Andy Downer

Andy Downer

Sales Transformation and Channel Innovation

Summary

Motivated and driven International Leader with over 20 years hands on sales leadership, business transformation and sales innovation experience.  Partnered for growth with startups, not-for-profits and corporate entities around the globe.

Successful career in building and motivating sales teams, managing channels, interim sales turnaround engagements and building long term relationships with clients, partners and colleagues around the globe. Passion for Social Enterprise, Corporate and Social Responsibility and driving positive change.

Specializing in:

* building strong Alliance and Partner teams
* defining, rebuilding and motivating sales teams
* engaging channel partners and helping them build growth
* networking for growth
* building strategic selling campaigns (direct and channel)
* encouraging alternative thinking and pushing boundaries
* facilitating and designing new approaches and innovation
* new market penetration
*identifying acquisition or exit targets

Introductory Video

Education

Education

Executive MBA 

Jan 2016 - Aug 2017
Pepperdine University

HNC in Business Information Technology

Sep 1995 - Jun 1997
Highbury College

Business & Technology

BTEC National Diploma in Business and Finance

Sep 1988 - Jul 1990
Chichester College of Technology

Business & Finance

Work History

Work History

Business Consultant (UpsidebyDowner)

Nov 2013 - Present
Channel Growth and Business Innovation

Business Innovation consultant  who works with C Suite Executives and brings extensive commercial  acumen, leadership and strategic partnerships to help corporate's and non-profits take their business on a new trajectory.   

Services are provided on an interim basis and are typically philanthropic, equity, remuneration or mixture of the above.  For the right organization with a global vision and driven leadership, a full time position is always an option.

Key Services include:

Reviewing existing sales and management teams, clients, prospects and partnerships to establish how they can help a business in a go-forward state.  

Enabling businesses to increase sales and market share by strategically hunting for direct or Channel based Growth

Fostering collaborative relationships for the purposes of generating new sales, channel expansion and building collaborative alliances which enable businesses to expand their existing reach. 

Connecting and consulting with businesses, specialists, experts and individuals with a key driver of "upside for all"

Delivering business innovation, customer growth, market expansion and offering business coaching to businesses that are "stuck in a rut", by Listening, Innovating and Delivering (LID).

Building new brands, campaigns, SEO optimizations, webinars, video promotions and building momentum through problem solving messaging.

Active Board Member

Aug 2014 - Present
The PureGame

Hands on Board member who provides philanthropic time on a regular basis to the founder.  

Since November 2015 I have been working with the Founder to grow the business into a national framework of programs.  We have started by building on two key visions - solidification of our existing base and building a platform for growth.  By bringing in corporate business tools such as sales pipeline and business development programs the organization has seen its strongest start to a year since its inception in 2008.


We have been building partnerships with foundations by working with them on skills based services rather than donations.

Board Member \ Membership Chair

Jun 2014 - Present
British American Business Council - Orange County

Assisting the organization in defining its future identity and growing its membership base.  Examples of success are the new Young Executive group and lunch and learns.

VP Business Strategic Partnerships and Business Development (Interim Project)

Sep 2015 - Present
Notestream

Assisting the leadership team in Sales and Partnership strategy, business introductions, meetings and content growth.  Working on an Equity basis with the executive team on a need by need basis.

Achievements

- redefined sales pitch and key messaging
- provided coaching and advise to the leadership on sales approach
- assisted in securing meetings and closing two large non-profit names and two other household names to the portfolio
- made multiple introductions which have resulted in content and or partnerships
- had discussions with several investors to secure additional funding. 

Sales & Marketing Strategy and Business Turnaround (Interim Project)

Jun 2015 - Nov 2015
You at Work

Employee Benefits and Reward company based in London.

Recruited by the Chairman to rebuild marketing and sales strategy, sales team and also build a partner channel.  The position is for for a maximum 6 month period, predominantly based in the UK.  The ultimate goal is to implement the strategy and then replace myself.

