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Work Background
Stenn TechnologiesVP Partnerships
Sep. 2022London, England, United Kingdom
KodyPayVP Growth
Jul. 2021 - Dec. 2021London Area, United Kingdom
SumUpHead of Demand Generation - Sales and Partnerships (Europe)
Jul. 2020 - May. 2021London, England, United KingdomGrowing the Demand Generation Function for Sales and Partnerships in Europe. Focussed on strategic management, team building and development, content marketing and marketing automation to help fuel our partnership and merchant acquisition ambitions. SumUp is the leading financial technology company that is set to become the first-ever global card acceptance brand. The company enables businesses to accept card payments in-store, in-app and online in a simple, secure and cost-effective way.
SumUpHead of Business Development, UK & IE
Feb. 2017 - Jul. 2020United KingdomLed SumUp's Partnerships business in the UK. Throughout the role, I have built and managed a partnerships sales team focussed on acquiring and empowering a range of referral partners including ISVs, retailers, banks and ISOs; driving triple-digit growth for the business. Key contributor in evolving SumUp business development efforts into a specialised and scalable sales and partnerships organisation including four streams - demand generation, sales, relationship management and operations. Established Demand Generation function for Sales and Partnerships EU, conceptualised strategy, hired in intial team to implement and execute a content marketing and marketing automation program to drive SumUp's partner and merchant acquistion ambitions.
AdAmplify Corp.Strategy Consultant
Nov. 2016 - Feb. 2017AdAmplify is a start up that creates mutually beneficial partnerships between publishers and retailers, generating new revenue and new customers through a suite of innovative e-commerce solutions. Tasked with helping AdAmplify develop it's GTM strategy.
Miura SystemsSVP Revenue and Proposition Development
Jul. 2015 - Nov. 2016London, United KingdomTasked with establishing/improving new growth functions including marketing, propositions and product management and creating GTM strategy for new product launches. DRIVING GROWTH VIA PROPOSITION DEVELOPMENT AND B2B MARKETING. - Established GTM plan and launched major new POS product line including product delivery, strategic sales, marketing, pricing and positioning securing pilots with key partners including Barclaycard, Lightspeed and EPOS NOW within 1 year.
- Developed strategy and structure for strategic B2B marketing function managing $1.3m marketing budget.
- Drove successful marcom's launch for POSzle product line including Event, PR, Sales Collateral, Website, Video, Lead Generation establishing critical pipeline opportunities in key markets including EMEA, Japan and US. BUSINESS TRANSFORMATION AND TEAM BUILDING - Hired revenue team including strategic sales lead, global marketing director, growth analyst and proposition/product manager. - Instituted development of market maps, proposition maps, and prospect measurement toolkits to shape and drive sales and channel strategy for partner acquisition, retention and growth.
- Introduced new goal setting methodology (OKRs) and business intelligence platform (Tableau) to establish focus and alignment and to drive core KPIs.
iZettleHead of Channel Partnerships - UK
Jan. 2013 - Jun. 2015London, United KingdomTasked with developing and managing iZettle's channel program in the UK, including national retail and distribution partnerships as well as a wide variety of strategic B2B resellers. DRIVING CUSTOMER ACQUISITION THROUGH NON-TRADITIONAL CHANNELS - Developed and implemented aggressive channel development strategy to address 3+ million Tier 5 SME market through a network strategic resellers including national retail, MNO and B2B.
- Closed key deal with major pan-European technology distributor, Exertis, to help acquire, manage and scale reseller network.
- Closed 5 retail distribution deals with national chain retailers including Costco, EE, Maplin, Carphone Warehouse and Apple Online Store.
- Managed all accounts driving 20% month over month growth through targeted marketing activities supported by marketing support funds. Activities include partner training, product merchandising, partner marketing activities, incentives and promotions. TEAM BUILDING - Hired and mentored channel team, designed and implemented strategic partner management process; and kept team focussed through OKRs and performance management.
