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Senior Alliance Development Professional

Work Experience

PROFESSIONAL PROFILE

"Seasoned business manager with proven track record of success within EMEA partner channel alliance environments. Results orientated & profit-hungry with excellent business planning skills. Highly experienced in the development of business & new ventures in UK, European & International partner alliance channels, combined with development & sale of professional value-added services, new products & corporate relationships within a variety of leading-edge solution based environments".

July 2000 - April 2002 Parametric Technology Corporation Nasdaq Company, World wide leading provider of enterprise software solutions, 4800 staff, Annual sales $1 Billion. Products include complex enterprise wide collaborative software technology.

Responsibilities: Working with multi-cultural, multi-functional teams ensuring the development, success & focused value proposition of the companies partner program targeted at the "Big Five" Consultancies SI's & OEM's such as Accenture, CSC, PWC, CGE&Y, Atos Origin, etc; through establishment of partner initiatives, strategies, products, operations, professional consultancy, & support services sold to & with Partners, providing partner awareness, technical enablement, mentoring, knowledge transfer & motivation of partners to develop, win and drive partner implementations & value-added services using the companies software products.

Key Achievements: Consistently exceeded PTC's aggressive quarterly MBO targets achieved since joining the company Aggressively maximised Partner revenues & profit streams by developing & implementing a major portfolio of value-added products & services targeted at Consultancy, SI & OEM Partners as part of their major project implementations Worked closely with Tier One Partners to ensure strategic alignment of sales & implementation methodologies Introduced "just in time" training/mentoring with sales development process to ensure partners entered markets rapidity Developed sales-led partner project engagement process to utilise companies products & services to maximum effect Produced a range of sales & support services designed to assist Partner implementations in remote territories & regions Developed highly effective communications process with Partners ensuring regular sales and operational feedback Introduced & developed new product introduction (NPI) process targeted at Partners and Corporate Customers Assisted & advised sales & implementation teams on major partner projects for risk analysis & contract negotiations

Sept 1996 - June 2000 COSA Solutions Limited (A BaaN Company) COSA Solutions, part of a major German e-Workflow, BPR, Document imaging software group. Product & group companies acquired by BaaN and integrated into BaaN ERP & CRM products word-wide.

Country Manager / UK Director - Responsibilities: Reporting directly to parent company's management board; Responsible for all aspects of strategic & business management; Developed UK & European business alliance channels; Negotiated contracts at board level. Successfully implemented strategic market differentiation. Leadership of a multi-functional team (Sales, Technical, Consultants, Administrators) Handled budgets, forecasts & schedules. Developed distribution strategies, Liaised with major customers, partners & key accounts. Develop & sold support consultancy & development services as part of partner implementations.

Key Achievements Set-up & developed UK subsidiary, Aggressively developed UK partners & customers and exhibited the companies technical & commercial commitment to the UK customer base. Devised business development campaign & sales strategy targeted at competitor's Alliance partners, converting them to COSA Partners, making substantial conversions to COSA Partner base reducing dominance of major competitor. Targeted influential Ovum organisation to demonstrate effectiveness & market leading qualities of COSA products against other solutions. Achieved a prominent position in Ovum's influential European workflow report substantially raising COSA's profile and credibility, enhancing Product visibility & market acceptance. Dramatically increased companies market share. Worked as a key player with other board members to contribute to an international sales strategy to approach BaaN (A major world-wide ERP Vendor) to secure a world-wide OEM relationship. BaaN cancelled its own workflow product & integrated COSA workflow into its own ERP software acquiring COSA Solutions & parent company to expand world-wide development in agreement with management board.

Other Achievements: Achieved closure of major contracts in both direct and partner business models increasing revenues. Moved product focus from fixed to value added offerings dissipating price sensitivity. Successfully negotiated marketing and market development joint ventures raising product profile.

Jan 1992 - Sept 1996 Software Distribution Network AG Major European Software Distribution Company, HQ based in Switzerland. Tasked with the sale & distribution of leading client server software products & tools via European Consultancies, System Integrators, OEM's & Distributors

UK Director - Responsibilities: Established & developed UK and international software alliance channels for leading client server software products & tools. Developed and instituted sales & marketing strategies. Negotiated at board level with major multi-national blue chip accounts

Key Achievements
Aggressively established partnerships with leading Consultancies, SI's & OEM's efficiently developing revenue streams. Moved product focus from fixed to value added offerings dissipating price sensitivity. Promoted high customer satisfaction levels by managing partner implementation quality, financial stability, sales / support capability and customer service standards. Constantly absorbed market information to identify & predict key sales development opportunities. Ensured sales plans were commercially focused including strong tie-ins to partners utilising all partner resources. Successfully organised delivery of training / mentoring to partners ensuring highly trained & motivated channel partners

EARLY CAREER

New Business Consultant - AT&T Istel
International Sales & Marketing Manager - Decade Computers Limited
Electronic Engineering & Lecturing (13 yrs)- Royal Air Force - Air Communications

Education

Builth Wells Grammar School - 4 O-Levels
Polytechnic of Wolverhampton - HND \ TEC in Electronic Engineering
North Staffordshire Polytechnic - Certificate \ Diploma in Management Studies

Skills

KEY SKILLS & ACHIEVEMENTS

Consistent Achievement in Partner Alliance Operations & Business Development
Strong all-round Leadership and Strategic Management Experience Developed at Board Level
In-depth Technological & Business Experience in Software, Hardware & Professional Services
Excellent Communication, Presentation and Negotiation Skills
Company, Subsidiary or Divisional Start-up Specialist

Languages

English - excellent
French - Poor
German - Poor

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