Abilities

 

Leading and motivating multidisciplinary teams to secure multi $M strategic business

Developing and fostering long term relationships with key clients

Managing projects to formulate bids to supply complex technology

Expert in selling techniques, market strategy, new business development and commercial contract negotiations

Has a detailed knowledge of subscription based pricing, managed service / Software as a Service models and contract financing.

Developing training courses for strategic selling , mixing real word experience, case studies and delegate exercises.

Experience and Achievements

 

Sales-vision.net Ltd  (Jun 06 – Present) Founder and Managing Director

 

Sales-vision.net Ltd addresses the key pains companies face when trying to grow, especially during the transition from a tactical to strategic go-to-market sales model.  This is achieved in a consultative fashion based around key client objectives and structured analysis of the sales operation.  The company offers training courses, and also  a range of consultative research and planning services allied to an industry introduction service for specific client or market development needs.  Market experience includes; Telecoms, Defence, Aerospace, Automotive, Security, Central Government, R&D, Consulting and ISVs.  

 

Telelogic UK Ltd  (May 00 – July 06) Global Account Director

 

Focused on the sale of Enterprise and Engineering Lifecycle Management solutions, process development, consultancy services and training.  Key achievements included:

 

• Leadership of a global team & strategy ownership for sales to a £35bn+ Global Account

• Secured new strategic business ranging from $1-$12M with over ten global businesses

• Secured the largest, single order in the company history

• Managing a selection of Tier One Telecoms, Defence, Aerospace, and Government Accounts.

 

 

QinetiQ, Farnborough, Hampshire, UK (Nov 98–Apr 00) Market Manager

 

• Responsible for overall strategy & development of sales activity into a new market vertical covering UK and Europe.

• Developed go-to-market sales model, sales collateral and business development plan.

• Created several new partnerships and a multi-£M pipeline of new prospects

 

 

QinetiQ, Wiltshire, UK (Jun 95 – Nov 98) Business Development Manager

 

• Ran a team of project managers bidding for a range of Commercial, Government and USA based technology projects covering applied research.  

Project manager for a range of Technology Development projects covering aspects of applied research & development, bespoke consultancy, risk assessment and due diligence