A highly-competitive & IBM-trained Senior P&L Business Manager with a successful background in B2B, Cloud-based services, solutions, SME, commercial & corporate sectors. Commercially-aware, with a broad range of business development experience. Collaborative approach to successful business & sales leadership, engaging with stakeholders at up to CxO level, key accounts & 3rd parties, articulating business benefit via adoption...
A highly-competitive & IBM-trained Senior P&L Business Manager with a successful background in B2B, Cloud-based services, solutions, SME, commercial & corporate sectors. Commercially-aware, with a broad range of business development experience. Collaborative approach to successful business & sales leadership, engaging with stakeholders at up to CxO level, key accounts & 3rd parties, articulating business benefit via adoption of technology. Experience of driving change management, business transformation, business & sales leadership, business expansion, sales strategies, pre-IPO revenue growth, product offerings and sales channels. Key Skills, Attributes & Capabilities: P&L Business Management & Control New Channel Development Programmes Contract Negotiation and Account Management Key Account Management & Development Strategic Business Development Management Change Management and Transformation Technology Products and Solutions Stakeholder Engagement and Relationships Business Planning & Strategy Development Sales, Channel & E-Commerce Structures Cloud-based IT Technologies, SaaS Field-based Enterprise Management Solutions Product Management & Product Marketing Strategic Account Development Business Intelligence (BI) & Data Warehousing Team Leadership & Team ManagementVice President & General Manager , Europe Middle East & Africa @ From August 2014 to Present (1 year 3 months) London, United KingdomVice President, Europe Middle East & Africa @ Responsible for spearheading all product, services & maintenance revenues across EMEA markets • Appointed to strategic role with Gigamon to spearhead growth of the EMEA business prior to an IPO • Full sales revenue responsibility exceeding $20m, working against an agreed sales budget of $18m • Leadership, management and motivation of a multi-functional team of 30+ staff, including 8 RSD’s • Utilised field-based sales, channel and e-commerce sales vehicles to exceed sales and margin goals • Established & expanded internal sales functions to support field-based sales executives and managers • Dramatically increased sales revenue by 80%+ Year on Year, increasing overall business profit levels • Drove new market growth in emerging territories, including Russia, Middle East and Africa by 300%+ From August 2012 to August 2014 (2 years 1 month) Reading, United KingdomFounder Member @ Responsible for promoting a new framework of best practice across online Cloud service providers • Appointed to voluntary role to work with industry partners including Rackspace, Microsoft, HP & VMware • Cloud Industry Forum established in 2009 to provide transparency & the adoption of a Code of Practice • Provision of information services to enable end users to determine core requirements for Cloud services From February 2011 to September 2013 (2 years 8 months) Vice President & General Manager @ Responsible for P&L leadership with a Cloud & on-premise service management solutions provider • Appointed to as VP for Sales, EMEA, to drive transformation of the business, expanding sales revenues • Focused on transitioning FrontRange from an SMB on-premise helpdesk to enterprise service provider • Reported directly to the Chief Executive Officer (CEO), participating in BOD meetings & engagements • Delivery of all product, services and maintenance revenues across the EMEA region, t/o over $58m+ • Effectively utilised field, internal sales, channel & e-commerce sales to exceed revenue & margin goals • Dramatically increased sales revenues from $48m to $56m+, contributing to overall profit bottom line From February 2010 to September 2012 (2 years 8 months) NewburyVice President Sales,Northern Europe at Vignette Software @ Responsible for all aspects of regional sales, boosting license revenues, sales and profitability levels • Appointed to senior role with an incomplete team and no sales pipeline, rapidly leading sales turnaround • Focused on increasing activity and prospecting within the territory, driving sales and revenue expansion • Spearheaded