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Managing Director, VP - EMEA, Sales Director - EMEA

Work Experience

PROFESSIONAL EXPERIENCE:

03/2004 – 11/2004
Onyx Software Ltd., Bracknell, UK
Managing Director & Director of Sales & Marketing EMEA
Full P&L responsibility as geography head for EMEA. Managed all aspects of account management, marketing, sales & professional services. Developed the current “go-to-market” strategy and re-built the EMEA organisation from the ground up.

06/1998 – 01/2004
Siebel Systems, Inc., Amsterdam, The Netherlands
Director of Sales EMEA (Europe, Middle East, & Africa)
Full P&L responsibility for EMEA-wide operation including 4 distinct sales teams (enterprise, mid-market, installed base / account management, & partner sales), a pre-sales team, and a telemarketing team. Managed 60+ employees.

01/1993 – 06/1998
Accenture (Andersen Consulting), San Francisco, USA & Nice, France
Senior Manager, Pre-Sales & Business Development
Developed software partnerships, visioned & built prototypes, managed a sales & pre-sales team of 10-12 selling bespoked applications & services to Fortune 100 customers.

01/1992 – 01/1993
Altamedia Web Design, USA
Manager - Web Development Team
Managed a team to develop websites, including JavaScript authoring, and Java programming.

01/1991 – 12/1992
University of Central Florida, USA
Technology & Delivery Manager
Managed a team of 8 responsible for all aspects of solution delivery to 1000+ users.

01/1989 – 12/1991
Uptime Technology Systems, USA
Regional Sales Manager
Managed a team of 4-6 selling sales force automation to real estate clients.

01/1986 – 12/1989
Held a number of field and tele-sales roles offering B2B and B2C solutions.


CAREER DETAILS & ACHIEVEMENTS:

Onyx Software Ltd. 03/2004 – 10/2004

Role: Acting Managing Director & Director of Sales & Marketing, EMEA (Europe, Middle East, & Africa)

Responsibilities:
• As acting Managing Director of EMEA, I began rebuilding and revitalising the EMEA team resulting in two new EMEA sales offices (Berlin & Madrid) and the EMEA organisation realising its first profit in company history during my second quarter with Onyx.
• Profitability was achieved via restructuring all aspects of the organisation (account management, marketing, professional services, R&D, and sales) while dramatically accelerating sales across EMEA by narrowing the sales focus to three vertical markets (Financial Services, Government, & Telco). Additionally, the alliance and channels organisation was re-developed to provide a profitable and structured framework to support accelerated indirect sales and long-term growth.
• As the head of the EMEA geography, maintained full P&L responsibility for the region. I was also a key member of the Onyx executive team and worked directly with the CEO and the two other geography leaders to define global “go-to-market” strategies to achieve accelerated revenue targets. The results included the development of the new telco vertical offering, the re-vitalisation of the financial services and public sector verticals, and rationalisation of the product portfolio to bring Onyx in line with its core competencies.
• As Director of Sales, an EMEA “re-entry” plan was developed to provide a framework for accelerated and measured growth in target markets across EMEA over time. Based upon the success of this plan, the EMEA partner model was used as a framework for global partner management. Additionally, I was appointed as the interim head of Global Sales Operations in order to deploy my direct sales model across the global organisation (sales strategy, methodology, global account definition & sales tools).
• In order to re-vitalise sales performance in the local government market, I planned, developed, and managed the first release of the Onyx government vertical to drive sales and thought leadership within the EMEA public sector market. Results included a dramatic increase in sales revenue, industry thought leadership recognition, and the first release of a full Government vertical offering (in multiple languages).
• As Director of Marketing, the EMEA team was re-built to proactively identify and develop leads for each of the three direct sales offices across EMEA. Additionally, the Marketing team worked closely with key partners to host co-marketing events and seminars. Lead generation achievement was grown from a historic 20% to over 120% in my first quarter. The team also worked closely with the press and analysts across EMEA to achieve an accelerated amount of activity in support of the aggressive sales strategy (and to meet Gartner’s marketing milestones for the first time in company history).

Achievements:
• Closed more revenue during my first quarter managing the EMEA team than the previous three quarters combined.
• Developed and closed the largest sales deal of the year globally during my second quarter.
• Grew a tactical relationship with a key UK-based telco company into a strategic partnership and key vertical offering (also the largest sales deal in company history over the next three years).
• Additionally, I planned, developed and released the first version of the company’s Government vertical offering while re-focusing company efforts in that market.
• Key wins that included my direct involvement: Amway, Cambridgeshire County Council, Costa Crociere, Knowsley Metropolitan Borough, London Borough of Lambeth, OGC Buying Solutions, Pirelli, Tietoenator, Telefonica, & NTL.

