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European VP

Work Experience

European V.P., (Name withheld) Jan 2001– Present
- UK software company, that has developed technology for mobile devices such as Communicators, SmartPhones and PDA’s.
- Report direct to CEO, responsible for licensing the technology to European OEMs.
- Opened London Office (Chiswick Park), hired Marketing & Communications Director. Worked on Corporate Branding issues, developed strategy for web-site etc.
- Work with OEMs to get technology onto prototype devices. Currently negotiating licences with a number of OEMs.



Group Mergers & Acquisitions Director, Nettec PLC March 2000 – Dec 2000

- Nettec PLC is an interactive integrator focused on delivering large scale eBusiness solutions (i.e. £2m +) to FTSE companies in the B2B (business-to-business) space.
- Reported to Chairman, work closely with CEO and Group Financial Director. Focused on acquiring small to medium-sized companies in France, Germany and UK.
- Responsible for all M&A activity: identifying target companies (Europe), making initial approach, structuring the consideration, negotiating the deal, instructing auditors and lawyers; and managing the whole process to completion - followed by hand-over for integration.
- Also responsible for Nettec’s Greenhouse Incubator. Tasked by Board to develop new strategy. Role includes working with joint venture partners, venture capitalists, agents, banks and other incubators to identify equity investors and JV partners.
- Took lead role in a mediation dispute; prepared and delivered Nettec’s case and negotiated successful conclusion.
- Successes include: completing first acquisition within 2 months of joining. Acquired 5 businesses within 7-months.
- Took package to leave, after profit warnings halted Acquisition program.


Director, eCommerce Division, The Dialog Corporation PLC Aug 96- March 2000
(formerly Director, Strategic Alliances & Special Projects)

- Dialog is one of the largest online providers of business information (Market Research, News, Company reports etc).
- Reported direct to Dialog’s CEO, responsible for eCommerce Division with M.D. + 2x Assistant Directors reporting to me.
- Promoted from Director, Strategic Alliances & Special Projects - responsible for all non-core business with 1999 P&L £12.6m and 70 staff. [1998 P&L £9m, approx. 43% net profit]

eCommerce
- Started the eCommerce division at Dialog. Developed eCommerce strategy, presented and approved by the Board to start new business venture within Dialog.
- Developed proposal for acquiring write works Ltd (£5.5m). Responsible for due diligence process, structured the deal and concluded the negotiations for the final agreement. Managed the post-acquisition organisational changes; integrating new staff in the company, putting a new structure in place. eCommerce division run by an M.D. reporting to me.
- Public speaking on eCommerce and other Internet issues.

Strategic Alliances
- Leverage Dialog’s technology, licensed data and existing relationships through alliances with 3rd parties to build OEM-branded products to sell business information to their client base.

- Completed complex negotiations with major UK and US Alliance Partners in the Online, Internet and Business Information industry (BT, NatWest, CompuServe, AOL, Telebase etc.) - Oversee project management and software development to tight time-scales & budgets.
- Negotiated sale of Japanese agency rights to subsidiary of Fujitsu (G-Search). Traveled to Japan with CEO to conclude the agreement. Negotiated at Board level with G-Search and Fujitsu. Recruited Japanese language speaker to manage the agency relationship, as well as regular conference calls to Japan.
- Negotiated sale of South African agency rights, traveled to South Africa to conclude the agreement.

Special projects
- Won tender for DTI Export Sales Leads Service. Accessible from the TradeUK web site, provides a free database of export sales opportunities.
- Structured the tender and concluded the final negotiations, including negotiating transfer of assets from previous operator of the service (C&W), transfer of staff (TUPE) and transfer of intellectual property and licence rights from ICL.
- Hired Operations Director to run daily operations.
- Negotiated exclusive rights to host, manage and commercially exploit the “The Enterprise Zone” site.



Sales & Marketing Manager, Xyratex 1995-1996

- Consultancy division of major UK IT manufacturing plant.
- Managed sales & marketing teams across 3 different product groups (XY Query, SGML/HTML and CTI).
- Major task was to evaluate current business situation (inc. skill set and market opportunities) and devise strategic plan for the group.
- Produced Business Plan which led to the re-structuring of the Consultancy Group into a single integrated Business Unit. Unit was then successfully sold to Platinum Solutions (US-based systems integrator).
- Responsible for planning & execution of the marketing plan, inc. 2 major exhibitions (Internet World & Finance IT).
- Responsible for managing P&L, inc. revenue, incentives, expenses, costs, marketing etc.
- Successes included Sale of division.


