Reena Gupta Email & Phone Number

Go to Market lead for Europe, supporting initiatives and activities to drive Software adoption and expansion across multi-vendors, as Customers transition to software and subscription licensing models. As vendors adopt a Software, SaaS approach, the market is rapidly evolving - responsibilities include:- Identifying and supporting in-country capabilities with driving standardisation across systems, tools and processes at Group level - Country enablement - supporting with awareness and development of their Software practices - Partnering with Regional and Group stakeholders to ensure alignment of activities and initiatives Success defined by growth of the Software business, shift and increase in Subscription license vs Perpetual, and increased client coverage of Enterprise Agreements.

Elective career break to pursue additional interests- Covid-19 Vaccination support. Assisting local GP practice with co-ordination & support- Volunteering at Covid-19 Clinics- Travel abroad

London, United Kingdom

Shareholder in Cloud Optics (acquired by Livingstone Group in 2019) - comprised leading Software Licensing Consultants that delivered a range of Advisory & Optimisation services across Microsoft, Oracle, SAP & IBM.Advising Global and Enterprise Clients (>30k IT Users) on their Microsoft Licensing and Contract renewal Strategy, optimising spend and investment in their digital transformation journey. Consulting advisory role to provide findings / recommendations to CxO’s. Supporting Client’s negotiation strategy as well as identifying optimisation efficiencies, defining commercial and contractual terms including benchmarking. Success determined by Client savings achieved in licensing spend.Specific responsibilities: - Engaging with CxO’s to advise on licensing / commercial strategy aligned to digital transformation objectives- Independent benchmarking on cost models and contractual concessions- Deal economics from the lens of the customer - Largest UK Commercial customers - Act as trusted advisor to customer to develop a solution that is aligned to their requirements and maximises the most optimal solution, aligned to Microsoft’s sales behaviours- Demystifying complexities of licensing to simplify for clients - ranging from software renewals, cloud transition, vendor audits, M&A activity

Commercial Manager for key UK and Global accounts in Travel, Transportation, Comms & Services. Helping customers navigate Microsoft licensing options through their contract lifecycle milestones, providing commercial, contractual and product licensing support culminating in innovative commercial solutions to enable their Digital Transformation.- Design Microsoft licensing solutions for customers- Manage the commercial relationship with Enterprise customers- Provide specialist licensing support to Microsoft sales teams and Microsoft partners- Own commercial updates and briefings to customers

Commercial Negotiator and Dealmaker for Microsoft UK’s largest Enterprise / Global customers. Empowered and responsible for providing expert knowledge of Microsoft’s Cloud and Enterprise volume licensing programs and negotiation strategies to the UK sub’s General Manager’s and field sales to increase volume licensing sales and increase deal efficiency. - Decision maker and approver for non-standard pricing and commercial terms- Lead negotiations with customers for final terms and conditions necessary to close custom deals- Identifying and resolving agreement issues, negotiations changes, recommending compromises - Building strategic partnerships internally and externally – liaison with cross functional departments (legal, finance, operations, business groups)- Deal architecture / strategy / deal economics- Compete to win- Architect and owner of UK Govt Framework (~$500m p/a contract) - Field enablement on UK Government framework, with training, best practices, and preparation of contracts

Developing and supporting the relationship with Procurement and CxO’s from a software licensing perspective, building and creating territory growth plans to identify and achieve revenue growth. Executing on licensing strategy within large commercial clients to meet metrics for growth, customer satisfaction and strategic initiatives, driving both new and annuity revenue.- Commercial manager for large Retail, Services and Manufacturing accounts- Technology licensing advice- Transaction / deal structuring

Ensuring customer compliancy in SME space, through SAM adoption, whilst driving revenue through license legalisation. Delivering the benefits of SAM to ensure adoption of best practices, processes, whilst managing customer loyalty. Managing audit partners engagement. - Initiating formal audit process- Project managing and supporting the end-to-end audit / compliancy process with client and partner- Advising on SAM processes and procedures

Direct field engagement role, focused on delivering specific customer wins based on escalations from account teams, partners and where the customer had either/and or all of the following: complex licensing deals; competitive bids; design, solution led opportunities.New role concept within Microsoft which resulted in the blueprint being established for the role expansion and transition from FTC to FTE basis.

Portfolio Sales ExecutiveNew Business Development role, managing channel partners and territory development, engaging directly with corporate and central government customers.

Sales

Graduate Sales Program - SPIN - TAS Client sales qualification / prospecting / targeting methodologies

Bachelor’S Degree, 2:1