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Work Background
PaligoHead of New Business & Partnerships
Apr. 2023Dublin, County Dublin, IrelandHelping Technical Writers to get it done by saving up to 85% content in re-use across platforms! Leading a team of GTM AE's in new business across direct and channel globally. Author, Publish, Re-use and translate on-time and under budget.
Single Focus TalentCo-Founder, CEO & Executive Director
Jul. 2017 - Mar. 2023GlobalThe PEN System to UNLOCK Global Talent
Integral Board Group, LLCBoard Advisor in Sales Leadership & Digital Marketing
Jan. 2015Greater New York City AreaAn Invite Only Group of Industry Specialists. Integral Board Group is a disruptor to the typical Board of Directors or Board of Advisors model. We are a Board as a Service (BaaS). Our unique approach as a Board Service Provider (BSP) enables your business, of any size, to benefit from the diverse collective of a ready-assembled team.
HubSpotGenerating Quality Leads | Inbound Marketing Specialist EMEA at HubSpot
Jun. 2013 - May. 2015Dublin- Responsible for building out HubSpot's dynamic and comprehensive SaaS outside North America in the enterprise space.
- Hired as one of the first 20 employees at the Dublin office
- Advise businesses on shifting their marketing focus from offline to online to leverage their web presence as a key driver for lead generation and ROI
- Qualify, negotiate and close large SaaS deals for the EMEA region
- Consult directly with clients and partners on unifying aspects of Email automation, Stranger to visitor attraction, Social Media Management and offer more leads for business's to really be success
Get FocusedChief Revenue Officer (Director of Sales)
Mar. 2013 - Mar. 2018Dublin, LondonDo you need to grow your sales pipeline? We grow your business by engaging your target market and bringing them to you. No one wants to be sold to, the world has changed people will block out your outdated push strategies. Today marketing is about knowing what your target market is asking and answering it for them. Have you asked yourself do you add value to the process and pay that forward? We'll transform your website into an engagement machine in a way that allows you to give away driving lessons for free and maximise engagement across your demographic, but at the end of the day if your audience wants to drive, you sell cars! Book in your free business strategic review: https://offers.getfocusedonmarketing.com/audit-your-lead-funnel
Quest SoftwareEMEA Head and Sales Director Scriptlogic Software (A Quest Software Company)
Dec. 2010 - May. 2013Cork, Ireland- Manage a team of Pan EMEA Reps Pre-Sales, Insides Sales, Field & Channel Sales and Renewals (12 Direct Reports)
- Forecast and deliver revenues within and beyond the expectations of the business
- Hire and co-ordinate a team to operational deliver revenue from a P&L perspective
- Develop and manage strategy for the customer value proposition
- Co-ordinate and deploy key customer engagements such as webinars, and live events
- Develop a plan to integrate a growing and diverse set of products within several BU's across a portfolio of some 300 Quest software solutions
- Ensure my Business Unit always operates at the best of it's operational effectiveness and within P&L criteria
Three.Contact Centre Implementation Manager Retentions Strategy Consultant
Jan. 2009 - Jan. 2010As a contract consultant my role was to provide key operational strategy and support to the business’s demanding and growing customer base. The customer options team required an alternative approach to effectively plan and manage their retentions team for both business and consumer teams in the Mumbai Contact Centre, India. • Was responsible for moving contact centre team from India back to an Irish based call centre for a strategically significant function.
• Member of the Contact Centre Senior Management Team
o Supervised, developed and mentored 3direct reports: Team Operations Manager, 2 Team Leaders who have overall responsibility for 33 front line people
• Developed strategic plan to deliver targets on
• Conducted 1:1’s with all individual agents to understand motivations and goals in line with business’s overall direction
• Responsible for scaling team from 21 agents to 33 agents in a six week period
• Coach, mentor and up-skill contact centre agents in line with company strategic direction
• Manage external relationships with 3rd Party channel: Car Phone Warehouse, 3G, Pure, Commercial Wireless
• Manage campaigns with outsourced call centre to deliver on overall customer experience strategy
• Manage and develop tactical offers allowing delivery of upgrade and inbound retentions of customers • Monitor key industry developments to deploy tactical responses while working collaboratively for proactive market product launches ensuring operational readiness. • Ensure agents have a consistent awareness of 3’s market offerings to retain customers with a continuing contract
• Devise calibration workshops to share key best practice amongst strongest individuals
• Deploy and managed lifecycle propensity model to monitor each customer interaction point with the contact centre. • Increased contact centre performance by 67% in 12 weeks which lead to an overall reduction in Cost to Retain Customer.
