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Experience

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Rahab’s Daughters ‐ Not for Profit - Fights Human Trafficking

COO & Chairwoman of the Board

Dec 2012‐Present

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  • Management of a 501c3 charity across 10 states and growing

  • #1 in the state for rehabilitation through college education

  • 9 safe houses over 4 states (soon to be 5)

  • Work internationally in Bolivia to prevent trafficking via a community lunch and education center Lead a vocational training program to provide survivors with marketing and social media marketing skills to help them transition into careers that can support their families

  • Manage over 200 volunteers globally

  • Manage teams across states and countries. Lead exponential growth (400%) yoy

  • Currently expanding globally

 

Liferay ‐ Digital Transformation Software Vendor

Senior Account Executive

March 2013‐Present

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  • Management of a 20 US state region including a team of 5 approx

  • #1 region in the world for 5 consecutive years including current ytd

  • The region contributes approx 17 million in revenue and has had at least 20% growth yoy for the last 5

  • consecutive years

  • Work horizontally but have specialisms in FSI, Manufacturing & Healthcare

  • Lead fortune 1000 companies through Digital transformation & change management

 

Entando ‐ Digital transformation Software Vendor

Vice President of Sales and Marketing

Nov 2011‐Mar 2013

 

  • Globalized the company opening new entities in the USA, Ireland & UK including acquisition of $3.5 million in VC funding

  • Growing Partner Density Globally

  • Designed & implemented Partner enablement program for partner success

  • Sales of Professional Services and software around Entando Software, Developed channels partners to provide professional services

  • Tripled Company Revenue in 12 months

  • Planned and implemented marketing strategy, including advertising and PR.

  • Planned and implemented sales and customer retention and development. Planned and managed sales and marketing resources according to agreed budgets. Understanding of both proprietary and open source sales and marketing models.

  • Maintaining and pragmatically growing miscellaneous business outside the business core verticals in the territory.

  • Derived a new Business strategy to include an ESB & BI in the portal to manage product differentiation and tackle the Government sector.

 

Pentaho ‐ BI software Vendor Acquired by Hitachi

Channel Director EMEA and APAC

Aug 2008‐Nov 2011

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  • Grew revenue in the channel in EMEA by 284% in 2010

  • Doubled Partner Density in EMEA

  • Grew APAC by 143% in 2010

  • Designed & implemented Partner enablement program for partner success

  • Sales of Professional Services and software around Pentaho Open Source BI Software, Data warehousing and

  • business intelligence into upper mid market and Blue Chip clients selling via channel.

  • Pioneered Pentaho launch into Southern Europe, Africa & the Middle East

  • Developed channels partners to provide professional services

  • Developed and managed local language marketing Programs in Italian, Spanish and Portuguese

  • Planned and implemented marketing strategy, including advertising and PR.

  • Planned and managed sales and marketing resources according to agreed budgets.

  • Knowledge of Business Objects, Cognos, Hyperion, Jaspersoft, Qlikview, SpagoBI and Microsoft from both a sales

  • and competitive perspective.

  • Understanding of both proprietary and open source sales and marketing models.

  • Maintaining and pragmatically growing miscellaneous business outside the business core verticals in the

  • territory.

  • Ensured that all targets and key performance indicators are achieved and exceeded both financial and

  • qualitative.

  • Managing budgets, exceeding revenue numbers, including controlling sales costs.

  • Penetrating the current customer and prospect base in the EU, Asia and the Middle East.

  • Managed Strategic alliances such as Accenture, Patni, Cap Gemini, Mahindra Satyam, Tata (TCS),

  • PricewaterhouseCoopers (PWC) to deliver license revenue and sub contract services to meet project needs.

  • Assisted in acquisition of 4 rounds of VC funding from top tier VC’s over $100 million in funding

 

Benchmark Consultancy Ltd. ‐ Acquired by TAH

Business Development Manager

Apr 2007‐Aug 2008

 

  • Started & Developed a BI strategic practice using software around Microsoft, Business Objects, Cognos, Informatica and Oracle, performance management, Data warehousing and business intelligence technologies, this has included SQL server into upper mid market and Blue Chip clients concentrating in the BFSI, Manufacturing and Public sector, but also selling via channel

  • Managed Microsoft BI Channel and was seconded back to MS as a channel manager to develop Performance point server market in EMEA – Doubled expected sales targets

  • Contributed to the formulation of policy and strategy as a board member.

