Realising and accelerating the value of Process Optimisation from Automation requires three key fundamentals:1. Continuous Unified Discovery for visibility at Process, Task and Comms channel level2. AI augmented processes and document workflows to free staff to drive CX, access new revenue and reduce opex3. Seamlessly integrate continuous Quality Assurance, for process and applications, enabling our customers Digital TransformationI've built a team from scratch of 1st line leaders and 16 solution consultants across EMEA covering these 3 areas and a value engineering function to quantify the value we can bring from intial use cases and at scale. Revised the Sales Playbook and built a plan to double our AI revenue contribution in FY25 by giving our customers the ability to take action, through automation, from a securely governed use of Generative and Specialist AI. Real world outcomes across industry.

2022: >200% against targetOur aim was to grow our EMEA Test Automation business by 30% in 2022 and we managed to double the ARR. A fantastic effort from a fairly new team.I ran the EMEA Test Suite specialist sales function, acting as an expert team to enable our customers to adopt and accelerate time to value from UiPath's Test capabilities. We focus on incremental customer value, reference architecture/operating model and jointly owning their value realisation plans.

2021: 204% of target (Quadrupled buisness YoY)Leapwork created a no-code Test Automation tool in an effort to democratise test automation. They were looking to transform the sales function from almost 100% inbound and develop an outbound engine. I built and developed a new team and through a practical onboarding process ensured all new reps were at 200% of their H1's ramp target with 3 times coverage of pipeline of their second half. A fail fast and fail forward approach mixed with some third person teaching enabled us to recognise success and evolve fast.

2020: 184% of target (Presidents Club) #1 EMEA rep2019: 243% of target (Presidents Club) #1 EMEA rep2018: 127% of 1st year target (Presidents Club) #1 UK repNexthink allows our customers to visualise an end users experience like a real time video in a totally unique way but proactively improve it in minutes. Reducing IT asset and service costs, driving digital change programmes with certainty and improving Net Promoter Score like nothing else. In the top 2 salespeople globally (out of team of 40) in all 3 years at Nexthink. Mentored all new salespeople in the UK and ran their deal reviews in addition to my day job, realised I wanted to succeed through the success of others and moved back into sales leadership.

IPsoft’s platform automates IT service management and replaces human engineers with virtual engineers to monitor, diagnose and remediate events and incidents. The solution was sold as a contractual service and consisted of an automation platform and a global engineering force. I was hired by the UK MD to build a business in the UK marketplace following initial success with BT Global Services by IPsoft US business. Understood the unique proposition very quickly and executed sales campaigns into a focused group of 5 large UK service providers. Within 18 months had closed business with 3 plus the Asian division of one of the 3. Built and led the sales team at IPsoft and together we created a UK business from no sales to £7.9m contractual revenue in 4 years.