Sales Director, Head of Sales EMEA, Commercial Director EXECUTIVE PROFILE An international inspirational leader, with a highly motivated hunter mentality, with over 20 years of extensive SaaS EMEA experiences, with leading and developing large scale high value solutions for both Scale up Series B,C and D along side working in established corporations. Possessing strong direct customer full cycle wins as well as building partner networks across new and existing markets. History of closing personal deals of £150,000.00 and above and executing sales strategies to guide teams in smashing targets. A strategic thinking extravert, with creative solutions, hard working, results driven, intellectual thinker, proven record of building high performance sales, pre sales, marketing, support along with professional services, SaaS, media teams with an impressive historical track record of exceeding targets in complex sales processes. Areas sold includes : CRM, Cloud, SaaS, AR, VR, Business Intelligence, International Sports Organisations, FIFA, EUFA, IPL, Premier League, NBA, MLS, RFU, Boxing Insurance, Cybersecurity, Systems Management, Accounting, Security, Operations Improvement, Management Systems. KEY EXPERIENCE • A 25 year track record of extensive International, EMEA, UK sales leadership and sales success • Strong direct and agency experience in both SME and large International companies • Leading sales teams from failing to record sales levels in B2B and B2C • Successful in building and developing over-performing Sales teams on consistent levels ( Sales, SDR, Pre -Sales, Support) • Lead teams up to 127 people along with running multiple international hybrid teams between 6-8) • Restructured sales process to increase revenue by over 30% and lapsed revenue by 60%. MANAGEMENT STYLE A strong internationally experienced team leader, who leads by example, proficient at developing people integrating new skills and strategies to meet the competitive challenges in the full sales cycle, in a range of consultative processes including MEDDIC, building a close, cohesive team, comfortable in delegating in both a authoritative, but light follow up analytical direction. Trusting and trusted, with a persuasive, cooperative approach, gathering input from others using encouragement and enthusiasm whilst using accurate data to gain insight support and ultimately results.
ImagineAR is the worlds number 1 AR-as-a Service self-publishing platform which integrates with your existing mobile phone app to instantly create AR campaigns with no programming or technology experience. I was brought in to develop the new AR opera)ons for ImagineAR in the UK, Europe and the Middle East building the brand name and expand on a fully endorsed Microsoft system. ImagineAR is the leading self publishing app and WebAR / VR platforms. I have revised how the sales team (11) remotely based in US and Canada along with implementing new management structures to generate sales and increase the commercial and marketing aspects of the business scaling up the business from there second round of funding expending the brand in the UK and Ireland working with both established and enterprises level clients. I have redesigned the website and all sales materials, along with changing the sales process increasing revenue by 127%. I have developed new strategic partners grossing 80% of my )me to new sales in UK, Europe and across the world making the company more agile in delivering complex enterprise deals. I have sold to 4 Premier League clubs with an yearly revenue of £600,000 with 3 year licence agreements, Projects including charities, Ruth Strauss Foundation (£100,000), Matchroom Sport with 50% revenue share, Dazn, ECB, The Oval £50,000 licence with revenue share along with Sky Sports Cricket and Sky Sports, Georgia Rugby Association and Turkey Tourist Board. Sky are also looking to develop the Sky Experience and Elstree Studios in full AR/VR via an SDK app. I have developed business plans with Universal and Universal music at C -Levels along with collaborative work with Disney and Amazon. Other large sporting areas I have developed relations with are FiFA, UEFA, Premier League, La Liga, NBA, NFL, MLS, RFU, F1, IPL, along with recognised sports agencies CSM I have implemented new sales targets and KPI's, given the sales teams goals and structure to hit the targets and hired new staf to carry out these changes, developing the training program as along with moving staf through the management structure and documentation of the strategies . Within this period I have closed personally closed £4.800,000 of new business and secured new projects from lapsed clients through the full 360 sales cycle. I have worked closely with the companies partners throughout the world to deliver AR campaigns, developing a new CRM system (Hubspot) to keep track on new clients and media partners such as Mediacom, Carrot, 180 Amsterdam, Dentsu along with Amsterdam180 on films such as James Bond and Spider-Man so that all sales are fluid and deadlines met. Engageworks, Consultant Sales Director (Partner of ImagineAR) I have partnered ImagineAR with Engageworks to work in collaboration on high end Technical and Creative SaaS technology agency delivering physical and virtual B2B and B2C experiences across multiple solutions. This is a consultant role to help engage new business and drive existing teams to bring together collective campaigns. This is purely a partnership which I have developed strong applications between managing cross-functional teams with a strong diverse range of practical and software development. The company was in a sharp decline before I joined and I have delivered 320% to target against an annual revenue target of £1 million, due to my experience to new business sales both direct and agency based which include winning new projects with Heathrow airport for a new hybrid terminal with an ini)al design stage of £35,000 and final project value of £3.1 million and developing a hybrid Metaverse to be used in another 11 sites. Heading the sales team (6) and developing management programs along with training and developing the senior team in structured SaaS sales processes using MEDDIC, consultative selling, and strategic partnering strategies. I have delivered through the whole sales process from finding the client to closing the deal with average sales ranging from £30,000 to £120,000. These are complex solutions with multiple sales running side by side, with a structured process to find and close large ticket sales. Engageworks delivers high end software solutions in various diferent opera)ons including Media and Entertainment, Property, Financial, Legal, Medical, HR and Consulting, also delivering high end solutions for Event's and Conferences including Hybrid Metaverse technology. I have restructured how the company delivers high end SaaS solutions to major industry leaders such as EY, PWC, Gallagher Group, Canary Wharf, Barclays along with developing new business within our Dubai ofices with major new projects at Government C Suite levels including UAE, India and Saudi Arabia. Along with this I have developed the Twitervese project with Twi^er and worked on projects directly with Sky and Sky Sports, Netflix and Universal with a number of AR and VR platforms.
