Part of the IBM acquisition of Software AG's WebMethods and StreamSets products. 

Continuing to lead the "Super iPaaS" SDR organisation across EMEA.

Director, Digital Sales EMEA 

Software AG

Leading a team of 30+ sales development representatives and 3 managers in EMEA covering the entire Software AG & StreamSets portfolio

Director of Sales Development EMEA 

Director of Sales Development EMEA excl DACH

I manage a highly talented team that will become future account executives in Software AG. We deliver qualified pipeline to the business using a variety of mediums and channels. 
 
Responsibilities are:
Weekly 1:1s with a team (15+)
Review SDR customer engagement and looking for improvements via coaching this ranges from product positioning, commercial awareness, competitor understanding, and soft skills
Created new incentive compensation plans for Digital Sales 
Forecasting Digital Sales number for the region (Revenue & Opportunities)
Interviewing new talent, on-boarding
Manage campaign orchestration, execution, tracking and monitoring
Target setting for fiscal year in conjunction with regional leadership (COO and President)

Have taken on multiple projects including 
1. Involved with redefining marketing to sales funnel and execution
2. Created Digital Sales process model for leads (governance model)
3. Created global reporting dashboards for C level 
4. Started the idea on how we would demo our solutions at GITEX, one of the largest tech summits globally. It was Lego, and a lot of fun!

Digital Sales Leader EMEA Excl. DACH

Leading a team of talented people selling / positioning the Software AG portfolio to various markets. 

Regions supported:
South Africa 
Middle East both KSA and UAE
Central Eastern Europe 
DACH
France 

Some job functions in the role:
Full quota carrying team members
Forecasting to local and regional management on weekly basis
Coaching 
Quarterly personal development plan meetings and review 
Campaign orchestration with sales and marketing 
Deal reviews
Target setting 
Opportunity qualification 
Annual performance review and appraisals 

Personal Milestones in the role:
Creating a new five (5) day training program for Inside Sales
Starting a new onboarding process for new hires
Rewriting the job profiles for new candidates attracting the best talent to match persona and skills the company desires
Enabled a CSR program within the office

EMEA  Inside Sales Manager

Oracle

Partner Manager for C/X partners in the UK and Ireland. Helping partners achieve increase revenue through better collaboration with Oracle. Focus is on three C's; Capability, Capacity, and Customer Advocacy. Looking to ensure our partners increase skills in all three of these areas to ensure long term recurring revenue. 

Acomplisments
Building rapport within partner organization from C level down to be seen as trusted adviser about Oracle has been one of the most satisfactory outcomes from this role. 

Rising to the Cloud (top talent) A&C EMEA award H2 FY17   
Attended three Partner Advisory Boards (PABs) with top partners and product
Developed partner that won UK EMEA / Global C/X partner of the year from Oracle
Represent Oracle Digital and the three hubs on monthly Western Europe C/X Mission meetings 
Attended EMEA Oracle partner summit in Budapest 
 

Key Responsibility include:
Stakeholder Management: Keeping all levels of management both internally and externally informed. Working with Oracle engages many different LOBs across different regions, keep all informed ensures aligned strategies. 
Partner Development: Working with short, medium and long-term goals of partners and bringing the wider Oracle organization in to assist as needed in product knowledge, upskilling, industry training among others.
Forecasting Accuracy: Working to ensure that deal size and accuracy is flagged to senior management. 
Escalation Management: Front line escalation point between partner and vendor seeking amicable and resolved outcomes.
Project Management: Working with partners to better understand implementation and complexity in effort to de-risk engagement

Alliance & Channel Manager SaaS Customer Experience (C/X) Partners

Field sales role selling Oracle University training to key Oracle partners and global system integrator in the UK market. Training provided was key to partners success in closing any skills gaps they might have had to deliver implementation projects within timescales. Oracle University offers over 2,000 courses covered complete end to end Oracle's of technology from SaaS down to storage. 

Training delivery methods and product range offered were downloadable, in class, private events, live virtual classes, on demand, streaming content, bundled offerings, learning credits, and exams for Oracle's certification program. 

Day to day role included:
Pipeline creation 
Accurate forecasting
Closing deals
Working with other LOBs within Oracle to align strategy
Share best practice with peers

Education Account Manager, Partners

BDC for Oracle University dealing with UK market.

Working closely with the marketing department as well as account managers to create viable pipeline for revenue with Oracle University. This is obtained by outbound sales calls from campaigns as well as internet requests. Also manage all internet based queries for OU dealing with the UK market. 

The role has changed from when I first started. I now deal with customers through the entire sales process from initial meeting to closure, booking and payment. 

Oracle University covers all learning and certification associated with Oracle products from Databases, Middleware, Applications, Servers etc.

On target for significant over-achievement prior to moving roles to account management.

Business Development Consultant

Henry Jermyn

Manager

Berwin & Berwin Ltd.

Sales associate in high sales concession in House of Fraser. Was acting manager from March to May 2009. In charge of rotas, sales reports, checking deliveries, customer service.

Sales Associate

Aquascutum

IC Federal Credit Union

Teller

Director of Sales Development EMEA | Sales Leader | Talent Developer | Growth specialist | LEGO enthusiast

Second line leader with over 14 years of experience in B2B technology sales. 

Currently leading the sales development representatives (SDRs) organisation in IBM, supporting the webMethods & StreamSets portfolio acquired by IBM in July 2024.

My core competencies include delivering qualified pipeline and revenue growth across the EMEA region, managing campaign orchestration, execution, tracking, and monitoring, applying MEDDIC sales methodology and digital sales strategies, and working with a range of technologies from IoT, API & Integration, Business Transformation, CRM, Marketing Automation, and service center management solutions. I am passionate about talent development and customer engagement, and I believe that if you look after your employees, they will look after the rest.

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