I have 22 years’ experience in TMT with 13 years in C-level and D-level positions in commercial management roles spanning sales, marketing, product, customer experience, business development and strategy. I am a subject matter expert in technology areas like managed hosting, cloud hosting, IaaS, PaaS, SaaS, telecoms, data networking, connectivity, unified communications, hosted IP telephony and so on.
I was co-founder of Six Degrees Group, for whom I created and developed the company strategy, brand and identity from scratch. In my career, I have had P&L responsibilities, managed teams and performed roles covering:
- New business sales, account management and solution sales specialist
- Product marketing, solutions marketing, channel marketing and marcomms
- Strategy and business development, including multiple restructuring exercises
- Transformation and Integration
- Corporate Systems and Internal IT
- Customer Experience
- Telemarketing and junior sales academies
- Due diligence and acquisition analysis
It’s probably easier to explain the areas where I’ve never worked – finance, legal and HR – than to list all the roles I’ve held. Even then, my M&A experience means I have considerable financial acumen, I have a law degree, and I’ve always worked very closely with HR departments on internal messaging, company culture, values definition and employee engagement programmes.
I think you could arguably sum up my career by saying that I’ve always focused on one or more of creating something new, reshaping something old, or turning around something that needs to go in another direction. I love to build or rebuild things, I’m driven by culture and people, and firmly believe that if you get your employees pulling in the right direction and focused on delivering a rich customer experience, then you create fantastic shareholder value too.
With Sunfish clients, I provide buy-side support to private equity firms and Big 4 consultants as well as sell-side work on equity and debt raises, exit readiness and M&A execution. I also work with tech and B2B companies on developing their brand, proposition, differentiation and projects centred on improving their organic play and go-to-market.
Six Degrees Group
Group Strategy & Marketing Director
Co-founder as part of original 5-person senior management team. 19 total acquisitions, growth from 5 to 500 people in 5 years and £0-100m revenues. Successful exit for Penta Capital to Charlesbank resulting in 2.75x money-multiple return. Leadership of numerous teams, including marketing, customer experience, transformation/integration, etc. Content lead for fundraises and exit process. Ownership of multiple CDD and ITDD exercises from both buy- and sell-side.
Charterhouse Voice & Data
Led GTM efforts to 20% profit growth during global recession. Managed client relationship, CRM and ISO process teams, as well as building and managing sales academy. Championed environmental policies, including carbon neutral status, winning industry “Green Company of the Year” award. Also winner or finalist in 19 industry awards, including industry’s only three-time “Unified Comms Solution of the Year” winner.
Group Sales & Marketing Director
Following 5 acquisitions, restructured company into three business units focused on different market sectors (direct solutions to midmarket, distribution to SMEs and wholesale to large enterprises via carriers). Achievement of City financial targets and sole author of annual report. P&L responsibilities for 8 departments and 70 people; sales target of £30m and marketing budget of £1.5m. Establishment of indirect channel and channel accreditation programme; winner of £5m per annum deal.
Head of Solutions Marketing
Part of team responsible for managing the transition from a TDM-based hardware manufacturer selling PBXs to large enterprises via direct sales, predominantly in the UK to an IP-based software vendor selling applications to SMEs via channel sales, across EMEA region. Content lead and host for EMEA IP portfolio launch in March 2000. Products launched in 20 countries. Partner lead for Microsoft and HP alliances. Key member of 3-person bid team for largest ever win, £16m deal.