Ian McEwan - Go-to-Market and Business Development Executive | Fractional Startup Advisor | Mentor, Meelmore Associates

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Work Background

Cyber SainikChief Revenue Officer | GTM Advisory

Dec. 2024London & Denver

OPSWATSenior Vice President,Sales and Field Operations | GTM Advisory

Jan. 2023 - Sep. 2024London & TampaIn this role, I took the initiative to design and implement a comprehensive go-to-market framework that effectively integrated sales, marketing, and customer success teams, significantly enhancing overall business performance. Throughout my time here, I proactively identified and leveraged cross-sell and upsell opportunities, successfully creating new revenue streams. Additionally, I spearheaded product rollouts, ensuring swift market adoption to drive growth and scalability. • Increased client retention by 4% through revamping customer success workflows, enhancing onboarding process and boosting satisfaction. • Drove 38% improvement in company performance metrics by launching growth initiatives that optimised operational efficiency. • Enhanced cross-departmental collaboration by 22%, streamlining workflows and eliminating project bottlenecks. • Strengthened market penetration by 8% by expanding channel partnerships and diversifying revenue streams.

CobaltInterim Chief Revenue Officer | GTM Advisory

May. 2022 - Dec. 2022London & BerlinAs a Interim Chief Revenue Officer, I spearheaded financial planning, budgeting, and forecasting initiatives to align closely with overarching business strategies. My focus on maintaining compliance with financial standards and regulations enabled the finance team to effectively support the company's growth and operational efficiency. I fostered a collaborative environment that encouraged innovative approaches to financial management, ensuring that we not only met but exceeded our financial objectives. • Positioned Cobalt.io for sustained growth, boosting its foothold in the cybersecurity market and accelerating market entry. • Raised sales engagement by 23% and conversions by 42% by integrating MEDDIC training, refining sales team’s ability to identify high-value prospects. • Reduced customer churn by 7% and improved product usage by 21% through close collaboration with customer success teams to drive deeper engagement.

Aryaka NetworksChief Commercial Officer

Jan. 2021 - Apr. 2022London & San FranciscoAt Aryaka Networks, London & San Francisco, I developed and executed comprehensive commercial strategies focused on enhancing customer acquisition and retention, ensuring they aligned seamlessly with the company's strategic objectives. Throughout my tenure, I spearheaded cross-functional teams to optimise sales processes, which led to significant improvements in business performance and overall outcomes • Secured 30% increase in sales volume by negotiating high-value partnerships with key stakeholders, broadening client base. • Increased profitability by 20% through data-driven pricing strategies and boosted financial operations. • Grew revenue by 25% in first year through effective development and execution of company's commercial strategy. • Expanded market share by 15% by spearheading cross-departmental collaboration to capitalise on new market opportunities.

The Urban Ski ClubProgram Director and Ski Coach

Dec. 2020United KingdomUrban Ski Club offers a modern and innovative approach to skiing, providing world-class facilities and expert instruction to skiers of all levels, from beginners to seasoned professionals. Whether you’re looking to refine your skills, train competitively, or simply enjoy the sport in a safe and controlled environment, Urban Ski Club caters to your needs through cutting-edge technology, personalized coaching, and a supportive community. Key Features and Services 1. Realistic Ski Simulation Urban Ski Club features advanced ski simulators that replicate the experience of outdoor skiing. The systems deliver realistic sensations, including the G-forces and muscle engagement required on the slopes, ensuring a highly immersive and effective training experience. This technology enables skiers to practice year-round without the need for snow or traveling to the mountains. 2. Professional Coaching for All Levels Every session is supervised by qualified ski instructors who focus on safety, technique improvement, and personalized guidance. Lessons are tailored to individual needs, whether you’re a first-time skier learning the basics or an advanced athlete fine-tuning your performance for competition. 3. Comprehensive Race Training For aspiring and competitive athletes, Urban Ski Club provides intensive ski race training programs. These include technical coaching, performance analysis, and opportunities to develop race-specific skills. The programs are designed to help participants reach their highest potential in competitive skiing. 4. Accelerated Learning With the innovative approach to ski training, participants can master techniques and improve their skills up to eight times faster compared to traditional on-snow lessons. This efficient learning curve is ideal for those preparing for ski holidays or looking to gain confidence on the slopes in a short time.

MeelMore AssociatesChief Commercial Officer (CCO)

Mar. 2018London We offer strategic growth through fractional executive expertise, enabling tech-focused startups and mid-sized firms to access high-level leadership without the full-time cost. MeelMore bridges the gap between growth and scalability by refining sales operations, enhancing customer success, and optimizing service teams for sustained impact and ensuring alignment. We have partnered with brands such as OPSWAT, Cobalt,Aryaka and Binarytree

Aryaka NetworksSenior Vice President Sales ,EMEA

Mar. 2018 - Jan. 2021London, United KingdomIn this position, I led the sales strategy to drive revenue growth and expand market presence. I managed the sales team, set clear goals, and improved processes for better efficiency and profitability. • Broadened market reach by 25% through strategic negotiations with industry partners, boosting business growth. • Realised 20% revenue increase in first year by executing high-impact sales initiatives. • Shortened sales cycle by 30% by adopting MEDDICC framework, expediting deal closure process. • Led team of 15+ sales professionals to consistently exceed targets by fostering results-driven culture.