Achievements:

Introduced new business partners
Designed and received sign off for new brand
Built new messaging to accompany brand
Written 6 video scripts to accompany YouTube SEO
Constructed and received sign off for new Website
Built wireframes for new  UI and had built  into Beta release
Designed Version 2 of the new UI and in development
Introduced and presented new UI to 2 large strategic Partners
Rebuilding sales team after initial evaluation
Recruited new Telesales Team Lead
Recruited Marketing Director

VP Strategic Sales, Alliances & Partnerships (Interim Project)

Nov 2014 - Apr 2015
SurveyMe

Engaged in an interim role to "kick-off' bringing the UK product to the US and South Africa markets.  This included building the sales strategy, sourcing and making introductions and appointments.  Included sourcing funding, development resource and go-to-market strategy in the US.

Key Achievements

  • Hosted CEO in the US and set-up two weeks of key meetings that had not been achieved by third party resources
  • Made introductions in California, UK and South Africa that resulted in trial installations of the product with clients such as Nando's and Legoland.

VP Sales & Marketing (Interim Project)

Sep 2014 - Jan 2015
Whitaker-Taylor

Engaged in an interim, short term agreement for the re-branding and growth strategy of the business. Built clearer messaging to promote a better understanding of the Extended Team Services model.

Assisted the President in defining key elements of the business messaging that are required for growth and increased customer acquisition.

Key Achievements

  • Drove contract renewals with existing clients ($2M) 
  • Drove new business proposals and new sales approach
  • Defined new go-to-market messaging
  • Structured new website and messaging to drive new business 
  • Attended SAP Successfactors conference and networked on behalf of the business

Personal Growth and Philanthropy

Nov 2012 - Oct 2013
Closed for Business Refurbishment and personal growth

Calculated, planned and implemented a growth year.

Invested time into family, education, helping others, philanthropy, non-profits and rebuilding a good business & personal balance.

Planned and cultivated the idea for UpsideByDowner consulting business to help others by using my experiences.

VP & GM US & Asia Pacific (Channel based Tech Division)

Apr 2008 - Oct 2012
NorthgateArinso Software Services

Dynamic leader of the US and Asia Pacific Software Services business who was recruited to drive growth through the stagnant Global Partner Channel innovative selling, product strategy and “out of the box” thinking. Key

Achievements

NET Team Member (Northgate Executive thought leading Team)
Achieved YoY Revenue and EBITDA Growth from appointment
Exceeded Revenue targets by up to 138%
Drove Cost Synergies by Capitalizing on Economies of Scale within the bigger organization
Innovation of pricing with the existing stagnant channel partners 
Coached and trained business partners in structured business reviews and assisting them with growing their business.
Increased Channel Partners and existing Partner Satisfaction levels
Implemented Innovative and Collaborative teams
Championed Agile Forecast reviews
Delivered go-to-market campaign for new software releases
Driver of new product direction with proven success

Revenue Achievements

2012/13 – exceeded Revenue and EBITDA before leaving at half year

2011/12 – exceeded EBITDA by 19%

2010/11 -  exceeded EBITDA by 38%

2009/10 -  exceeded EBITDA by 20%

2008/09 -  exceeded EBITDA by 18%

Closed multiple record deals of $6m+ with multi-year software license, consultancy and support contracts in 18 month period and generated highest years growth for the division.

International HCM Business Partner & Channel Manager

Jan 2004 - Apr 2008
NorthgateArinso

Recruited from Microsoft Business Solutions as a thought leader to create and drive the NorthgateArinso Business Partner Programme in various countries.Managed the growth of revenue from Business Partners (VAR's) in Germany, Holland, Denmark and Canada.

