My role at VMware has covered partner, systems integrator, service provider and direct customer engagement. I am aligned to UK Public Sector for the most part, but with plenty of exposure to large and mid-tier enterprise customers and projects. Starting in the EMEA Applications team, I was responsible for pre-sales activities involving the Zimbra and Socialcast collaboration products. This led to my later role in the End User Computing (EUC) side of the house (Horizon, desktop and… Show more My role at VMware has covered partner, systems integrator, service provider and direct customer engagement. I am aligned to UK Public Sector for the most part, but with plenty of exposure to large and mid-tier enterprise customers and projects. Starting in the EMEA Applications team, I was responsible for pre-sales activities involving the Zimbra and Socialcast collaboration products. This led to my later role in the End User Computing (EUC) side of the house (Horizon, desktop and application virtualisation, remote access, enterprise mobility, persona and identity management). My activities and responsibilities are typical of a pre-sales product specialist including:o Presenting VMware’s vision and technologies, strategy, and product roadmaps to executives, technical management and technical engineerso Maintaining a working knowledge of competitive solutions.o Preparation of proposals, RFx responses, statements of work, first pass architecture designs and supporting documentation.o High level architecture designs for customer and partner solutions.o Maintain, grow, and leverage technical relationships with fellow VMware System Engineers.o Translation and qualification of customer requirements for product management.o Running of EUC Proof of Concepts onsite with customers and project management of the entire process. Show less

I joined Mimecast to provide presales expertise and consulting to the sales teams. Mimecast delivers a set of email management capabilities using a cloud model. The powerful capabilities include archiving and compliance, business continuity, data leak prevention, encryption, and email gateway protection against spam and malware. My role was to work closely with enterprise, partner and strategic sales teams, to articulate product, service and competitive benefits during the sales process, to… Show more I joined Mimecast to provide presales expertise and consulting to the sales teams. Mimecast delivers a set of email management capabilities using a cloud model. The powerful capabilities include archiving and compliance, business continuity, data leak prevention, encryption, and email gateway protection against spam and malware. My role was to work closely with enterprise, partner and strategic sales teams, to articulate product, service and competitive benefits during the sales process, to find solutions to complex technical issues that are impacting sales, and to increase the probability of sales success, revenue generation and customer satisfaction. Show less

GFTinboxx was hatched as a start-up from the GFT group, to achieve enterprise market share in the archiving space, and to move into markets outside of it’s native Germany. I was approached whilst at Mirapoint, and was brought in as SE Manager for Europe and as senior pre-sales consultant for the UK and Northern Europe. This involved a great deal of business development activity, culminating in a number of sales opportunities reaching advanced stages. Exposure to storage, data replication, and… Show more GFTinboxx was hatched as a start-up from the GFT group, to achieve enterprise market share in the archiving space, and to move into markets outside of it’s native Germany. I was approached whilst at Mirapoint, and was brought in as SE Manager for Europe and as senior pre-sales consultant for the UK and Northern Europe. This involved a great deal of business development activity, culminating in a number of sales opportunities reaching advanced stages. Exposure to storage, data replication, and virtualization technologies was intense, given the nature of email, SAP and file system archiving. My management role was to build, develop and manage a pre-sales team, and as part of the management team, to help develop and refine company strategies. This made up approx. 50% of my role, as technical sales activities were also very key to the region. Notable achievements:o High profile sales successes and technical account management in the UK with the likes of Mars and Levi.o successfully recruited the German and French Sales Engineering team members, and implemented the development program for the team members in product knowledge, sales techniques, and market awareness. Show less

Having been approached whilst at Lotus Software, I joined Mirapoint during it’s start-up phase. These were exciting times, and as part of a small UK team, I gained valuable insight into the workings of an unknown, ambitious and well funded company. The territory expanded further with the inclusion of Southern and Central Europe in 2007. I became SE manager in 2004, but maintained my role as principal SE for EMEA throughout. During this time, I successfully recruited three new SEs into the UK… Show more Having been approached whilst at Lotus Software, I joined Mirapoint during it’s start-up phase. These were exciting times, and as part of a small UK team, I gained valuable insight into the workings of an unknown, ambitious and well funded company. The territory expanded further with the inclusion of Southern and Central Europe in 2007. I became SE manager in 2004, but maintained my role as principal SE for EMEA throughout. During this time, I successfully recruited three new SEs into the UK and the Middle East, and put a development plan in place for the wider EMEA team (six people in total). As Technical Director, I worked closely with the VP Sales for EMEA, influencing sales strategy and bring expertise to high profile opportunities and meetings. Notable achievements included playing an instrumental part in winning and overseeing the deployment in major new business accounts such as:o H3G (Three Mobile)Global UM project involving email, voicemail, directory, message routing, filteringo British TelecomLarge scale email security solution for the Connect 2 Business Hosted Exchange platformo Cable & Wireless• NHSmail email and collaboration platform for a potential 1.2 million users• NHS Relay (email security platform for all NHS email)• Norwich Union / AVIVA (email security and Data Leak Prevention)These outstanding customer wins (amongst others) earned me the top worldwide SE award for three years running, the top international SE award for five years running, and invitations to the President’s (achievers) club. I subsequently took on the role of Technical Account Manager for customers H3G/Three and BT, and our partner LogicaCMG (later Acision). These were the company’s most prestigious accounts at the time. Show less

A member of the crack Technical Sales team in the UK, which provided specialist pre-sales technical support to sales and marketing. Responsible for the messaging products (Notes/Domino, cc:Mail, X.400, SMTP, Fax, migration tools) and competitive analysis (MS Exchange, Novell Groupwise etc.).