John Rawl Email & Phone Number

Dublin, IE

Dublin, County Dublin, Ireland

• Member of the Senior Leadership team with responsibility for shaping and executing a customer- focused commercial growth strategy for the business.
• Lead the sales and pre-sales function, including Business Development, Account Management and internal Sales teams, driving growth through value-based selling methods, responsibility for pipeline management and CRM.
• Lead initiatives for sales training and career development of sales managers and sales team members, delivering quarterly sales training.
• Lead the Marketing team implementing initiatives to improve brand awareness, market penetration, lead generation, cross-sell and up-sell opportunities.
• Collaborate with the CEO on weekly and monthly sales forecasts for net-new, recurring and managed services revenue
• Prepare operational and financial sales department reports to present to company Board.

Dublin, Ireland

• EMEA lead responsible for building and scaling a cybersecurity-focused partner ecosystem
• Led a sales organisation including Partner Managers, Partner Development Managers, and BDR's
• Led partner engagement initiatives to enhance product knowledge, accelerate sales pipeline, drive revenue growth, equipping partners with effective strategies to increase product awareness maximising market penetration
• Delivered and executed the sales growth strategy through value-based selling, driving performance through hands-on leadership, detailed oversight of all sales activities, KPIs and metrics, with effective use of.
• Led the collaboration with cross-functional leaders on Go-to-Market strategies to achieve sustained growth and high account retention
• Partnered with Inside Sales teams to drive lead generation activities, optimise sales pipeline and improve conversion rates

Dublin City, County Dublin, Ireland

• Led and mentored a team of Sales Managers and Partner Success Managers to exceed their sales quota on a monthly and quarterly basis.
• Built a SaaS Go-to-Market strategy in mid-market territories to exceed against company sales goals and objectives.
• Collaborated with direct and indirect sales teams to build pipeline, grow the partner network, whilst increasing customer loyalty by enhancing relationships with strategic partnerships and distribution in EMEA.
• Co-ordinated with multiple internal resources including Marketing, Sales Operations, Enablement and Product to shape the sales strategy.
• Monitored sales performance activity, pipelines, forecasts, and close rates to ensure quota attainment.
• Ensured all team members had the appropriate support and training to ensure best skills and knowledge are applied to the job through regular check-ins and feedback sessions.

County Dublin, Ireland

• Led and mentored a team of mid-market direct sales account managers, following a product led sales strategy to expand their customer base through digital selling, online campaigns, cross-selling and upselling of the.
• Ensured CRM discipline was followed to accurately maintain and reflect up-to-date sales forecast and opportunity status
• Implemented best practice of territory and account plans to capture strategies for upsell, cross-sell, and overall revenue expansion to achieve assigned sales targets and KPIs.
• Managed sales funnel from lead to close, providing regular and accurate weekly revenue forecasts to leadership team.
• Collaborated across other company departments to ensure account managers are selling the full product suite and identifying new business opportunities for the organisation.
• Coached and mentored each team member to ensure they had a clear and concise career development plan as well as ongoing training plans.Key Accomplishments:

 Started an intensive two-year BA Business Management degree during this period, concluding in August of 2020 with a 1st class honours degree

County Dublin, Ireland

• Member of global sales leadership team, representing EMEA.
• Led Inside and customer-facing sales operations for SAP, BusinessObjects, and Sybase across EMEA,
• Managed Direct, Indirect, and Distributor channels from SME to Enterprise accounts.
• Provided leadership to a sales organisation of Customer Engagement Executives and Customer Success Managers, focusing on driving customer success, retention, and significant growth in software maintenance renewals and.
• Partnered with the sales operations function, fostering a culture of data-driven decision-making, continuous improvement, training, and revenue management enhancements.
• Managed an outsourced partner handling €100M in SAP maintenance revenue within small to medium-sized organisations.

County Dublin, Ireland

In this role, I successfully led a team of 43 Sales Professionals to execute the omni-channel regional strategy for BusinessObjects. Some of my accomplishments in this position included the following: Achieved annual revenue of €300M+ representing 104% - 110% of stated targets.

County Dublin, Ireland

In this capacity, I provided management oversight for a team of 12 Inside Sales Professionals and 1 Team Leader with responsibility for revenue generating activities across a territory consisting of UK & Ireland, Nordics, France, and Germany worth over €80M. Some accomplishments included the following: Leveraged exceptional communication skills to.

County Dublin, Ireland

• Managed and developed a successful team of 22 internal account managers, 1 Team Leader and 3 field based business development managers.
• Exceeded sales targets of $120m per annum.
• Created and implemented a channel sales strategy for Dell’s preferred System Integrators.
• Drove adherence to key performance indicators including close rates, inbound & outbound talk times and customer service level agreements.
• Developed team members through the implementation of individual and career development plans.

County Dublin, Ireland

• Managed and developed a successful team of 12 internal account managers
• Exceeded sales targets of $80m per annum.
• Drove adherence to key performance indicators including close rates, inbound & outbound talk times and customer service level agreements.
• Developed team members through the implementation of individual and career development plans.

County Dublin, Ireland

• Develop new business opportunities in the Financial and Telco sectors. E.g. Bank of Ireland, A.I.B, Irish Life & Permanent, Eircom, Esat BT & O2
• Contributed to the rapid growth of Irish market share for Dell Corp. corporate segment through the ongoing development of new business sales in targeted accounts.
• Managed large-scale rollouts resulting in Dell being a preferred vendor in strategic accounts as named above.
• Successfully sold the first Dell server to Bank of Ireland and increased quarterly sales from zero to >1m EUR.

County Dublin, Ireland

• Managed the strategic relationships within the Financial and Telco sectors in Ireland E.g. Bank of Ireland, A.I.B, Irish Life & Permanent, Eircom, and O2.

Bachelor Of Arts - Ba (Hons), Business Administration And Management, General, 1St

1:1 BA Honours in Business Management

Management Diploma, Business Administration And Management, General, Diploma In Management