Director of Business Development
Large Independent US/Global enterprise software company
Total years of experience :54 years, 7 Months
Focused primarily on new business development with a secondary responsibility for
• proactively managing the relationship with existing and historical accounts to create greater market share through up-sell of additional product and service offerings.
• Responsible for the ownership of the client business relationship at the highest (CXO) level with an objective of being seen as the trusted advisor
• Financially managed my territory to achieve targeted revenues
Worked on a number of projects. Responsible for data collation and verification and reporting on status of all relevant programs/projects.
• Flexible Working Project. Targeted with delivering a long term Flexible Working Environment to EY Group in UK and Ireland.
• Infrastructure Upgrade concerned with the upgrade of all infrastructure server platforms within EY Global; > 20K server platforms (Windows Server, IIS, Oracle, SQL and Websphere) running over 8, 000 applications in over 140 countries worldwide.
• Cisco Telepresence Implementation initially to 3 key sites with plans to subsequently roll out to 12 additional sites and then globally.
Co- Founder and CEO of this project to build an interactive TV channel producing high quality interactive programming to drive forward the DiTV revolution.
• Developed a wide range of focused Interactive propositions
• Developed company strategy and structure and established project viability.
• Produced Business and Marketing plans and presented to potential sources of funding
• Negotiated all contracts with partners and service providers.
Recruited to build an International presence for the PowerTV OS and Interactive applications and offer Global sales and bus dev support to Scientific Atlanta.
• Supported SA global sales efforts (ex US)
• Liaised between SA and PTV ensuring buy in to key projects and policed any deviation.
• Cultivated and nurtured Partners and OEMs worldwide
• Forged partnerships with 3rd parties to assist in roll outs of propositions.
• Assisted SA team win several major ($400 million +) projects.
• Won participation in trials in several International locations, Taiwan, Seoul, San Paulo and others against heavy competition from Microsoft/Open.
Stellar One Seattle, US and Milton Keynes, UK.
Interim VP Sales and Business Development EMEA for this Seattle based provider of High performance (Microsoft OS/PC based) Set Top Boxes and interactive applications.
• Established UK based EMEA presence for Stellar One and cultivated existing contacts key partners in EMEA -Fujitsu Siemens, Microsoft, nCube, Concurrent, Sea Change, EMC, Tiscali, eBiscom/Fast Italia, Kingston Communications, Yes Television and others in Pac Rim.
Imerge Cambridge, UK and Boston, US.
Interim Director of Sales and Business Development for this recognised leader in Internet-connected hard disk-based audio technologies and Media Appliances.
• Introduced Imerge to potential partners in the US including Compaq, HP, Bose and other leading technology development companies and established business base in Boston, US.
ImagicTV St, John, NB Canada and Cambridge, UK.
Interim Director of Sales and Business Development for this provider of Interactive TV technology and applications
• Carried out market research and prepared marketing and sales strategy.
• Established a UK based EMEA presence.
• Recruited a country manager and cultivated existing contacts.
Recruited to promote Digital interactive TV(DiTV) and VOD solutions based on Acorn's technology to telcos and service providers to enable them to add value to their existing twin twisted pair infrastructures.
• Identified and managed strategic alliances with key US players - nCube, Oracle, SGI, Sun, Cisco, Newbridge and Interactive technology providers leading to more business wins worldwide.
• Handled Global Account Management with SGI and Newbridge.
• Established alliances of all companies involved in delivering "end to end" solution to rural telcos throughout North America.
• Ensured that the Acorn product was specified in major North and South American trials.
• Exceeded set sales targets with over $6 million sales in one deal alone in ’98 against a target for the year of US$3 million.
BABYLON - Frankfurt, Germany & Dublin, Ireland. 02/1993 - 07/1997
Founding Partner - VP Sales and Marketing.
Established in '92, Babylon focused primarily on developing business opportunities for, mainly US, companies looking to consolidate their position in the EMEA and Pacific Rim markets.
