I work closely with the UK, European and African sales teams as a product specialist and advocate for the Aderant Expert application suite, and as a liaison between EMEA customers, Product Management, and global marketing. This involves:• evaluating RFPs and various 'supplier briefs' before co-ordinating the best Aderant EMEA response;• responding to RFP documents and working closely with Sales on pricing;• providing compelling overview and detailed demonstrations of the Aderant Expert solution within the EMEA region;• presenting at user conferences, roadshows and customer-led events;• working with existing customers to expand the value derived from current Aderant applications;• developing creative sales tools for the teams to use in presentations, documents and demonstrations;and• seeking out efficiency and performance gains in current sales, pre-sales and consulting processes.

This role was created to provide pre-sales support to the UK In-House and Public Sector sales teams arising from identified needs of General Counsel and Head of Legal contacts. Dedicated to a range of software tools, I worked closely with the Account Managers and Market Development Directors to assist with sales, product development, internal training and marketing.My role was a blend of technical pre-sales support, new business sales and account management for the new products which provided the following functionality:• Contract proofreading• Contract discovery, analysis and management• Automated document drafting• Matter document management• Activity (Time) analysisI managed a pipeline of new business gained through my own campaigns, networking and lead generation, and from referrals from Account Managers. For opportunities within the pipeline, I was the lead specialist for the products.Aside from the support I provided to the Account Managers and management of my own pipeline, I also:• presented solutions in proposals and face to face to C-Level contacts;• delivered proof of concept workshops and training to prospects, customers and account managers;• produced proposals and responses to tender invitations; and• assisted the marketing team with key messages for promotional web and print copy.

I supported the business development activity across a number of sector, practice areas and teams.The role included:• creating and delivering on sector and practice area marketing plans; • being accountable for marketing budgets;• chairing marketing meetings with client partners and other fee earners;• supporting the lawyers in major and complex bids (tenders, proposals, pitches and debriefs);• identifying new routes to reach clients and build new relationships;• presenting solutions to clients and referrers; • analysing and reporting on client profitability, providing solutions to enhancing current positions;• managing a programme of legal training courses that generate in excess of £100k pa; • managing seminars for in-house legal teams, being responsible for follow-up activity;• working closely with our solution providers to add value to our business;• negotiating costs and terms with software and service suppliers; • producing copy for and managing activity (events) within marketing campaigns;• delivering business development and product training to fee earners and colleagues; and• being the team's technical advisor, providing coaching and support on new solutions.I was also responsible for:• the development of the firm's website and microsites - looking at functionality, reporting, pay-per-click campaigns, social media solutions, integrity checking solutions, search engine optimisation and brand compliance;• advising on the technical setup and wide-scale use of the firm's CRM platform, InterAction, and its integrated products which deliver enhanced tracking, feedback and analytical functions; and• amending firm-wide policies affecting business development (e.g. data protection, social media and web site management).

With a colleague, I started an internet security unit within Netforce and introduced a range of carefully selected products into the reseller business. I provided training to the sales, marketing and technical teams, and developed product awareness amongst existing and new clients. I assisted the sales team to close new business and presented regularly at seminars. I became a specialist on web reporting solutions and network performance solutions, whilst having a clear understanding of web hosting solutions and data centre fault tolerance.The role involved managing the relationship with multiple distributor and manufacturer partners of the products within the portfolio, meeting regularly for account reviews and negotiating pricing structures.Towards the end of my role with Your Communications I took responsibility for a new range of WAN performance appliances, developing a commercial plan that was approved by the Product Management Director. I subsequently rolled out a training programme to colleagues in the direct and reseller sales teams, and worked closely with other teams (finance, customer services, marketing etc.) to develop the product. I led on sales support and attended many client meetings, introduced a range of 'try before you buy' solutions and worked closely with the procurement teams and the supplier for sourcing product.

I provided technical pre-sales support to the sales and technical teams of Allasso's UK resellers on a wide range of complex internet security products, including firewall and VPN technologies; web content filtering; cache controllers; email scanning systems; intrusion detection systems and WAN optimisation devices. I held technical accreditations from most of Allasso's partners, having undertaken comprehensive technical training programmes.The role included delivering telephone and on-site training and business support to resellers (throughout the UK and in France). I would run sales training courses regularly for the sales teams at Allasso's resellers, which I developed myself. This extended to creating sales support materials for the products within the portfolio and presenting seminars at security industry events.I also assisted the management team within certain reseller businesses to determine how best to create and expand their own internet security unit through careful evaluation of client markets, product implementation and support strategies, sales and technical staff training, marketing campaign support and pre-sales technical support. One of the resellers I started doing this with was Netforce Group, where the management team asked me to join to establish and run a new business unit.

Data Supplies was sold to Elcom in 1995. I continued to provide technical sales support to the combined sales team and clients on a wide range of networking and internet security products. Eventually, I specialised only in internet connectivity and security solutions.

I provided technical sales support to the sales team and clients on a wide range of server, networking and newly introduced internet security products. The role involved the design, installation and support of complex networking solutions.

I designed and installed PC network and networked application suites. I provided technical support to the sales team, accompanying them to client meetings, preparing bids and presenting solutions.

I provided PC, application, printing and network support to approximately 150 members of staff with one other person.