Business Development Director EMEA at Zendesk
Computer Software | London, United Kingdom, GB
Sales and Business Development professional with over 12 years experience and a proven ability to develop strategic alliances, build new sales channels and lead business transformation. A skilled people manager, manager of alliances, and developer of new market opportunities.
Being a dynamic self-starter, with a “can do” approach to work: energetic, enthusiastic, hardworking and a quick learner. My approach to business is that of a solution provider for both internal and external customers, ensuring both parties are satisfied.
Having spent time working in large corporates and startups I have a deep understanding of the complications in building partnerships with both and driving that partnership forward into a long term bi directional relationship.
• Sales Management & Leadership
• New Business Development.
• Key Account Relationship Management
• Software & IT Services demonstrations
• Solution Definition & Delivery
• People Management & Facilitation
• Creative Thinking & Enablement
• Creating enhanced business relationships
• Recognized Social Media advisor
• Community builder
• Social Customer engagement methodology
• SaaS (Software as a Service)
• Experienced in advising/selling SaaS Social media focused products
• Big Data focus.
Holds a MA Social Media
- Business, & Market Development
- Revenue generation.
- Big Data
- Technology Adoption; Strategy and Roll-out
- Alliance & Channel Development
- Social Media strategist
- Network Connector
- Team Building & Leadership
- Community management
- Customer Success
Specialties: Financial Services, Start Ups, Web 2.0, Enterprise 2.0,SaaS, Cloud computing,relationship building, business development, Networking, channel development, event management, coordinator,sales leader, sales channel,development.community management,social media strategies, advisor,mentor,alliances partner,networker,sales,virtual teams,team building,mentoring,advisor,community manager,community management, advisor,sales,social media strategist,brand advisor,network connector,big data,social crm
2013 - Present
Business Development Director EMEA / Zendesk
Responsible for building out a high performance partnership network across Europe executing sales across all market segments, whilst constructing a compelling channel proposition to drive longer term growth.
Responsible for building a pipeline in all territories and sectors whilst monitoring close rates, developing a long term partner enablement program with assets in place to accelerate partner sales opportunities.
Head Business Development / DataSift
Building a partner eco system focused on extending out the platforms abilities of pushing data direct into the BI/Analytics landscape via Databases, Data Warehouse and direct into applications to widen out the revenue opportunities for ourselves and partners.
Head Client Services - DataSift / DataSift
Heading up a presales and support team across Europe working with large corporate clients to enable them to use social data in their organizations, selling services alongside the platform whilst building out a Professional Services team to deliver consulting and project management. This role is purely client focused and entails myself and my team articulating a clear proposition to the client on the benefits to their organisation, how it will fit into a social solution in order to engage with their customer at a much deeper level in real time and overall increase opportunities to sell/retain customers.
Me / The man in the shirt
Boutique consultancy on new media, helping organisations navigate new means to communicate internally, whilst increasing the communication channels to customers and turning them into two way conversations. Services around business development, idea creation, event inspiration and community building, built brands such as www.bigdataweek.com (Founder) and www.flowerytweetup.com (co-founder)
Business Development / Oracle Corporation
Business Development in Technology Marketing EMEA. Built and implemented the use of new digital media to enable pipeline generation into the financial services sector, through the use of social media tools focused the team on direct targetted leads, and consulted on overall strategy for the implementation of social media tools long term.
Manager Startups and Emerging Markets EMEA / Sun Microsystems
Manager Sun Startup Essentials EMEA
I Managed Sun's new target growth business unit Europe,focused on SMEs/startups, owning the sales target for EMEA, challenged with increasing brand awareness, marketing supporting for a virtual team of 10 people across multiple European countries. Owning the goal to deliver new customers to Sun, entailed managing the EMEA marketing budget for sponsorship and supporting activities whilst also publicly representing Sun as a spokeperson.
Running and utilising virtual teams across multiple marketing/sales business units helped enable me to grow a $m dollar business unit in under 18 months by reacting to the market needs quickly and efficitently, focusing on the customer.
*Developed Customer Reference Resource and Public Facing Statements
Drove and succeeded in gaining 12 customer references for Sun Microsystems with brands such as last.fm, glasses direct and tweetmeme, helping enable the community to promote themselves but also demonstrate how a large corporate has helped small companies succeed and save cost
*Public face of Sun Startup Essentials
Represented Sun Microsystems across Europe and US at public speaking events, press interviews, video interviews and internal partner/sales events. Recognised by the global startup community as the face of Sun Startup Essentials, and thus Sun's brand and products.
Built an awareness of Sun across Europe in a predominantly cloud/Dell/HP focused marketplace, helping to soften Sun's brand and creating new advocates to evangelise the organisation.
• Managed/delivered/organised over 30 events a month to influencer's, VC's, press and customers
• Leveraged web communities, social networks and startup communities to achieve critical mass
• Managed backend processes, program catalogue and discount structure.
• Actively grew a community and targeted new market adoptions and campaigns, to leverage incremental revenue oppn.
*Managed partner relationships.
ISV Partner Manager EMEA November 2005 – November 2007 / sun microsystems
Owned the UK and Ireland goal to migrate 250 ISV's onto latest version of Solaris across all sectors.
Define 5 sector specific account plans and focused technology/commercial account plan, to cover government, finance, telco, education and healthcare.
Manage commercial aspects of multiple partner relationships, including 5 resellers, channel development, ISVs and implementation partners looking at a revenue to Sun of $50m+
Extended out “Make IT fly” to a wider audience and continued to build a developer community around Solaris/Java.
Systems Engineer - Technical / Sun Microsystems
Sun System Engineer UK – January 2001 – October 2005
*Joined the pre-sales Systems Engineering team to spend more time in front of clients influencing technology decisions.
*Designed and architected end user solutions into the financial services sector.
*Supported ISV partner community in multiple sector opportunities to increase attach rate and decrease sales time cycle.
*Supported the developer community through Make IT fly a IT workshop held every quarter to educate developers on latest technologies.
Sales Development / Sebden Steel
Responsible for account development and growth targets in Top 5 accounts