale.
Consistently over-achieved and attended SunRise Quota Club trips.
Appraisals consistently marked at the highest possible level in all areas of business life. Reached the highest grade possible for the position and was appointed to the Shadow Leadership Team in Sun.
EARLY CAREER
BROADBASE SOFTWARE (KANA SOFTWARE)
June 2000 – January 2001
Role – UK District Sales Manager
ENET TECHNOLOGY LTD
December 1995 – May 2000
Role – Oracle Business Director
COMPEL PLC
November 1993 – December 1995
Role – Senior Sales Account Manager
FRONTLINE DISTRIBUTION LTD
October 1992 – November 1993
Role – Senior Channel Account Executive
TECHNOLOGY GROUP LTD
June 1986 – September 1992
Role – Sales Manager
RANK XEROX UK LTD
June 1984 – June 1986
Role – Salesman
CONSAIR FREIGHT SERVICES LTD
1982 – 1984
Role – Computer Programmer
Education & Qualifications
1981 – 1982 Slough College of Further Education (Thames Valley University)
1974 – 1981 Desborough School, Maidenhead
1st Year HND Computer Studies
GCE A Level
8 x GCE ‘O’ Levels
