Sep 2023 – Mar 2025 · 1 yr 6 mos · London

Feb 2023 – Sep 2023 · 7 mos

May 2021 – Feb 2023 · 1 yr 9 mos

Feb 2020 – Apr 2021 · 1 yr 2 mos

Sep 2016 – Jan 2020 · 3 yrs 4 mos

Sep 2013 – Sep 2016 · 3 yrs · London, England, United Kingdom

Oct 2010 – Sep 2013 · 2 yrs 11 mos

• Working as part of; or directing virtual teams within VMware focusing upon our Strategic Outsourcing & System Integrator partners. This includes the development and execution of focused initiatives transforming and developing partners to drive VMware’s growth and accelerate the wider adoption of our products and solutions. Global and regional activities include the development and execution of application modernization initiatives, business critical application virtualization, and multi-tenancy Cloud environments/platforms (development of the technology stack and cross-regional go-to-market programs).
• Daily responsibilities included leading and directing engagements of large pursuits, execution of education & training programs, account management (alignment & engagement), development & support of enterprise license agreements in line with field sales, forecasting & pipeline management/ development, and marketing initiatives - supporting key organizational goals & specific CIP program activities.
• Other responsibilities have included; EMEA Alliance Manager for IBM Global Technology Services and leading the NEMEA CIP team. (Partners covered have included; HP Enterprise Services, IBM Global Technology Services, Capgemini, SAP, and Steria).

Jan 2007 – Oct 2010 · 3 yrs 9 mos

• RES Software opened their UK Office January 2007. I was recruited as the first UK sales focused employee. During the last 3 years I developed the organisation from nominal annual revenues, minimal channel partners, and negligible market awareness to generating in excess of $6m revenue per annum, with an annual pipeline of opportunities in access of $10m. During this period I developed a growing base of certified partners, additional distributors, and an increased market share among the Strategic Outsourcers & System Integrators.
• I succeeded in closing sales cycles through partnering with previously uninterested resellers and system integrator. Predominantly this has been achieved through the demonstration of value add, technology strengths, SPIN and solution selling, flexibility in “go-to-market strategy” and sheer determination to win.
• Primary Roles; Enterprise Sales, Pipeline Generation/Qualification, Proposal & Business Case creations, Legal and Contractual requirements/negotiation, Reporting and Forecasting, Presentations, Internal Business Plans, Globally sales & organizational support as required (US, Asia, and EMEA); Office Management; General Administration.

Aug 2003 – Dec 2006 · 3 yrs 4 mos

• Intercept IT Limited is a London based consultancy firm specialising in the design, optimisation and support of complex enterprise infrastructure solutions and hosted services offerings.
• Primary role requirements:
• Management of all aspects associated to the commercial/sales process.
• Consistently hitting targets in excess of £500K gross margin per annum.
• Development of GTM strategies for new emerging technologies such as server, desktop, and application virtualization.
• End to end management of both new enterprise tier business opportunities and existing clients.
• The creation of multiple business relationships throughout customer and partner organizational hierarchy; including director and technical infrastructure team levels.
• Creation of design briefs relating to specific business challenges/requirements.
• The design of technical based solutions to fulfill business/technical briefs including high availability solutions based upon industry leading technology (hardware and software).
• Identifying solution justification through reducing operational costs and highlighting increases in efficiencies.

May 2002 – Aug 2003 · 1 yr 3 mos

Jun 1999 – Mar 2002 · 2 yrs 9 mos

Jan 1997 – Jan 1997 · 0 mo