Career Chronology

Sabbtical,, Volunteering

121 Personal & Executive Coaching

Consulting with equity companies regarding market for Open Source Software and Cloud Computing

Canonical Develops Open-Source internet & Security Software

Player Coach RolePersonally

• Managed Global Relationship with Infosys, HCL, Atos and Asia Resellers.
• leader team of Senior Alliance Managers in UK, USA, France and India.
• Recruited, mentored internal sales team in UK and USA

Global responsibility New Client acquisition, System Integrator and Channel Partner Growth.

Lead agreement with Infosys, establishing Canonical as Partner of choice for all Private / Hybrid Cloud requirements. Winning as a result:

• $4M software and services for Daimler Groupo
• $1.5M over three years for LivePerson
• $500K / Year Internal Use
• $200K / Year to Support Bangalore Lab for POCs

Tier Two Telco Successes: Won $3 million of business working with local SIs in regional telcos

• MTS (Russia) and Telekom Malaysia with pre built 5G Solutions leveraging Hyperscalers and local clouds Beating Red Hat and Accenture

Barco developed a SAAS Virtual and Hybrid Learning Solution

Global P & L responsibility for software division of €B audio visual manufacturer, Including:

– Sales & Marketing

– Incentive Programs

– Engineering

– Product Roadmap

Early successes with Cambridge University, Harvard Business School, ESSEC Business School, KU Leuven University generating c.$€1.5M revenue.

I accepted an offer to join Canonical because Barco disinvested in this product completely due to hitherto unanticipated and overwhelming global competition from Microsoft Teams and Zoom.

SUSE develops Open Source Linux and Cloud Infrastructure Solutions.

Global P & L responsibility for $200M division of open source software division

Global leader of 75 Partner Managers

Completely restructured US Alliances Team due to performance issues

Direct management of Global Systems Integrator team of 16 sales and pre-sales based in Bangalore, increasing sales from $10M to $35M over three years

Designed and implemented new Partner Program and Partner Planning Methodology simultaneously to ensure investments and activities were targeted at Strategic and Profitable Markets and Products

Refocused Channel Sales Team to leverage unique partnership with SAP increasing revenue from $10M in 2015 to $35M in 2018.

Restructured Partner Program to focused on high profit software, increasing revenue from $80M in 2015 to $175M in 2018.

Implemented new Partner Program & Planning Methodology simultaneously to maximize impact.

Increased Customer Training & Educational Institutional Revenue by $5M by introducing new royalty-based program.

Vistex is an SAP ISV with a SaaS CRM / PRM platform to manage Partnership Programs. 

Led sales and marketing in EMEA and APAC in high-tech and telco markets, manging a team of Five Internal Business Development Managers in UK, France and Singapore. Using personal insight and expertise in building Channels to win new clients, I focussed on vendors with complex channels requiring sophisticated programs to manage that required complex calculations and rapid payments in multiple currencies.

Ordnance Survey is the national mapping agenvy for the UK

Complete Commercial Responsibility for I was responsible for all business to busioness and business to consumer markets outside public sector

Grew market by an 30% year on year for five years, compared to all previous growth levels of sub 5%

Exceeded targets eacg complete year and achieved 190% of revenue target in 2011

Designed new strategy that focused on markets where accuracy provided competitive advantage, focussing on Navigation, Property, Insurance, Retail and Leisure Sectors.

Transformed inactive channel into a thriving community of Partners, Resellers and Alliance Built and increased Annually Recurring Revenue 400% to £100M by 2012

Message Labs was the world’s first provider of Cloud based Security Software

Responsible for Partner sales into all sectors and direct sales into IT and Telco sectors with two distinct teams of field and internal sales, each with eight people

Sun Microsystems was an early provider of internet middleware software

Responsible for leading new System Integrator, Reseller and Distributor partnerships throughout EMEA, growing revenue from $3M in 1998 to $35M in 2002