Sales Leader

Established Sales and marketing professional  in world class organisations. Successful in building sales teams,  developing new markets, penetrating new territories, identifying and capturing new business as well as maintaining strong existing customer relationships in established markets. 

Excellent hands on coaching style, recognised people manager, with consistent success at blending existing and new sales talents into successful teams.

Considerable experience in contract negotiations at the highest levels, from Channel based Volume Purchase agreements through Enterprise Wide Solutions contracts and the provision of Software as a Service based solutions.(SaaS)

Numerate and experienced user of technology such as CRM systems, (SAP, SalesForce.com Siebel and Nimble) 

Understanding and exponent of Social Selling and networking (LinkedIn, twitter and aFacebook)

Consistent development and application of sales processes. Deep understanding of  SPIN Selling, TAS, Miller Heiman, Challenger and strategic selling.

Managed numerous territories from the UK and Ireland, through EMEA and also sold successfully in the United States

Work History

Work History
Jan 2010 - Present

Founder and Managing Director

Salestransition Limited

Salestransition Limited - Director 2010 - Ongoing

Director / Founder

Formed in 2010 to provide sales consultancy and sales management coaching to High Tech companies focused around cloud-based solutions and working in the Salesforce.com ecosystem.

Advantus UK Ltd

Associate Consultant

August 2014 - Ongoing

Advantus is a boutique consultancy specialising in working with companies to reengineer sales teams and improve performance through effective leadership and talent alignment initiatives.

 Engaged with clients to help map their customer’s buying processes, define formal Sales Processes to align with the way in which their prospects buy. Helping companies to utilise sales methodologies to drive revenue, reduce time to sale, better qualify opportunities and tighten forecast accuracy.

Providing coaching for Sales management and individual contributors based around sales process and methodology adoption. Focus on pipeline qualification and management through to closing plans. Development of key metrics around performance management and sales velocity. 

IS Solutions plc

Account Director (Interim)

October 2014 – March 2015 (6 months)

 IS Solutions:- Managed largest corporate account Toshiba. IS design, host and maintain Toshiba Europe’s web presence. Explored new opportunities for revenue growth, cost savings for the customer, and to best positioned IS to be trusted advisor. Established 2015/16 Budgets and grew business by 10% from a base of £1.6m including new business wins.

QlikView – Big Data Analytics company (6 month assignment)

Sales Coach

 Engagement focused on tactical coaching of Inside Sales reps and Sales Management team.

 Established an environment where shared practices and coaching ethos became the norm.

  • Produced initial “Talent Audit” for all levels of staff
  • Built and deployed Coaching Methodology to enable creation of a coaching climate
  • Sat and observed all levels of staff
  • Developed application to capture and share feedback the sessions
  • Built core competency model for each sales role
  • Also developed bespoke presentations covering such things as how to read financial information.

FPX Configure Price Quote Cloud Based Solutions – Salesforce.com partner. 

Business Development Director EMEA (Interim) – 2 years

Challenge

FPX had little or no traction in Europe following the purchase of assets from a company known as Firepond. So the initial brief was to forge new relationships with key Partners such as Salesforce.com whilst at the same time build a business pipeline sufficient to sustain the investment in a part time sales head, and support team.

Results

·Developed Pipeline >$2.5m.

·Maintained Existing European Business with repeat orders c $150k

·Closed new business $1.5million (Target $1mill)

Fairsail Ltd Human Resources Cloud Based Solutions -Salesforce.com partner. 

Sales Director (Interim) 6 Month assignment

Challenge

A start up company with only a handful of sales successes (none signed during the prior 12 months) and no clear commercial direction. The dictate was to build a sufficient sustainable business to attract second round funding.

Results

  • Produced Qualified Pipeline of  >£1,000k.
  • Closed 3 New Customer deals totaling £200k.
  • Signed first Global customer.
  • Implemented salesforce.com successfully.
  • Second round funding was successfully gained.
2006 - 2009

UK Commercial Sales Director

Adobe Systems Europe LTD

Challenge

Post the merger between Adobe and Macromedia the challenge was to form one enterprise sales team without jeopardising the revenue streams of either product group. The Macromedia team was a solutions focused, direct sales group of individuals whist the Adobe team was more transactional channel focused one.

Responsibility for generating and executing a business plan for Adobe's Enterprise revenue streams encompassing both volume based products (Acrobat, Creative Suite) as well as Enterprise sales with order values ranging from of £500k to £1.5m. (Document Centric Workflow, Collaboration and Learning Management Solutions) . Managed teams that sold to large corporates, small medium sized accounts, sell to and sell through resellers to inside sale team focused on smaller accounts and lead generation.

Actions

  • Quickly took inventory of sales skills.
  • Built team ethic by a number of team building initiatives.
  • Developed a team of 6 Account Executives and 2 product Sales Specialists generating new business within existing customers and new prospects throughout UK and Ireland.
  • Invested in Sales Training with a solutions bias
  • Added structured inside sales team to cater for volume sales to SMO customers.

Results

  • Awarded sales manager of the year Northern Europe.
  •  Generated revenues in excess of $100m over 3 years.
  • Grew Core enterprise License business by >200% year on year.
  • Coached Irish Account Manager to become the number 1 Enterprise Account  Manager in the UK.
  • Established UK as the most successful  Sales Region of Software as a Service (SaaS) Solutions
1980 - 2005

Prior Experience
Watchfire UK LTD 2004 -2005 Application Security Solutions
  • Regional Sales Manager (interim)

Salesforce.com 2003-2004  Cloud based CRM Solutions

  • Regional Sales Manager

BroadVision  1999 - 2003  e-commerce solutions

  • Sales Director

Armature (Formerly BACG)1997- 1998  Retail Logistics and Pricing Solutions

  • Sales Manager

Oracle Corporation 1989 - 1997 ERP/ database solutions

  • Sales Rep to Sales Manager

Tetra Business Systems 1987 - 1989  Accounting Software

  • Marketing Manager

Management Science America   1984 - 1987 Mainframe Accounting Systems

  • Pre Sales Consultant

Touche Ross & Co 1980 - 1984 Chartered Accountants

  •  Articled Clerk/ Consultant

Education

Education

PE1 Professional Exams

ICAEW (Institute of Accountants England & Wales)
1980

BSc Honours

The University Of Manchester

Interest

Golf 14 Handicap

Professional Photography & Corporate Film Making