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.
• 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.
• 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.

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.
• 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

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

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