Certinia

Building out the Value Engineering function for International Region (EMEA / APAC) @ Certinia.
Laid the foundation for value selling efforts - elevated conversations, improved win rates, increased average deal size and reduced deal cycle (all in double digits). Working with strategic customers to articulate value realisation and maximise customer lifetime value.

Senior Director, Value Engineering (International)

Ecosystems

The Ecosystems Customer Value Community is an elite peer group of professionals at leading world-class companies who want to improve the acquisition, retention, and growth of customer accounts by partnering on the attainment of business outcomes. This community meets to share emerging best practices, industry trends, and value selling strategies. It is comprised of thought leaders in sales, sales enablement, customer success, and value engineering.

Ecosystems / Customer Value Advisory Member

Unit4

Establish and execute value selling motions across the entire customer lifecycle within Unit4 (prospective business case for change, baselining & value realisation). Build out the team of value engineers across all sales motions (new business, cloud migration, X-sell) to win business, improve customer satisfaction and display thought leadership. Value Engineering as the go-to team for strategic pursuits, high expansion deals and must-win opportunities.

Vice President, Global Head of Value Consulting

Engati

Responsible for spearheading efforts around GTM (Sales / Marketing / Partnerships) activities and enabling super-charged growth across the business, as we look at reimagining customer journeys.

Senior Vice President, Growth

Workday

Headed a 20+ person Value Selling / Value Realization team in EMEA focused on strategic sales pursuits. 
Also chartered with building a team of Strategic Industry Advisors within EMEA to focus on Industry Go-To-Market initiatives.

Senior Director, Head of Industry GTM & Value Management

Built, scaled and optimised the Value Management function (team of highly skilled management consultants) for EMEA focused on Sales Strategy & Operations. 
President's Club winner for 4 consecutive years (2014, 2015, 2016, 2017).

Group Director, Sales Strategy & Operations / Value Management

Led Workday's Value Management organization within EMEA (a growing team of highly skilled management consultants). 
We collaborate with strategic prospects to build compelling business cases for change; and we work with current customers to measure the economic value realized from their Workday projects.

Group Manager, Value Management, EMEA

Responsible for evangelizing and incorporating Value Selling mindset within our sales organisation, alongside building the Value Management team across EMEA (from scratch).

Senior Member, Value Management

Oracle

Led a high-impact team of 8 business and technology strategists across all Commercial Industries for UK & South Europe.
Responsible for influencing $100M+ of revenue across the Oracle applications stack
EMEA Competency leader for Supply Chain Management domain
Focus on Cloud enabled transformations, Social strategies and Value Chain development

Senior Director, Insight & Customer Strategy - Head of UK & South Europe

Led a high-impact team of business and technology strategists across the Manufacturing, Retail, Consumer Goods, High Tech & Life Sciences industry sectors for Western Europe.
Ranked as the best performing manager having significantly overachieved on revenue targets against a budget of $60M+
Responsible for individually influencing more than 20 significant cross-stack deals and being the go-to person for XLoB multi-pillar deal propositions

Senior Director, Insight & Customer Strategy

Spearheaded engagements within Manufacturing, Retail & Life Sciences sectors, spanning end-to-end value chain including supply chain strategy, customer relationship management, trade excellence, retail insights and enterprise performance analytics
Rated within the top quartile continuously for excellent performance, handily beating scorecard metrics every single year

Director, Insight & Customer Strategy

A.T.Kearney

Led various supply chain strategy work streams to assess operational improvements and support business initiatives across various retail and manufacturing customers
Led various pre-post merger due diligence projects to prepare joint business plans,  conduct product/customer profitability analysis and operational plant assessments  for various retail & FMCG customers
Co-authored 'Global Retail Development Index 2008' - an influential AT Kearney report outlining emerging opportunities for global retailers

Sr. Associate

Operations Strategy: Led a workstream to develop IT contract labour sourcing strategies for the global procurement division of a Fortune 500 company. 
SRM Strategy: Designed the overall supplier scorecarding process and analytical models to track and report performance across preferred suppliers for aggregate IT service spend.

Summer Associate

i2 Technologies

Sr. Product Manager responsible for developing the product roadmap and strategy for the Aftermarket Supply Chain offering (resulted in one of the healthiest sales pipelines for i2). Responsibilities included Market Requirements Gathering, roadmap setting for the After-Market supply-chain product suite, and interfacing with sales/pre-sales in supporting product marketing efforts

Senior Product Manager

Sabre

Design & Development Of Flight Planning & Flight Scheduling Solutions

Consultant

I am an experienced leader in building / scaling teams across value & industry advisory / value engineering / value realization functions. 20+ year career at leading cloud software companies (including Workday, Oracle, Unit4, i2 Technologies) and Management Consulting (Kearney). I have a consistent track record of recruiting, developing and leading top performing teams who gained consistent recognition and awards, in all my experiences across Europe & USA.

Highlights: Led value management / value realisation / value engineering / industry advisory teams at Workday, Oracle, Unit4.
MBA from the Kellogg School of Management.

Specialties: Value Management, Value Realization, Value Engineering, Business Case, Industry Strategy,  Industry Go-to-Market, Supply Chain, Value Selling, Value Consulting, Cloud Strategy, Sales Strategy, Sales Operations, Digital Transformation, Strategic Advisor

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