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Summary

I am a proven technology sales executive, with a passion for how technology can be leveraged to improve the performance of people and processes. I am personally interested in how to define and communicate complex problems and am constantly educating myself in this area. Working with enterprise clients, I use a consultative approach to match solutions to business and architecture requirements. 

Work History

Jan 2015Present

Sales Director, FinTech

CenturyLink

Responsible for leading a team, establishing platform partnerships with financial ISVs from start-up through to enterprise accounts.

  • New business generation, identifying, developing and closing opportunities.
  • Serve as a Trusted Advisor, identify immediate & long term business needs and articulate CenturyLink's value proposition
  • Matching IT outsourcing solutions to meet client's business objectives.  
  • Managing stakeholder requirements within the client organization.
  • Help define go-to-market strategy for CenturyLink’s cloud platform.
  • Lead and coach a focused team of senior sales executives.
  • Contribute towards creation of partner program for ISVs.  
Sep 2013Jan 2015

FSI Sales Consultant

CenturyLink

As a Sales Consultant to the Financial Services Industry, I was responsible for new business development.  My primary focus is to develop a strong presence in a competitive landscape while achieving profitability and performance standards.

  • Lead diverse internal teams to develop and execute regional strategy.
  • Manage complex buying cycles by developing strategic relationships aligning both internal and external resources.
  • Growing C-level client relationships by understanding desired business outcomes and aligning our service portfolio.
  • Owning the overall client relationship, progressing the relationship from vendor to trusted partner.  
  • Work with vertical marketing team to define and implement regional campaigns.
  • Maintain a methodical territory pursuit plan to achieve maximum profitability.
Dec 2011Sep 2013

Strategic Account Executive

CenturyLink

With accountability for the Americas region for CenturyLink’s largest account, I had responsibility over a combined direct and channel sales booking target of $105k of monthly recurring revenue.

  • Managing high volume sales channel to the financial services vertical targeting hedge funds, asset managers and securities firms.
  • Expanding relationship to new business units.  
  • Managing co-marketing agreement and activities to build top of funnel activity.
  • Implement and measure joint sales activities and strategic account planning.
  • Host quarterly business review sessions to track opportunity progress, penetration into new business units and strategic alignment to client’s top initiatives.
Nov 2010Dec 2011

Regional Account Director, Australia & Singapore

Savvis

I was responsible for establishing the first sales presence in Australia with responsibilities split evenly between business development and account management for the two largest accounts in the APAC region.

  • Performing in depth industry reporting and client segmentation to support initial go to market strategy and launch in Australia.
  • Establishing prospecting and opportunity development cadence with channel partners.
  • Negotiate contracts, close business and collaborate with product to map revenue strategy enabling long term success for the customer organization.
  • Business case creation to justify investment and subsequent build of new hosting facilities in Sydney, including the prospecting and closing solutions for anchor tenants.
  • Oversaw market price testing and internal cost analysis to improve local competitiveness.
Jul 2010Nov 2010

Explorer

Travelling

My wife and I took a sabbatical to travel through Africa and Asia en-route to Australia. We travelled the West coast of Africa from Kenya through Tanzania, Zanzibar, Malawi and Zambia - ending in South Africa. From there we headed into Asia to spend time in Thailand, Singapore, Malaysia, Indonesia / Borneo and Cambodia.  A fantastic trip full of scuba diving, mountain / volcano climbing and many great memories.

Oct 2005Jul 2010

Strategic Account Manager - EMEA

Savvis

As Strategic Account Manager I was responsible for the overall customer experience, which includes sales, relationship management and service support for our #1 account with annual revenue of $110m.

  • Global sales and commercial responsibility for network products with annual value of $33m.
  • Responsibility for sales channel performance in Asia for managed hosting services.
  • Management of sales order lifecycle from initial engagement through design to quote.
  • Creation of the global SLA for financial network products.
  • Defined the critical incident management process.
  • Up-selling through capacity management and proactive needs identification.
  • Service improvements through creation and delivery of Service Improvement Plans.
Feb 2003Oct 2005

Project Manager

Savvis

As Project Manager delivering an EMEA network with a contract value of $250m, I was responsible for project planning, strategy creation and implementation.

  • Gathering business and technical requirements for project scope and definition.
  • Managing all aspects of the project including financial forecasting, multiple stakeholder management, planning and control using PRINCE 2 methodologies.
  • Managed the deployment of network nodes in Russia, Middle East, South Africa and Europe.
  • Creation of ITIL based support process.

Quota Achievement %

Consistent record of quota achievement.  75% achieved in 2014 when expanding our financial services vertical into a new region.  

Education

20052015

Sales Training

On the job

Consultative Selling, Account Planning, Advanced Prospecting, Executive Conversations, Situational Sales Negotiations, Miller Heiman Opportunity Analysis.

20142014

TOGAF 9.1 - Enterprise Architecture

Self Study

TOGAF is a methodology for defining enterprise architecture, a conceptual blueprint that defines the structure and operation of an organization.

20102012

MBA

Bradford University

MBA with focus on IT Management.  My final project was 'A case study of an IT-led deployment of a modern knowledge management system'. 

20052005

ITIL Service Management Foundation

ITIL

ITIL is a set of practices for IT Service Management (ITSM) that focuses on aligning IT services with the needs of business.

20042004

Project Management Practitioner

PRINCE2

PRINCE2 is a process-based approach for project management providing an easily tailored, and scaleable method for the management of all types of projects.