Accelerating Revenues from Channel Sales

Global alliances and channels sales leadership role with specific objectives to:

• Build Vizolution revenue generating partner organisation from scratch
• Grow pipeline with new revenue streams from the channel 
• Lead existing sales team alongside Chief Revenue Officer

Achievements

• Major attitude shift in the Sales team with respect to winning with partners
• Unprecedented pipeline growth through the channel
• Rapid scaling of partner sales and enablement programmes
• More than 500 new brands due to go-live on Vizolution's digital adoption platform through a new network of partners that includes: leading GSIs (EY, Deloitte, PWC and Accenture), BPOs (Capita, Tech Mahindra, Infosys, and Teleperformance) and Tech giants (including Microsoft, Salesforce and Genesys)

After the LivePerson EMEA business was dramatically reduced in response to COVID, I accepted a voluntary redundancy package, launched the UK Business Skills Academy and authored the first course on ‘Personal Effectiveness and Modern Leadership’ – a 50 module leadership training programme for senior executives.

Alliances and Channel sales leader and member of EMEA senior leadership team:

• Grew commercial and enterprise partner organisation from less than 5% contribution to more than 70% of ongoing total EMEA revenues in just four years.
• Built a high performing, geographically remote team of partner managers (NEMEA, CEMEA and SEMEA) with supporting enablement, marketing, technical solutions, success, implementation and operations functional heads. (11 people)
• Defined go-to-market strategy for building key alliances with tech partners, VARs, distributors, local and global SIs and BPOS across all EMEA regions.
• Launched LivePerson Partner Portal for asset creation, content management and digital marketing with personalised partner access.
• Delivered enablement for more than 600 partner sales and technical heads.  
• Transformed LivePerson’s sales approach in EMEA from ‘non-channel-friendly’  to  ‘fully-integrated channel sales methodology' through a coordination of initiatives with marketing, sales, product management and other internal teams.
• Broke down barriers to achieve unprecedented success in a matrix sales environment alongside local sales leadership.
• Closed and grew some of LivePerson’s largest enterprise global accounts.
• Built high-speed, low-friction commercial partner sales function,
• Regular attendee at President’s Clubs and/or Awards Dinners.
• Highest performing global Sales Leader in 2018.

Built a significantly over-performing partner sales organisation from scratch to:

• Acquire new partners
• Drive new sales revenues 
• Accelerate TGBP’s service delivery capability,

Key Achievements

• Led a massive over-performance against target and expectations
• Delivered more than 1000% of a realistically-defined target across 3 years.
• Secured a number of landmark channel deals that still stand as the largest contracts in TGBP’s 30-year history.
• Developed a new SAAS model for channel partners which became the premier SAAS reference for the payments industry
• Closed £36m in revenues as leader-contributor growing a new channel sales business (against a £3m target)
• Secured FIVE TIMES the revenue of any other sales head (from a 180+ strong field)
• Fundamentally changed the go-to-market approach and operational set-up of the business resulting in employment for an additional team of 30 operational staff
• Heavily influenced TGBP’s company valuation when it was sold to Western Union

• Senior Sales Executive at NEXTPAGE Distributed Search (2001 to 2003)
• Senior Sales Executive at LINQ (2000-2001)
• UK Sales Manager at H2O Learning Management Solutions (1998 to 2000)
• Business Development Manager at WAVE TECHNOLOGIES (1994-1998)