Founder, Marketing Strategist

• Nov 2022 - Present

B2B buyers have evolved. They no longer just purchase, they subscribe to your values, the brand experience you offer as well as product & pricing fit. They want trusted partnerships, not just suppliers. At the same time, marketing teams can very often fumble their way without the right up-front investment in understanding their customers building emotional connections, telling your story and optimising engagement throughout the buyer and customer journey. Cupolo’s passion is to… Show more B2B buyers have evolved. They no longer just purchase, they subscribe to your values, the brand experience you offer as well as product & pricing fit. They want trusted partnerships, not just suppliers. At the same time, marketing teams can very often fumble their way without the right up-front investment in understanding their customers building emotional connections, telling your story and optimising engagement throughout the buyer and customer journey. Cupolo’s passion is to help you grow your business, enabling you to build strong relationships with your customers and to attract new prospects that drives revenue and loyalty. We help you to emotionally align your offer and values in ways that always resonates, that builds long-lasting relationships and drive digital revenue. Show less B2B buyers have evolved. They no longer just purchase, they subscribe to your values, the brand experience you offer as well as product & pricing fit. They want trusted partnerships, not just suppliers. At the same time, marketing teams can very often fumble their way without the right up-front investment in understanding their customers building emotional connections, telling your story and optimising engagement throughout the buyer and customer journey. Cupolo’s passion is to… Show more B2B buyers have evolved. They no longer just purchase, they subscribe to your values, the brand experience you offer as well as product & pricing fit. They want trusted partnerships, not just suppliers. At the same time, marketing teams can very often fumble their way without the right up-front investment in understanding their customers building emotional connections, telling your story and optimising engagement throughout the buyer and customer journey. Cupolo’s passion is to help you grow your business, enabling you to build strong relationships with your customers and to attract new prospects that drives revenue and loyalty. We help you to emotionally align your offer and values in ways that always resonates, that builds long-lasting relationships and drive digital revenue. Show less

Strategic Development & Consulting

• May 2023 - Present

Sales Director, Strategic Accounts CX

• Dec 2021 - Jan 2023

Instituted strategic account selling approach, sales process discipline & rigour for five Regional Account Managers covering twenty strategically important accounts across Oracle’s sales, service and marketing (CX) solutions. Identify and develop large digital transformation projects positioning the full CX applications suite as well as consulting services. Notable new revenue opportunity developments included: a digital services & printing solutions vendor (moving from a traditional… Show more Instituted strategic account selling approach, sales process discipline & rigour for five Regional Account Managers covering twenty strategically important accounts across Oracle’s sales, service and marketing (CX) solutions. Identify and develop large digital transformation projects positioning the full CX applications suite as well as consulting services. Notable new revenue opportunity developments included: a digital services & printing solutions vendor (moving from a traditional hardware sales & support to full digital service revenue model); an accounting & payroll technology vendor (e-commerce strategy to improve on-line service and sales), a national rail services operator (a radical government-supported new customer experience model); a flight and holiday provider (full infrastructure upgrade to improve customer experience). Responsible for a $6.3m “book of business”; achieving 4x pipeline coverage; predictable revenue planning; strategic business development leveraging marketing initiatives, channel partners & alliances and directly via sales rep activity. Developed, coached and mentored a remote team of senior and junior sales talent to achieve both professional, business and life goals. Show less Instituted strategic account selling approach, sales process discipline & rigour for five Regional Account Managers covering twenty strategically important accounts across Oracle’s sales, service and marketing (CX) solutions. Identify and develop large digital transformation projects positioning the full CX applications suite as well as consulting services. Notable new revenue opportunity developments included: a digital services & printing solutions vendor (moving from a traditional… Show more Instituted strategic account selling approach, sales process discipline & rigour for five Regional Account Managers covering twenty strategically important accounts across Oracle’s sales, service and marketing (CX) solutions. Identify and develop large digital transformation projects positioning the full CX applications suite as well as consulting services. Notable new revenue opportunity developments included: a digital services & printing solutions vendor (moving from a traditional hardware sales & support to full digital service revenue model); an accounting & payroll technology vendor (e-commerce strategy to improve on-line service and sales), a national rail services operator (a radical government-supported new customer experience model); a flight and holiday provider (full infrastructure upgrade to improve customer experience). Responsible for a $6.3m “book of business”; achieving 4x pipeline coverage; predictable revenue planning; strategic business development leveraging marketing initiatives, channel partners & alliances and directly via sales rep activity. Developed, coached and mentored a remote team of senior and junior sales talent to achieve both professional, business and life goals. Show less

