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Work Background
nCino, Inc.Senior Director of Global Ecosystems EMEA
May. 2024London Area, United Kingdom• Revenue Focus: P&L responsibility for revenue generated via partner ecosystems (GSIs e.g Deloitte, Accenture etc and Hyperscalers e.g VARs, VADs, ISVs e.g Salesforce, AWS etc.
•Strategic Planning: Developed and executed acquisition and retention initiatives to drive success • Go-To-Market: Led strategic business outlook with a 0-5year plan, restructured partner ecosystem and partner enablement programs.
• Team Leadership - Managed a team of account managers to deliver YOY growth on assigned regions & accounts and against annual plans.
• Cross Functional Collaboration: Worked closely and built relationships with stakeholders at all levels across various departments to drive buy-in, mitigate risks & maximise value from partnerships.
• Lead Digital Transformation Implementation: Work with Professional Services team to mobilise and educate partners on expectations and best practices for successful projects.
Builder.aiDirector of Global Partnerships
Mar. 2022 - Feb. 2024London Area, United KingdomLed team in managing of revenue via the partnerships and alliances channel with a YOY cross-market growth. Core responsibilities:
• Strategic Leadership - Spearhead the design & execution or a robust GTM & partnership strategy • Team Building - Build high-performing revenue-generating teams to drive activity and achieve goals
• Cross Functional Collaboration:with all internal depts to enhance product offerings, refine market positioning, and ensure drumbeat across all proposed and ongoing relationships.
• Lead Performance Monitoring: Establish benchmarks and objectives to track performance against set metrics to maintain the effectiveness and impact of commercial programs.
• Industry Engagement: Actively engage with industry via conferences and events, representing the business as a credible ambassador in dealings with external partners & parties.
Cision UKSenior Commercial Account Director
Jun. 2021 - Mar. 2022London, England, United Kingdom• Led in driving YOY ROI growth of a book of business of £50m+ Key responsibilities included:
• Revenue Management: Worked with SLT to plan the revenue management, forecasting, and analysis for territories, implementing plans to exceed revenue targets across regions.
• Team Leadership: Managed a team of sales/ account managers to deliver on revenue and personal plans while fostering a highly focused and winning culture.
• Strategic Planning: Formulated and implemented account management strategies, ensuring a clear focus on clients’ requirements, budget, and future revenue potential.
• Cross-Functional Collaboration with internal stakeholder relationships across departments, mitigating risks and ensuring smooth collaboration.
TripAdvisorAssociate Director Of Business Development
Oct. 2019 - May. 2020London, England, United Kingdom• Oversaw the Business Development efforts in-region for business with a focus on YOY revenue growth
• Designed, developed and implemented new market entry & market expansion strategies for EMEA - • Oversaw the development and evolution of sales pipeline for EMEA; improving this by 69% • Oversaw the speed to market of new business; optimising sales pipeline from 10months to 5months
• Delivered first Tier 1 client (Over £2M of proposed business) within first 3months in company.
• Represent the company and be its face within region and represent business at trade association meetings to promote brand and presence in market.
• Manage C-Level relationship; internal and external, to drive cross team buy-in and success of business.
• Oversaw negotiations with all parties to drive commercially beneficial outcomes for business in region
• Led the team in being the face of the business at in-market events & engagements.
Emirates GroupHead of 3rd Pty Partnerships
Mar. 2016 - Aug. 2019Dubai, United Arab Emirates• P&L ownership of all 3rd Party connectivity partners focused on maximising top & bottom-line revenue.
• Lead in the signing, tracking and renewal of commercially beneficial agreements for the business.
• Oversee negotiations & closure of override deals to drive bottom-line revenue success consistently.
• Develop commercial initiatives for new solutions with a focus on supporting international expansion.
• Ensure all yield management, pricing and performance tracking are in place to ensure the maximisation of contract value at every point in time.
• Be the business owner and lead the priority order of API technical integration for the IT team. KEY DELIVERABLES
• Delivered 14% YOY top-line growth and expanded into 17 new markets.
• Grew partnerships from 38 to 165, with £10M+ AOV.
Emirates Group3rd Party Partnerships Manager
Sep. 2014 - Feb. 2016London, United Kingdom• Lead commercial negotiations and discussions with key clients and work with team in identifying, prospecting and onboarding new supply partners.
• To design and implement marketing initiatives with key partners in conjunction with the marketing and design teams.
• To ensure all commercial targets agreed with providers are met and/or exceeded
CarTrawlerCommercial Partnership Manager/ Business Development Lead
Jan. 2011 - Jul. 2014Dublin, Ireland• Oversee the commercial management of key revenue delivering clients within assigned regions
• Monitor, manage and update all commercial agreements in a timely and commercially viable manner with a view on longevity of revenue stream and relationship building.
• Cross functional collaboration with all internal stakeholders across depts. e.g Product, Conversion, Supply and IT to ensure all agreed deliverables in the client plan are met in a timely and accurate manner.
• Lead the company in creating and developing new GTM and market expansion strategies yo deliver top and bottom-line revenue targets.
• Oversee the engagement and negotiation with C-Level executives in potential client business in order to surpass top line revenue targets.
• Work with marketing teams in creating & delivering on branding and awareness campaigns for the business and be visible to ensure correctness and robustness of delivery.
• Be the face of the Company at C-Level meetings and negotiations in order to ensure agreed business plans are implemented to detail and on time.
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