James Rowan Email & Phone Number

Cambridge, Gb

Sales Operations works in partnership with sales regions (Americas, EMEA, APAC & Global Strategic Accounts), to manage (1) business cadences e.g. forecasting, targeting, account allocation, etc.; (2) Programs e.g. demand generation; (3) the adoption of new business and sales practices. I have rebuilt and strengthened the leadership team (replaced 4 leaders post-resignations); Completely redefined the role of sales operations, developed a comprehensive playbook to guide and refocus staff on real value add activity, in the first 3 months of 2022, £41M has been added or recommitted to pipeline value by my team.

Kista , Se

Includes functional responsibility for: Sales transformation programs; Bid Management; Technical Pre-sales / Solution Design; Sales support & administration; Business reporting & forecasting; Training strategy & Skills Development; Sales Systems & Tools; B2B Sales Channel development & evolution;

Doha, Doha, Qa

Ownership of: (1) Group B2B Strategy; (2) Group Consumer Sales Strategy(3) Group B2B and Consumer Sales Operations, including Strategy Implementation(4) B2B Sales Training Strategy; (5) B2B Target Operating Model; (6) Digitization of sales operations

Doha, Doha, Qa

Accountable for: B2B (SOHO, SME, Large Enterprise & Multi-National Corporations) Sales Channel Strategy, Operations and Performance Management.Device Strategy and Performance Management.Direct, Indirect & Business-in-Retail (BiR) channel integrated Target Operating Models (iTOMs) Sales / Business Transformation across Ooredoo footprint (Algeria, Tunisia, Kuwait, Oman, Qatar, Indonesia, Iraq, Palestine, The Maldives and Myanmar) designed to deliver channel best practice and achieve best-in-class sales force productivity benchmarks. *** In every market where an iTOM (or part thereof) has been delivered we have demonstrated double-digit YoY revenue growth ***B2B Sales Academy: strategy, content definition & oversight of training for sales professionals & leaders.*** Over 500 Sales Leaders & Professionals across 7 countries trained in Opportunity Management and in Sales Performance Coaching bringing consistency across the footprint in the practice of both. ***MNC sales: Grew opportunity pipeline by over 500% and delivered 112% of target in 2015.*** Member of the Ooredoo Leadership Talent Pool and selected for IMD / Cranfield led Leadership Development Program 2015/16 as part of which delivered "Big Data" strategy for Ooredoo Group.***

London, Gb

Led a central function responsible for redefining Vodafone’s direct sales operating model with the aim of transforming this operation into an acknowledged world-class ICT sales organisation. Responsible for the conception, communication and delivery of programmes designed to drive improved sales force productivity. By demonstrating thought leadership and the ability to communicate and robustly defend new ways of working, my programmes delivered better sales discipline, accelerated up / cross selling activity and crucially, drove 6% - 10% incremental revenue improvement across Vodafone’s Large Enterprise business.

London, Gb

Led functions driving continuous efficiency/effectiveness improvements in marketing and channel operations within Vodafone's Business Services division.Oversight of Go to Market planning for product & services, both launch and post-launch phases, across global marketplace.

The Banking Transformation Programme (bTp) was the largest banking IT programme of its kind in Europe. I led an operation working on the migration of Cooperative Financial Services’ (CFS) legacy mainframe banking environment (BACS, Faster Payments, Inter-ledger, Personal & Corporate Banking) to new technology platforms. My staff were responsible for customer requirements capture, architecture, design, build and testing of new platform software, and responsible for all Steria deliverables against agreed plans. I defined roles for both UK and India based staff, directing operations in both countries, and worked closely with on / offshore management to ensure anticipated risks were mitigated and plans kept on track. Additionally, I maintained responsibility for PMO operations and associated staff as well as directly managing projects in excess of 5k man days during my tenure.

Edinburgh, Gb

Advisor to the Scottish Government on ICT Policy & Strategy. This was a short consultative post focusing on Scotland's ICT adoption strategy and its role in contributing to the nation's productivity improvement ambitions. During this time I critiqued two key policy papers namely the "Innovation Framework for Scotland" and "ICT Forum Strategy & Policy", whilst also providing guidance to senior civil servants on Superfast Broadband and e-Commerce initiatives within Scotland.