Novosco LimitedConsultant Business Development/ Sales
Feb. 2008 - Oct. 2008My role was to consult with clients in relation to a broad range of virtualisation products, including Microsoft, VMWare, Citrix, Riverbed and the EMC Storage platforms. In addition to this I also worked on managed services as well as pure service and support. This is very much a business development role since the company was in a start-up and incubation mode of operation. • Selected for position over 49 other qualified candidates
• Acted as a primary contact for initial and escalated customer service issues
• Manage the existing customer relationships to ensure a outstanding relationship
• Build and manage a pipeline in a long sales lifecycle • Profile and understand key business opportunities and customer pain points
• Negotiate large opportunities at board level to communicate key value add propositions on strategic IT projects
• Generate new business while hosting customer focused key engagements and events
• Manage an existing account base while maintaining key relationships
• Integrate with complex environments by providing proactive based solutions
• Hired to recruit and manage a sales/ customer account management team
Dell ComputersEnterprise Sales Manager UK Reseller Channel
May. 2007 - Feb. 2008Having gained vital skill and experience in coaching and people management, this role was to lead a team of nine account managers within the U.K. Channel. This channel is uniquely different which has differing challenges when compared to a direct channel to which I have been a large contributor in light of establishing this channel for Enterprise products within the marketplace. The key message was in understanding how value-added resellers contribute to Dell’s product portfolio. The Enterprise target amounted to 27% of the total Revenue mix that being $1.5m per month. • Average quarterly sales attainment 135%
• Lead a team of nine people to achieve an Enterprise Target
• Worked strategically within the partner distribution channel with both end users and partner sales executives to manage project deployment • Allocate target and ensure the team is effectively developed from a sales and customer services perspective to overachieve on a target
• Positioned the org. structure of the team to ensure customer understood the role of each member of the team
• Provide regular feedback on key wins and development areas for each account manager
• Proactively develop accounts while boosting their profile to develop accreditation to foster further business relationships by positioning myself and other key team members
• Co-ordination of reseller training programmes to ensure adequate awareness of product portfolio and addition of genuine value adding services are provided for
• Both deliver and develop key initiatives to drive sales of particular product solutions
Dell ComputersEnterprises Sales Manager –Irish Market Segment
Jan. 2007 - May. 2007Being part of the virtual team this role was to lead a team of ten sales representatives within Ireland to focus on key technical products and to provide Enterprise solutions to customers while maximising sales leads and delivering complete end-to-end experience to foster lasting customer relationships. The role requires a degree of face-to-face interaction and interpersonal skills with key follow up on a consultative and project management basis from traditional transactional customers. • Average quarterly sales attainment 120%
• Hands on experience at driving correct behaviours at sales rep level
• Lead a team of twelve people to achieve an Enterprise and Storage target
• Developed an approach to understand customer requirements to pay attention to key aspects of the conversation toward effective lead generation
• Created and delivered workshops/ training in light of business goals
• Worked cross-functionally with marketing to develop and deliver new campaigns to realise key business goals
• Assisted my other team members with compiling and validating quotations
• Demonstrated departmental savings of $150,000 within my segment while increasing revenues for Dell’s server and storage products, (Green Belt Six Sigma Certification Project)
Dell ComputersConsumer Sales Manager/ Sales Coach – UK and Irish Market Segment
Jul. 2006 - Jan. 2007This role made use of my people management and development skills to drive a team number within the business. This role was very much hands-on and was my first exposure to team leadership, people management and effective coaching techniques. I developed a consistency to overachieve on presented targets through diligence and attention to detail. • Average quarterly sales attainment 140% • Hands on experience at driving correct behaviours at sales rep level
• Lead, developed and coached a team of ten sales representatives and at time up to 30 throughout the whole department for consumer based product sets
• Was responsible for hiring and placing of staff with the consumer segment, all candidates I put forward promotion were accepted based on interview and my recommendation
• Identified a clear gap in training and in turn developed “The Enterprise Conversion Programme” to up-skill sales representatives to sell Server, Storage based product sets. Enterprise sales (core infrastructure) increase share of wallet and provide more customer product coverage while critically deepening trust and extending the customer relationship
The programme then became a prerequisite for Interview to Business Sales.
Demonstrated an increase of 500% in sales as a new hire
Dell ComputersSenior Relationship Corporate Account Manager – UK Market
Aug. 2005 - Jun. 2006During my time as a Relationship Account Manager I established myself as a highly reliable member of my team. I consistently sought new activities to challenge me in my own development in a dynamic and ever changing environment. Given my experience in championing customer experience through a family business in addition to my technical background I was able to maintain and foster an exceptional customer experience and over deliver on targeted goals. This role required and ability to influence key decision makers with organisations to communicate all aspects of the Dell portfolio while co-ordinating with specialists when required. Our role on the acquisitions team was to pull and push accounts dependant on revenue spend criteria, so initial contact was key to our success. • Average quarterly sales attainment 160%
• Accurately profiled customers accounts according to RAD, (Retention, Acquisition and Development) criteria
• Took ownership of issues, even in case where I was not directly responsible to allay customer concerns and deliver a positive outcome
• Provided strategic input during team/ senior management meetings toward improving and driving desired results for weekly, monthly and quarterly time frames
• Acted as assistant Sales Manager in their absence and reported directly to senior management
• Monitored competitive activity within accounts and took appropriate proactive/ re-active measures to protect existing revenue base and growth activities
• Produced detailed Project Proposals (using MS Visio Power Point) which assisted in closing deals
• Co-ordinated with the Technical Manager to engage in new programmes such as Electronic Marketing Campaigns & other External Enterprise Focus Activities
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