Lead and coached a team of 8 renewals representatives to achieve a regional target in excess of $40 million ARR.Established and developed the renewals process to align across the customer success division with the wider focus of collaborating on enterprise customer engagement across the commercial organisation. Drove process and product improvement, cross functionally, to increase annual recurring revenue for Test Data Management solution area.Executed against regional and personal targets for revenue and retention for 7 consecutive years. Focusing on existing revenue and deploying team resources where it was most impactful.Developed a culture of collaboration and support within the team. Providing extensions to existing career pathways along with extensive personal development. Uncovered new sales opportunities for the wider commercial function & working collaboratively with the wider Customer Success function to provide adequate coverage of our existing business. Designed forecasting model to improve accuracy and provide greater confidence in revenue contribution, globally, for the commercial organisation.Grew enterprise accounts retention and expansion in collaboration with Account Director. Exceeded associated sales and retention quota.Drove development of team, through collaboration with sales enablement, product and marketingIdentified internal talent, providing coaching and support with PDPs and career progression

Lead and developed a team of 8 renewals representatives to drive significant revenue by retaining and transitioning our existing business to a SAAS modelEstablished the model for customer engagement to ensure a successful transition for our customers from perpetual licence renewals to transition to subscription (SAAS), Redgate's number one company OKR for 2022.Initiated review of customer health metrics, providing insights and analysis of existing customer health. Collaborated on cross functional projects to improve our understanding of our customers success with our solutions.Designed key reporting capabilities and established metrics to closely manage Redgate’s subscriptions renewal business as part of our key business OKR of transitioning our customers to subscription from 2022. Presented key insights, successes and challenges associated with transitioning customers to a SAAS model via QBR and cross functional working groups.Advocated for and collaborated on the creation, by sales enablement of our customer transition training programme.Developed strategies and methodologies to support our customers throughout the entire customer lifecycle. Collaborating cross functionally to align our strategy with the wider customer success and commercial division. Provided customer insights and analysis to the relevant teams for product direction and customer success strategy.Drove efficiency in our approach, always seeking to use analytics to focus our top resource where it would have the most impact. Continually improved processes, ways of working and Redgate alignment around our customers.Identified talent, developed long term management successors and built capability across the team.

Provided a solutions based approach to renewal sales, ensuring that software is meeting customer requirements.Drove positive customer behaviour to expedite the sales cycle and exceed individual and team targets. Targted upsell opportunities which can be closed as part of renewal process, thus increasing importance and exposure of Redgate tools within their business sectors.Contributed, affected and drove renewals performance via positive interventions and initiativesProvided effective and constructive feedback to sales peers in order to improve quality of sales calls.Successfully pipeline and forecast sales opportunities in order to hit quarterly revenue and retention targetsWorked with development teams to provide customer feedback to ensure relevant product improvements

Optimised performance of enterprise accounts, exceeding both retention and expansion targets within my accounts.Established NPS scoring for account managers and 360 feedback forum.Analysed and delivered energy solution reports, to support customers in becoming more sustainable energy users at key business locations.Consulted with customers to highlight energy trends utilising market intelligence. Provided a consultative approach to understanding customers requirements, meeting the needs of the customer via their preferred communication method.Created and managed quarterly and yearly sales plans to manage, prioritise, pipeline and forecast for my enterprises.Established collaborative energy management strategies, with customers, for them to reduce overheads and form a solutions partnership which delivered cost efficiency, customer satisfaction and future renewals.Ran mentorship programme for junior colleagues.Designed and delivered training to energy solutions teams based on Sales Academy methodology.Reviewed product and price offerings with the commercial optimisation team in order to drive improvement in retention rate and net margin.Analysed and shared quarterly forecasts with the commercial optimisation review committee