Sabbatical Break

I thrive on helping people and businesses achieve and deliver against their initiatives and goals. 

My plan was to review the progress at Red Sift after 2 years, see how the business was performing and aligning to my personal goals.

After 2 years, 2 months and 3 days (795 days in total) I decided to end my tenure at Red Sift on the 14th June 2024.

During my time I achieved a lot of personal and business wins:
- Highest performing VP across the company
- Received an independent award, as one of the top ten sales leaders in the UK
- Tripled the average order value ARR
- Reduced the average sales cycle from 283 to 84 days
- Supported the team to secure the largest wins in the companies history
- Introduced frameworks (NIST, MiTre plus others)
- Utilising the “Step Change methodology” undertook 6 planned sales restructures (created to maintain the sales velocity, whilst enhancing the teams and end clients ultimate engagements)
- Introduced several new processes, coaching and education programs which included
      - Forecasting methodologies
      - Security business training
      - Innovative and simplified forecasting methodologies
      - The three value conversation, including;
         - FAB sales system
         - TAS (Mini and Full versions)
         - SFDC dashboards focused on intelligence selling
      - LinkedIn sales engagement methods
      - Reduced the companies narrative and business proposition from 30 minutes to 75 seconds (driving increased client engagement and new opportunities)

I want to thank my team, those that I interconnected and still interconnect with, the open dialogue during our multi team sessions and the clients, who without them this would not have been possible.

My plan is to take a short break, focus on getting the works completed on my house, rest and reenergise, in addition to spending quality time with my family. 

Looking forward to my next opportunity, it's a small world, I’m confident I will see many of you again soon.

Taking a short break - be right back on the horse very soon

Red Sift

Red Sift enables organizations to anticipate, respond to, and recover from cyber attacks while continuing to operate effectively. We do this Automatically, Continuously and Proactively. The award-winning Red Sift application suite is the only integrated solution that combines four interoperable applications, internet-scale cybersecurity intelligence, and innovative generative AI that puts organizations on a robust path to cyber resilience.

Red Sift is a global organization with offices in North America, Australia and EMEA. It boasts a global client base across all industries, including multiple global brands and FTSE 250 clients. Red Sift is also a trusted partner of Entrust, Microsoft, CISCO and Validity, among others. Learn more by visiting www.redsift.com.

Vice President of Sales EMEA

Team Lead - Senior Service Partner Specialist - IBM Security Software Sales

Responsibility for building relationships with IBM's key System Integrators within the UK/I region. Creating and delivering value through bi-directional engagement from street level through to c-suite executives.
Building pipeline that can be executed upon to increase revenues and bottom line figures, with a 
core focus on joint go to market sales of IBM's world-class security solutions.

System Integrators Client Director - IBM Security Solution Sales

I have Direct ownership of IBM's Threat Management solutions, working as part of the IBM UK/I Key accounts team (IBM's largest spending clients), gaining a deep understanding into the clients business needs and requirements across Cyber Security Threat Management.

I enjoy helping customers invest in technology to identify - respond - protect and manage inbound, lateral and outbound threats, achieving this through a set of processes, including people, technology and frameworks, such as NIST.

Solutions include market leading capabilities of QRadar, Resilient, i2 and X-Force.

I joined IBM knowing that customers select IBM for their ability to deliver the business outcomes invested in, as well as having the confidence of partnering in the short, medium and long term. Knowing we are on the journey together.

Please contact me via LinkedIn to find out more.

Threat Security Key Accounts - Client Director

Sabatical

Extended time out

Agari

As a customer focused, business outcome driven leader, I was responsible for re-building the EMEA region;

Executed and delivered the EMEA 2 tier distribution & channel program
Defined the territory growth plan (market research, employment law & analysis)
Expanded the team from 5 to 13 FTE's, across sales, marketing, customer success, technical and channel
Increased revenues 197% YoY
Grew client base by 200%
Maintained 95% customer retention
Hit and/or overachieved quota every quarter
Implemented a continuous Management Operational Rhythm and cadence
Created a team working methodology referred to as "The Machine"
 
Agari secures digital communications to ensure humanity prevails over evil.