Performance against Targets:
FY 2004: 165 % [Achieved $5M in two quarters (Q2 & Q3) against a pro-rated annual team target of $3M]


Siebel Systems, Inc. 06/1998 – 01/2004

Role: Director of Sales, EMEA (Europe, Middle East, & Africa)

Responsibilities:
• From Q1 1999, I rebuilt an EMEA-wide sales & marketing operation headquartered in Amsterdam and including remote offices in six countries. I planned, designed, and hired 4 distinct sales teams (enterprise sales, mid-market sales, installed base sales / account management, & channel sales) resulting in a team of more than 60 professionals. Also responsible for full P&L of the Amsterdam operation.
• I developed targeted sales messaging, sales strategies, and team goals in support of each of the distinct sales teams. Additionally, rules of engagement were developed to allow each of the direct sales teams and the indirect sales team to work closely together as one unified sales organisation across seven countries.
• Based upon a EMEA-wide market analysis, I targeted key vertical industries by region. The resulting regional sales teams targeted dominant vertical industries within each region. Target industries included: Asset Management, Financial Services, Field Service, Healthcare, Hi-Tech, Manufacturing, Mid-Market, Public Sector, & Utilities.
• In an effort to increase the effectiveness of my sales organisation, I developed a sales training and mentoring program including both internal sales methodologies (Miller Heiman & Target Account Selling) used across EMEA.
• To increase customer satisfaction across EMEA, I was appointed to mitigate any customer satisfaction issues with existing customers. Working closely with Professional Services, my account management team reduced satisfaction issues dramatically within the first two quarters of the program’s inception.
• I developed a partner management framework to effectively manage channel sales partners, including: distributors, resellers, VARs, & system integrators. This framework was used to set rules of engagement between our sales force and more than 20 partners’ sales forces within EMEA as well as provide a grading system (“balanced scorecard”) for each partner’s sales and implementation teams.
• Given the complex language and cultural differences between regions, I designed employment specifications and hired a team of 15 Pre-sales Consultants consisting of localized members distributed across EMEA. Each Pre-sales Consultant had a blended field sales manager and technical role. Under my direction, my pre-sales team was responsible for developing multi-lingual demonstration capabilities (in 8 languages) for the worldwide organization. Based upon the team’s experience and skill sets, this team became the globalization experts for the worldwide sales organization and was utilized for key multi-lingual sales opportunities.

Achievements:
• Within the first year, grew the sales & marketing department from 0 to 60 sales professionals and increased revenues from $18M in FY1999 to a high of $67M in FY2001.
• Maintained the highest close ratio of any Pre-sales Consulting team globally. As an indication, every member of my team attended Presidents Club in 2001. Team awards also include: Customer Satisfaction Team of the Year Award – 2002.
• Personal awards include: Sales Manager of the Year Award – 2000, 2001, Presidents Club – 1999, 2000, 2001, & 2002.
• Key wins involving my direct involvement/closing at CxO level include: ABN AMRO (Private Clients), Aventis SA, Banco de Investimento Global, Barclays Bank (Service Provision), Broekman Group BV, Credit Lyonnais (Asset Management), El Ajou Bank, Electricite De France, ENECO BV, HTS Deutschland GmbH & Co., ING Bank (Service Center Claims), Morgan Stanley (Service Desk), MCI Worldcom International Ltd., NRG Group UK Limited, Nuon BV, Royal Bank of Canada Channel Island Ltd., RWE BV, Shell Oil BV (Service Claims), Zellweger, & Zwitserleven.

Performance against Targets:
FY 2003: 78 % [€47M achieved while reducing headcount a further 25% against an annual team target of €60M]
FY 2002: 85 % [€63M achieved while reducing headcount by 75% against an annual team target of €75M]
FY 2001: 112 % [€67.25M achieved against an annual team target of €60M]
FY 2000: 101 % [€43M achieved against an annual team target of €40M]
FY 1999: 90 % [€18M achieved against an annual team target of €20M]


Role: Sales Consulting Manager, Western Region – North America

Responsibilities:
• I planned and built a combined sales & pre-sales consulting team specifically focused on the Hi-Tech and Financial Services industries. Team direction and goals were based upon a thorough analysis of the market space and the new Siebel vertical application sets. Responsibilities included building group requirements, hiring, and mentoring the team as a whole.
• To further the effectiveness of the sales and pre-sales teams, I developed the Siebel Demonstration Environment to enable each sales and pre-sales professional to give live product demonstrations quickly & easily based upon pre-defined scenarios and scripts. This tool was later adopted globally and its supporting team rolled into Sales Operations. Additionally, I managed the Siebel presentation & demo certification program.
• Acted as a key resource in developing associated business and sales processes to support a combined sales & pre-sales consulting team’s interaction with their associated sales force. Developed a virtual sales model that incorporated virtual selling and demonstrations with live meetings and customer interaction. This model allowed sales and sales consulting professionals to work a higher volume of deals with shorter sales cycles.

