Building the EMEA APJ Channel

• GTM and outbound product management for innovative growth-engine Workspace product within the Citrix portfolio. • Leading product management teams, building GTM strategy, business development. • Advancing channel and solution selling.• Key results: o Tracking and influencing 30% of quarterly revenue o Inception of 4 distinct new sales and outbound approaches in PM team. o 6 new customer references.

• EMEA-wide Business development role to drive cloud (PaaS) revenue and adoption across EMEA with specific responsibility for RPA and Process but more widely AI, Cloud Native, Mobile, Chatbots. Responsible for strategy creation and management of EMEA Go to Market (GTM) in close collaboration with in country business development, EMEA marketing and global product management. Understanding and selection of primary sales channels. Programmatic initiatives design tailored to each channel with revenue targets• Execution of GTM with local bus dev, sales teams, channels and partners. Demand Generation and driving scalable programmatic activity execution included xLoB programmes on PaaS for SaaS, digital transformation and cloud native.• Quarterly and Weekly Deal reviews, business reporting, execution activity tracking. Adjustment and review of strategy and execution in co-ordination with team and management• Thought leadership through marketing, blogs, conferences, social media activity. Internal and external evangelisation.• Key metrics: Revenue pivot from traditional to cloud business over 3 years. Manage 100% YoY growth in cloud business. Generated 6 public customer testimonials annually.• Key opportunity support and engagement eg. Co-Op UK, Saudi Ministry Transport

• Support EMEA business development for process automation business through the creation of solutions and offerings for process market. • Driving cultural change in Oracle process business from technical to LoB and business analyst focus. • Creation and development of Oracle’s Process Method in collaboration with global enterprise architecture team. • Programmatic expansion of the use of method in key customer engagements across EMEA. Enablement of presales and sales communities for process automation.• Creation of discovery and method workshops and their programmatisation in the region to define and map a solution-lead approach to process sales cycle development in field. Exploration and development of internal Oracle xLoB solutions with BPM and CRM, eBusinessSuite and other applications. • Development and involvement on strategic and/or major opportunities including major process change programmes at Mærsk and Credit Suisse.• Key results: Created and delivered annual Customer Forum with 25 senior customers. Revenue increase of 25% YoY through value selling. Average deal size growth from 100k to 250k over 3 years.

Articulation and socialisation of sales plays for BPM at Oracle BPM working closely with business development, product management and regional sales leadership to develop BPM business across the EMEA region. Direct engagement with local sales teams and accounts on largest BPM deals. Co-author of Oracle's BPM Methodology. Expansion and drive of stronger methodological and value driven approach to business process management sales at Oracle. Evangelism at keynote and specialist presentations at industry events, Webcast, press and analyst briefings. Writing industry articles and white papers.

• Head of presales EMEA within the Business Interaction Division of BEA designed to provide more business consultative selling in a start-up environment within BEA with separate reporting and support functions to classic BEA. • Recruitment, team-building and enablement• Direct hands-on account involvement, 80%• Revenues grow in the division over 2FY in EMEA from $4m to $22m. • Responsible for largest installations and business process automation efforts at Citibank, JP Morgen, Tatrabanka, Maersk, Nordea and BT.• Key results: Hire, train and lead team of 10 presales resources within 1 FY.

Start-up experience with one of the first and most innovative ESB vendors in web services and BPEL. Now part of Workday. Pre-sales on primary EMEA accounts, evangelism at frequent conferences. Strategy planning with senior management and product strategy groups. Driving of channel revenue through system integrator partners. Major telecoms focus with Accenture and Ericsson embedding solutions in their platforms for OSS/BSS.

Head of EMEA Presales, recruiting and managing team across EMEA. Enablement and team building. Hiring and resource management. Alignment of resources to opportunities and team support. Dissemination of best practice. Specific account engagement and business development with key accounts.