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Work Background
SAPHead of EMEA North Cloud Solutions Engagement Management Office & Change Programs
Oct. 2019 - Sep. 2024Regional, based in Spain(including Regional Enablement Lead EMEA & CIS, Global Enablement Strategy Lead - Cloud Businesses)
• Executive Leadership member advising, mentoring & leading change across all cloud customer engagement.
• "Sounding Board”, Strategic advisor & development mentor to multiple business leadership teams & key practitioners during a period of significant change in SAP Cloud businesses.
• Creating, refining & institutionalising multiple programs tailored to the business needs of different units and roles to maximise & accelerate efficiency, effectiveness & engagement outcomes. • Global Enablement Strategy defining new roles & required skill elevation for new methods & roles. • Regional point of integration with Global corporate change programs and “voice of the front line”. HIGHLIGHTS
• Guidance & direction to cloud business leadership helped deliver significant business improvements & transformation where other regions failed - region became “go to” for change management advice.
• Requested as personal mentor by multiple leaders & key practitioners, inside & outside cloud business.
• Created & ran key leadership development programs e.g. Leadership Trust, Business Planning, Human Skills • Gained alignment, designed & drove many programs to deliver business focused success & transformation – 20 to 600+ targets each, face to face & virtual remote, worldwide - with feedback & adoption >average 85%
• Helped design & operationalise new cloud customer value focused engagement management model.
• Globally established, operationalized role & created accreditation for new customer facing strategic "ECSP".
• Proved & institutionalised use of “practitioner working groups” and “communities of practice” to accelerate and maximise active adoption & persistent outcomes in the business.
• Designed & delivered leadership & practitioner upskilling, enablement and mentoring globally.
• Met or exceeded personal and team/business unit targets every year.
SAP AribaSenior Customer Engagement Director for New Zealand
May. 2017 - Oct. 2019Australia & New Zealand, Based in Auckland• Accountable for building New Zealand Ariba Cloud Business through active customer value realisation.
• Working with customers to help them maximise their value from existing and new SAP Cloud offerings while delivering awesome customer satisfaction
• Accountable for daily management of portfolio of the largest existing & prospective strategic key named cloud Companies
• New Zealand SAP Sustainability Champion & representative on Global community. Passionately committed to making an impact from social enterprise and Purpose focused business & Supply Chain HIGHLIGHTS
• Retained and grew cloud subscription business in New Zealand. New name accounts added. • Improved NPS Scores in major customers & helped drive success (customers won SAP awards) • New Zealand SAP Global Sustainability champion & Social Enterprise evangelist. • Helped define harmonised value driven engagement model for global cloud business.
• Met or exceeded personal and team targets every year.
SAPSAP Greater China Chief Commercial Officer & Oil and Gas Industry Principal. Global Value Principal
Jun. 2015 - May. 2017Greater China, Asia Pacific, Global. Based in Auckland• As Commercial Officer on Greater China Services Business management board & Organisational Change Champion - Thought Leadership & Accountability - Customer Centric Value Evangelist
• Lead Key Account Consulting Sales campaigns & drive overall China sales and delivery strategies • Accountable for Oil & Gas Business sector in Greater China using internal/external direct and virtual teams and community at all stages of Customer lifecycle.
• Direct engagement & alignment with C Level strategic customers in Greater China and globally
• SAP Global Business Strategy development & Value rollouts across Globe – MaxAttention, Run Simple, Partner Programs, Cloud, SaaS, Mobile, HANA & Platform, S/4HANA Adoption Services HIGHLIGHTS
• Drove Organisational Change that improved efficiency & effectiveness. Helped define and then drove Greater China Strategic Business Plan through execution.
• Designed & drove innovative Go To Market programs e.g. SAP Commodity Management, EHS/Sustainability, IoT, Industrie 4.0, S/4HANA, SAP Cloud Solutions - increasing market awareness, pipeline, installed base and revenue
• Personal leadership in China sales bids around Oil & Gas, Energy & Natural Resources and AgriBusiness (>40M euro services)
• Executive leadership of sale and project delivery at China’s first ‘greenfield’ Oil Refinery outside NOC. First S/4HANA project in China Oil & Gas.
• In Global role helped define, pilot and sell major Value based Business Transformation engagements e.g. Australian mining company cloud bid >25M AUD licence & Services
• Asia Pacific and China Champion & delivery owner for S/4HANA Innovation Adoption Services
SAPHead of APAC MCC Go To Market & Value Realisation Centre. Value Principal of Global Value Centre
Sep. 2012 - Jun. 2015Asia Pacific, China, Global based in Auckland• Driving SAP AGS Go To Market and Business Development across Asia Pacific Japan, major focus on China, India and ANZ.
• Global Business Strategy development & Value rollouts across Globe • Direct engagement with key strategic Customers in ANZ, China, Latin & North America & India.
