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General Manager, Sales, Software, ICT, UK, Europe

General Manager, Sales, Software, ICT, UK, Europe

Work Experience

Profile

• Trusted, charismatic, hands-on company ambassador, 15 years experience and excellent contacts.
• Fully verifiable record of consistent personal and team new business wins and target achievement
• Sales and P&L leadership in strategy-driven, profit-oriented IT environments
• Recruitment / Management of highly capable teams diverse in skill-sets, culture and geography.
• Revenue yielding mix of entrepreneurial dynamism and operational management discipline
• Cross-border experience via direct and indirect (SI, ISV,ISP and Distributor) channels in Europe
• Familiarity with both US and EMEA company cultures, proven in an international environment
• Involved, cohesive interface between development, sales, and delivery, respected by all disciplines
• Totally customer committed, consistent record of quality project delivery and customer satisfaction.

CAREER BACKGROUND

GoAlbert SA/NV UK General Manager (Sales) (Central London) Oct 2002 – Present

Enterprise Software vendor based US & Europe providing data integration, business intelligence and predictive analysis solutions via globally unified, real time analysis and delivery of structured, semi-structured and unstructured data.

Set out with Board of Directors and Investors a 12 month plan to make the business profitable. Redefine positioning and vertical proposition. Perform a multi-disciplinary role of being responsible for the strategic and day-to-day management of the business whilst delivering personal and team new business sales quota.

Review headcount, apply Sales methodology, mentor under-performing team. Lead direct full solution sales by example personally winning major new name accounts, managing teams in London and Lausanne to do the same. Contribute to product roadmap, oversee delivery through to customer sign-off. – Full P&L responsibility. Drive indirect sales via partnerships with Morse, ITNET and Software AG positioning products as a component player within portals, Microsoft Sharepoint, Plumtree and Hyperwave.

New direct customer wins to date with Zurich Financial Sevices, Air France Industries, SAAB Technologies (Stockholm) QinetiQ (DERA), Cambridge University. Indirect wins Luton Town Council, Bedfordshire County Council. Further commitment from investors Groupe TAG secured in April 03. MBO completed 26/10/03


Reef; Director of Sales Northern Europe, Nordic & Central Nov 2000 - Sept 2002
Reef was acquired by Mediasurface 30/09/02

Global software vendor offering a multi-channel suite of J2EE compliant Java applications for Enterprise integration and enablement via a unified solution of Content Management, Workflow, Collaboration, Commerce, Digital Asset Management, and advanced XSLT Wireless Content Transformation for the provision of corporate intranets, extranets, public websites, and knowledge management portals.

• Open and staff offices in London, Stockholm and Frankfurt. Recruit and manage Sales, Pre-Sales, Marketing, Development and Delivery. Run territory as a profit centre. Define Corporate and SME sales strategies. Manage Press, PR, local investor relations with Carlyle, Goldman Sachs, 3i, Viventures, IDG Ventures. Measurably contribute to global strategic planning.

• Personal standing start target of £650k (product) pa, team target of £2.5m, 140% personal achievement fy01. Role is 100% new business, average deal size £150k. Personally call and close at Board and Executive level to meet quarterly targets, manage and mentor regional sales to do the same. Oversee all aspects of project delivery through to customer sign-off.

• New business wins Eurotunnel, ADP, IBM Global Services, Donaldsons, Datapro.

• Set up European Distribution channel, with booking orders of $110k each for Reef QuickStart products with Distributors Unipalm (UK) Computerlinks AG (Germany) Accentric (Sweden)
Soft-I-Way (France) and ADD (Spain) – set and meet incremental quarterly target plan’s.

• Execute on revenue driven strategic partnerships with IBM and BEA, and OEM partnerships with ISV’s Autonomy, Ilog, Webgain and Versata. Managed hosting and ISP partnerships with Cable & Wireless (Eurotunnel) and Genuity Integra (Donaldsons)



Intraware Inc. EMEA Sales Director (Uxbridge) Sept 1998 - Nov 2000

Intraware (Nasdaq ITRA) is the worlds largest Netscape and Vignette reseller and solution provider (t/o $180m fy99) specifically targeting Fortune500 organisations in Financial and Industrial verticals.

• Run London office as the EMEA HQ, recruit and manage staff, build team across multiple disciplines. Carry a personal target of £1.1m, team target of £6m p.a. and represent all the company’s interests outside the US including Press and PR. Report to HQ in San Francisco.

• Drove EMEA sales from $250k as an operation managed remotely from San Francisco in FY98 to £6m (product) in FY00. Major strategic partnerships with Sun/Netscape, Vignette and Accenture

• New business wins Nomura Investments, Cazenove, Thomson Financial, Lloyds Register, GE Capital, Volvo, Vauxhall Motors, order values £70k to £1.0m

QSET UK and Ireland Sales Manager (London) Feb 97 – Sept 98

Lotus Premier Partner offering a suite of Business Process Improvement and Compliance Management applications for multi-national companies driven by unique knowledge sharing and collaboration technology.

• New customer wins ABB Alstrom and Mars Electronics. New orders from existing accounts Guiness, UDV, SITA, Waterford-Wedgwood.


Anglo IT Consulting Ltd Sales Representative April 1994 – Feb 1997

Systems Integrator with Finance and Telco vertical focus delivering complex communication solutions and consultancy services to customers including AMP Bank, Thomas Cook (currency trading exchange) British Telecom and NTL

• 12 consecutive quarters of growth, 137% quota, largest deal of 1996 (£300k) to supply BT with a business processs integration solution linking their Facilities Management Unit in Bristol with three outsourced call centre’s in parallel with the “Friends and Family” TV advertising campaign.


Software Proprietor/MD August 1988 – Feb 1994

Founded CBS in 1988 to develop and sell both direct and indirect MIDI software and hardware for the Atari and Apple Mac range to TV and Radio broadcast organisations, post production houses and Musicians. Two retail outlets and direct mail operation.

Won European distribution rights to market leading MIDI software titles C-Lab Notator, Steinberg Cubase. OEM Atari\'s 32 bit Falcon and TT computer range to re-package as CBS 19\" rack mount direct-to-disk digital recording system. Sales of £1.45m pa organically grown from zero.

Medical Research Council - Cambridge 1984 - 1988
Technician Engineer: Laboratories of Molecular Biology, Electron-Microscopy, Cell & Tissue Physiology.

Marshall’s Aerospace PLC (Newmarket Road, Cambridge) 1981 - 1984

Apprentice Technician - Specialist Military aircraft & vehicle manufacture, large contracts MOD & Lockheed


Education

HNC Electronic Engineering, OND Electrical/Mechanical Engineering , A Levels English Lang and Lit. (B)
Management Training – CRED 3, Cranfield School of Management


Skills

Technical Sales Competence: HTML, XML, Java, JSP, EJB, OWL, RDF, Semantic Web. App Servers: Weblogic, Websphere, Tomcat, iPlanet (Sun One), Jrun Databases: Oracle, DB2, SQL, MySQL

Certified Vendor Sales Training
Bluestone (acquired by HP) Sapphire Web, XML Server, Total E-Business Integration
IBM Websphere and MQ Series
Infoseek /Inktomi Ultraseek Server, Content Classification Server
iPlanet Application Server 6
Lotus Notes R5 and Domino Server
Macromedia/Allaire Jrun, Coldfusion and Spectra
Novell Certified Novell Salesperson (CNS)
Sun/Netscape Infrastructure and E-Commerce (App server v4, Tomcat)
Vignette Story Server and Syndication Server (Fastrack 1 and 2)


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