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Work Background
Rocket SoftwareSenior Account Executive
Oct. 2019 - May. 2024UK - Home BasedI work with banking clients in UK, Ireland and the Netherlands promoting Rocket's products which enable the modernisation of legacy applications running on the IBMz (mainframe) and IBMi (AS/400) platforms. The solution portfolio is broad and varied which requires me to understand the technical and business benefits offered by these different applications. The role involves identifying new logo business and well as cross-selling new solutions into existing clients. Effective account planning and relationship building is key to this process.
Sales are made both on a direct basis as well as through the use of partner channels. I have been particularly successful selling newly launched offerings such as those involving open source technologies. I have the ability to assist with the preparation of new product collateral to help bring these newly created offerings to the market.
AbacusNext International LtdBusiness Development Manager
Sep. 2017 - Jun. 2019Edinburgh, United KingdomAbacusNext is a San Diego headquartered IT solutions provider, offering document automation, private cloud, practice management and CRM solutions primarily to the legal and accounting sectors.
I became part of the Abacus organisation through its acquisition of HotDocs - a market leading document automation solution used by circa 11,500 organisations across multiple industry verticals.
My role was primarily focused upon developing new business revenues across the globe from the HotDocs solution, dealing internationally with a range of blue-chip consulting, banking, insurance, manufacturing and legal organisations.
Successfully hit target and closed all opportunities provided in pipeline within 4 months of joining HotDocs. Sales wins include securing contracts with two of the top four, international consultancy organisations, as well as other multi-national manufacturing firms and a world leading professional services organisation. Handled new business opportunities and also developed new revenue streams within existing client accounts.
Abacus moved the engagement model from perpetual licence towards cloud-based SaaS licensing models. I successfully closed contracts for both licence models.
I was regularly selected to attend industry networking events and conferences in Europe and the US to promote Abacus' suite of solutions. I therefore developed my own pipeline, as well as handled incoming enquiries, taking engagements from inception through the whole sales lifecycle working with pre-sales and other consulting resources. I also successfully developed new business partner relationships as well as working successfully with existing business partners in multiple countries.
SabbaticalBusiness Consultant
May. 2015 - Aug. 2017Edinburgh, United KingdomI took the decision to have a career break to travel and follow private business interests in the optical industry. Now that both goals are completed I took the decision to resume my career in software sales in a role offering a fresh challenge with a creative, forward looking organisation.
XuberSales Director
Dec. 2013 - Apr. 2015London, United KingdomXuber was the insurance software arm of the Xchanging Group, a provider of technology and BPO services to a range of industry sectors - now part of DXC Technology.
I leveraged my significant market network and to lead sales of new generation Xuber platform into existing and new name clients. Target organisations were large-scale commercial insurance companies and Lloyd’s syndicates. Rapidly developed multi-million pound pipeline with new name clients and commenced engagements with the two largest existing users of Xuber’s previous generation platforms. Led sales engagement with world’s largest insurance broker to point of contract negotiation with the project having commenced under LOI. This deal comprised insurance broking platform, hosting and BPO services – the first such deal won by Xchanging.
Worked across the Xchanging organisation engaging existing client managers, BPO and IT service divisions. Engaged with external consultancies to co-develop opportunities where required, including internationally. Worked with marketing team to create client events and played a vital role in maximizing attendance through my personal network.
NIIT Insurance TechnologiesSales Manager
Nov. 2008 - Nov. 201347 Mark Lane, LondonNITL (now Coforge) is the specialist arm of NIIT, a large Indian IT solutions provider, which supplies core systems to the Lloyd’s and Companies commercial insurance markets in UK, Europe, US, Bermuda and Asia. Regularly hit and exceeded sales targets with new and existing client account sales.
Secured global contracts for 2 of world’s top 10 commercial reinsurers for new generation exposure management solutions - the largest two such contracts NITL secured for this solution set.
Secured deal for first enterprise implementation of NITL’s new generation, process driven insurance platform. Negotiated and closed a greatly enhanced 3 year services contract for international US headquartered client, moving NITL from niche platform provider to strategic supplier and tripling annual revenues from the account. Selected for NIIT’s ‘CQC’ award/mentoring programme for high achievers, the only European based employee to be selected for this, and work with the organisation’s Chairman on special initiatives. Developed new name client business in 2010, NITL’s first new name client for approximately 3 years. Roles involved sourcing new name business in UK and Europe, as well as successfully managed key accounts. My principal objective was to promote NITL’s latest generation of solutions together with offshore, managed service capabilities. Was required to work with a combination of on and offshore resources to provide strategic propositions which enabled NITL’s clients to adapt to the growing role of technology in the commercial insurance sector. In addition to my sales role was selected as the UK facilitator to deliver NIIT’s enterprise-wide service training course to 80 European staff.
FINEOSRegional Sales Manager
Aug. 2007 - Jul. 2008FINEOS provides CRM and process management solutions to the financial services industry, with a particular strength in the area of insurance claims management. Role involved generating new name business in the insurance claims processing sector and also management of existing UK building society clients utilising FINEOS’ CRM and process management solutions. Within 5 months of taking on account, succeeded in bringing the largest UK client to negotiation stage regarding upgrade to latest release of FINEOS CRM. Multi million pound contract.
Generated new business opportunities in new markets for FINEOS as a result of focused research and engagement with C-level representatives of large-scale insurance organisations.
Fiserv Europe LtdRegional Sales Manager
Oct. 2000 - Jul. 2007My role at Fiserv was within the CBS Division which provides core banking platforms to the retail banking sector. Responsibilities included generating and closing new European sales opportunities for core retail banking systems, front-office/CRM solutions, data warehouse and other Fiserv solutions. Multi-million dollar sales targets related to license and professional service deals for new clients only.
Sales processes typically lasted from 12-18 months, resulting in multi-million pound contracts negotiated at Board level. Responsibilities included regional sales management for Central/Eastern Europe with key focus on Russia. Had direct responsibility for the Russian sales office, which I was responsible for establishing, including recruitment of local staff. Had line management responsibility for Russian sales resource. Delivered quickest ever account win for a newly appointed Fiserv Sales Executive. Won a number of multi-million dollar new name accounts and also managed existing accounts to develop these strategically. Continually excelled at pipeline development and helped coordinate strategies for industry events/conferences and direct creation of marketing literature. Sales role involved managing all members of staff involved with a new sales opportunity for the duration of the sale e.g. Sales Support staff, Technical Architects and Banking Consultants from Fiserv’s offices in Europe, as well as Fiserv staff from other business units, such as the United States and Latin America. Required to co-operate with consultants from sister companies of Fiserv offering complementary products, as well as with third-party companies and consultants where applicable. Assisted client account managers in strategically developing account opportunities in international banking networks.
Department SSales Director
Jan. 1997 - Jan. 2000
Clydesdale BankGraduate Trainee
Jan. 1994 - Jan. 1996
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