Sep 2019 – Present · 6 yrs 7 mos · Jávea, Valencian Community, Spain

• Objective Management Group (OMG) are the world's leading salesforce assessment and evaluation platform, with nearly 2 million assessments completed globally. We partner with OMG to help our clients recruit the best sales talent, and to progressively develop the skills of their existing salespeople in a targeted way that systematically enhances organisational and individual sales effectiveness.
• More here: https://stats.objectivemanagement.com/498

Jan 2018 – Present · 8 yrs 3 mos · Jávea, Valencian Community, Spain

Jan 2016 – Present · 10 yrs 3 mos · Jávea, Valencian Community, Spain

• Membrain are widely recognised as the leading sales effectiveness platform for complex B2B sales, and are pioneering a new generation of CRM solutions that are seen as invaluable guidance tools salespeople want to use, rather than as unloved administrative tools that their company forces them to adopt.
• More here: https://www.membrain.com/

Aug 2015 – Present · 10 yrs 8 mos · Jávea, Valencian Community, Spain

Mar 2015 – Present · 11 yrs 1 mo · Jávea, Valencian Community, Spain

• Founding contributor and regular columnist for the International Journal of Sales Transformation

Jan 2006 – Oct 2006 · 9 mos · Greater Seattle Area

• During my involvement with Dexterra (now part of Antenna Software), we moved from a "cautionary" to "visionary" rating in the Gartner Magic Quadrant and came to be recognised as the world's fastest growing mobile applications company.
• After a thorough review of our vision, position and messaging, we established Dexterra as the company leading the charge towards "The Mobile Way of Business". Triple digit growth and an impressive list of blue chip clients went a long way towards proving our claim that "Companies that Get Mobile, Get Dexterra".

Jan 2005 – Present · 21 yrs 3 mos · Jávea, Valencian Community, Spain

• Inflexion-Point is a leading B2B sales consultancy. Our clients include ambitious scale-ups, established mid-market sales organisations and the entrepreneurial business units of established corporates. We equip, encourage and enable them to sell more effectively into today’s increasingly challenging B2B buying environments.
• Our Outcome-Centric Selling® approach is particularly effective in situations that involve high-value discretionary B2B purchases, multiple stakeholders and complex, lengthy and often unfamiliar buying decision journeys.
• Inflexion-Point’s partnerships include Align.me’s FunnelPlan™ go-to-market planning framework, Objective Management Group’s industry-leading sales team evaluation and sales candidate screening solutions and Qoos’ ground-breaking AI-guided coaching, micro-learning and opportunity qualification framework.
• To find out more, please book a Zoom (www.inflexion-point.com/book-a-zoom-call).
• #b2bsales #outcomecentricselling #scaleups #valueselling #saleseffectiveness

Jan 2004 – Jan 2005 · 1 yr · Maidenhead

• Continued to run and grow the XcelleNet Business Unit following acquisition by Sybase/iAnywhere, with particular responsibilities for worldwide B2B Sales and Marketing.

Jan 2001 – Jan 2004 · 3 yrs · London Area, United Kingdom

• Returned to XcelleNet following a private equity (Francisco Partners) funded management buy-out. Led the worldwide field organisation, responsible for 80+ people and $40m+ revenue, including sales, marketing, business development, professional services and support, engineered a major turnaround in the company’s fortunes, achieved the coveted "top right" status in the Gartner Magic Quadrant and supported a successful trade sale to Sybase.

Jan 2000 – Jan 2001 · 1 yr · London Area, United Kingdom

• Joined Protégé at the peak of the “dot.com boom”. Enabled NA-based high-technology vendors to implement successful European market entry strategies, typically accelerating their progress by 9-24 months, and built local subsidiaries for more than 25 companies, including Kana, NetGravity, Vignette, Delano, Preview Systems, AvantGo, Virage, Changepoint, GlobalSight, PlaceWare and FaceTime.

Jan 1999 – Jan 2000 · 1 yr · Greater Reading Area

• Launched eGain’s business operations in Europe and Asia-Pacific. From an initial core of 2 employees, rapidly built out a team of 25 and grew International revenues from zero to a $3m run rate in under 12 months, leading to a merger with Inference.

Jan 1998 – Jan 1999 · 1 yr · London Area, United Kingdom

• Joined Sterling Commerce as a result of their acquisition of XcelleNet. Responsible for European sales of EDI and BPI product families, and grew revenues 25% p.a.

Jan 1996 – Jan 1998 · 2 yrs · High Wycombe

• Built a highly successful International operation with offices in the UK, France, Germany, the Netherlands, Singapore and Australia. The increase in international contribution during this period represented 80% of w/w profit growth. In 1998 we were acquired by Sterling Commerce and as part of the consequent reorganisation I was appointed VP EMEA Internet Systems Group for Sterling Commerce.

Jan 1990 – Jan 1996 · 6 yrs · Watford, England, United Kingdom

• During my time at SCO, we emerged as undisputed global market leaders in the UNIX-on-Intel market, built Europe and Asia-Pacific to more than 50% of world-wide revenues and created a dominant network of distributors, resellers and channel partners. It's only in retrospect that I realise how far ahead of the game we must have been at that time in creating a truly effective multi-channel strategy.

Jan 1981 – Jan 1989 · 8 yrs · Greater Reading Area

• Worked for a great company, at a great time. Enjoyed sustained success in a variety of senior sales and marketing roles with both hardware and software responsibility.