Start-up, VC funded, providing a managed services (SAAS) electronic messaging, information & data integration platform, offering B2B process integration, supply chain collaboration/acceleration and TCO benefits. Includes leading edge technologies – semantic message cognition and voice to data translation/integration.
All entirely new business from cold start, consultative, solution sale to FMCG, Retail, Manufacturing & Travel companies. Concentrating on project leader, Director and VP level, identifying business and IT processes, problems and opportunities within leading companies (No. 1 or 2 in their market) involving B2B information capture and process integration internally and externally within their supply chains. Over this period, working closely with key individuals in target companies and their IT technology partners, produced a £multi-million pipeline and developed key company contacts at VP, C & D levels in a number of UK based multinational companies.

Fixed term, fixed budget contract for a 10 week period, with specific challenging objectives. At the tail end of their 18 month launch, this role involved taking an innovative (US sourced), complex IP data optimisation & acceleration solution to market for a new business venture within Siemens Communications. The key objectives were to focus on and rapidly address serious opportunity and pipeline defiencies by uncovering and developing new opportunities and then securing early solution trials as pre-requisite to customer buy-in/closure. All new business, requiring a dedicated and focused approach, targeting Telcos, major UK ISPs and online media distributors, selling a complex combined managed service, software and hardware solution, value £0.35M-£5M. Involved engagement at senior business and IT levels - typically MD, CFO and CTO/TD. Outcome: Within the 10 week contracted period, I restructured the sales proposition, contacted and engaged all the major ISPs/Telcos and, from face to face meetings, generated £8.5M pipeline with 3 customer site trials agreed -PlusNet, EasyNet & Kingston Communications, thereby achieving the objectives.

Early phase startup, B2B e-commerce supply chain business collaboration and integration. Responsible for securing new business into the Retail and Commercial sectors, targeting major and SME companies. Solutions functionalities included hosted secure web services, messaging middleware and integration solutions, data/message transformation/validation, consulting and implementation. Solutions sold at board level with IT departments key in influencing the decision process. Sales cycle to 12 months. Included technical and commercial proposal construction, contract and commercial negotiation.
Established business partnering with the top 5 UK retail multiples plus plus other important high street retailers and wholesalers. Significant sales wins at a raft of UK companies.

Business Intelligence software, Sales Manager role with 7 direct reports in General Business sector. Line management responsibilities, including hiring, coaching, developing and performance. £9m target. Through team, built £2m pipeline within this period.

New business development role in a new Field Service vertical. Involved bespoke and individually sourced mobile data communications solutions to organizations with remote workers. Solution elements included: mobile communications hardware, mobile communication services, GIS software, mobile PDAs, remote client software. 18 month sales cycle. Included technology partner sourcing and negotiation, solution integration, technical and commercial proposal construction, revenue and financed deals, contract and commercial negotiation.
Closed a number of deals with UK companies and built £1.75M qualified pipeline

New business, account development and major account management. Focus on Manufacturing, Retail and Distribution operations within the Hi-Tech, Electronics, Electrical and Aerospace supply chains, including Automotive and Telco. Products consisted of a functionally diverse range of software and communication services for Business Collaboration/Integration, Supply Chain Messaging, EDI, Application Integration and Enterprise Purchasing to address supply-chain interactions, IT process integration and procurement issues. Sales cycles from 3 to 24 months. Solutions sold at board and department Director level, including Purchasing, Logistics and IT. Role also included developing and managing a key VAR partner plus experience of working with technology partners. Included technical and commercial proposal construction, bid management, contract negotiation and phased revenue deals.
Out-performed annual sales targets (£1M - £2.4M) seven years running
Sold high value solutions to:
ICL and supply chain: £900K software, £150k VAN services.
Dixons Stores Group: £350k software, £60K services.
Rolls-Royce: £250k software, £150k services.
Compaq: £325k software, £75k services.
Nortel – £280k software and services.
Collected new business award in 1997.

Pure new business role, selling Infotron’s OEM range of strategic, fault tolerant, switching data/voice communications WAN/LAN solutions to financial and insurance organisations. Functionalities included intelligent switching multiplexers, bridges, routers and management for networked high speed data and voice traffic, linking users to CPU’s/servers, PBX/PABX across the enterprise. Sold mainly at IT Director level. Included technical and commercial proposal construction and contract negotiation.
Closed major deals at Bain Clarkson £0.5M, Bank of America £150k, Securicor £150k, Amex £100k.

New business, Account Management/Development and man management roles selling Racal’s OEM B2B Data Communication products, sold as enterprise and strategic networks to major companies in general commercial, insurance, utilities, and local government. Deployed technologies included industrial modems and multiplexers in point to point, multipoint and WAN configurations, TI data/voice multiplexers, X25 switches, office/campus LAN systems and network management systems. Solutions sold mainly at business and IT middle to senior management level. Included technology partner sourcing/agreement negotiation, partner management, proposal construction, bid management, contract negotiation and revenue or lease based finance solutions.
International major SI sale: Sales lead for TML (Channel Tunnel consortium) complete integrated communications systems sale, consisting of high speed multiplexer data backbone with PBX, PA, Clocks, fibre cabling, power, racking and installation, value £20M, involving 95% content from international partners specifically co-opted for this project.
Hoskyns – multiple X25 WAN processors to link 5 data centres plus LANs for Hoskyns corporate HO - £1M
British Airports Authority - LANs and cabling for 9 offices in Victoria (H/O), Heathrow and Gatwick £550k.
CEGB – industrial modems for national communications network £500k.
LAN sales achievement award 1985.
Sales achievement awards 1985 & 1986.

Trainee Salesman selling range of photocopiers and accessories. All new business, mainly cold calling - a tough and invaluable introduction to selling.