Work History

Work History
Sep 2009 - Present

Sales and Marketing Lead

Nina Platt Consulting

Nina Platt Consulting, Inc. provides strategic direction to both law firms and legal information and software vendors. Our work focuses on library/knowledge management and market research/competitive intelligence for law firms and market research/competitive intelligence and product development for legal information and software vendors. Reporting directly to the Principal Consultant with responsibility for new sales of consultancy projects and market leading electronic resource management solution LookUp Precision.

Sales responsibilities including:

  • Initiating and maintaining e-mail and telephone based contact
  • Qualifying and establishing justification for the opportunity
  • Writing proposals and responding to tenders
  • Negotiating license and contract terms
  • Maintaining forecast
  • Liaison with project implementation team and customer

Other responsibilities include:

  • Development of sales operations procedures to streamline business intelligence practices and revenue forecasting
  • Development of marketing strategies/initiatives including full collateral refresh
  • Successful implementation of Salesforce.com
Sep 2008 - Jul 2009

Sales Operations Director

TestPlant, Inc.

Initially a secondment to a Gresham Computing plc subsidiary, Redstone Software Inc. in June 2006 with a target to increase sales revenue and the installed customer base in preparation for disposal. During this period Redstone achieved its first profitable year and this success allowed organic growth of the business.  Redstone was successfully disposed to TestPlant, Inc in September 2008 with my appointment to the management team reporting to the Chief Executive.  This role involves significant hands-on inside sales effort selling eggPlant, a GUI based testing and automation tool and working within a small but dynamic focused team.  The installed customer base has grown by 75% with new organisations including Verizon, Amazon, Electronic Arts, SAS Institute, NATS and Westinghouse Electric.  My role encompass a wide range of commercial, managerial, sales administration and process control tasks including:SalesA personal revenue target each year achieved by developing and account management three revenue streams for a data security tool, an automation/testing tool.  Sales activities include:•    Initiating and maintaining e-mail and telephone based contact•    Qualifying and establishing justification for the opportunity•    Writing proposals and responding to tenders•    Negotiating licence and contract terms•    Initiating and developing partnerships to establish new routes to market •    Renewal and upgrade negotiationManagement•    Management reporting and forecasting to CEO•    Management Team responsibility for day to day commercial activity•    Operational sales process •    Management of non salaried agent sales forceCRM Database•    Establishing functionality requirements•    Ensuring integrity of business intelligence for key markets•    Administrator status of SalesForce.com

Jan 1995 - Sep 2008

Sales Director

Gresham Computing plc

Gresham Computing plc (LSE: GHT) consists of a group of companies offering services within Data Storage & Management, IT System Integration, specialised IT Recruitment, Testing and Finance & Banking solutions.  In 1995 I joined Gresham Computer Services Ltd (UK) which specializes in data management software as a sales executive and was appointed European Sales Manager in January 1997.  Responsibility for management of an inside product sales team primarily into the established customer base with key focus on maintaining and developing those accounts to other areas of the company portfolio.  During the period under my management, turnover exceeded £1.2m with profitability increasing from 58% to 77%.  Market penetration for the primary product set achieved 95%.  In this role I was also responsible for development of a new sales team for proactive storage management sales into EMEA that eventually became part of a separate global division. SalesA personal revenue target each year achieved by developing and account management three revenue streams for a data security tool, an automation/testing tool and also a VMS transactional processing product. Significant deals occurred with accounts such as Barclays Bank, Department of Work and Pensions, BACS, Lancashire County Council, Nordea Bank, Volkswagen AG, EDS, Fujitsu, Volvo, Deutsche Bahn and npower.  My personal revenue generated for FY2001 was £1,830,000 and for FY2002 personal revenue generated was £730,000 with team revenue of £1,350,000.  FY 2005 resulted in personal revenue generation of £1,900,000.•    Maintaining and developing existing customer relationships•    Responsibility for account managing and maintaining relationships with a number of key customers including Lancashire County Council, Vodafone, Hogg Robinson Paymaster, Inland Revenue and Department of Work and Pensions as well as contract maintenance and managing any contractual disputes.•    Management of overseas agents in Australasia and South Africa•    Initiating and developing partnershipsMarketing•    Creating mail shots and a range of marketing collateral and newsletters•    Writing text for the product website and liaising with corporate marketing regarding style and presentation•    Researching and maintaining market information to allow for specific marketing activitiesCRM Database•    Establishing functionality requirements•    Ensuring data integrity of business intelligence for key markets•    Administrator status of SalesForce.com, Sales Logix and Filemaker databases Personnel ManagementResponsibility for a team that ranged in size from 2 – 10 heads for which tasks included:•    Recruitment of sales, pre & post sales and administration staff•    Training and mentoring new sales staff•    Monitoring customer service levels•    Negotiation of salaries, dismissals and redundancies•    Designing sales targets and commission plans•    Appraisals and training programmesFinancial ManagementP&L responsibility for cost centre and reporting on a monthly basis to the board, reports provided detailed management information of the previous months activity, notable successes or failures, fundamental changes in the business plus plans and campaigns for the coming month along with general commentary and financials regarding the business as a whole.  Preparation of business plans and revenue forecasts for the forthcoming financial year.

Interest

Travel

Extensive travel experience for both business and pleasure

Equestrian

Team Penning & Ranch Sorting at both local and American Quarter Horse Assoc. Open Level

Exercise & Fitness

CHEK Personal Training

Summary

EXECUTIVE SALES OPERATIONS MANAGERSTORAGE SOLUTIONS    •  TESTING & AUTOMATION  •  DATA MANAGEMENT

HIGHLY ACCOMPLISHED SALES EXECUTIVE WITH A PROVEN TRACK RECORD IN THE SUCCESSFUL MANAGEMENT AND OVERSIGHT OF PROFITABLE SALES OPERATIONS, BUSINESS DEVELOPMENT STRATEGIES, DRIVING REVENUE AND INCREASING MARKET SHARE. DYNAMIC, PROACTIVE, AND INNOVATIVE WITH EXCELLENT INTERPERSONAL AND BUSINESS COMMUNICATION SKILLS WITH THE EXPERIENCE REQUIRED TO REMAIN HIGHLY FOCUSED PLUS EXCEPTIONALLY PRODUCTIVE IN FAST-PACED, DEMANDING ENVIRONMENTS.

Core Competencies

•    IT Inside Sales  •    Key Client Retention  •    Sales Strategies  •    Testing & Automation  •    Storage Solutions     •    Backup & Recovery  •    Data Management  •    Sales Operations  •    CRM Management

References

References

Philip Bice

"I am more that happy to recommend Emma to any member of the business community. I've worked with Emma very closely for the past couple of years - and can  say without a doubt that she's not only one the most reliable people I've ever worked with or known, she's got a work ethic that would make anyone amazed that she's able to get half of her workload accomplished. To expand on her work ethic - Emma has an amazing ability to work efficiently and smartly. She always knows what's best for both the company and the company's customers, and will implement any project, process, or other effort with such effectiveness that she is often referenced as the reason why we have such a high level of repeat business. I am happy to be a reference for and to recommend Emma upon request. If you have specific questions I'm happy to give you specific examples of her overwhelming contributions to the company's success.” March 30, 2009

Christopher Young

Andrew Walton-Green