I worked directly with the CEO, CFO, Head of Communications, Marketing and Financial teams, by delivering a new BDM model, to deliver new sales and create a hunter mentality. The role was to, start to hit targets of £26,000 each and then role out the sales process across the whole country, using my extensive stakeholder experiences and external media networking capabilities in direct and agency sales Highlighting high end opportunities integrated with leading media agencies and high-end clients. Adapt existing strategies to reach out to e-commerce business and help develop a platform to launch new products and business plans placing us at the heart of the marketing campaigns, working in the hospitality sector to work on major campaigns to launch new products or restaurants. I also worked on the Deliveroo campaign, which I oversaw the PPC and social media driving new sales. My knowledge of the digital media scope drove the team to exceed targets and in the first month each BDM hit their target for the first )me ever with a 17% yield on sales. I delivered a proposal for the targeting of larger propositions to market being more flexible in the changing digital acquisitions of London alongside increasing our footprint in European and Global markets form my extensive knowledge of the marketing world.
I worked with leading agencies such as Dentsu, Essence, Mediacom, Talon along with direct clients to build and manage campaigns nationally also internationally. I have been responsible for building of International campaigns to £60,000 order values, working directly with leading agencies complex programmatic sales up to £110,000, forecasting monthly and quarter sales cycles with a growth of 31%, C-Suite delivery , along with managing lapsed contracts and secure £300,000 project with TATA Steel. Increasing revenue on existing brands by up to 140% whilst constantly hitting and overachieving on targets by up to 320%. Secured new starters, scaling up the team whilst running a team of 8 Sales Staf and developing them into the management structure throughout the South to increase Target from £900,000 to £2.6 million in 2019. I Set up the new Business Development Managers Sales Growth plan with £32,000 targets, and inducted the new Area Sales Managers, along with restructuring the management program and structures across the UK and Ireland growing the YoY business by over 240%. I managed to work in the hospitality sector working on McDonalds, Subway, KFC, Burger King running national accounts and brand campaigns working at head ofice levels managing complex campaign solutions.
Selling media digital space including sponsorship and conferences along with SaaS, with a turn over of $11,000,000. Delivering premium exhibition and SaaS products to high end clients in a competitive industry to deliver the best service and product in the most exclusive way. I was personally responsible for, selling Digital SaaS products to International brands target of $1,000,000 increased by 12% including event sponsorship Worldwide with values above $150,000 on average sales Into Education, Financial, Legal, FMCG, Automotive and Sports including Mercedes, BMW, PGA Golf tour, at C-Suite levels, along with delivering media broadcasting and sponsorship for the 2010 World Cup. We delivered all the the marketing campaigns for Nando's and helped to develop their strategic positioning in Johannesburg then help with the Worldwide role out at C Levels. I coordinated a sales teams of 120 internally delivering to B2C and B2B which exceeded sales targets year on year by minimum of 37%. I negotiated the prices and set KPIs for the sales teams, always delivering against New business development by up to 30% on sales and acquisition increasing existing business by a 8% yield External sales and stake hold in the market was measurable by 40% increase on the net year expansion. This included developing and executing the management growth plan along with the scaling up of the business and complex GTM forward planning and delivery. I brought international brands including BMW, Mercedes, Mini, ABSA Bank securing media and advertising contracts of over $1,000,000 in South Africa and developed relationships in European head ofices. I closed deals from £1,000 to £450,000 mul)-functional projects which required detailed planning and opera)ons working alongside international ofices including face to face meetings in Germany and Australia to close highly competitive new International Sponsorship Sales,