COMMERCIAL SALES DIRECTOR UK, SERVICENOW 2024 - PRESENT
- Developed sales qualification playbook and coached team to from 50% performance in Q1 to on target performance in Q2-
Q3 including closing largest digital sales opportunity of $1.5m for Servicenow Europe.
- Lead team of 15 Digital Sales reps including hiring 2 new sales managers and 5 new sales reps
GLOBAL HEAD OF DIGITAL SALES, VODAFONE 2013 - 2023
Established global digital sales organisation for global telecoms provider for B2B sales from SME to MNC's
- Delivered sales revenue growth from €10M to €500M in 10 years extending sales team from 25 to 400 staff across 7
locations - Ireland, UK, Spain, Italy, Hungary, US and Singapore.
- Developed Vodafone’s digital sales and field sales 2.0 strategies- including go to market strategy, sales processes organisational structure, career paths, playbooks, L & D, business plans, sales operations and sales automation tools.
- Developed sales strategies to improve customer buying experience achieving a 40% win rate across an extensive product portfolio - Mobility, Unified Communications, Converged Networks, IoT, SaaS, and Cloud/Hosting solutions.
- Success and rapid growth of sales team led 8 countries moving significant parts of their sales organisation under my leadership.
- Experienced at company wide strategy presentations C Suite engagement, multi discipline stakeholder and P and L
Management.
- Industry thought leader presenting to house hold name software and technology organisations, customers and at conferences on sales strategy, sales optimisation, social selling and AI in Sales.
- Proven record of building highly effective sales teams
- Consistent achievement of sales targets achieving 100-600%
growth
- Focused on driving results through strong leadership
- Negotiating and wining complex sales
- Exceptional coach and develop of people
- Sales Strategic Planning/
Execution
Engagement/Retention
- Building a culture to encourage team members to bring their whole selves to their role
- Full P and L Management
- Leading Sales, Marketing,
Commercial, HR and finance teams
- Executive Presentations/Influence
- Industry thought and strategy
SALES DIRECTOR - QLIK 2011 - 2013
Established successful EMEA sales and business development operation for game changing BI SaaS vendor
- Delivered sales revenue growth from 0-$70M in 3 years.
- Established highly successful “land and expand” sales strategy to take market share from competition and ensure consistent pipeline coverage.
- Hired and developed 7 sales managers; 70 multi-lingual European sales; business development and pre-sales teams.
- Designed sales 2.0 sales automaton systems: developed GTM sales and marketing strategies; customer centric sales methodologies.
- Motived highly effective team through personal development plans, training and coaching programme.
- Built strong relationships with marketing and commercial teams to execute with full P and L responsibility.
SALES DIRECTOR, HARTE-HANKS 2007 - 2011
- Recruited to develop direct and channel sales operation within $1 billion sales and marketing outsourcer.
- Delivered sales revenue growth from £20M-£300M over 4 Years.
- Full P and L responsibility across 15 programmes growing margin from 26 to 40% .
- Responsible for demand generation and sales for Tier 1 IT Organisations such as Microsoft, Oracle, VMWare, Cisco, Apple,
3Com, GSK and Xerox.
- Leadership of 10 sales managers, 120-200 multi-lingual sales staff, training, quality control and reporting to ensure client retention and consistent revenue growth.
MANAGING DIRECTOR, VISION COACHING SERVICES 2003 - 2007
- Established successful sales, executive coaching and training company over 4 years - achieving £500,000 revenues.
- Course director and trainer for winning complex deals, strategic selling, negotiation, presentation skills, leadership and coaching programmes to improve sales performance.
- Training, coaching and consultancy for sales organisations such as Orange, Alcatel, Blue Coat, Pervasive Networks and The
NLP Academy.
- Personal coaching to directors, managers and sales teams.
SALES DIRECTOR, ALCATEL/NEXTIRAONE 1997 - 2003
- Established inside sales, business development and field sales operations of Telecoms OEM/Integrator.
- Overachieved targets of up to £50M with 35% growth per year.
