Stephen Phillips Email & Phone Number

Dublin

• Direct accountability for all sales operations aspects of the EMEA renewal business ($200M+) across forecasting, targeting, budgeting, reward, pricing/discounting approval and resource management• Key contributor to an increase in customer revenue retention rate from 60% to 75% since 2010, and an increase in upsell/cross-sell new business of 18% in the same period. Targets exceeded in all quarters bar 1 over the 7 years since October 2007• Played a lead role in the strategic planning for the set-up of the multi-lingual EMEA Attachmate Renewal, Partner and Sales Lead Generation teams (35 people)• Oversaw and led the implementation of the above department set-ups across recruitment, on boarding and training – both on and offline. Ongoing development responsibility for these teams, delivered through targeting, coaching and 1:1 individual plans, as well as setting the cultural expectations for behavior and delivery• Responsible for the delivery of key metric reporting, to the Global Vice President of Operations and Senior VPs of Sales EMEA, as well as associated business planning for the region• EMEA lead for the global roll-out of Salesforce across specification setting, UAT, implementation and support.• Directly accountable for all sales operational issues within EMEA• Pro-active lead of quarterly progress reviews and new project development / identification with Vice Presidents of Attachmate’s four business units and their leadership teams• Working with cross functional teams to define the client management strategy including processes, SLAs, compliance, support and training, as well as overseeing customer satisfaction and providing reports to the business on the customer community• Key EMEA operations liaison with marketing to develop growth opportunity areas, client messaging and multi-market deployment strategies for the Attachmate Group brands

County Dublin, Ireland

• Direct accountability for all global sales operations aspects of the renewal business ($400M+) across forecasting, targeting, budgeting, reward, pricing/discounting approval and resource management• Partner with the VP of Sales and the rest of the renewal leadership teams on strategic, operational, and financial planning decisions• Working with cross functional teams to define the client management strategy including processes, SLAs, compliance, support and training, as well as overseeing customer satisfaction and providing reports to the business on the customer community• Be a thought leader within the renewal team• Identify, scope and drive critical organisational planning projects and initiatives for renewal teams in all GEOs• Develop strong collaborative relationships with key stakeholders across the company and represent the renewal team with cross-functional teams• Drive operational excellence through data-driven identification and execution of opportunity area that create efficiency, remove obstacles, or create improved processes and approaches to the business• Lead/facilitate cross functional teams to get work done, driving recommendations through to implementation

Attachmate Group, Dublin

• Played a lead role in the strategic planning for the set-up of the multi-lingual EMEA Attachmate Renewal, Partner and Sales Lead Generation teams (35 people)• Oversaw and led the implementation of the above department set-ups across recruitment, on boarding and training as well as Ongoing development responsibility for these teams• EMEA lead for the global roll-out of Salesforce across specification setting, UAT, implementation and support.• Directly accountable for all sales operational issues within EMEA• Pro-active lead of quarterly progress reviews and new project development• Responsible for the negotiation, management and implementation of EMEA sub-contractor obligations, being the primary Attachmate interface for these relationships• Key EMEA operations liaison with marketing to develop growth opportunity areas, client messaging and multi-market deployment strategies for the Attachmate Group brands• Responsible for the delivery of key metric reporting, including forecasting and client analysis, to the Vice President of Sales as well as associated business planning for the region

Dublin

• Responsible for all on-the-job training within Large Enterprise (LE), serving the business as a subject matter expert for sales skills, enterprise products, services and processes• Completion of all new hire training documentation and co-ordination / delivery of induction training • Assessment of sales representative selling skill level and working with the business to identify training needs with co-ordination of same, drawing from sales reports to plan/deliver training requirements• Assessment of training programmes for content and suitability, always in line with LEs business strategy • Development of training content as well as full on and off line delivery and day to day sales coaching• Accountable for LEs online training guidelines, ensuring relevancy at all times

Cherrywood, Dublin.

• Development and account management of business with new and existing Dell accounts in Dell’s Application Development, Maintenance and Support Services• Engagement with Dell’s sales channel team to identify new business opportunities across custom development, maintenance and support, creatively and strategically supporting key business objectives• Analysis of business opportunities and potential markets for new marketing initiatives• Serves as a technical product authority within the organization and with customers• Building of external alliances with customers and industry experts

Accounting & Finance, Project Management

Higher Certificate In Science & Computing, It