London, Gb

Management of four teams responsible for:• Margin improvement initiatives involving Cost of Sale / Overhead analysis and working with partners and our sales organisation respectively to reduce and/or balance these in order to attain more competitive market pricing where it was most needed across the product/service portfolio.• Performance analysis & reporting of circa 3000 sales accounts and 1500 individuals;• Development and monitoring of sales efficiency across all channels i.e. desk, F2F etc.• Production of forecasts and detailed performance MIS for UK Businesses;• Design, roll out and governance of prospect pipeline improvement activities;• Development and delivery of strategic training to UK sales community.Achieved 25% reduction in over utilisation due to staff shortages and managed the transfer of 15% of my organisation’s work stack to India. Despite both I maintained performance across all targets during my tenure. Achieved best in class manager assessment scores (CARE) in FY0708.

London, Gb

Management of three teams responsible for:• the flexible resource allocation of 400 technical design staff into major customer contracts; • the business planning, reporting and support associated with flexible resourcing activity; • managing the interface and requirements of the systems needed to deploy resource flexibly; • forecasting and planning the amount of resource and the requisite skills mix to ensure current and future needs of the business were met.Outsourced this function to Indian based third party supplier, WIPRO, in March 2007, achieved 75% operational cost saving whilst maintaining and exceeding all performance targets.

London, Gb

Led a channel management team responsible for: • target in excess of £300 Million FY04/05 & FY05/06; • promotion of voice, data, converged and international products and services at all levels within BT Business (BTB) sales channel; • Forecasting and financial analysis of performance; • Campaign planning, engagement, measurement and reporting.• Interface between senior management of IPN and BTB; • Training of sales channel, planning, engagement, measurement and reporting.• Joint initiatives/programs to promote inter-working and communication between IPN & BTBAchieved a 14% positive swing in revenue performance during 1st year in the role.

London, Gb

Responsible for:• developing the governance framework and planning structure around marketing and sales campaigns, as well as the systems required to track and verify campaign execution and performance; • End of Year accrual project designed to pull revenues into FY03/04.Accrued £10M of additional revenue during FY03/04 and achieved complete granular campaign performance reporting within BTCS.

London, Gb

Responsible for: • Initially personal sales targets aligned to BT’s Internet Protocol (IP) based services. As of July 2001 I was given responsibility for my own team of e-business consultants and associated aggregate targets.• Services covered included Supply Chain Management, IP Performance Intelligence, IP Connectivity, Partner Relationship Management (PRM), Payment Gateways, Trading Environments and Trust/Security/PKI solutions. During this time worked with many of the UK’s largest financial and industrial organisations. All sales targets during my tenure were achieved and often exceeded (see Awards & Recognition).

London, Gb

This was a senior management role responsible for:• Establishment of an operational platform and a team on which to build a business class Web development service;• Development of propositions and marketing strategies to support service sales;• Management of client projects and associated consultative work;• Defining responsibilities and objectives for a multi-disciplined team;• Co-ordinating business development; • Presenting to, and liaising with, clients and business partners; • Assessment and specification of software and hardware products for Web Business; • Providing consultation to clients on Internet/Intranet/Web technologies; • Managing Quality Assurance in accordance with ISO 9000.

Responsible for testiing localised and reengineered Adobe Software products e.g. Photoshop & Illustrator.

Glasgow, Glasgow, Gb

Tutoring programming (PASCAL) to undergraduate and postgraduate students.

In 1994, while living and travelling in Australia, I worked in the Treasury Department supporting a Foreign Exchange trading floor environment comprising a SunOS network, Bloomberg, Teknekronic and Micronosis trading systems.

Gb

As a member of the City based Open Systems Group, I developed systems management interfaces for the Bank's Branch File Server project and supported its rollout to over 1,000 branches in the UK. After successful implementation, I managed a number of related software integration projects and product evaluations for the above platform. During this time I also provided technical support to implementation teams, second line support teams and Branch Managers, as new services and enhancements were introduced.

As a member of the Electronic Warfare division based at the Research & Development centre in Stanmore, North London, I worked on the development and testing of radar countermeasure systems. During this time I also designed and managed the production of communications interface equipment for the Royal Air Force.

Msc., It Systems & Software

Dynamic Organisational Leadership

Leadership Development Program, Organizational Leadership

Master Of Business Administration (M.B.A.), Strategy

Beng(Hons), Electrical & Electronic Engineering