• Won and managed a number of contracts of between $250, 000 up to $12 Million with companies such as Intel, Tricord, Memorex Telex, ADS, Brightworks and McAfee.
• Undertook the recruitment and development of a UK sales team selling WAN solutions based on products and solutions from Cisco, Stratacom and 3Com.
• Completed various strategic consultancy contracts in the Middle East with a major Saudi based system house.
AZTEC COMPUTER PRODUCTS - Milton Keynes & London, UK. 07/1989 -02/1993
Founder/Owner and Managing Director
IBM & Novell authorized Systems Integrators and suppliers of high end NOVELL based LOCAL /WAN solutions and associated services.
• Built a portfolio of products and services that positioned the company as a "trailblazer" in the provision of client/server and emergent technology solutions.
• Won many deals with FTSE 100 other systems solution providers.
• Trail blazed a number of Enterprise Wide Connectivity solutions offering transparent translation between disparate operating platforms. T/o £2.2 Million
AZLAN- Wokingham, York, UK and Munich, Germany. 08/’87 - 07/’89
Sales and Marketing Director
Recruited by this Pan-European Distributor of Networking and Communications Solutions to solidify sales strategy.
• Devised and implemented a sales and marketing strategy which achieved significant increase in market share and revenue £6.3 to over £12 Million.
• Consolidated portfolio of products focusing on Networking and Communications.
• Established in-house pre and post sales infra-structures
• Initiated a training division focusing on providing a high standard of training for all of Azlan's products and increased revenue from £5, 000 pm to £100, 000 pm in one year.
• Chaired Eurolan, an association of European Distributors formed to deal with Pan European issues in the Networking Market.
AMAZON COMPUTERS LTD. 08/1983 - 07/1987
Joined this start up Legal and General funded computer company as a Sales Executive of general software solutions. Identified the growing trend in PC sales and was appointed
Sales Manager - Business Systems Division 08/’83 - 02/’85
• Managed the division through IBM, Compaq and other vendor authorizations from start up to in excess of £7 million p.a. in 3 years.
• Managed the sale of all PC and mid range UNIX based products.
Director of Corporate Sales. 02/’85 - 07/’87
• Proposed and initiated a Corporate Accounts division which due to an innovative product sourcing strategy won several major supply contracts valued at between £100, 000 up to £2.5 million pa with among others BP, British Telecom, L&G.
Lindeteves Jacoberg BV/Storkfis BV Netherlands. Director of Business Development ('82-'84) Covering Mid/Far East for this old established Indochina trading company sourcing products from their Far East offices and selling into Middle East Clients. AZTEC('79-'82) Jeddah, Saudi Arabia Founder/Managing Director, of this distributor of Hi Tech consumer products to Middle East and ABBAR AND ZAINY -Manager Special Projects ('78-'79). INTERNATIONAL UNIFORMS AND MEDICAL EQUIPMENT, ('76-'78) London and Jeddah. Liaised with the Saudi partners and with major client Saudi Arabian Airlines. Won new business with hospitals, armed forces and other Government agencies throughout the Middle East. Area covered Southern Europe, all Arab Countries, North Africa, India and Pakistan. Turnover US $5 million. Henrichsen Peters Edition ('74-'76) ) in Operations Management H.J. Heinz UK ('71-'74) in Operations Management, and Reckitt and Colman (Ireland) ('68-'71)-comprehensive management development program covering all aspects of production, operations and financial Management. I spent my last two years with Reckitt and Colman in sales and marketing.
Selling/CRM IBM '86 Sales Management Skills, 87 Interviewing and Selection, '87 Professional Presentations. Technical IBM '83, IBM PC Development; '85, DCA, IBM 3270 and 5250 Environments;'86 & '87 IBM Systems Centre Academy.
Open University '95 -Software Engineering; '96 Computer Architecture and Operating Systems (Part of MSc in Computer Science)
Cranfield School of Mngmnt '92 - Enterprise Development Program
Buckinghamshire University '84 Diploma in Export Marketing Management (with distinction)
Queens University, Belfast HNC in Business Studies.
