Luke Ambrose

Strategic commercial and product leader with experience driving revenue growth, margin expansion, and portfolio transformation across global technology and managed services organizations. Experienced in full P&L ownership, EMEA partner ecosystems, enterprise go-to-market strategy, and complex vendor landscapes. Proven ability to translate corporate strategy into executable commercial plans, optimize pricing and portfolio structures, and build high-performing cross-functional teams aligned to measurable outcomes.

Trusted advisor to senior stakeholders and executive leadership teams, combining data-driven decision-making with strong governance, risk management and operational discipline. Deep understanding of customer needs and ability to translate insights into compelling marketing. Ability to develop market-specific strategies while maintaining global brand consistency.

Excellent stakeholder management and ability to gain buy-in across diverse teams. Comfortable working in a fast-paced environment with changing priorities. Takes full accountability for outcomes and drives initiatives to completion.

Board-level Value Proposition Revenue & Margin Growth: Delivered sustained profitability improvement through pricing transformation, SKU rationalization, and structured commercial modelling ($360M). Full P&L Ownership (6–8% category uplift achieved in prior portfolio). 3M. Go-to-market delivery across ICT, Unified Communications, Security, and Managed Services.

Kyocera. Full P&L (€68M) Samsung. Full P&L (€20M) EMEA security portfolio Insight Direct. AI projected savings of £10M; Portal project WW HP.

Portfolio Governance: Full life cycle ownership across multi-million-euro portfolios, ensuring strategic alignment, risk mitigation, and value optimization. Data-driven decision-making approach.

Strategic Partner Leadership: Built and led EMEA channel and vendor strategies across enterprise technology ecosystems.

Transformation Delivery: Supported procurement transitions, SaaS pricing migrations, and organizational change programmes.

Market Positioning & Competitive Strategy: Established structured intelligence frameworks informing pricing, positioning, and product innovation. Proven track record of leading successful product launches across multiple markets. Strong understanding of international market dynamics and localization requirements.

Experience managing end-to-end marketing campaigns across digital and traditional channels Executive Communication: Regular board-level reporting, roadmap presentations, and investment case development. Excellent project management skills with the ability to manage multiple priorities simultaneously. Demonstrated ability to develop compelling product positioning and messaging

Partner Business Manager (Contractor) - HP

(2024-01)

Senior commercial lead across the HPI partner ecosystem, responsible for driving sustainable revenue growth and strategic alignment within Tier 2 Resellers and distribution channels.

• Leveraging in-depth partner knowledge to develop and execute growth-focused performance metrics and assess partner effectiveness and guide business development strategies.
• Delivering a tailored value proposition and gaining trust.
• Customer-focused thinking and strong relationship-building skills.
• Data literacy and ability to leverage data-driven insights.
• Demonstrating problem-solving and strategic planning abilities.
• Leadership communication and ability to navigate complex organizational structures.
• Deep understanding of portfolio and operational management.
• Adaptability to new business capabilities and emerging trends.
• New Technology and AI: Demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity.
• Project delivery of $ 12 M in cost savings, adapting digital solutions in daily workflows, and using AI insights to drive smarter decisions and more personalized customer interactions.
• Director-Level Impact: Defined and executed partner growth strategies aligned to regional business objectives.
• Owned commercial governance across partner contracts, forecasting accuracy, and risk mitigation.
• Directed MDF investment allocation to accelerate strategic category expansion.
• Provided market intelligence and supplier landscape insight to inform roadmap and procurement strategy.
• Partnering with Legal, Finance, and Operations to support procurement transformation initiatives.

Commercial & Portfolio Lead – ICT & Unified Communications Managed Services - Kyocera Document Solutions (Annodata / MCL)

(2021-01 - 2023-12)

Responsible for the commercial strategy, product portfolio and go-to-market delivery across the ICT and Unified Communications Managed Services division, driving product development, market positioning, customer adoption and revenue growth.

