Feb 2023 – Aug 2024 · 1 yr 6 mos · Fleet, England, United Kingdom · Hybrid

• Over 13000 employees and revenue of €3.1Bn in industries, public authorities or governments with innovative solutions for Test & Measurement, Technology Systems, Networks & Cybersecurity and Broadcast and Media.
• With over 30 years of experience, the Broadcast and Media division provides Broadcast playout, Signal Monitoring, Studio Ingest, Cinema Mastering and Media Storage.
• Brought in to modernise and increase traction for the existing storage range. Working closely with Product Owners, Developers, R&D, Support, and Sales and Marketing.
• Responsibilities
• Overall responsibility for product and go-to-market strategy
• Development of pricing strategies and contribute towards the marketing strategy
• Educate, influence and motivate the international sales teams
• Monitor and interpret industry trends and drive the roadmap accordingly
• Product lifecycle management
• Demonstrate product and evangelise at key trade events
• Build relationships with strategic customers to understand their needs
• Understand the competitive landscape and market value proposition
• Develop a roadmap by gathering workflow and feature requirements
• Provide interface between customer base and R&D to ensure product roadmap evolves to match market requirements
• Collaborate within the Product and Solution Management team and across R&D, Sales and Technical Sales
• Achievements in position
• Recipient of Prestigious Global Industry Award for Pioneering Enterprise Storage Solutions
• Contributed to securing a major tender with a National French Broadcaster
• Published as an industry commentator in round tables and technical discussions
• Overhauled the communication strategy to increase sales capabilities to articulate solution benefits
• Managed the integration of SMB high-performance networking to deliver a 93% performance boost
• Boosted partner engagement and education
• Pioneered new portfolio workflow resulting in major advances to the overall value proposition

Mar 2020 – Nov 2022 · 2 yrs 8 mos

• Executed strategic direction to deliver ambitious commercial goals whilst sustaining high standards of customer care, and pursuing opportunities to develop and deliver solutions to a wider market demographic.
• Selected highlights and achievements include:
• Serving on the board as a Company Director.
• Maintaining customer service excellence through the Covid lockdown.
• Generating workflows to enable remote production.
• Reduced support costs and improved response times by implementing new sales workflow streamlining knowledge transfer between sales, marketing and support.
• Increasing the company’s online presence by starting a YouTube channel and posting content on digital and social media platforms, alongside working with the marketing team to produce whitepapers.
• Upgrading the product range by adding a new 400-page HTML5 manual increasing value add and reducing support costs.
• Designing and delivering training and demonstrations for partners and end users on products and software – including video workflow presentations – remotely and in person.
• increasing the number of webinars, managing the full planning and production process.

Nov 2018 – Mar 2020 · 1 yr 4 mos

• I was appointed to the board as a Company Director to coordinate the product roadmap, in collaboration with the CEO and Head of Development.
• Selected highlights and achievements include:
• Collaborated in an updated range of products that increased performance, offered improved functionality for customers, and enhanced revenue.
• Researching other companies within the industry to identify potential technical partners, assessing suitability, developing networks and building relationships.
• Forging five new technical partnerships to further add value to the product range.

Mar 2016 – Nov 2018 · 2 yrs 8 mos

• I led on presales activities, increasing market research. Coordinated global sales office operations.
• Establishing new presales department to boost client engagement and support the sales team.
• Reduced exhibition deployment costs by over 40% by designing new exhibition stand workflows to support sales.
• Creating new workflows to improve the product range (working closely with the head of research and development), elevating the brand and enhancing the company’s offering.
• Updating the CRM manager to centralise and streamline customer contracts, achieving further efficiencies through integration with marketing,
• Devising a new training programme for partners to advance engagement and understanding, designed training materials and organised delivery of the course.

Jun 2013 – Mar 2016 · 2 yrs 9 mos

• Headed presales and product development, overseeing new European clients and global portfolio, and generating new collateral to extend market share and brand awareness.
• Prominent role in the release of two new key product ranges.
• Trained and developed new sales teams to maximise capability and engagement.
• Oversaw the creation of marketing collateral, including the process of media production for video tutorials, alongside whitepapers, tech guides and other partner support tools.
• Implemented a new feedback process with the development team, transforming the product UI.

Jul 2009 – Jun 2013 · 3 yrs 11 mos

• I expanded European client base to showcase innovative new ethernet storage platform, SPACE Storage, generating new leads, building relationships and made sales, signing up new partners.
• Selected highlights and achievements include:
• Training and managing portfolio of new European partners, to increase revenue.
• Signing up 15 new partners, enlarging reseller channel by 70%.
• Overseeing operations for large tradeshows targeting the new market, uplifting sales by 60%.

Nov 2007 – Jul 2009 · 1 yr 8 mos

• Designed video storage solutions for the media industry, supporting clients through the full end-to-end process. Consulted with customers to prepare solutions tailored to meet their needs. Offered ongoing technical support. Devised production workflows alongside SAN NAS and editing solutions.

Jun 2007 – Jul 2009 · 2 yrs 1 mo

• Established successful independent consultancy for IT and system integration solutions. Formed strategic partnerships and worked closely with resellers to deliver a number of projects.

Oct 2003 – Jun 2007 · 3 yrs 8 mos

• 0versaw operations, using detailed product knowledge to increase leads, boost sales and push maximise business growth. Trained, coached and developed new sales staff.

Oct 1993 – Oct 2003 · 10 yrs

• Pioneered company growth from only four employees to over 20 and a turnover of £4m per annum. Coordinated the full process for large-scale installations, from initial enquiry to sale, installation and completion.