Sean Gillespie Email and Phone Number
Sean Gillespie work email
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Sean Gillespie personal email
An Above-Market Leader with over 25 years’ experience in growing sales and developing market engagements across the EMEA region. Working in collaboration with market sales and technical teams, Sean leads planning and engagement discussions with senior enterprise customers including C-suite engagements, particularly in the British and European Banking sectors and UK High Street fast-moving consumer goods industries. Prior extensive experience in Australia and New Zealand in the software and hardware IT sales environment.A subject matter expert of value creation and value delivery in sales engagements utilising Lean, Agile and Design Thinking techniques. Experienced facilitator utilising Lean and Agile in customer engagements. Extensive experience in critical thinking, problem solving, change management delivery, and leading delivery with cross-functional teams. Lean and Agile Sales Coach, IBM recognised, Teacher, Mentor and SpeakerLean Six Sigma Black Belt qualified and a skilled change consultant with strong facilitation and process mapping skills. A passion for enhancing company practices and culture, his engagements utilise the very latest “Visual Thinking and Fun Learning” techniques to engage with client teams, and to make change stick.Leading market sales and technical teams to strategize, plan and deliver collaborative customer engagements and experience in the successful delivered of recent projects in UK&I, Denmark, Sweden, Portugal, Turkey, Germany, Switzerland and Spain. Engagements Customer segments include Banking, Insurance, Retail, Telecommunications, Industrial and Manufacturing. Extensive experience in working at C-suite level and senior project level to successful completion. Trains market sales management teams on sales progression, success management, sales skills and sales engagement value delivery. Recipient of two Sales Eminence awards, a Vice Presidents’ award, and a recent Company Equity Award for contribution in making IBM essential to its’ customers.A staunch advocate of ‘Voice of the Customer and iterative sales progression through factual data-led customer engagements.In 2016, published a book “Lean for Sales: Bringing the Science of Lean to the Art of Selling” as the principal author, which details his approach for utilising Lean and Agile tools in customer sales engagements.
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Mainframe Modernisation And Devops Change Transformation Leader - EmeaIbmHermitage, Gb -
Mainframe Modernisation & Devops Change Transformation Leader - EmeaIbm Jun 2016 - PresentUnited KingdomWorking within a cross functional matrix with both sales and technical teams across EMEA to lead collaborative engagements with IBM's Top customers. Led the teams to strategize, plan and engage to transform customer practices. Engaging collaboratively with customers to confirm the value of IBM technologies to the customer, and consulting with customers to begin their change transformation journey.Responsible for facilitating customer engagements with that a focus on the following:Define and agree user story and success criteria, to provide clear insight project focus and deliverable success criteria.Lead Agile stand up’s to storyboarding current business operational practices to document and quantify wastes in current practice. Prioritise key problem areas, cost and staff implications.Lead Feature Thinking quadrant work to identify core functional capabilities that result in detailed list of the functional capabilities that a new solution will deliver to improve current practices.Working with IBM technical and customer technical teams to build an architectural/process prototype (MVP) to “test on paper” delivered functional capability of the proposed new solution.Lead C Level “findings” presentation with customer team to playback problems and change ideas. Gain management sign-off to progress project iteration.Lead follow up 30-day sprints to iteratively deliver proposed solution.From 2016 to 2020, over 100% of the EMEA Group Target was achieved in 3 out of the 4 years. In 2020, the year closed at 153% of target, together with a net promoter score of 10 from one significant UK customer engagement.
