Richard Evers Email & Phone Number

United Kingdom

United Kingdom

Providing solutions that help our customers to transform, deliver new and relevant services to improve customer satisfaction, lower costs, reduce risks and drive new revenue opportunities.

Uk Wide

Critical role in the sales team leading & supporting the consultative sale of a suite of transformational software solutions and services to the Financial Services sector including the recent sale of large deals to major retail banks and other financial institutions.Qualify, influence and shape the successful outcome of customer opportunities in alignment to the account sales strategy through understanding the customer challenges, and how the Diebold Nixdorf Vynamic software suite of solutions align to these, thus achieving optimum business value and ROI.Typical tasks such as presenting solutions and demonstrations at all levels within a customer, responding to RFX’s/Tenders, creation of sales proposals and technical solutions, input into the sales commercial process, and handover to professional services via provision of SOW’s.Leading business development activities in the team to proactively grow the sales pipeline by working alongside, and supporting other functions, such as Product Management and Sales Marketing.Managing and ‘nurturing’ existing customer relationships via my ‘trusted advisor’ status, to identify and develop new ‘cross’ and ‘up’ sales opportunities, this includes evangelising new products and solutions.Feedback and escalation of customers and prospects product requirements to DN product development teams to accelerate or win a customer opportunity and remove competitive threats.Use of sales tools and techniques to determine how the DN solution portfolio is able to differentiate, in order to influence the customer focus and strengthen the sales engagements.

Uk & Ireland

Leading and managing the most successful pre-sales team in EMEA. Supporting sales in achieving multi-million pound targets of enterprise ITOM & ITSM software and services in 'blue-chip' accounts such as HSBC, RBS, Lloyds, Co-op Financial Services, ITV and large government accounts.Critical role in the sales team, providing input to qualify, influence and shape the successful outcome of customer opportunities. Understanding the customer challenges and how the HPE ITOM & ITSM Software could align to these to achieve optimum business value and ROI.Creating and leading business development activities in the team to drive the sales pipeline, both internally in HPE software, the wider HPE, and externally across the partner and alliance channels. Working alongside other functions, such as ITOM & ITSM Product Management/Marketing, Services and Support, to develop a market and evangelise new products/roadmaps. Influenced and escalated product requirements to accelerate or win customer opportunities.Managing and developing existing customer relationships, to identify and develop new ‘cross’ and ‘up’ sales opportunities via ‘trusted advisor’ status. Promoted best practices, documented customer case studies, and achieved references.Analysis of the pipeline, to ensure appropriate qualification and prioritisation is enforced, so that pre-sales resources are aligned appropriately.Work with the sales teams both internally and externally (inc. channel & alliances) throughout the entire sales cycle. Included management of the team to deliver on typical pre-sales tasks throughout the sales cycle.Other management duties, such as opportunity tracking, resource allocation/prioritisation, HR admin, recruitment and regular 1-2-1 meetings and other team meetings/events. Development of individual Personal Development Plans aligned to a career framework. Regular reviews with mentoring and coaching to ensure that individuals are on track to achieve their aspirations.

Uk & Ireland

Responsible for business development for ITOM Software within the UK&I, and driving successful growth and market presence of innovative products & services in this space. Achieved targets during a very volatile period through use of Strategic selling techniques such as ‘The Challenger Sales’ methodology.Working closely alongside product development/management teams, marketing functions, pre-sales and sales, and a critical member of the sales account teams in order to provide specialist knowledge. Provided input to influence and shape the successful outcome of customer opportunities during the sales cycle.Construction of customer proposals to promote the most appropriate commercial and technical solution aligned to the business requirements, whilst differentiating from the competition, and maximising ROI/business value.

Uk & Ireland

Embedded within accounts as the software account lead. Customer focused and established as ‘trusted advisor’ status, influencing customer strategy and resulting in significant sales growth in key accounts (HBOS, RBS, Lloyds, HSBC & Capital One). Working with the wider sales team, support, pre-sales, and other functions as the focal point within the accounts. Consequently, achieved successful growth of the install base with ‘up-sell’, and developed new ‘cross-sell’ opportunities.

Uk & Ireland

Develop sales of a new software stream in a start-up business. This became the leading solution in the market for ‘Application Performance Management’. Successful in developing and evangelising this from no sales/customers, to a multi-million pound business and a highly recognised brand in major accounts (e.g. Lloyds, RBS, Abbey National/Santander, HSBC & Capital One). First to market with a SaaS offering for remote monitoring (e.g. First Direct and Direct Line).

Uk

Responsible for delivery of technical solutions for high value business systems and applications based on understanding customer requirements, and within the technical standards and governance of Royal Mail IT.

Uk

Worked with the sales teams throughout the entire sales cycle on opportunities performing all the necessary Pre-sales tasks involved in a customer engagement. Also tasked with post sales consultancy, involving both implementation and training of customers.

Uk

On placement in 1989 and a subsequently given sponsorship (was only 1 of 2 chosen from 12) during the final year of degree. Graduated from Sheffield Polytechnic and placed in an initial role to manage a Mainframe MIS system using SystemW on Development of client server based MIS systems, based on Paradox 4GL and Databases. This involved presentations to CxO and director level.Gained experience in a number of roles in the software development lifecycle, including analyst, developer, testing, and project management/team leader.