Founded by thought leaders of Cisco’s IronPort solutions, our mission is to build new internet scale data driven security solutions that eliminate email as a channel for cyber attacks and enable businesses and consumers to interact safely.

Agari is trusted by leading Fortune 1000 companies, including 6 of the top 10 banks and 5 of the world’s leading social media networks, as well as Government Agencies, to protect their organisations, partners, customers and citizens from advanced email phishing attacks.

Director of Sales & GM, EMEA

RSA Security

Global responsibility for RSA's largest financial clients. Aligning and managing global teams with regionally disparate decision making. Providing thought leadership, identifying and understanding clients business challenges and delivering solutions through a mixture of people, process and technology.

Sr. Strategic Global Accounts Director

RSA, The Security Division of EMC, is the premier provider of security, risk and compliance management solutions for business acceleration. We help the world’s leading organizations (including 90 percent of the Fortune 500) succeed by solving their most complex and sensitive security challenges. These challenges include managing organizational risk, safeguarding mobile access and collaboration, providing compliance and securing virtual and cloud environments. 

Combining business-critical controls in identity assurance, encryption and key management, SIEM, Data Loss Prevention and Fraud Protection with industry-leading eGRC capabilities and robust consulting services, RSA brings visibility and trust to millions of user identities, the transactions that they perform and the data that is generated.

Enterprise Sr Strategic Account Director

HP UK

Working with HP Enterprise Security Product Group's largest global banking, finance and insurance clients, with a mix of existing and new. This newly created roles focus is on higher value, strategic relationships, building credibility and driving multi-million dollar investments. Working at all levels, with a focus on C-level engagements, driving value, insight and thought leadership on cyber risks and establishing an understanding of the respective business's appetite towards risk and investment in risk protection. Building short, medium and long term business cases and taking clients on a calculated, (ROI) return based journey, adding value at each stage of the initiative. 

Client Sector Specialty:
- Financial Services
- Retail Banking
- Corporate & Investment Banking
- Wealth Management
- Insurance

Strategic Accounts Director - FSI, Cyber Intelligence & Security

HP Enterprise Security Products Group (HP ESP) is a leading provider of security and compliance solutions for modern enterprises that need and want to mitigate risk in their hybrid environments to defend against advanced threats. Based on market leading solutions covering applications, network, cloud and intelligence tracking, the (HP-SIRM) HP Security Intelligence and Risk Management Platform uniquely delivers the advanced correlation, application protection, and network defense technology to protect today’s applications and IT infrastructures from sophisticated cyber threats. 

Find out more by visiting: http://www.hp.com/security

Market Sector Specialty and Responsibility:
- Financial Services
- Retail Banking
- Corporate & Investment Banking
- Wealth Management
- Insurance

Master level Specialist & Consultant at Hewlett Packard ESP - Cyber Intelligence & Security

CA Technologies

Working across C Level, M Level and T Level relationships. This Quota bearing role, requires strong commercial and technical knowledge along with an understanding of how large Enterprises transact and make investments in technology.

Part of CA Technologies commercially focused Information Security, Risk and Compliance strategy team. This specialised role covers On-Premise, Managed and Cloud based solutions for Controlling Identities, Access and Information.

Working with CA's 10 largest tier 1 finance and Mobile Operators, enabling them to maximise investment returns and increase efficiences whilst achieving regulatory compliance and growth.

CA's Security proposition includes:

Identity lifecycle management
Single Sign-On
Roles and Entitlements management
Joiners - Movers - Leavers
Secure Web business enablement (SSO, Federated and SOA)
Access management
Role and Compliance management
Data loss protection
Security Information Management
Step up authentication
Fraud Analysis

Sr Solution Strategist - Information Security, Risk and Compliance

AbiliSoft Limited

Interim Managing Director recruited to drive and change Abilisoft from being a single focused software development company into a multi focused sales driven and development organisation.

