Work experience

• EMEA Partner Account Manager

  Appspace

  2023.01-Current

  (3 years)

  Responsible for hunting new business, growing pipeline from system integrators, consultants and technology partners, across UK, Europe, Middle East and Australia. Closed $500K Y1, $900K Y2 New ARR with deals originating from partners. Built a pipeline of >$5M。 Spoke with consultants to get specified. Took initiative and hosted a modern workplace event. Managed partners in UK, Europe, Middle East, Australia & India. Worked closely with marketing, product and technical teams. Focused on the corporate sector.
• EU BDM Head

  Sony Europe

  2021.10-2023.01

  (a year)

  Grew the BDM team from 1 to 5 people covering UK, DACH and French regions. Responsible to grow Bravia and LED sales in retail and corporate markets. Role included pipeline management, team 1-2-1’s, coaching, motivating, setting KPIs and Workstyles. Developed a pipeline of: €35M, forecasting to close €4M (FY22), Actual sales: €1.4M. Closed the first LED deal for corporate boardroom application through consultant specification. Size: £132K. Personally developed a UK Retail pipeline from €0 - €7.1M, forecasting €400k, actual closed €85K to date. Uncovered list of 20 key system integrators focusing on the retail market, build a relationships and continuing to build advocacy. Influenced Sony management to join the Global Presence Alliance (GPA), thereby aiming to build on top sales of €700K through unmanaged GPA members. Uncovered 3 global projects to bid on (still ongoing). Responsible for the partner alliance strategy, working with tech eco system partners like Logitech, Cisco, Kramer, and CMS companies, ensuring technical synergy, setting marcoms plan & holding joint reseller meetings etc to mutually grow business.
• Account Manager - UK and Ireland

  Userful Corporation

  2021.03-2021.10

  (8 months)

  I was responsible for selling cloud based videowall processing technology in the UK market, by working with existing and growing new reseller partner relationships and aiming to close inbound leads. Grew pipeline from £0 to £250K, closed £40K (forecasting £80K close of FY)
• Head Of Business Development Manager

  Samsung Electronics

  2019.02-2021.03

  (2 years)

  Ran a team of 6 end user sales professionals covering Corporate, QSR, Retail, DooH, Transport, Stadium & Education markets in the UK. I grew the team quarterly contribution from £4M to £6.7M. Key deal I won: BAT – total revenue contribution = £0.66M in AWS cloud hosting CMS solution with a NOC service and £1.6M in hardware. A key part of my strategy is building strong relations with end users and “consulting” on “solutions” to solve the client problem. Becoming a trusted advisor to maximise our influence in winning the deal, transacted through the channel. Strong market knowledge and alliance partner relations are paramount in achieving this. AV consultant relationship is a key strategy, and my team are tracking £20M cumulative value of projects across 15 key AV / IT consultants in the UK. Responsible for dealing with strategic alliance partners such as Intel, Cisco,etc, for joint business development opportunities. I ran webinars for the Cisco/Samsung bundle with over 80 attendees.
• European Business Development Manager

  Samsung Electronics

  2018.01-2019.02

  (a year)

  My key deliverables were to support 17 EU subsidiaries with a harmonised sales approach closing cross border sales opportunities whilst providing vertical expertise. I proactively created and executed a Samsung aviation strategy across Europe. This helped provide centralisation of the EU pipeline valued at over €7M. I was involved in and supported €1.6M of that with the local Samsung teams. Projects included: Frankfurt airport, Lisbon Airport & Zurich Airport. I organised and hosted the first Samsung aviation workshop in Frankfurt hosting 50 people representing 15 airports and partners across Europe. I also held keynote speeches at the Aviation Convention in Lithuania to 100 people.
• Strategic Alliance Manager

  NEC Display Solutions Europe GmbH

  2017.05-2018.01

  (9 months)

  Responsible for engaging with key stakeholders at complementary technology companies to motivate new business development initiatives, track development roadmap, create soft bundles & result in positive PR / marketing to induce further sales. Examples: Intel alliance for retail IoT solutions with OPS pc platform; Crestron integration on all new models; Broadsign cms integration onto our integrated computing platform and more.
• Global Aviation Solutions Architect

  NEC Displays

  2014.08-2017.05

  (3 years)

  Responsible for growing business in the aviation sector. We were tracking a pipeline of approx. $20M, with realistic attainment of $8-9M / year globally. The role involved attending many industry and networking events to uncover prospects. I grew business for NEC in the Indian market from $0 - £0.6M. Closing Cochin Airport ($250K revenue 5% GP). Key strategies were, industry thought leadership, understanding the eco system, key players & airport procurement processes, and importantly developing a strong relationship with the airport end users, where we had more influence and maximum success of a sale.
• Technical Specialist

  NEC Displays

  2010.06-2014.08

  (4 years)

  Responsible for supporting a team of 5 end user sales professionals with presales technical expertise. This involved regular end user client meetings, taking a solutions approach to building trust with the client to support the sales team in closing the deal. Demonstrations of NEC hardware and software (from LCD, LED, Videowall, Hiperwall, Leafengine, Field Analyst etc). I managed the “NEC Showcase”. This attracted over 1000 attendees from AV, with over 30 partners showcasing 70 solutions across 10 vertical markets. Instrumental in supporting sales of technical products such as network based Hiperwall - I sold the first solution in the UK to a police control room & the first one in an airport for the Cambodian Airport Authority.
• Display Application Engineer

  Panasonic Displays Europe

  2007.05-2010.06

  (3 years)

  I worked in a team of application engineers providing pre- and post-sales support across Europe providing technical support for dealers & end users. Assisting sales with technical consultancy for projects to support them in closing deals. I took on the initiative to build relationships with third party alliance partners to develop business.
• Technical Support Engineer

  Hitachi Europe Ltd

  2005.07-2006.07

  (a year)

  As a placement student here, I was responsible for pre- and post-sales support on projectors, LCD displays and dvd cameras. I also provided product demonstrations to channel partners & supported in setup at shows such as ISE

Educational experience

• Brunel University

  Bachelor in Computer Systems Engineering

  2003.01-2007.01

  (4 years)

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