David Ross Email & Phone Number

Home Based

I am the Senior Pre-Sales Leader for Retain Cloud, the new SaaS resource management platform that we are currently scaling-up into new markets. My role centres around heading up product go to market including prospect driven live demonstrations, product pilot activities and roadmap content. I have created the entire product demo capability and surrounding processes for capturing prospect discovery, demo content, feedback, new product suggestions plus any implementation and integration requirements. These processes now sit at the heart of the sales function and are being used to drive and manage key opportunities. This has resulted in £4M TCV.I am also heavily involved in the quarterly release process, particularly around how new features are communicated to our existing install-base, and then incorporated into product demonstrations.As a key product stakeholder, I am very keen to ensure that Retain Cloud becomes one of the top SaaS resource management platforms.

Uk & North America

My main focus was about demonstrating and selling their embedded Warehouse & Manufacturing solutions for the Sage X3 ERP platform. This was a complex solution covering a number of critical business processes. This was a successful role where I found 10 new customers / 150 user licences from across the UK and North America regions. Datalinx will now benefit from future recurring revenue.These new sites happened through the alignment of pain points, product capabilities and the underlying story that was meaningful to the prospect.Over and above sales and pre-sales, I wrote and compiled all of Datalinx’s technology marketing material in the form of recorded broadcast webinars. These are now being used as a proactive pre-sales tool.

London, Thames Valley & Europe

Between 2015 and 2019, I focused my efforts on specialist and niche software solutions, an area of the industry that I had many years previous experience prior to working in infrastructure at HP (now HPE) for nearly 10 years, followed by the channel.1) Software/SaaS vendors• Digital Collaboration software for Ink & Touch enabled displays e.g. Microsoft Surface Hub. This was with a Swiss company called IBV Solutions.• Mobile Expenses Management – Receipt scanning, expenses processing and integration with back office. This was with Expensein.com.• Cyber Security – Risk Assessments & Audit, Advanced Persistent Threat (APT) and Machine Learning. This was with Crossword Cyber Security PLC.These were hybrid technical sales roles that required an understanding of customer pain points, use cases and included live solution demos.2) UK IT Channel (2010-2014)I did two roles in the channel. Firstly, I continued to do technical selling for SCC around HP’s Enterprise portfolio. Secondly, I did technology channel enablement for Ingram Micro and Avnet in the distribution arena for HP, EMC, CISCO and VCE. This also included a due-diligence exercise around selling Cloud Services through a distribution model.I got out of the channel as my core interests and expertise were in the specialist software arena.

Thames Valley

Thames Valley & City

Direct End-User storage sales specialist with the following core responsibilities:1) Owned and managed the sales engagements of Mid-range Enterprise Virtual Array (EVA) and High-end XP storage and software management solutions into the UK’s top 500 IT spending accounts. End-users included BT, Abbott Labs & Diabetes Care, Communisis, Scottish & Southern Energy, New Look, London Stock Exchange, London Clearing House, Yell (now Hibu) and Man Investments. Successfully competed with NetApp, EMC, Dell and IBM.2) Responsible for engaging Pre-Sales for customer demos, and the Services team for deals that included technical delivery services and project management.3) Provided product expertise and sales support to HP's channel partners for indirect deals.

Thames Valley

Responsible for architecting and specifying SAP and Oracle solutions that used HP infrastructure.Customers included BBC, Agusta Westland, Body Shop, Yell and Glasgow City Council.

Thames Valley

The first half of my time at HP was in the consulting and delivery business delivering specialist and highly complex projects to several large customers in the .com, Public Sector and Transportation sectors.PROJECT 1: easyrentacar.com (November 1999 - July 2000):Test and Quality Assurance manager for the first ever on-line car reservation system. The system was based on Microsoft VisualBasic and SQLServer and ran on clustered NetServers.PROJECT 2: Card Vending Solution easyinternetcafe.com (August 2000 - April 2002)Designed, developed and implemented a vending solution that used a touch screen user-interface to enable customers to purchase login ID’s for internet access. The solution was implemented across 15 stores and enabled each store to reduce their OPEX by 40%. The concept is very similar to what we now see at railway stations for purchasing travel tickets, and at airports for self-service check-in. The system was based on Microsoft VisualBasic, HTML, XML, CSS, JavaScript and SQLServer.PROJECT 3: GCHQ (May 2002 - December 2002):Test and development role on an IT Service Management related project based in Cheltenham.PROJECT 4: Reservation & Port Handling System P&O Ferries (January 2003 - May 2004):Solutions Architect and overall Technical Manager for P&O Ferries' new reservation and port handling system. The software was developed by TCS in India using Oracle technologies. The system ran on a partitioned high-availability HP-UX platform with XP storage at the back end.

Thames Valley

End-user solutions consultant based on-site at Rank Xerox working in the Manufacturing & Supply Chain and Service Supply Logistics divisions. PROJECT 1: Customised Products Interim Development (Dec 1995 - June 1996)Managed the initial implementation of Oracle Bill of Materials (BOM) to support the new ordering process that was required for Xerox's global customised digital products that were scheduled for launch from around this time. The solution was superseded by the Customer Order Fulfillment solution (See next project).PROJECT 2: Customer Order Fulfilment (July 1996 - April 1998)Lead developer for the implementation and integration of Oracle Manufacturing and Financials (OMAF) within Rank Xerox's Manufacturing and Supply Chain. The systems were designed to cut inventory and enable Xerox' factories to build customised configure to order digital machines that were critical to Xerox' long term survival as a brand.PROJECT 3: Global Direct Buy (May 1998 - May 1999)Technical Project Manager/Developer responsible for the implementation and integration of Oracle Purchasing into Rank Xerox' Service Supply Assurance systems. The new system enabled the buyers to cut inventory and purchase only the assets that they needed based on the demands of the field engineers.PROJECT 4: Customer Echelon Modelling (May 1999 - November 1999)Technical Project Manager based in Mitcheldean responsible for implementing CEMS, a solution for modelling the requirements for spare parts that engineers would carry with them. The system ran on a partitioned Sun SPARC server with the application software developed in the USA. The solution was implemented across 8 of Rank Xerox's European OpCo's.

Camberley

I started in the industry as an undergraduate developing systems using the Ingres/IBM AIX and Oracle/Sun SPARC platforms and associated toolsets.PROJECT 1: Software Division In-House System (July 1993 - December 1993):Lead developer for the Ingres/IBM AIX based in-house applications and database responsible for the ongoing development, maintenance and end-user support.PROJECT 2: Correspondence Recording System (January 1994 - September 1994)Lead developer of the first correspondence logging system for the Department of Transport to support the then "Cones Hotline". The solution was adopted by 4 other DoT regions.Between October 1994 and June 1995 I returned to higher education to complete my final year degree before returning to EASAMS as a graduate for 6 months.PROJECT 3: Enterprise Oil (July 95 - December 1995):Development of the GUI and extract reports for an Asset Management solution for Enterprise Oil using Oracle Forms/Reports technology running on a Sun SPARC platform.I left EASAMS to work for EDS in Marlow and to relocate to the Thames Valley where I now live.

Master Of Business Administration - Mba, Business Administration And Management, General, Pass (Distinct Dissertation)

Business Computing (Major) Computing (Minor), Information Technology, Upper Second

Activities and Societies: Choosing mainly practical subjects that were of keen interest to software houses at the time, I finished college.