- Reviewed, base-lined and implemented significant &quot;step changes&quot;
- Created and took to market a two tier channel Partner model
- Signed 14 pro-active UK Partners (11 Premier, 3 Referral)
- Implemented and tailored a bespoke hosted CRM system
- Grew the sales pipeline from zero to 70 qualified opportunities
- Generated a net bookings revenue potential in excess of £1.6m
- Worked with Partners to create a go to market strategy
- Successfully executed marketing and PR campaigns
- Increased the product range from a single product to five solutions
- Created a new pricing structure with flexible licensing options 
- Increased web site traffic by 67% month on month
- Increased &quot;Google&quot; search hits and inbound opportunities/enquiries

Abilisoft delivers highly scalable real time monitoring and assurance solutions focused on (OSS) Operational Support Systems .

Interim Managing Director

Codima Technologies

Codima Technologies is a Software development and Sales Company, currently providing four solutions under the &quot;auto&quot; branding proposition. The solutions cover network asset discovery, automated network drawing capabilities, fault management and diagnosis for standard networking environments and Voice over IP telephony. My responsibilities encompass the day to day development and management of a direct and channel sales team, setting the UK Sales strategy, increasing revenues and driving customer growth and satisfaction.

Business Development & Sales Director (Member of the Executive Management Team)

MEET MARK ► An industry award winning Vice President of sales, I lead cross functional teams, strategic relationships and drive new client acquisition and retention. As a customer focused and seasoned business leader with over 30 years of experience in the security and technology sectors, I have a proven record of driving change delivering innovative solutions that enhance customer outcomes.

MY VIEW ON TECHNOLOGY ► Technology should be viewed as an enabler, combining people and processes too. Businesses need to embrace internet-scale intelligence, and innovative generative AI that empowers insight, productivity and growth.

WHAT I DO ► I work hand in hand with sales, marketing, CS and leadership, coaching and leading from the front, with a focus on creating, working and closing opportunities. I remove obstacles, enable and drive efficiency that ultimately delivers results.

MY ROLE ► I have been privileged to lead, coach and empower diverse, high-performing teams. Analytically focused on understanding customers’ needs and drivers, creating trust, respect and a sense of urgency in getting actions completed. Customer satisfaction and continued growth through building strong business and personal relationships are the cornerstones of continued success.

CLIENTS ►Having worked local and global markets, my list of long standing and far reaching clients is extensive. I have built a strong network and an impressive client base across all industries, including many household names and FTSE 250 clients.

SPECIALITIES ► Leadership; Change Driver; Cyber Intelligence; Security; Cloud Solutions; Brand Protection; Network Security; Domain Security; Digital Compliance; Supply Chain Security; Phishing Protection; Network Perimeter Security; certificates; SaaS; Contract Negotiations

LET’S TALK ► Ring the bell 🔔 on my profile to get notified about my posts. Connect with me on LinkedIn. To find out more, please send me a LinkedIn message.

OUTSIDE OF WORK ► My interests include clay pigeon shooting, high performance cars and yachting (formerly at international level). I love to support my family and especially my two daughters, one of whom has recently accelerated her way through county, England and now GBR team selections for the Olympic Skeet  clay shooting discipline.

As a CEO, I’ve recently been spending time thinking about the direction of travel, changes and the journey I’m taking Locklizard on.

There is a famous quote by Henry Ford, "Whether you think you can, or you think you can't – you're right," resonates with me.

It emphasises that attitude and self belief determine success or failure. It highlights the power of a growth mindset, suggesting that your mental approach creates a self-fulfilling prophecy.

Whilst I have 100% conviction and belief, does everyone in the business share the same view. 🤔. What is the potential impact on the minority that don’t see the bigger picture and buy into the vision?

Change is, I believe, key to innovation and growth, without change you could end up in the same boat as Blockbuster videos. (Fascinating case study, well worth researching)

Mindset too, dictates an outcome: A belief in your ability ("I can") fosters resilience, while doubt ("I can't") leads to premature surrender.

Does perception truly shape your actions, ultimately making your beliefs about your potential come true.

Genuinely interested to get others views and perspectives on this subject.

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CEO 🏆 Award winning leader, coach, change driver and revenue growth generator. Passionate about reducing risk and driving efficient FTE utilisation. Delivered through innovation, teamwork and customer outcomes.

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