> Ultimately, grow BentleyWhitaker by finding more of the right clients, manage and grow those relationships. Typically add the most value to IT companies with 50-200 employees.> Grow whilst maintaining a culture of interest in our clients businesses, upholding a professional efficient service, so they get CVs of well qualified candidates within a week for most roles. > Review business strategy in-line with IT market changes and respective required technical skills. > Improve BentleyWhitaker knowledge on focus areas, such as AI, so we have better conversations with our clients and candidates. Update branding to resonate better with what BentleyWhitaker delivers.> Going over and above to help clients and candidates even when there is no job role to fill.

First sales person on the ground in the UK personally responsible for all sales into 5,000 user plus organisations and responsible for building the wider UK go-to-market business. A partner-only supply to market model working closely with the lead partner manager to develop and execute on the right partner relationships for Keepit. Examples being that we grew Softcat from zero to second largest reseller for Keepit globally in one year and, with another strategic reseller, we will now overtake that.Keepit SaaS to SaaS backup provides unique value by providing 4 copies of backup in offsite regional data centers. Backup away from public cloud or any production systems to make it much harder for threat actors to compromise. Cloud-native ease of use and a price per active user provides a simple license model - unlimited storage, unlimited data retention, free backup for inactive users, and we include backup for EntraID users, groups, roles and admin units for all our M365 and Google Workspace customers. We also backup PowerPlatform capabilities, Azure DevOps, D365, Salesforce and Zendesk............a strategic choice for SaaS backup.

Engaging a select number of enterprise companies in the UK that are in the greatest need of comprehensive Identity Management capabilities. We typically find that large companies implemented a level of identity management some time ago before cloud, SaaS and other digital technologies were prevalent. Coupled with the respective accelerated velocity of business today, this creates a few problems:- High cost of FTE dedicated resources fire fighting identity management requirements. There is also an opportunity cost that this FTE could be deployed elsewhere for greater business benefit.- Over-provisioning. People are provided with a lot of access to data and information they should not have causing unnecessary compliance and cyber-risk exposure.- Low productivity. It can take weeks or months to provision access to systems across many stakeholder identity control teams instead of minutes with a centralised identity management platform covering the enterprise.- Increasing compliance intensity with associated fines and reputational damage.SailPoint addresses all the above issues with AI at the core to automate many aspects of identity management. SailPoint is regarded as the market leader by Gartner, Forrester, and KuppingerCole. We cover multi-cloud platforms, SaaS, digital workers, unstructured data, mainframe and other legacy platforms to provide a central view and management of every identity.

First in the door role to build the European business for NormShield. Role entailed selling directly via own contacts and sales campaigns, working with existing partner network and finding new productive partners, organising trade shows, and utilising remote SE resources to support opportunities. NormShield provides a cyber risk scorecard to score and provide low level details of the external cyber risk posture for any organisation. Key value over more established market competitors include:- MITRE based scoring versus 'black-box' proprietary algorithms, which make the scores hard to believe. 500 MITRE control items and 20 cyber risk categories reported on.- Provide details of findings to act upon. Not available with competitor offerings.- FAIR to provide financial risk exposure likelihood and respective cost. The most common use-cases:- 3rd party cyber risk management. Opus and the Ponemon Institute November 2018 research outlined that 59% of companies had a 3rd party breach, so why not engage a real-time cyber risk check of the supplier base on a regular basis? - Self Assessment. Review and prioritise cyber risks in your own environment on a regular basis. Benchmark against leading competitors.What Brian Krebbs says about the issues:'What’s remarkable is how many organizations don’t make an effort to view their public online assets as the rest of the world sees them — until it’s too late.' '....companies with advanced “security maturity” also are regularly taking a hard look at what their outward-facing security posture says to the rest of the world, fully cognizant that appearances matter — particularly to ne’er-do-wells who tend to view public security weaknesses like broken windows, and as an invitation to mischief.'

Responsible for growing business in Financial Services, Telco, Media, Legal and IT industry sectors for three core secure access products:1) Privileged Access. An appliance based solution to improve secure control and audit of access to critical systems - 3rd party vendors and employees. It enforces least privilege, denies lateral movement around the network and provides a video audit trial of all access time, plus rich syslogs to output into a SIEM tool. It also integrates with AD, SSO, MFA, change management and Privileged Identity Management tools.2) Privileged Identity. Automatically take all privileged credentials under management into an enterprise password vault; inject privileged credentials into Privileged Access so no-one needs to know them; rotate privileged credentials after one-time use; auto discover any changes to end-points or privileged credentials immediately. Security enabled productivity. Implement in days and low operational cost.3. Enterprise Remote Support - the market leader with 14,000 customers. The most secure remote control/fix support solution in the market and is based on an appliance to broker all remote support sessions, so there is never a point to point connection. There is a comprehensive range of unique powerful capabilities to increase first call resolution and reduce average handling time. This productivity is further bolstered with an extensive list of adapters to seamlessly integrate with ITSM platforms, including ServiceNow, BMC Remedy, and Cherwell.

Enterprise sales role selling three lines of software solutions:1. Modernise Cobol applications. Low cost and ease speed of change required in business today.2. Lower the cost of mainframe applications by 50-90%.3. Speed up development, testing and delivery of the right application functionality.Wins include Lloyds Bank, Barclays, Capita, LV, HSBC, NFU Mutual, Admin Re.

Enterprise sales role with and the territory was Financial Services in the UK. The software reduces time to deliver rules logic, which is prevalent in quote engines, KYC, underwriting, claims processing, fraud, risk and compliance systems. Customers included Visa Europe, Barclays, Hiscox and Zurich Financial Services

Enterprise sales role pre-dominantly targeting Financial Services organisations. The software enabled emerging new distributed Java applications to be integrated with existing business critical data on mainframes. Wins include Norwich Union, Barclays, PWC, Zurich FS, John Lewis, VW (Gedas).

Selling consultancy in to the Financial Services sector, euro preparation consultancy and into Life Sciences in my final year. A great sales education acquired during my time here.