development and implementation of a new Business Partner and channel route to market • Rapidly expanded Northern Region license revenues from just $9m to over $21m, contributing to profits • Successfully closed multiple $1m+ transactions with major corporates including BBC, Nokia and Sodexo From March 2008 to February 2010 (2 years) MaidenheadTivoli ISM Brand Executive Northern Europe @ Responsible for ‘leading by example’ across a sales operation, driving new revenues & sales growth • Appointed to new role within MRO Software (acquired by IBM) to build new business in the UK & EMEA • Focused on development of new business with a direct end user focus, building core strategic alliances • Promoted to Brand Executive following acquisition, tasked with growing the team across EMEA sectors • Leadership, management and motivation of a team of 42+ sales staff, via matrix and technical sales staff • Drove a revenue target of $75m+, achieving 102% in FY 2005, 180% in FY 2006 and 296% in FY 2007 From April 2005 to March 2008 (3 years) Southbank,LondonSales Director @ Responsible for all aspects of P&L sales development and leadership, delivering client solutions • Appointed to senior-level role with BMC, a provider of IT automation, integration & Cloud-based services • Leadership, management and motivation of the SI Team across EMEA, including coaching & reporting • Supported product portfolios across enterprise systems, applications, databases & service management • Developed and executed a business plan to drive revenues from the SMB market to a lower cost model • Successfully expanded license revenues from $7m to $25m+, delivering profitable turnover and sales • Instrumental in delivering rapid business expansion & revenue growth, from $280m to $1.5m+ turnover From October 2002 to April 2005 (2 years 7 months) EghamSolution Consulting (Pre-Sales)Director @ Responsible for the provision of top-level pre-sales consulting, solution design & client engagement • Appointed as Solution Consulting Director to work at up to CxO level with clients and potential customers From August 2000 to May 2002 (1 year 10 months) Presales Director @ Lead and manage all Presales activities within EMEA Responsible for license revenue, contribution and pipeline generated across EMEA Optimize sales productivity, availability and utilization of Presales resources. Manage presales effectiveness through KPI driven progress monitoring Drive the full application of value engineering methods as part of every customer engagement From 1998 to 2000 (2 years) Presales Manager @ From 1996 to 1998 (2 years) Priory College Holywood From 1977 to 1983 Ian MBCS is skilled in: Business Planning, SaaS, Contract Negotiation, Management, Change Management, Cloud Computing, Strategy, New Business Development, Enterprise Software, Solution Selling, Start-ups, Business Strategy, Sales, Business Alliances, Direct Sales, Account Management, Team Leadership, Sales Process, IT Service Management, Managed Services, Professional Services, Business Intelligence, CRM, Go-to-market Strategy, Sales Management, Sales Operations, Product Management, Strategic Planning, Leadership, Selling, Channel Partners, Telecommunications, Pre-sales, Sales Enablement, International Sales, Lead Generation, Business Development, Security, Training, Networking, Data Center, Mobile Devices, Strategic Partnerships, Consulting, Software Industry, Partner Management, Salesforce.com, Product Marketing, Demand Generation, Outsourcing
Vice President & General Manager , Europe Middle East & Africa
August 2014 to Present
London, United Kingdom
Vice President, Europe Middle East & Africa
August 2012 to August 2014
Reading, United Kingdom
The Cloud Industry Forum (CIF)
February 2011 to September 2013
Vice President & General Manager
February 2010 to September 2012
Vice President Sales,Northern Europe at Vignette Software
March 2008 to February 2010
IBM Software Group
Tivoli ISM Brand Executive Northern Europe
April 2005 to March 2008
BMC Software (Remedy)
October 2002 to April 2005
Solution Consulting (Pre-Sales)Director
August 2000 to May 2002
1998 to 2000
1996 to 1998
What company does Ian MBCS work for?
Ian MBCS works for Egnyte
What is Ian MBCS's role at Egnyte?
Ian MBCS is Vice President & General Manager , Europe Middle East & Africa
What industry does Ian MBCS work in?
Ian MBCS works in the Computer Software industry.
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