Regional Sales Manager, ADOBE Systems Europe 1992 - 1995
(incorporating role of Business Development Manager)

- Developed market for Adobe Acrobat. Wide area of application, from Electronic Publishing to Document Management.
- Managed first Sales Team in Europe, successfully developed UK market from scratch to 175% of target. This experience was used to develop other sales teams in Germany and France.
- Responsible for launch of two new products (Acrobat v2.0 & Adobe Capture v1.0).
- Licensed technology to Integrators, OEMs, Software Vendors and Publishers.
- Developed strategic relationships with other Business Partners such as Telecos, ISDN providers, and Manufacturers.
- Arranged “bundle” deals with software vendors and distributors.
- Set up and developed a Partnership Programme of 35+ Partners, which generated more than 50% of UK revenue. - Handled top “House Accounts” for Acrobat, PostScript & Type. Included Arthur Andersen, BT, Glaxo, KPMG & Unilever.
- General promotional events with various User Groups & standards organisations such as X/Open, as well as Public speaking - represented Adobe at major seminars and trade shows.
- Successes included Unique first with an On-line Business Intelligence service (M.A.I.D) based on Acrobat, bundle with UK’s main ISDN supplier, major Acrobat & font licensing deals, X/Open adopting of Acrobat as standard, managing UK Beta program.


Business Marketing Manager, IBIS (formerly, International 1989 - 1992
Banking Information Systems; now named Financial Objects)

- International Software House providing AS/400-based banking solutions.
- Promoted from Major Account Manager in the IBM AS/400 marketing team to Business Marketing Manager.
- Responsible for business development of UK & European market.
- Produced 4.3M revenue in 1991, increased profits by 32%.
- 3rd largest IBM Agent in South-east.
- Negotiated commission structures with IBM for sales in France, Spain, Luxembourg and Eastern Europe.
- Established strategic alliances with 3rd parties in UK & Europe.
- Negotiated re-marketing agreements with suppliers.
- Managed salesperson, produced sales & product training programme.
- Successes included large contract in Poland ($10m), plus achievement of Top Quality Rating award from IBM UK.



Major Account Manager, Expertech Ltd 1988 - 1989

- UK-based Expert systems and Artificial Intelligence software house.
- Major Account and New Business sales of expert system packages into the finance sector.
- Concentrated on Credit-scoring and underwriting projects.
- Introduced unique Machine-learning package into financial marketplace.
- Successes included: large consultancy project for major mortgage lender, top UK sales person in
sales competition.



New Business Salesman, Sheer Logic Ltd 1985 - 1988

- New business sales of personal computers on City and West-end sales patch.
- Self-generated leads from high activity cold-calling, telecanvass etc.
- Vertical markets included legal & accountancy professions.
- Responsible for trainee salesman.
- Successes included significant sales into large accountancy firm, won prizes in 3 successive sales competitions.

Education

The London School of Economics BSc Economics, 2:1
King Edward VI (FW) Grammar School, Birmingham 4 A’Levels, 1 S’Level
Park Grove, Birmingham 11 O’Levels

Skills

Profile – Career Summary
European VP and former-CEO with strong commercial background - 17 years business development experience at top level (UK & International) in the IT industry; most recently in the Wireless space and previously in eBusiness and Internet. Experience of starting and growing 2 new business ventures as well as European Acquisition experience.

Key Business Skills & Experience includes:
* Managing business units with full P&L responsibility.
* International business & negotiation experience, inc. USA, Europe, Scandinavia & Japan.
* Mergers & Acquisitions, managing implementation of organisational change.
* Complex contractual negotiation, and Mediation experience.
* Business development through direct/indirect sales channels, strategic alliances, partnerships, joint-ventures and acquisitions.
* Software development & project management - new product development & product launch.

Personal attributes:
* excellent verbal, written and presentation skills.
* analytical mind, quick to assimilate and process information.
* comfortable with new technology.
* creative thinker; new ideas & concepts, good at problem solving.
* good at relationship building; internally and with customers & business partners.
* Goal-oriented, very persistent.

Ideal profile for a new career move
* CEO or other senior Director-level role.
* Technology or service-based company.
* Role requiring:-
- Strong character with commercial background
- Someone who knows how to start new ventures
- Cross-border Merger & Acquisition experience; origination, evaluation and execution.
- Strategic thinker with ability to identify and plan strategic opportunities.
- Able to develop and execute business plans, strategy.
- Experience of structuring and negotiating alliance deals; building alliances and partnerships.
- Self-starter, doesn’t need hand-holding.

Languages

English

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