Simon Gulliford Email and Phone Number

Managing Sales Enablement for Anaplan's rapidly growing partner network.

Subject matter expert creating and delivering sales and product enablement for digital workspace, cloud, mobility, data and application delivery technologies in both on-premise and SaaS environments.• Provided the bridge between corporate product teams and EMEA sales and partners. Assessed product value and messaging and built enablement programs for sales partners and customers.• Led EMEA product enablement activities for the secure digital workspace. Planned, created and delivered product enablement and supported the sales and partner teams through challenging and strategic opportunities.• Delivered more than 30 advanced sales workshops for the secure digital workspace and application delivery to sales teams, and partners. Increased mobility sales by 21% as a direct result• Collaborated with education and sales teams to develop and deliver onboarding product and sales training for new hires and new partners. Developed sales-specific roleplaying and scenario training to support product training leading to shorter time-to-impact for new sales hires.• Created and delivered scripting and enablement for inside sales and telemarketing call centre teams. Delivered an average pipeline opportunity increase of ~30% across all products.• Owned new product introduction for SD-WAN product. Built full enablement program for sales teams and partners, developed messaging that was adopted by marketing. Presented at relevant industry events. Worked closely with sales to track early opportunities, provided support and adjusted sales messaging as necessary. SD-WAN revenue grew over 200% as a result. • Developed enablement communication channels to increase sales engagement with product launches. Utilised new and existing tools to publish content and track engagement.Tracked win/loss metrics and gathered best practice references for use in enablement activities. Helped drive the publication of over 60 best practice reference wins for sales and marketing presentations.

Contract Global program manager, Responsible for marketing communications and campaign management for products within the mainframe and Borland solutions.Day to day responsibility for market planning, digital planning, digital marketing, social media, demand generation and online advertising for those products.

Manager of European Service Provider market intellignce. My team was responsible for:-Analysing and understanding market dynamics in the service provider market segments.-Identifying and tracking current trends-creating and managing predictive market growth models for SP technologies-Understanding vendor adoption in all channels-Predicting changes in market dynamics based on current end-user behaviour as well as SP actions. -Making recommendations to senior leadership team based on market observations and predictions

Created and led a competitive and channel intelligence team with a specific goal of improving competitive win rate through both direct and partner sales channels. - Led development and implementation of opportunity tracker to log and manage support of at-risk deals.- Influenced senior technical leaders to support the creation of virtual teams for competitive support.- Managed the engagement and escalation of the virtual teams in at-risk opportunities- supported development and implementation of wins/loss database for tracking of at-risk deal outcomes- Introduced competitive marketing program to EMEA.- Led the development of a partner analyser to enable intelligence targeting of marketing programs- Managed and presented at sales roadshows taking the latest competitive knowledge to the field sales teams.

Managed increasingly high profile product families within EMEA- responsible for product marketing for new product family introduction- Product manager for high profile router family.- Managing forecasting, product requirements, customer presentations and all other aspects of product marketing for each family- Liaising with customers, marketing program managers and product development teams in corporate business units