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Client Value LeaderIbm Jul 2012 - Jun 2016United Kingdom And IrelandIBM Corporation, Systems and Software GroupIn 2015, IBM delivered $81.7 billion in revenue. IBM’s software business is the biggest contributor to IBM stock value, comprising nearly 58%. Sean is a results-driven sales leader, who consistently achieves business objectives with a complete focus on creating client value and delivering sales enablement. He has the unique ability to break complex sales and customer engagements into actionable customer facing activities that continually improve high performing teams and deliver sales results. At IBM, Sean has worked with some of the largest UK and European customers to dramatically transform the customer and employee engagement. This work has resulted in a significant change of culture and an absolute focus on client value, agility.Customers include the banking, insurance, retail, telecommunications and manufacturing industries.Recipient of an IBM Equity award, Vice President’s award, and two Sales Eminence awards for my contribution to IBM and its customers. Principle Author of the book “Lean for Sales: Bringing the Science of Lean to the Art of Selling “.Global lead for Agile Sales program focused on utilising Agile Customer Engagement Model improve collaborative sales.Advises sales management teams on sales progression, success management, sales skills and engagement enhancement.Developed specific sales enablement for IBM sales teams to improve thinking, planning practices, customer collaboration, increase close rates and reduce the cost of sales engagements.A staunch advocate of ‘Voice of the Customer’ and iterative sales progression through factual data led customer engagement.A subject matter expert of value creation and value delivery in sales engagements utilising Lean, Agile & Design Thinking techniques.
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Ibm Cross Brand Sales LeaderIbm United Kingdom Ltd Jul 2010 - Jul 2012United KingdomSOFTWARE CLIENT LEADER | IBM UNITED KINGDOM | JUNE 2010 -MAY 2012A leadership role working with IBM’s largest enterprise customers and internal sales teams to increase sales revenues on specific client projects. Utilising Lean, Agile and Design Thinking tools and techniques to assist the customer to confirm value. Clients include Barclays, BT, HSBC, Lloyds Banking Group, RBS, Nationwide, M&S, AIB and Tesco.2015 Team Target Revenue 105% attainment, 2014 Team Target Revenue of 102% attainment; 2013 Team Target Revenue of 141% 2012 Team Target Revenue of 52% attainment;Led team of sales representatives as key contributor in growing sales in key sales opportunities: HSBC $11m (50% increase over forecast), AIB $2m, Tesco $7m (including $1 million of security software), M&S $2m, LBG $18m, Royal Bank of Scotland $24.36m, Nationwide $2.7m.Designed and delivered Lean for Sales training programme to 30+ team of sales and technical professionals. Coached and mentored sales team to use the science of lean in sales engagements. Created Agile for Sales training programme for the IBM’s World Wide Advanced Sales Academy, which was delivered via webcast to IBM Management globally. Additionally created a 2 day Agile Sales training course focused on improving client collaboration utilising Agile Customer Engagement model.Promoted to Band 9 in 2015 based on professional knowledge, ability to guide others, analyse complex situations, demonstrate leadership of multi-functional teams, utilisation of tools, processes and repeatable practices and the delivery of measurable customer satisfaction.Annually reviewed as PBC 1 or 2+, which is IBM’s highest rating in recognition of being an exceptional role model, delivering results and out performing peers annually.
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Account Executive – Uk And ScandinaviaAris Global Jan 2009 - Jun 2010United Kingdom And ScandinaviaResponsible for developing senior level relationships within Pharmacovigilance, Regulatory, Medical Information and Clinical Departments of new and existing customers. Closing new business and expanding our installed base into existing clients. Maintain a high level of customer satisfaction.Customers: Nycomed, Otsuka, Leo Pharma, Biovitrium, APC, AKOS, Eisai, Takeda, Nordic AB, Norgine. -
Sales And Operational Improvement ConsultantThe Defining Value Apr 2008 - Mar 2009A specialist business analysis and sales improvement practise that provides a range of business services specifically focused on sales improvement, solution selling, customer alignment, and customer value delivery. Our services deliver substantiated results by improving sales growth, strengthening customer relationships, increasing business alignment and streamlining back office sales and marketing functions.Responsible for working with clients’ senior management team, back office and direct sales and marketing teams assisting in the development of a common solution sales framework. Developing sales as a repeatable process to improve customer alignment, document business challenges/returns, measuring relationship growth and securing profitable year on year high value business.
