Beaver, Cub, Scout and Explorer Unit LeaderGroup Scout LeaderDistrict Training Adviser (Rest of the World District)First Aid QualifiedBritish Scouting Overseas Executive Committee Member

Responsible for deployment of globally defined competitive strategy in relation to UK competitive sales deals.• Manage a multi-million dollar budget for allocation against nominated competitive and win-back sales activities.• Manage competitive specialists and subject matter experts across the whole IT portfolio, targeted with new logo and winback revenue metrics.• Design and deploy competitive sales training across UK sales teams, often engaging global expertise.• Define and implement competitive marketing strategies across the brands and drive programs to increase revenue.• Leverage media, events and analysts in the IT marketplace to gain competitive advantage• Address competitive advantage through market analysis and benchmarking activities

Global Process Services (GPS) is IBM’s $3Billion Business Process Outsourcing (BPO) organisation, with over 60,000 employees supporting in excess of 200 clients from more than 50 delivery centres around the world.A newly defined strategic role in the Business Development team, with overall responsibility for enabling all sellers across IBM UK & Ireland to identify and develop quality client opportunities in Business Process Outsourcing.• Developed and executed a sales enablement plan in support of the UK signings target of $800M in 2011/2 • Defined tailored offerings to meet market-led demand for industry-specific business process solutions• Led lead generation campaigns and managed performance reviews against pipeline targets with Industry Executives.• Partnered with European and Corporate marketing teams to ensure collaboration on pertinent events and campaigns, and worked with external analysts to help maintain our market-leading status.• Engaged with worldwide executives to ensure unified approach to education, marketing and sales enablement activities and sharing of best practices. • Defined and managed many sales enablement programs including the deployment of social media sales techniques, addressing educational requirements to meet skills gaps, sales collateral development and best practice sharing with NE European colleagues in Nordics and Germany.

Global Business Services (GBS) is IBM’s $5.9Billion Services and Consulting division, of which the UKI contributed $1.8 Billion. As Communications Leader, I managed the Executive communications for the GBS UKI General Manager.• Led the creation of online and offline based copywriting covering change management, business strategy communication, employee relations, marketing, knowledge sharing, newsletter production, education, leadership communication, business and financial reviews, presentations and podcasts.• The 2009 GBS Communications Satisfaction Survey highlighted 88.5% of the GBS population were satisfied or more than satisfied with the quality and quantity of GBS Communications from my team. • Supported the UK General Manager for GBS at external speaking engagements with media and analysts.• Led a series of articles supporting the Carbon Management programme and provided weekly coverage in order to help raise and maintain awareness of the Carbon Management initiatives and their importance in all future IBM business activities with clients.

• Successfully managed the AS Collateral initiative as part of the Sales and Solutioning element of the 2007 Strategic Transformation Plan. Including development of a comprehensive portfolio of AS materials which has been recognised across the Geos and WW, such as 2007 (and 2008) AMS Sales Guide, AS Collateral Library, AMS Offerings Industry Mapping, Industry Specific Slide decks, FAQ database, ‘Green’ Value Propositions, Case Studies etc…. 2007 AMS Sales Guide recognised as Best of Breed globally.• Led the re-design and migration of the UKISA AS Intranet site, including content review and update, communications and wiki and media library setup.• Managed the Competitive Rates Benchmarking study and developed and implemented a Rates Benchmarking Tool for use within the Solution Design Process.• Provided Sales Enablement Support including Competitive SWOT analysis, RFI responses, IC requests etc• Managed the ‘Embracing AMS’ Education Program rolled out across IBM Sectors and Brands.• Supported the development of the AS Strategy Newsletters including copywriting content for an edition on "Driving the Carbon Agenda".• Acted as primary 'Green' Champion for AS linking into IBMs Climate Change Centre of Excellence team.

incl 11mths maternity leave)In a new organisational role accountable for overall client satisfaction, provided UKI team leadership for a team of 9 across all Sectors including taking personal responsibility for clients within Small & Medium Business, CSI and Distribution Sectors.Achieved the on-target deployment of the newly created CRR role in the UK & Ireland. As a result of this achievement, awarded the 2004 EMEA Excellence Award and PBC 1 ratings in 2004 and 2005. Led the UK team of 9 and provided operational management for UK including deployment of scorecards which were adopted by EMEA Operations.Introduced joint improvement programmes with senior client personnel, eg: Procurement Directors, CIOs, including bespoke Performance Scorecards to improve client satisfaction and enhance the client-IBM partnership.Successfully deployed new e-tools across the UK client base to significantly improve order and contract management.Effectively addressed and eliminated the critical root cause issues of client dissatisfaction across specific clients in UK Clusters and Territories, to deliver significant increase in client satisfaction and business opportunities across IBM's brands. Designed and deployed successful training programme to dramatically improve client relationship skills across the newly created UK CRR team. Course suite now rolled out to all CF employees.Proactively initiated UK-wide project to identify and address the critical CF pervasive issues.Effective coaching, mentoring and support for the team on personal and career development including promotions and successful career moves.