• APJ Change Lead for the internal and external SAP Value Transformation agenda • Thought Leadership & Accountability - Customer Centric Value Evangelist
• Member of ANZ senior management team HIGHLIGHTS
• Designed and managed new Global SAP "Value Thinking" business methodology to help support Value delivery, business growth & drive transformation agenda. • Helped develop SAP Global Business & Transformation Strategy – Cloud, SaaS, Mobile, OneService, Partner program, HANA & Platform.
• Implemented improved business governance processes.
• Established Product & Value Champions to drive focused business development topics. • Increased the utilisation in accounts by 20% driving more customer value and staff efficiency.
SAPHead of Engagement Management, ANZ Public Sector & Professional Services Industries
Jan. 2012 - Sep. 2012Australia & New Zealand based in Auckland & Brisbane• Member of ANZ Active Global Support (AGS) senior management board.
• Accountable for all SAP Active Global Support engagements in strategic industries across ANZ.
• Accountable for business - sector portfolio planning, growth, development and transformational agenda.
• Personal "hands on" engagement and management of key clients. HIGHLIGHTS
• Grew business revenue significantly while delivering Profitability and Customer Satisfaction measures.
SAPManaging Principal, Engagement Management ANZ
Apr. 2010 - Dec. 2011New Zealand & Australia based in Auckland• Accountable for Growing & Leading Business.
• All direct SAP Services & Support engagements across New Zealand & Australia (ACT,QLD,SA,WA,NT) & Pacific Islands approx AUD 70M p.a. (95M in 2024 terms)
• Program Portfolio Manager for the region with personal client engagement and management.
• Accountable SAP Team and associated virtual ecosystem. HIGHLIGHTS
• Tripled revenues to AUD 50M+(68M in 2024 terms) in 20 months while delivering and exceeding challenging Profitability & Customer satisfaction targets.
• Built business from ground up yet still maintained sales & delivery excellence (e.g., no escalations).
• Increased direct Project Management booking & revenue 4-fold in 12 months. • Achieved highest productivity & profitability of all ANZ regions.
Reignite LimitedChief Operating Officer & Co Owner
May. 2009Global based in Spain• COO & founder of company that provides business value focused individual or team help to executives with challenges worldwide.
• Helping small & medium businesses and business units accelerate & maximise potential and added value by taking a completely holistic business & people approach to success. • Designing & orchestrating team & Individual fractional, remote & hybrid engagements that are “bespoke tailored” to starting point, timescale, and the value outcomes of the executive client.
• To ensure maximum “bang for buck” impact, engagements can lever a global experienced set of experts who can deliver conventional, innovative, and alternative approaches at varying levels and in different configurations.
SAPClient Partner, Client Engagement (Senior direct Service Sales roles)
May. 2007 - Apr. 2010New Zealand• Building SAP Services practice and carrying direct sales and delivery accountability.
• Working with existing and prospective key accounts & virtual teams to build direct and indirect services business P&L in New Zealand while ensuring customers maximised their value from SAP. HIGHLIGHTS
• Sold and managed small, medium & large successful implementations of projects, software, and engagements with existing and new name customers. • Sold & delivered first SAP ALM products in NZ, first SAP Mobile Sales & SAP Global Trade implementations in NZ. • Exceeded complete yearly target in first 6 months, 150% of target in 2008.
EMC (UK & Ireland)Solutions Practice Director UKI on Professional Services Board
Jul. 2006 - Apr. 2007UK and Ireland• Member of the UKI management board. • Accountable for solutions demand generation, sales & delivery enablement practice. • Internal business transformation team champion changing EMC to value based solution approach.
• Created and ran new innovative Go To Market solutions particularly in predefined “bundle” offerings, targeted professional services, strategic consulting, managed service (IaaS) outsourcing & transformation.
• Represented company on the UK Government Cabinet Office "Whole of Government" transformation team. HIGHLIGHTS
• Significantly grew revenue from new sources and exceed team target of £25M (42M in 2024 terms) in 8 months
• Introduced new innovative offerings - direct and with partners - with average ROI of <3 months in new markets.
EMC (UK & Ireland)Client Solutions Director, Public Sector (Service Sales & Account Management)
Jul. 2004 - Jul. 2006UK & Ireland• Services Sales role building “new business” professional services, IaaS, strategic consulting & transformation business
• Focus on large Public Sector, Central UK Government and Aerospace/Defence accounts HIGHLIGHTS
• Delivered 4 fold increases in professional services business in first half year.
• Sold EMC UKI first Iaas , Managed Service and Infrastructure Transformation deals
• Exceeded or met quota in each year
• EMC was only supplier to HMRC promoted to "Strategic" level based on Value delivered
i2 TechnologiesSolution Consulting Manager / Director (EMEA Process Industries)
Jun. 2000 - Dec. 2001EMEA (including South Africa) based in London• Building & leading the Supplier Relationship Management business in "start up" Process Industry sector in EMEA then promoted Director in charge of all sales operations areas. • Leadership of team in Customer Value based sales campaigns and implementations .
