David Robinson Email & Phone Number

London, England, United Kingdom

Responsible for global sales and leadership enablement and excellence imperatives across our commercial teams. From designing best practice programs to driving adoption and embedding in the field these best in class ways of working to meet with the commercial vision and strategic objectivesKey Highlights • Designed and launched the global Commercial Leadership Framework & Development Program – Spanning 190 global leaders. Focusing on Strategic Planning, Developing your Teams and Driving Performance (Way of Leading)• Driving adoption and embedding the ‘Way of Selling’ best practices across the global commercial organisation – driving 19% ARR growth, acquisition of circa 600 new logos, improvements in win rates and transition to customer first strategy• Responsible for the conceptual design and operationalisation of our Demand Generation Program resulting in an increase in addressable pipeline coverage.• Owner of the design and delivery of the Commercial Leadership Team Bootcamps at our global Sales-Kick-Off (SKO – 2023 & 2024) to three different cohorts - Managers/Directors, extended Global Leadership Team and Executive Commercial Leaders• Responsible for the content, facilitation, and delivery of our Sale Academy Live tracks at our SKO in 2022, 2023 & 2024 to include Direct Sales, In-direct Sales, Pre-Sales, CSM & Partners cohorts• Introduced, drove global adoption and role specific training of an AI engagement platform (people.ai)

Focused on implementing, embedding and driving a strategic commercial transformation program across the EMEA, APAC regions and Global Accounts team. Ensuring that the new AVEVA Way of Selling and our transformation to a SaaS approach was adopted and embedded in partnership with the global executive leadership team. The program includes, harmonisation of sales process, introduction of new sales methodology (MEDDPICC), Account Management centricity, designing of sales enablement and excellence enablers, CRM enhancement and roll-out of the global sales leadership coaching and mentoring program.

Stone, England, United Kingdom

Responsibility for driving the business transformational aspirations and business growth objectives, through development and execution of the go-to-market (GTM) strategy and supporting sales and marketing plan. Leading and mentoring a team of sales and marketing professionals to ultimately achieve short term financial targets and sustainable account focused growth.Key Achievements • Increased sales by 16% on previous year• Increased unweighted pipeline by 41% and weighted pipeline by 25%• Improved sales conversion ratio to 60% from 40% • Increased monthly forecast accuracy to within average 15% of forecast• Established a sustainable sales structure, team, performance indicators and processes for short-term management and medium-term growth• Successfully acquired new logos in vertical markets with existing and newly developed digital technology and service propositions.

Warrington, England, United Kingdom

Led the sales, business development and marketing team to deliver business targets and growth aims. Developed business GTM strategy for the technology division and for the implementation of global digital strategy, within the UK. Established and executed a business change program, that put the customer, at the center of all sales and marketing activities and delivered mutually beneficial outcomes.Key Highlights• Grew order input by 38% in under 3 years• Recruited, coached and mentored a team of circa 60 sales, marketing and pre-sales professionals• Reduced sales and general admin cost within the sales, proposals and marketing team by 20%, whilst achieving growth through redesign of Sales & Pre-Sales process• Increased rolling unweighted and weighted opportunity pipeline• Secured new customer wins in new sectors (Pharmaceutical, Chemicals, Minerals, F&B) with new digital and service propositions• Implemented an Account Management Centric culture and operating procedure across the organisation - from Account Segmentation, Account Planning, Account Execution & Eco-system management

Warrington, England, United Kingdom

Introduced new processes, procedures and coached sales and proposals team to assist in a transformational sales strategy; from project centric to account management focused.

Bracknell, England, United Kingdom

Create and execute the project win pursuit and customer engagement strategy to successful conclusion. Mentoring the business development team in winning a 3.5M technology project with a new logo.

Frimley, England, United Kingdom

Develop and realize the Account Management Plans for a number of selected Public & Private sector Corporate Accounts. Responsible for penetrating, maintaining and growing the revenues, through facilitating and developing high, wide and deep relationships, understanding strategic drivers and challenges and introducing Siemens portfolio of value-add propositioning.

Frimley, England, United Kingdom

Chessington, England, United Kingdom

Sunbury-On-Thames, England, United Kingdom