Achievements:
• Quarterly revenues in the Western Region were the highest in North America after the virtual sales model was incorporated for every quarter since Q3 1998. Set the bar as a Sales Consulting Manager. Awards include: Rookie of the Year Award – 1998.
• Personally closed key accounts such as Answer Financial, Cars Direct, Delta Dental, Financial Engines, Fujitsu, Health Dialogue, Gateway, Loan City, Micron, State of California, & UMB Bank to earn the Western Region Team MVP Award in Q1 1998 & Q2 1998.
Performance against Targets:
FY 1998: 150 % [$9M achieved in two quarters (Q3 & Q4) against a pro-rated annual team target of $6M]



Accenture (Andersen Consulting) 01/1993 – 06/1998

Role: Senior Manager, Pre-Sales & Business Development – Sophia-Antipolis, France

Responsibilities:
• From Q1 1998, I spent two quarters building an EMEA-based sales/pre-sales team & demonstration centre (including: staff, facilities, and sales methodology) in Sophia-Antipolis, France. Grew the team from 0 to 5 professionals over two quarters.
• I developed, marketed, and sold a bespoked application targeting the Manufacturing industry supporting Asset Management, Customer Service, JIT Warehousing, Logistics & Reverse Logistics, Partner Portal, Procurement, and Supply Chain Management requirements. Software applications included: Siebel CRM, PeopleSoft ERP, iLog Product Configuration, and network security elements.
• Developed a partner methodology to incorporate several key French implementation partners into the sales model and increase sales coverage into two additional regions.

Achievements:
• Actively lead a 5 person sales team (sales & pre-sales) in closing over $10M during a three quarter period.
• Key wins included: Dassault Aviation and Renault Motors (both over $3M deals).

Performance against Targets:
FY 1998: $10M annual achievement in two quarters (Q1, Q2)


Role: Manager, Pre-Sales & Business Development – Palo Alto, CA

Responsibilities:
• In recognition of my skills and achievements, was offered a position in the Research & Development (CST) group (Accenture promotes its upper 1% of 65,000 consultants on a yearly basis to join its pre-sales, visioning, and R&D groups located in Palo Alto, CA and Sophia-Antipolis, France). I remained within the CST for the last 4.5 years of employment with AC.
• As a member of the CST & eCommerce line of business, my major responsibilities were:
o Development of a demonstration centre including: development of facilities, hiring of staff, day-to-day operation, and managing of a pre-sales team (6-8 consultants).
o Qualification, RFP/RFI management and generation, business requirements gathering, development of customized demonstrations and proof of concept prototypes.
o Leading of an 8 person sales team (sales & pre-sales) in direction and strategy during any given sales cycle. This involved active participation in every aspect of any given sales cycle.
o Leading field-based demonstrations of products to most of the Fortune 100 companies.
o Leading visioning workshops / requirements gathering sessions.
• Besides running the demonstration centre, day-to-day responsibilities included adding leadership to the research, architecture, and development of leading and emerging technologies to bring to market for the eCustomer Relationship Management and eEnterprise Business Solutions groups.
• Managed the productization of bespoked applications & services sold by Accenture, including products such as Ariba, Business Objects, Clarify, Kana, PeopleSoft, SAP, Siebel, and webMethods.
• Additionally, I managed re-development and verticalization of bespoked applications for key markets such as: Financial Services, Healthcare, Hi-Tech, Manufacturing, & Telco.

Achievements:
• Total value for all accounts closed from 1996-1997 (almost two year period) in excess of $120M.
• Successful wins include: Air Liquide, Alcoa, Compaq, Gateway, Iridium, Novell, Sharp Electronics, and Sony Worldwide ($42M).

Performance against Targets:
FY 1997: $85M annual achievement
FY 1996: $35M annual achievement
FY 1995: $20M annual achievement in three quarters (Q2, Q3, Q4)

Education

1990 – 1991 Master of English Literature, University of Central Florida, USA
1990 Studied English Literature, Cambridge University, Cambridge, UK
1988 – 1989 Bachelor of English / Bachelor of Psychology,
University of Central Florida, USA
1985 – 1988 Bachelor of Design, University of Florida, USA

Skills

I am a results oriented general manager with strong sales & marketing skills achieved through working with, and leading, software companies in EMEA and North America such as Accenture, Onyx Software, & Siebel Systems. My strength is developing and driving business through bringing together teams of talented sales professionals to achieve aggressive sales and business goals via solid business strategy and execution.

Languages

English - native
Dutch - basic spoken
French - basic spoken, intermediate written

Other

Management Training:
Competitive Advantage Using ROI & TCO, Effective Presentations, Employment Law, Executive Selling Skills, Managing Up!, Managing Effectively, Miller Heiman, Recruiting Effective Prospects, Sales Effectiveness, Spirit of Facilitation, Situational Leadership, Situational Negotiations, SPIN Selling, Strategic Selling, Target Account Selling (TAS), Value Vision Sales Methodology.

Software Experience:
Ariba, C, C++, MS IIS, MS Office, MS Project, MS Site Server, MS Visual Studio, .Net Framework, Oracle, Onyx CRM, PeopleSoft, SAP, Siebel, SQL, UNIX, webMethods (XML).

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