The overal achievements within this role were:-

  • Achieving 18 month revenue goal in 12 months
  • Generating New Business Revenue with Business Partner of over $4m
  • Recovering debt and outstanding payments from existing Business Partners of over $1m
  • Created a go-to-market strategy for the International Business
  • Created the International Business Partner Programme for Northgate, including theaccreditation program
  • Created a marketing strategy for the business to take it’s a UK centric business to an International model
  • Secured several new International Partnerships to enable Northgate to increase its global footprint
  • Established (inception to closure) a successful OEM relationship with Business Connexion (BCX) which enabled this established company (34 years) to take the Northgate Product to market in South Africa and 11 other African territories.Resided on an internal Excom for the BCX HR Business Unit and advised them on strategy to ensure the OEM arrangement was maximized

Overseas Business Responsibilty with Business Connexion in Johannesburg

Relocated to South Africa to assist BCX Management team in getting the Northgate product stream to market.Temporarily appointed to the Internal Excom team of the HR Division.

High level Decisions that were made as part of BCX were:-

  • Driving Sales Strategies, pricing and taking Solution to the existing Client base
  • Instrumental in the go-to-market strategy and the launch of the Northgate products to the South African market place.
  • Led Presentations to over 500 clients across 8 different venues within South Africa and Africa.
  • Raised awareness of NorthgateArinso by arranging for the Managing Director to be on local TV
  • Drove the overal Business Plan that took the Northgate products to market
  • Implemented development ethos to match the ethos of Northgate, ensuring the product went to market in the most effective way.
  • Assisted in creation of a new Outsourcing Business which offered new and improved outsourced solutions to the South African and African market place.

Regional Sales Team Leader - HCM - Direct & Channel Sales

Jan 2002 - Dec 2003
Microsoft Business Solutions

Identified as the leader and driver of New and Existing Business team, focusing on Revenue and customer satisfaction.

Achievements 

Turned around three year substandard revenue and client acquisition to generate 109% of target within the first 6 months and meet target for remainder of FY. Increased Customer satisfaction and retention statistics to the highest for 18 months.

Worked as part of the Internal Management Team that was responsible for the divestiture of the Business Unit from Microsoft and the sale of the business to Northgate HR.

Regional Sales Director - HCM

Jan 2001 - Jan 2002
Microsoft Business Solutions

Recruited as a New Business Sales Manager to grow the client base within the UK and build an alliance channel.

Achievements 

Achieved over 100% of sales targets and significantly increased the size of the client base, adding over 60 new clients in a year.

Skills

Skills

Strengths

Key strengths: -   Extensive experience in building Channel, direct and Alliance based sales. Proven track record of consistency of over-achieving financial targets  Dynamic Leader with ability to energize and motivate employees Driver of change and innovation Effective listener and communicator at all levels  Strategic thinker who is not affraid to challenge and drive change Collaborative team player Builder of strong business relationships at C Level

Interest

Fitness

Family

Travel

NHL

References

References

Malcolm Aldis

Malcolm was an Executive Director on the Board of Northgate Information Solutions Plc a FTSE 250 company. He was also the Managing Director of NorthgateArinso (NGA) Human Resources Division. Malcolm was responsible the rapid organic and acquisition growth from 1998 to 2009 until his retirement during which time he turned round a £10m revenue loss making business into £350m revenue £50m profit worldwide organisation including becoming the leading provider in UK and Ireland. Malcolm now runs several businesses and is an investor in several more.

John Chaney

John Chaney, CPA/MBA, co-founded Dexter + Chaney with Mark Dexter in 1981 after working together at the Seattle office of Arthur Andersen & Co. They decided to form their own company after determining there was a market need for construction management software for construction companies with $1 million or more in annual sales.

John is former client and an active member of the Construction Financial Management Association's Puget Sound chapter and is a former member of the chapter's board of directors and a former chairman of its Academic Scholarship Committee. John is an industry leader in the design of construction management software, and is a frequent contributor to major industry magazines. He earned his Masters of Business Administration from University of Washington and his Bachelor of Science from University of the Pacific

Niela Hill

Niela Hill is a Senior HR Business Partner at NorthgateArinso. Niela has extensive experience in HR and has assisted Andy in HR issues in APAC, US and UK.