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Expert Profile DVSIM011

Key Skills & Experience

Core Skills

  • Impressive sales performance record and associated professional skills in international business development and business partner alliances management
  • Improving overall market share through the development of new sales techniques, business development initiatives and new collaborative ventures
  • Successful alliances sales experience through new sales, marketing and business development initiatives in 30+ countries across EMEA, Americas and Asia-Pacific
  • Senior Client Executive accreditation (Following MBA Programme at INSEAD) in November 2001. Client Director, Advanced Programme (Summit – Boston University) completed 2002. IBM Global ‘Major Deal Maker’ appointment, 2003. IBM Corporation Executive appointment (Director), January 2005

Client Experience

  • Sales, business services and consultancy experience through high-technology industries with SME and major corporate enterprises in Telco, Industrial, Oil & Gas, Distribution, Healthcare and Financial Services industry sectors
  • Global Alliance Director  IBM (IBM-Xerox Global Alliance)
  • Vice-President, UK  IMR (Institute of Management Resources)

Software, Solutions & Consultancy

  • Business Partnership Alliances – over $1bn revenue achievement
  • EMEA leadership of a wide range of business partner alliance teams
  • Development and implementation of a new sales business model for IBM in partnership with IBM’s traditional competitors – Systems Integrators and major Consulting firms
  • Global revenue in excess of $1bn in both 2007 and 2008
  • Identification of complementary products and services offerings from both IBM and Xerox over $100m in new sales revenue globally
  • Business process improvement / cost reduction / business transformation consultancy – over 320 ceo meetings completed
  • Influencing the top-line revenue, cost management, productivity improvement, operational efficiency or a combination of these elements
  • New business strategy within IT (hardware and software) sector specifically working in deregulated international Telco sector addressing commercial awareness, organisation structure, management development, marketing, business development and sales operations
  • Business turnaround / repositioning / preparation for IPO in the UK health industry (Clinical Data Systems) - strategy, organisation structure and sales focus
  • Processes, systems and departmental functions restructured
  • Increased annual revenues by 16% and returned the company to profitability
  • International business expansion – established new international product & services distribution network - Europe / Africa / South Asia
  • Qualification and appointment of new, country-focused distributors
  • Resultant 30% increase in annual revenues