• Ensure Value Realisation, Customer Satisfaction and Referenceability to help support Business Growth HIGHLIGHTS
• Major personal & team wins >£2M each (£4M in 2024 terms) in breakthrough areas (e.g. mining – Anglo American in South Africa) and in major campaigns • Responsible for successful complex value based campaigns - Shell Oil Products (approx £30M licence, £56M in 2024 terms)
• Tripled EMEA Process SRM business in 18 months to >₤20M per annum (₤37M in 2024 terms)
• Met or exceeded personal and team targets every year.
Aspect Development / i2Principal Business Consultant
Feb. 2000 - Jun. 2000EMEA• Business Consultant specialising in SRM, MRO, eProcurment, Sourcing, Content and eMarketplaces across Europe HIGHLIGHTS
• Led teams and acted as a lead consultant in various engagements; both product related and consultancy.
• Acted as part of the central "e-marketplace" team after the i2 ; Aspect merger
• In 6 months, delivered major new name business sales (e.g. Corus >£2M, 4M in 2024 terms ) and consultancy engagements across Europe
i2 TechnologiesHead Global Solutions Consulting (COO), Energy & Chemical/Global Alliances Dir, Shell & i2DO Program
Jan. 2000 - May. 2004World Wide based in London• Operational COO and board member of global Oil Gas & Chemical "start up incubator" business carrying team and personal quota.
• Led sales & consulting team of senior industry professionals globally
• Accountable for Channel & Alliance Partner relationships & joint Go to Market activities. • Accountable for relationships with senior C level people inside key customers globally e.g. Shell. HIGHLIGHTS
• Built a qualified team opportunity pipeline of US$ 28M & revenue US$ 10M from zero in 12 months.
• Established and led successful Joint Go To Market team with Shell Global Solutions
• Personal campaigns in SRM & Supply Chain in “direct/indirect/virtual” implementations (US$200K to US$4M ea)
• Designed and institutionalised new business development, sales and operational processes, governance and reporting to minimise administration & optimise productivity.
• Created Value Based consulting/sales methodology for use in Energy & Chemicals industry
• Moulded culturally diverse people into a unified and energised global team.
SAP UKBusiness Consultant , Principal Business Consultant, Team Lead
Jul. 1996 - Jan. 2000UK & Ireland based in London• Recruited to help build new UK "Start up incubator" business practice in Public Sector & Utilities
• Lead consultant in major campaigns in central/local government, utilities and academic organisations.
• Moved into Private Sector & Specialised in physical supply chain and logistics.
• Focused on Process Industries & GPG Food and Drink sectors.
• UK representative in the SAP Global Chemicals and Pharmaceuticals International Business Unit
• Accountable for Business Development & major client management worldwide HIGHLIGHTS
• Team Leader & Lead consultant – large/complex deals e.g. global £130M pharma project (240M in 2024 terms).
• Delivered number of new large (>£2M each ,£4M in 2024 terms) names to the client list in UK and globally. • Gained deep knowledge of SAP SD,MM,PM,PS,LES,APO
• Helped introduce & establish "ValueSAP" methodology.
• Exceeded personal quota every year.
JBA UK, JBA International (Leading independent software IBM Agent at time)Snr Pre-sales Consultant, Principal Consultant, International Business Development Manager
Feb. 1990 - Jun. 1996World Wide based in UK• Secialising in Logistics and Distribution particually in CPG & Foods and Drinks sectors. • Presales activities, investigative consultancy and post implementation ‘health checks’ • International Business Development Manager for the Logistics & Distribution products within JBA world-wide. HIGHLIGHTS
• Engaged with large number of customers across diverse industries in “Mid-Market” sector. • Expanded existing footprint in base customers and helped add many new names.
• Exceeded personal and team quota every year
• As Global International Business Development Manager drove the growth of the virtual product P&L across the regional organisation. Accountable for the road map & roll out between product development and the field.
Hoskyns Group plc (Now Capgemini)Principal Consultant, System Development Manager, Head of Consulting Delivery
May. 1985 - Feb. 1990Europe Wide based in UK• Project Management Program Management Change Management • Client Account Management and consultancy across Europe. • Technical, managerial and consultancy duties on many varied client projects including large systems analysis and design and computer network design
• Sales support including several feasibility studies while building product practice especially in Switzerland and Holland. • Head of Production & Quality Manager for HP North, accountable for performance of all diverse services to clients (pre-sales, implementation project portfolio, R&D, consulting, training and support). HIGHLIGHTS
• Leadership of 70+ staff in post & pre-sales consulting & services delivery (approx equivalent to £85M turnover in 2024 terms).
• Successful Client and Rollout project management and engagements leading to increase in business & new reference customers.
• Software Product Development & Product Release Manager for successful new Hosykns mainline products (development, releases and roadmap).
• Acted as divisional quality manager during successful ISO9000 accreditation
Kewill Systems (Key UK Manufacturing Software Company targeting “small & mid-market”)Senior Analyst / Programmer, Technical Support Manager
Jan. 1982 - May. 1985UK
Data Logic (Raytheon) LimitedTrainee Programmer, Analyst / Programmer, Programmer
Aug. 1978 - Jan. 1982UK
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