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Account DirectorComputer Associates May 2007 - Apr 2008Responsible for developing senior level relationships, improving the “likelihood to recommend” and securing significant, high value business opportunities through business alignment.Responsibilities Included:Map Customer Business Objectives and InitiativesDocument and Define Business PrioritiesProve the business value of any new or existing business investmentImprove Business Relationship and confirm progress with annual scorecard audit Grow Sales revenue Year on YearMajor Achievements:Managed a team to bring a $3 Million Software implementation back on track, sold $200,000 in additional services and successfully delivered to Gen-I while minimising service delivery exposures.Created and secured $400,000 of new Software License Revenue to Macquarie Bank ( Non CA Customer)Created a $1.4 Million opportunity with Macquarie Bank.Used Six Sigma methodology to define process improvement, business returns, and created a $400K Dollar opportunity with Citi Group -
Account DirectorCa Technologies Nov 2002 - Apr 2007Major Achievements:Sales in excess of £4.9 million in new license revenue.Six Sigma Green Belt Accreditation, funded by Bank of America resulting in increased engagement in Bank projects.Co-led Green Belt project for, Unix Scheduler Adoption. Project led to £900,000.00 scheduling software sale and implementation.Sold an on-site support account manager (SAM) to Bank of America to improve support response, and improve customer service.Added an additional US$1.4 million to a US$5 million global new license transaction for web based customer service application monitoring technology.Achieved a C level “Likelihood to Recommend” average score of 8.25 and a likelihood to continue buying score average of 8.75 (10 being the highest) resulting in year on year sales growth.Worked consultatively with the Bank on a number of Six Sigma Projects, end-to-end capacity planning, web based margin lending, mainframe cost management.
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Senior Sales ExecutiveCompuware Mar 1997 - Mar 2002Responsible for the ongoing development of C Level relationships within a multi-regional territory to increase sales of Compuware’s Fault Management technology.Major Achievements:Sales totalling AU$6+ million to top 100 corporate and Government customersLed strategist to identify, plan and successfully implement a strategy to close a AUD$21 million Asia Pacific license agreement to CSC AustraliaImplemented Gap Analysis and SMF Data Extraction to substantiate financial return and increase sales.Developed relationships at C-level to extend scope of sales potentialCo-ordinated and supervised the sales activities of five sales representatives at the executive level of customer accounts, to successfully develop and close a number of large enterprise transactions
Sean Gillespie Skills
Sean Gillespie Education Details
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Brisbane Boys CollegeDigital Change Transformation -
Completed The London School Of BusinessIbm Business And Industry Insight Programme
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Ibm Lean Six Sigma Black Belt
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Bank Of America Green Belt Certified
Frequently Asked Questions about Sean Gillespie
What company does Sean Gillespie work for?
Sean Gillespie works for Ibm
What is Sean Gillespie's role at the current company?
Sean Gillespie's current role is Mainframe Modernisation and DevOps Change Transformation Leader - EMEA.
What is Sean Gillespie's email address?
Sean Gillespie's email address is se****@****pie.com
What schools did Sean Gillespie attend?
Sean Gillespie attended Brisbane Boys College, Completed The London School Of Business, Ibm Lean Six Sigma Black Belt, Bank Of America Green Belt Certified.
What are some of Sean Gillespie's interests?
Sean Gillespie has interest in Six Sigma Quality, Skiing, Scuba Diving.
What skills is Sean Gillespie known for?
Sean Gillespie has skills like Solution Selling, Enterprise Software, Crm, Selling, Sales Operations, Business Analysis, Pre Sales, Leadership, Professional Services, Process Improvement, Sales, Customer Relationship Management.
Who are Sean Gillespie's colleagues?
Sean Gillespie's colleagues are Suneel Edamakanti, Cheryl Christopher, Penny Gow, Gabriel Gutierrez, Jason Gao, Sonam Kumawat, Pat Kautz.
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1sruc.ac.uk -
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Sean Gillespie
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1enigmadiagnostics.com
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