  • Recruited, managed, trained and motivated direct reporting staff according to company procedures, policy and employment law.

  • Maintained administration and relevant reporting and planning systems.

  • Managed relevant reporting of management and financial information for the sales and marketing departments.

  • Selected and managed external agencies.

  • Managed R&D, NPD and new business development for MS related product sets in DWH & BI.

  • Maintained and developed corporate image and reputation, and protect and develop the company's brands via

  • suitable PR activities and intellectual property management.

  • Planned and managed internal communications and awareness of corporate direction, mission, aims and

  • activities

  • Distribution channel analysis and development

  • Import/export development including the Launch of US sales offices

  • Engineered partial acquisition of RS interact software by Business & Decision

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DSI Software and Consulting ‐ Acquired by Microsoft

EMEA Head of Sales

Mar 2002‐Apr 2007

 

  • International new business development into emerging markets including EMEA and APAC markets via Indirect Channels

  • Business to business sales of software and training and communication solutions including Microsoft, Webex,

  • Adobe, and CISCO networking and major ERP solutions including SAP, Oracle with and without ADI, OB10 and Peoplesoft

  • Sales of LAN and WAN Data networking, Non Geographical numbers, Leased Lines Sales, ADSL Sales, Managed Network Services Sales, Voice Recording Software Sales, VoIP telephony solutions, payroll, HR and time and attendance hardware and software solutions.

  • Hiring, Training and management of new sales associates

  • Marketing event planning and coordination

  • Group Presentations including speaking at conference and trade shows

  • Targeted to achieve EMEA £3.5Million per annum, I exceeded my 2006 target and achieved £5.7 Million. Consistently overachieved all annual targets

  • Average order value of £ 30 – 100000; 5 – 100000 seat licenses/ desktops Liaising with CEO’s, CFO’s, Directors, Vice Presidents and IT Directors

  • Sales to a mixture of SME and Multinational FTSE companies

  • Organized sales incentives and motivated sales team to overachieve. Structured an effective sales compensation plan that drives the team

  • Consultative approach to sales via workflow solution building and ROI justification.

  • Experience with RFP tenders and large enterprise purchasing procedures, Coordinating information and logistics for tenders and new business opportunities

  • Preparation of material for Management Board meetings

  • Identify Cross‐selling opportunities and ideas from one division to another Created individual development programs for all direct and indirect reports

  • Ability for forecast and impact on budgets and achieve goals

  • Assisted The VP of Sales to achieve quarterly and annual unit revenue through total unit sales support and over‐achievement of pre‐booked budgets

  • Conducted bi annual one to one staff reviews

  • Act as the key communicator between Sales Department, Unit Management and Staff.

  • Provided information and other departments with the appropriate information for all projects sold.

  • Ensured the customer experience is exceeded at every opportunity and at every contact.

  • Ensured that all targets and key performance indicators are achieved and exceeded both inancial and qualitative.

  • Managing budgets, exceeding revenue numbers, including controlling sales costs.

  • Penetrating the current customer and prospect base in the EU, Asia and the Middle East with a primary focus on global companies based in and around the UK

  • Winning new business selling to the identified market for Central Europe to build customers in the $1 million + per annum range in revenues, through a combination of software and services.

  • Establishing and fostering communication best practice in Consultancy that can be leveraged throughout the company in Europe.

  • Building pipeline to enable further growth of sales team.

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Sanardo Consulting Acquired by Anderson Consulting

Owner

Apr 1998‐Mar 2002

 

  • Sales of insurance, finance and media and software products while consistently meeting quotas

  • Channel reseller for several Software companies

  • Maintained offices in three locations and two states

  • Specialized in training and change management during software implementation and troubleshooting

  • Sold primarily to the SME Marketplace companies with up to 2500 desktops

  • Devised a channel partnership agreement methodology for SME’s in the area to band together for better

  • buy rates from large software vendors

  • Implementation of marketing strategies

  • Supervision of 7 Business Development Managers and 1 Product Specialist

  • Operational sales controlling (project lists, activity control, policy deployment)

  • Driving growth strategies in key accounts

  • Provision of sales data (margins, revenue, order expectations etc.) for business plan and RFF

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Ernst & Young

Consultant Sales Enablement & Training

Mar 1996‐Jan 1998

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  • Reported to four Partners

  • Sales of Consultancy Projects based on Payroll Automatization, Data Warehousing & BI

  • Handled phones and all project planning for payroll implementations

  • Telesales to set own appointments

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