Created and deployed an innovative career and skills development programme for Customer Fulfilment (450 personnel) via a new structured training programme including skills assessments, individually tailored training, e-learning initiatives and implementation of structured promotion paths for each level. Successfully designed and deployed a new suite of career and skills development programmes on time and to budget, enabling significant improvement to employee satisfaction and skill levels with the Customer Fulfilment organisation of 450 personnel. Created and managed the new Promotion processes from Band 5 to Band 8 management levels across the CF organisation now an integral part of CF Career Council Planning.Effectively managed an education budget of $200k to provide optimum levels of training and skills development activities during a period of cost scrutiny. Achieved cost-savings of between 60 - 97% per course through successful re-negotiation of education course costs with external suppliers (eg Skillbase).Successfully led the Investors In People (IiP) program through to certification to demonstrate IBM's leadership in skills development across the industry.Consistently in high demand as an assessor and mentor at ibm.com and IT/Graduate recruitment centres, Development Schools and Management course due to client experience combined with a detailed understanding of IBM structure and processes. Reviewed salary bandings for CF's IBM employees and CWF staff in association with Addecco policy.Facilitated quarterly management forums incorporating business updates, educational sessions, Human Resources reviews, team activities, planning discussions and guest speakers resulting in improved morale and effectiveness across all management and professional levels.

In a new organisational role, responsible for the deployment and management of the UK-wide Sales Assistants initiative across IBM Sales and Distribution (S&D) sectors and for managing the SPC Professionals team of 12 based in Bedfont Lakes. Managed and created a UK-wide team of 23 within the Sales Productivity Centre including 11 Sales Assistants deployed across all Sectors, including agreement for funding from the S&D Sector leaders. Successfully secured ongoing funding for the team for 2002 based on value delivered to client teams and expanded the role to include overall sales operations and administration.Sustained excellent working relationships with S&D Sector Executives, Cluster and Territory Managers and Business Operations Managers within S&D, based on the value of pre-sales support to drive revenue growth, market share and profit.Achievement of all business targets, including Sales Satisfaction, Sales Cycle Time, Market Share and sales management metrics for 2001 and 2002.Led new initiatives including Bid Management Pilot, Business Consulting Services pilot, Sales Assistant Program and Best of Breed projects to expand the range of support offered to the IBM Sectors and Brands, focusing on business growth and improved client satisfaction. Active role in the education and training design for the roll-out of Siebel to Customer Support Operations and S&D sales teams.

A newly created role to improve the pre-sales performance from the Sales Productivity Centres, including proposal generation, bid management support and bid/no bid statistics, to IBM Sales and Distribution. Success in this role led directly to appointment as manager of the Sales Productivity Centre team.Created and deployed full business reporting metrics and review packages to drive performance improvement and increase the value provided to the S&D Client teams.Developed and implemented common reporting tools and processes across the UK, which were adopted by all EMEA regions, to directly improve the quality of bid and sales supportEnsured ISO9001 procedure compliance including full responsibility for audit ownership. Actively managed budget, expense and headcount performance.Acted as the Business Support Representative (BSR) for GMB aiming to increase coverage, market share and customer satisfaction.

Responsible for the sales of business recovery and continuity services into the Retail and Distribution Sector across the UK, focusing on securing new clients and achieving significant growth from existing client base. Targeted with achieving $10.6M revenue at 40% Gross Profit in 2000.Results achieved: 16% revenue growth in 1999 compared to 13% for BCRS UK overall and market growth of 7%.Secured new clients and contract extensions through building close client relationships up to C-level executives, based on their business challenges, their implications on IT and the critical requirement for total availability. Successfully sold high availability and continuous operations solutions driven by the emergence of e-commerce and Internet use. Eg: B&Q, P&O Nedlloyd, Sainsburys. Specialised in the Retail & Distribution industry where the drive for competitive advantage and cost savings have led to early adoption of e-Business solutions. Cross-sold Services from the complete ITS portfolio to provide customer's with end-to-end tailored solutions.Significant success in exploiting the Client Manager and Business Consulting Services roles to ensure that Business Recovery Services were a key component of all account plans for the major clients.

Managed major Banking accounts by providing pre and post-sales support to IBM Client teams across all S&D Sectors and Brands, including solution and bid documentation, contract raising and client satisfaction issues. As Group Leader for a team of Bid and Order Entry Specialists, led projects to drive improvement in bid management processes including design and implementation of tools to track and measure bid performance through the sales cycles.