Joined the executive team to extend and manage indirect customer acquisition channels, with particular focus on direct sales into accountancy practices, large distribution deals and globalisation.Managing reseller relationships (Barclays Bank, IRIS Software), partners, integration opportunities and existing accountancy practice clients with a combined customer count in excess of 40,000 SME and micro businesses.Leading Partner and Business development operations in US, developing and managing accountant accreditation Key responsibilities:• All indirect sales revenue via -o Resellerso Partnerso Affiliateso Accountancy Practice sales• Identification and acquisition of new channels via commercial negotiation and sales process in UK & US• Joint marketing & PR with channel partners, supported by marketing team• Developing and managing accreditation processes• Managing commercial terms and cross-promotion with integration partners • Building accountancy practice sales team• Reporting to CEO

Brought on board to identify opportunities within base (4000 contracts, 8000 customers) for larger entities with wider geographic requirements and to build relationships and introducers programme of National influencers. Direct and sole relationship with a small number of hand-picked key accounts (+£100K Microsoft sharepoint consultancy closed with Brewin Dolphin, largest independent stockbroker in UK). Personal target £180K GP p.a.Acting as bid leader in Public Sector tenders (singled out as final selection £600K patient web access deal for NHS in NE England). Responsible for managing the Pegasus accounts application software product silo, 1,200 customer contracts. Key vendor relationship management. Silo target £1.5M GP p.a. Key responsibilities:• Group-wide performance within the Pegasus product siloo GP budget of £1.5M p.a.o Creation, implementation of sales strategy for all regions group-wideo Creation, management and implementation of sales campaigns to ensure achievement of budget and avoidance of performance vacuumso Pipeline measurement and forecastingo Major-vendor relationship managemento Involvement with acquisitions of Pegasus bases/resellers• National accounts responsibilities and actions include: o Analysis of existing customer base identifying candidates and targets as National Accountso Approach and engagement of target organisationso Pass-back to regional contacts where appropriate, or retain relationship on ongoing basiso Engagement with National introducers, relationship and partnershipo Particular emphasis on Public sector in conjunction with Enterprise Solutions divisiono Personally identified, proposed, closed and negotiated large Microsoft sharepoint consultancy contract with major UK-wide financial services organisation• Reporting in to board - Group Sales Director

Responsible for all commercial aspects of the business; sales (indirect and direct), marketing, product messaging, pre-sales, direct customer consultancy, third-party supplier relationship, customer service issues, channel management (120 resellers), sales campaigns, lead generation, channel programmes, credit control, business support, admin (contract renewal, 12,000 contracts) and customer service.Ran and developed the sales channel of 120 resellers through a team of 4 Account Managers and Head of Sales. Handled all media, journalist and PR engagement, very much acted as the “face” of the business. Designed and delivered reseller events (100-200 attendees). Assist resellers with larger prospective customers. Targeted prospective new introducers: accountants, banks, LECs etc.Brought 5 new third-party developed applications solutions to market under Pegasus branding. Identified and selected candidates, negotiated commercial terms and set pricing and revenue share. Managed relationship ongoing thereafter.Tasked with revenue budgets of £12M, contribution/profit budget of £6.5M. Managed all pipeline and management reporting into global leadership, commission schemes management. Virtual management of teams in UK & Ireland, responsible directly for 30 staff.Key Responsibilities:• All commercial aspects of the business including:o Achievement of budget, forecasting and pipeline management reportingo All Channel engagement & direct sales o Contract negotiation and dispute resolutiono Third-party & OEM contracts and relationshipso Marketing, branding, web & PR ($1M budget p.a.)o Media engagementso Go to market, pricing and channel strategieso Order processing, contract renewal & despatcho Pre-sales supporto Direct customer consultancy o Product specialists and product messaging• Revenue quota of c. £12M, 12,000 customers within UK & Irelando £10M through channel UK & Irelando £2M direct, majority in Ireland• Reporting into SVP EMEA of Infor.

Responsible for delivery of sales strategy and revenue budget in excess of £10MKey responsibility is delivery of budgetary performance through the Pegasus Partner Channel with 140 UK and overseas-based Partners and through our direct sales operation in IrelandOther key responsibilities included:Forecasting, reporting and resource allocationMarketing, sales messages, sales toolsPartner recruitment, both within the UK and overseasDirect management of the sales department including initial recruitment, dismissal and ongoing appraisal.Target and commission setting, budget agreementReporting directly into MD. Board member

Personally responsible for key account relationships including sole distributor in Eire, and three largest UK accounts.Managed team of 3 Product Specialists charged with delivering Partner value within the channel.Revenue target in excess of £4M p.a.

Managed both New Business Development and Channel Management with a portfolio of Channel Partners.Represented Pegasus in sales situations and at exhibitions, shows, product demonstrations and the like.Controlled and negotiated pricing issues and discount levelsRecruited new Partners and both assisted and policed existing Partners.