• Own and deliver go-to-market strategies for new products, managed services and feature releases, ensuring alignment with commercial objectives and market opportunities.
• Developed compelling product positioning, messaging frameworks, buyer personas and value propositions to differentiate services and strengthen market positioning.
• Collaborate with Pre-Sales and technical teams to translate customer requirements, market intelligence and technical capabilities into commercially compelling product propositions.
• Lead the successful launch and commercialization of Managed Endpoint Detection and Response (MEDR) services, driving market awareness, customer engagement, adoption and revenue opportunities.
• Conduct market research, customer analysis and competitor benchmarking to identify growth opportunities, understand market trends and inform portfolio strategy.
• Lead the development of product marketing and thought leadership content, including website content, customer case studies, whitepapers, videos, blogs and sales enablement materials.
• Equip sales teams with compelling product messaging, commercial collateral, sales playbooks and training to accelerate opportunities, improve conversion rates and increase win rates.
• Support demand generation and business development activities through targeted marketing campaigns and effective product positioning.
• Core Expertise & Commercial Capabilities: Product marketing and portfolio management across SaaS, software, cloud, ICT and managed services.
• Go-to-market strategy development and execution, driving demand generation, market growth and revenue performance.
• Product positioning, value proposition development, messaging frameworks and product launch management.
• Sales enablement, including the development of commercial collateral, playbooks, presentations and customer-facing content.
• Strong understanding of SaaS business models, customer acquisition, retention and service adoption strategies.
• Excellent communication, storytelling, copywriting and presentation skills.
• Ability to translate complex technical solutions into clear, compelling commercial propositions and measurable customer value.
• Strong analytical, commercial and stakeholder management capabilities.
• Proven ability to influence and collaborate with technical, pre-sales, sales, marketing and senior commercial stakeholders.
• Strategic Contributions: Owned profitability and commercial performance across managed services portfolio.
• Developed and executed enterprise go-to-market strategies targeting high-value accounts.
• Built commercial frameworks and pricing strategies aligned to corporate financial objectives.
• Directed multi-vendor ecosystem strategy (Microsoft, HPE, Cisco, Fortinet, Veeam and others).
• Strengthened sales execution through structured enablement, roadmap clarity, and competitive positioning.

Global Product Marketing Manager (Contractor) - Sage People

(2019-05 - 2019-08)

Global lead for competitive strategy and market intelligence. Designed a structured competitor intelligence programme to support executive decision-making. Delivered board-ready analysis on market threats, pricing strategy, and innovation gaps. Influenced global marketing and proposition strategy through data-led insight.

• Leading customer, market and competitor insight, testing assumptions and creating the evidence bank needed to guide product decisions, strengthen claims and support GTM investment.
• Partnering with Product and Commercial teams to influence the roadmap, customer experience, pricing and packaging to drive disruption and differentiation in market.
• Partner with growth teams to create integrated launch strategies from early adopter programmes through to generally available releases, setting target audiences, market sequencing, channel plans, success measures and launch phase gates.
• End-to-end lifecycle strategy from acquisition through in-life management, driving engagement, retention and ARPU growth.
• Drive cross-functional readiness across Marketing, Sales, Partners, Support and Customer Success, ensuring teams have the messaging, enablement, assets and customer communications.
• Driving commercial performance, turning customer and commercial feedback into action, and identifying new use cases, segments and monetization opportunities that expand the propositions' long-term potential.

Operations Manager (Contractor) - 3M

(2017-02 - 2018-06)

Commercial operations lead across €360M EMEA portfolio within filtration and purification division.

• Delivered 6–8% £10M profit improvement via pricing transformation and SaaS system migration.
• Led strategic SKU rationalization programme across 26,000+ product lines.
• Owned project governance, budget control, and monthly executive reporting.
• Modernized digital product infrastructure across 300+ product categories.

UK Mobile Produ - Samsung Electronics UK