Architect of Fujitsu uSCALE PPU, the scalable consumption service for Fujitsu data-centre products and services. Leading a small cadre of multi-disciplined specialists to develop a financial, commercial, technical and service model to address the requirements of our customers in an evolving market. Operating across Europe, directly collaborating with customers and challenging the internal status-quo in order to deliver a successful outcome.

Player-manager responsible for the Bid Finance function for Northern Europe delivering £500m of new business in FY18/19. Leading a team of twelve finance professionals and providing coaching for a further sixteen, including our near-shore team. Focus on re-shaping the role of the team to be experts in market-led pricing, leading on customer interactions and creative resolution of commercial issues.• Architect of pay-per-use pricing models for Hybrid IT, Product and RPA businesses;• Transformed an ailing bid to win a £20m+, new name, Swedish client. Re-shaped the commercial construct, led negotiations with the client and balanced risk for all parties;• Delivered training to 185 non-finance, pre-sales staff, across five countries, driving a culture change towards market led pricing. Attracted the highest feedback scores in terms of content, delivery and attendee benefit; • Designed new financial model and executive outputs to ensure consistent construction, treatment and review of deal finances across the EMEIA region. Improved focus on market competitiveness and freed time for team to focus on high-value customer interactions;• Alumnus of the Fujitsu Future Leaders Programme.

Provide financial expertise within the bid assurance function. Working in partnership with bid teams to identify, quantify and mitigate financial risk on sales opportunities totalling £3,000m. Coached bid finance leads in charging mechanisms, tariff calculations and scenario analysis. Cultivating best practise and ensuring lessons learnt are considered and applied. Advised and supported executive level decision-making.• Led cross-discipline bid assurance teams, building strong working relationships with bid teams with the aim of improving and ensuring consistent profitability on opportunities totalling £1,000m;• Contributed to the development of bid finance policies, management of financial risk in global trading and streamlining deal governance processes;• Authored a toolset which enabled complex financial information to be summarized for use and analysis by non-financial colleagues;• Developed and facilitated financial awareness courses for the sales and commercial organizations; and• Supported the Graduate programme through facilitating workshops and providing mentorship.

Finance lead for new business, including the development of tariff payment mechanisms, and provision of modelling expertise and support to key (£100m+) accounts. Led financial negotiations with the customer and supported the commercial team with financial input and scenario analysis. Worked with consortium partners to ensure end-to-end financial coherence and standardisation of output.• Worked on both private and public sector bids across a range of industry sectors, including multi-currency global deals; • Provided thought leadership which resulted in enhancements and simplification of commercial mechanisms, financial models and new business processes;• Introduced standardised costing templates and developed business processes with the change management team to improve turnaround and response times for new business requests;• Re-wrote the pricing model, which combined with new template inputs and outputs, reduced the timescales for the production of pricing by 80%; and• Provided support and guidance to the wider organisation on the creation of tariff charging structures.