The MoBank GroupProduct Strategy Consultant
Jan. 2012 - Oct. 2012The Mobank Group is an exciting and leading edge company in the mobile services space. They provide a solution for retailers of all sizes to acquire a fully transactional mobile website with minimal impact on resources, at a low cost and within weeks. I was tasked with exploring how to extend the platform with features that helped their retail customers turn browsers into buyers. PRODUCT STRATEGY Developed a complete requirements analysis including business and function specification for a social referral and reward plug in for the Mobank group mobile commerce platform.
PromoCloud LtdFounder/Managing Director
Mar. 2010 - Dec. 2012London, United KingdomRecruited founding team and conceptualised and implemented vision, strategy, business model and operational process required to bring a reward offer and affinity marketing platform to market in a highly competitive sector. BUSINESS DEVELOPMENT AND PRODUCT STRATEGY - Conceptualised, bootstrapped and launched a reward offer and marketing platform start-up in under 12 months;
- Managed product design and development and deployed technology platform generating first revenue within 12 months.
- Drove strategic sales plan activities for minimum viable outcome securing offers from SME retailers and placements from audience owners.
- Secured strategic partnerships with Sparkle Coupon Services (for Spar) and the Mobank Group. ORGANISATIONAL DEVELOPMENT - Recruited co-founders, contractors and advisory board.
- Developed operational processes, including partner management process, forecasting and reporting activity, and CRM process that enabled Promocloud, an ultra lean start-up, to deploy products, get to market, contract partners and generate revenue rapidly.
CityXpress Ltd.VP/Managing Director - International Division
Jun. 2005 - Mar. 2010London, United KingdomTasked with developing and executing international expansion strategy, including driving international business development, sales and marketing and establishing international operation. RAPID EXPANSION INTO NEW GLOBAL MARKETS - Developed and executed CityXpress Corp’s international market expansion strategy resulting in representation in 15 countries within 3 years; this expansion was key to CityXpress’s rapid growth. - Established global direct sales, channel sales and marketing operation in UK, with resellers in German, Nordic, AUS-NZ, South Africa and South American markets. (Grew revenue 420% in initial 2 years).
- Managed global reseller channel securing agreements with 80 leading media partners in 15 countries worldwide including Northcliffe Newspaper Group, Newsquest, Bonnier, Axel Springer and Macquarie Radio. - Full P/L responsibility driving US$175m in volume for media partners. (Efforts contributed to CityXpress being named one of the fastest growing tech companies in Canada between 2005 and 2007.) TEAM BUILDING AND ORGANISATIONAL DEVELOPMENT - Designed and implemented commercial management processes for all roles; focussed on critical objectives and results (OKRs), commercial data analysis and accountability driven by PRM/CRM best practice to generate revenue and profit. - Negotiated agreements and operational terms for CityXpress Corp. with 4 international reseller organizations; trained and mentored reseller sales and client services staff and implemented forecasting and reporting processes that lead to rapid growth and dominant market share in all markets.
CityXpress Ltd.VP Business Development
Dec. 2002 - Jun. 2005Vancouver, CanadaResponsible for business development functions with a primary focus on sales and marketing of core products, sourcing strategic partnerships, product management, partner management and developing the company’s strategic product roadmap. REVENUE GROWTH AND PARTNER MANAGEMENT - Designed sales development programs and trained customers sales teams enabling CityXpress Corp, US partners to generate revenue in excess of US$180m.
- Lead to major corporate deals with most major US media groups including Gannet, McClatchy Co., Media News Group, and Lee Enterprises and 110 media companies in the US. BUSINESS DEVELOPMENT AND PRODUCT STRATEGY - Developed business cases and innovative product strategies that extended CityXpress core platform into two new product offerings, Xpress Classified Marketplace and Continuous Online Auctions; products created recurring revenue streams for company. ORGANISATIONAL DEVELOPMENT - Recruited, hired, trained and managed business development managers. - Designed and executed partner management process and training programs.
CityXpress Ltd.Director, Sales Development
Jun. 2000 - Dec. 2003Vancouver, CanadaDevelop and implement sales and marketing programs designed to continuously grow the revenues generated by media partners. Recruit and manage sales development staff. Train and support CityXpress partners.
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