EgnyteVice President & General Manager , Europe Middle East & Africa

Aug. 2014 - Mar. 2018London, United KingdomIn this role, I directed the sales strategy and spearheaded market expansion initiatives across diverse regions, ensuring seamless alignment with corporate objectives. During my tenure here, I led a high-performing sales team, implementing targeted initiatives that consistently met and surpassed revenue goals. • Delivered 20% revenue increase in first year by executing a targeted sales strategy. • Increased market share by 25% by forging strategic partnerships with key industry players. • Exceeded sales goals by coaching and mentoring team of 15+ professionals, optimising performance. • Accelerated deal closure by 30% with implementation of MEDDICC framework, streamlining sales process.

GigamonVice President & General Manager, Europe Middle East & Africa

Aug. 2012 - Aug. 2014Reading, United KingdomAs a Vice President & General Manager, I led business operations across the EMEA region, encompassing sales, marketing, and customer support functions. Furthermore I spearheaded the development and execution of strategic initiatives aimed at achieving ambitious revenue and market expansion goals. • Drove 80% YOY revenue growth by leading team of 30+, optimising market positioning, and refining operations ahead of IPO. • Surpassed $18M target by achieving $20M in revenue through strategic sales initiatives. • Achieved significant growth in profitability by expanding into new markets and improving existing business channels.

FrontRange SolutionsVice President & General Manager Acquired by Ivanti

Mar. 2010 - Aug. 2012NewburyHEAT is dedicated to providing customers with proven cloud solutions that make their businesses more efficient, compliant, and secure. I am Responsible for P&L leadership with a Cloud & on-premise service management solutions provider. My role here includes : ➺ Appointed to as VP for Sales, EMEA, to drive transformation of the business, expanding sales revenues ➺ Focused on transitioning FrontRange from an SMB on-premise helpdesk to enterprise service provider ➺ Reported directly to the Chief Executive Officer (CEO), participating in BOD meetings & engagements ➺ Delivery of all product, services and maintenance revenues across the EMEA region, t/o over $58m+ ➺ Effectively utilised field, internal sales, channel & e-commerce sales to exceed revenue & margin goals ➺ Dramatically increased sales revenues from $48m to $56m+, contributing to overall profit bottom line

VignetteVice President Sales,Northern Europe at Vignette Software Acquired by OpenText

Mar. 2008 - Mar. 2010MaidenheadVignette offered a comprehensive portfolio of web solutions to meet the broad range of market requirements, many of which have since been branded under new Open Text names. I am Responsible for all aspects of regional sales, boosting license revenues, sales and profitability levels. My role here includes : ➺ Appointed to senior role with an incomplete team and no sales pipeline, rapidly leading sales turnaround ➺ Focused on increasing activity and prospecting within the territory, driving sales and revenue expansion ➺ Spearheaded development and implementation of a new Business Partner and channel route to market ➺ Rapidly expanded Northern Region license revenues from just $9m to over $21m, contributing to profits ➺ Successfully closed multiple $1m+ transactions with major corporates including BBC, Nokia and Sodexo

IBM Software GroupTivoli ISM Brand Executive Northern Europe

Apr. 2005 - Mar. 2008Southbank,LondonIBM is a full stack cloud platform with over 170 products and services covering data, containers, AI, IoT, and blockchain. I am Responsible for ‘leading by example’ across a sales operation, driving new revenues & sales growth. I am equally responsible for : ➺ Appointed to new role within MRO Software (acquired by IBM) to build new business in the UK & EMEA ➺ Focused on development of new business with a direct end user focus, building core strategic alliances ➺ Promoted to Brand Executive following acquisition, tasked with growing the team across EMEA sectors ➺ Leadership, management and motivation of a team of 42+ sales staff, via matrix and technical sales staff ➺ Drove a revenue target of $75m+, achieving 102% in FY 2005, 180% in FY 2006 and 296% in FY 2007

BMC Software (Remedy)EMEA Sales Director

Nov. 1998 - Apr. 2005EghamBMC Helix ITSM is industry-leading, next-gen service management that transforms the best-practice ITSM principles you’ve come to appreciate from Remedy to provide unprecedented ROI on your choice of cloud. I am Responsible for all aspects of P&L sales development and leadership, delivering client solutions ➺ Appointed to senior-level role with BMC, a provider of IT automation, integration & Cloud-based services ➺ Leadership, management and motivation of the SI Team across EMEA, including coaching & reporting ➺ Supported product portfolios across enterprise systems, applications, databases & service management ➺ Developed and executed a business plan to drive revenues from the SMB market to a lower-cost model ➺ Successfully expanded license revenues from $7m to $25m+, delivering profitable turnover and sales ➺ Instrumental in delivering rapid business expansion & revenue growth, from $280m to $1.5b+ turnover