Skills

Skills

Concept Development

As Product Marketing Manager at HP, worked with Engineering on concept development of HP OpenMail, a new generation email system, initiating research and feeding Engineering with information.  Result: HP OpenMail heralded a new approach to corporate email, gaining 60% penetration of Fortune 1000.

Business Stategy and Financial Planning

As Marketing Director for start-up Delma Technologies, facilitated the development of the strategic  plan. Wrote the business plan for second stage funding, including financial forecasts and analysis. Result: Achieved £200K private investment & £200k of SFLG loans.

Agency Management

Responsible for PR at Digital UK, reviewed the coverage and directed the agency to take a more focused approach.  Result: The agency received "the best direction we have had in 5 years working with Digital" and coverage supporting our market positioning improved measurably.

Brand Creation and Marketing Communications

At Thales Contact Solutions, co-ordinated a cross functional team to create one launch plan for new brand and product. Result: 40% brand awareness in the target market within 4 months of launch; became a recognised thought leader on Performance Management in the company.

Management Skills

Set up Digital Equipment's new Channel Marketing Function, and drove the building and implementation of the functional plan. Result:  The refocused £4M co-op fund achieved 80% alignment with company initiatives;  VAR Recruitment goals met;  created highly successful Microsoft partner program that was adopted across Europe; and, function was given discretionary £200K increased marketing funds.

Value Proposition Development

As a marketing consultant, clarified a number of organisations' thinking to create focused market positioning and value propositions. Result:  Continued use of propositions in the marketing activities of two successful start-ups.

Strategic Channel Development

Developed a sales and engineering certification model and new discount structure for EMEA launch of, strategic product for NICE. Result: EMEA model was adopted world-wide; brought structure to discount discussions with partners; enabled focus on key channels.

Work History

Work History

Sales, Marketing and Accountancy

Previous roles
  • Sales and marketing at DPI Ltd and NCR.
  • Two years as a trainee accountant at Deloitte, Haskins and Sells.
Apr 2008 - Present

Channel Program Manager for Europe and Africa

Aspect

The world's largest company focusing purely on Contact Centre software and hardware solutions.

Manages and develops Aspect's infrastructure for the support of Channel Partners.

  • Managed company review of all regional channel partners, resulting in improved internal understanding of channel's capabilities and identification of areas requiring focus.
  • Developed new support structure and obtained cross-functional buy-in for subsequent new policy. Result was clarification of Aspect and partner roles, and reduced conflict with faster resolution of customer problems.
  • Conducted clean-up of legacy partner contracts, stabilising contractual relationships.
Jan 2006 - Apr 2008

Marketing and Finance Director

Delma Technologies

A start up specialist voice and data recording company that focused on convergent VoIP telephony and radio solutions for government security, health and police organisations in the UK and the Middle East.

  • Developed the company vision and positioning.
  • Wrote business plans that gained investment and loan funding.
  • Set up channel support including sales training and collateral.
  • Developed company's brand, collateral and web site on limited budget.
  • Developed product vision and propositions for health and police markets.
  • Managed financial operations, ensuring management reports were distributed and reviewed by Board.
Jan 2006 - Nov 2006

Marketing Consultant

Counterpoint Business Services

Marketing services and consulting.

  • Provided marketing consultancy to diverse hi-tech start-ups, helping focus their market positioning and value propositions, using the results to create effective collateral and marketing communications.
  • Given numerous repeat assignments, including writing whitepapers and articles.
Jul 2003 - Jan 2006

Contact Centre Market Manager, EMEA

http://www.nice.com

World-wide market leader in Customer Experience and Performance Management solutions for contact centres, utilizing convergent telecommunications and IT technologies and delivered through professional services.

  • Drove marketing activities for market leader, launching next generation Performance Management and Voice Analytics application suite, including channel development to ensure channel readiness and lead generation.
  • Developed and introduced new channel strategy for NICE Perform that was adopted world-wide.
Jan 2001 - Jul 2003

Senior Product Marketing Manager

Thales Contact Solutions (acquired by NICE Systems)

Leading European call recording company focusing on contact centres, public sector and financial markets.

  • Launched innovative Business Analytics solution, developing propositions and go to market plans; developed world-wide TETRA recording business plan; and, exceeded £10M revenue target for high-end recording solutions.
Nov 1999 - Jan 2001

UK Internet Services Business Manager

Fujitsu Teamware Ltd

Software and professional services vendor of work-flow and community software solutions based in Finland.

  • Management of cross functional unit, comprising engineers, consultants and sales developing Internet Community solutions. Focused and re-skilled team, developing project management skills and meeting P&L targets.
Oct 1998 - Nov 1998

World-Wide Market Development Manager

Fujitsu Teamware Ltd
  • Launched Internet Community Software to US, UK, Scandinavian and Benelux markets. Received special bonus for work on US market entry strategy and delivered effective, measurable lead generation campaigns.

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Jul 1987 - Oct 1998

Senior Product Marketing, Industry Marketing, Marketing Communication and Channel Marketing roles

Digital Equipment Company
  • Worked in roles across the marketing spectrum at international and UK level, reporting directly to the UK Board as UK Channel Marketing Manager and Advertising and PR Manager.
  • Set up new Channel Marketing function. Re-focused £4M Co-op fund and improved joint marketing. Created benchmark end user lead generation campaigns for the channel that were adopted across EMEA. Created targeted channel recruitment programmes.
  • Managed CAD/CAM partners, facilitating partner program that took Digital into new parts of GEC.
  • Co-ordinating activities across different functions and partners for Digital UK's largest vertical segment. Researched market needs and created market propositions and programs.
  • Managed marketing team that developed successful portfolio of specialist mass storage solutions. Took products from concept, research and analysis through to market launch.
Jun 1983 - Jul 1987

Product Marketing Manager

Hewlett Packard

Early developer of email and word processing software for corporate environment.

  • Responsible for a variety of software products including concept stage of HP OpenMail which eventually penetrated 60% of Fortune 1000.

Education

Education

Professional In-House Training

Blue-chip  in-house man-management, marketing, finance and project management training.

Objective

A Marketing Director/VP position within a B2B organisation as member of management board  responsible for devising and implementing its business and marketing strategy.

Summary

A Business and Marketing Director who brings together strategic planning skills with the ability to create and drive effective action.  An original thinker who can create a shared vision and build high performing teams with clear roles and responsibilities. Unique combination of wide experience across the marketing spectrum supplemented  by Chartered Institute of Marketing qualifications and accountancy training. Special skills in taking new technology solutions to market, channel strategy and marketing communications.

  • Business Strategy and Planning
  • New Concept & Product Launches
  • Market segmentation and analysis
  • Go-to-market planning & channel development
  • B2B Marketing Professional
  • Organisation orientated Marketing Strategy
  • Cross Functional Management
  • Portfolio planning & management
  • Team leadership & direction setting

Interest

I play jazz piano, and enjoy music generally. I also play croquet, having been Scottish Champion, All-England Doubles Champion and captaining the Scottish team.