imagino

General Manager, UK

Siteimprove

RVP, Sales Engineering International

GM Commercial, EMEA (Interim)

Senior Director, Solutions Consulting and Business Development EMEA

Building a world-class team of Solutions and Value Consultants to drive the EMEA business.

EMEA Solutions & Value Consulting Director

OpenText

Leading the European DXM Solutions Consulting Organisation.

Director, Solutions Consulting

Oracle

As Practice Director I was responsible for developing and implementing the growth strategy for my consulting practice.  I implemented a number of tactics to grow revenue including developing reusable assets and propositions.  I developed two presales manager, reporting into me, who were responsible for managing the presales activities and I instilled into them the best practices around sales that I had developed over many years leading a presales organisation.  The practice comprised three main areas (Digital, PaaS and IaaS).

Director, Oracle Consulting (Digital, PaaS, IaaS)

Adobe

Managing a highly effective team of 13 Solutions Consultants supporting the Adobe Campaign, Adobe Experience Manager and AEM Mobile solutions.

UK Solutions Consulting Manager

Managing a team of five Solutions Consultants supporting the Adobe Campaign business in the UK.

Solutions Consulting Team Lead

Tealeaf Technology

A senior member of a team of solutions consultants supporting six Account Reps across the UK and Europe.

Principal Solutions Consultant

ExactTarget

As a senior member of a relatively new team I worked closely with Account Reps to provide support during sales cycles.  Predominantly pitching solutions to marketing orientated audiences, clarity of message, value proposition and ROI demonstration were vital.  My deep grounding in the IT industry and ability to discuss knowledgeably most technologies from mainframe to CSS is essential for later interactions with IT departments. As the team expanded I wasresponsible for recruiting, onboarding and mentoring new Solutions Consultants.  My position meant I needed to be aware of all the bids my team were working on to aid both management reporting and to allocate work appropriately.  During long periods without a team manager I was responsible for day-to-day management of the team.

Solutions Consultant

Vignette

Vignette – Solutions Consultant
My role as a Solutions Consultant involves working closely with Account Executives and managing the technical aspects of the sales process across both the web products (V7 / V8 / Portal / Collab) and the document management products.  Typically this includes responding to RFPs, building custom demonstrations, delivering technical presentations and demonstrations to prospects / existing customers and running proof-of-concept tests.  

Sales cycles typically involve interaction with a number of stakeholders (generally including technical decision makers, business users, marketing professionals and C-level executives) and one of my key strengths is my ability to adapt the message to meet the understanding and expectations of these diverse audiences.
	
In addition, I have experience of developing value propositions around a prospect’s business needs in order to emphasise the operational value and ROI of the Vignette product suite.

Since April 2009 I have also had responsibility for pre-sales across Vignette Asia-Pacific.  This has involved several extended trips to Australia and supporting the region remotely via teleconferences and remote demonstrations.

Key Achievements
Worked on a number of successful bids and consistently achieved targets.

Pre-sales consultant

I started work with Tower Technology (acquired by Vignette in 2004) as an office-based junior support engineer.  Within my first year I was promoted to the role of Engineer with additional on-site responsibilities.  

Working in the Customer Care support team my role involved providing both on and off-site support to Vignette’s customer base in Europe.  In this customer-facing role I was also responsible for providing consultancy and integration assistance to new and existing customers using the Vignette IDM product suite.  I was involved in projects from inception (often in pre-sales phase) to completion and final acceptance by the customer, typically spending extensive periods on-site liaising with technical and non-technical contacts in order to fully integrate Vignette IDM products with the existing infrastructure.

Customer Care Engineer

American Express

System Administrator for Tower Technology IDM and Staffware workflow solution (WISDOM).  Additional responsibilities included RightFAX administration.

System Administrator

Highly motivated General Manager and commercial leader.  Experience of developing and implementing growth strategies.  Well-versed in complex sales and complex organisations.

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