Business Director

• Feb 2015 - Feb 2019

Responsible for all agency growth covering client expansion and new business generation via direct sales and technology partnerships. Work closely with professional services and client services teams to drive and enable the vision and strategy of key accounts with best-in-class delivery. Compiled strategic services offering to support global marketing operations and demand marketing leaders to tackle the big value-generating initiatives within sales and marketing. Develop all… Show more Responsible for all agency growth covering client expansion and new business generation via direct sales and technology partnerships. Work closely with professional services and client services teams to drive and enable the vision and strategy of key accounts with best-in-class delivery. Compiled strategic services offering to support global marketing operations and demand marketing leaders to tackle the big value-generating initiatives within sales and marketing. Develop all technology partnerships and enablement covering content marketing, data, marketing automation, CRM, analytics both client-side and internally. Leadership of all multi-channel marketing activity from concept development to delivery. Technology platform management, funnel analysis and ROI. Collaborate, enable and coach teams to deliver exceptional service and to inspire clients. Key contributor on executive leadership team on wider company strategy & development. Show less Responsible for all agency growth covering client expansion and new business generation via direct sales and technology partnerships. Work closely with professional services and client services teams to drive and enable the vision and strategy of key accounts with best-in-class delivery. Compiled strategic services offering to support global marketing operations and demand marketing leaders to tackle the big value-generating initiatives within sales and marketing. Develop all… Show more Responsible for all agency growth covering client expansion and new business generation via direct sales and technology partnerships. Work closely with professional services and client services teams to drive and enable the vision and strategy of key accounts with best-in-class delivery. Compiled strategic services offering to support global marketing operations and demand marketing leaders to tackle the big value-generating initiatives within sales and marketing. Develop all technology partnerships and enablement covering content marketing, data, marketing automation, CRM, analytics both client-side and internally. Leadership of all multi-channel marketing activity from concept development to delivery. Technology platform management, funnel analysis and ROI. Collaborate, enable and coach teams to deliver exceptional service and to inspire clients. Key contributor on executive leadership team on wider company strategy & development. Show less

Enterprise Account Director - Adobe Digital Marketing Cloud

• Dec 2013 - Feb 2015

Responsible for Adobe Marketing Cloud sales for a set of 20+ enterprise accounts principally within the financial services and automotive sectors. Responsible for Adobe Marketing Cloud sales for a set of 20+ enterprise accounts principally within the financial services and automotive sectors.

Regional Sales Manager - SMB & Mid-Market (UK & Ireland)

• Apr 2010 - Oct 2012

At the time, Eloqua was one of just a handful of cutting-edge SaaS solutions leading the way to specialise in the complex B2B sales process providing marketing with the automated tools and valuable insight to enhance the effectiveness of the sales organisation – focus on the right leads, converting more leads, selling more, targeting high-intent prospects, nurturing buyers that are not quite ready to buy, improving marketing efficiency and the overall effectiveness of revenue generation. For… Show more At the time, Eloqua was one of just a handful of cutting-edge SaaS solutions leading the way to specialise in the complex B2B sales process providing marketing with the automated tools and valuable insight to enhance the effectiveness of the sales organisation – focus on the right leads, converting more leads, selling more, targeting high-intent prospects, nurturing buyers that are not quite ready to buy, improving marketing efficiency and the overall effectiveness of revenue generation. For many of Eloqua’s early customers this technology was game-changing and for users, it propelled their career. New business, account management, and client success & education where all combined in this highly consultative challenger-sales role as Eloqua moved from a developing start-up to IPO to eventual purchase by Oracle in 2012. My customers covered media & publishing, financial services, education and hi-tech manufacturing sectors. Show less At the time, Eloqua was one of just a handful of cutting-edge SaaS solutions leading the way to specialise in the complex B2B sales process providing marketing with the automated tools and valuable insight to enhance the effectiveness of the sales organisation – focus on the right leads, converting more leads, selling more, targeting high-intent prospects, nurturing buyers that are not quite ready to buy, improving marketing efficiency and the overall effectiveness of revenue generation. For… Show more At the time, Eloqua was one of just a handful of cutting-edge SaaS solutions leading the way to specialise in the complex B2B sales process providing marketing with the automated tools and valuable insight to enhance the effectiveness of the sales organisation – focus on the right leads, converting more leads, selling more, targeting high-intent prospects, nurturing buyers that are not quite ready to buy, improving marketing efficiency and the overall effectiveness of revenue generation. For many of Eloqua’s early customers this technology was game-changing and for users, it propelled their career. New business, account management, and client success & education where all combined in this highly consultative challenger-sales role as Eloqua moved from a developing start-up to IPO to eventual purchase by Oracle in 2012. My customers covered media & publishing, financial services, education and hi-tech manufacturing sectors. Show less

Group Sales Manager

• Oct 2009 - Apr 2010

Blueview Group offer a fully integrated marketing support service covering voice, digital, direct, creative and live event channels. A comprehensive brand experience designed to attract, retain and evolve customer and prospect journeys. Responsible for cross-sector new business sales including Events, Telemarketing & Digital Marketing (SEO, campaigns creation & execution & website design). Blueview Group offer a fully integrated marketing support service covering voice, digital, direct, creative and live event channels. A comprehensive brand experience designed to attract, retain and evolve customer and prospect journeys. Responsible for cross-sector new business sales including Events, Telemarketing & Digital Marketing (SEO, campaigns creation & execution & website design).

Sales & Operations Director

• Oct 2002 - May 2009

Direct Marketing Agency supporting leading technology companies with high quality demand generation programmes principally telemarketing and email marketing. I managed a team of 45 and 15+ campaigns at any one time. My core function was to create and deliver high performing campaigns (with lead quality measured on BANT criteria), manage all customer retention, new business generation and marketing. Throughout the 7 years I worked with O2, Panasonic, Lenovo, Novartis, Frontrange solutions… Show more Direct Marketing Agency supporting leading technology companies with high quality demand generation programmes principally telemarketing and email marketing. I managed a team of 45 and 15+ campaigns at any one time. My core function was to create and deliver high performing campaigns (with lead quality measured on BANT criteria), manage all customer retention, new business generation and marketing. Throughout the 7 years I worked with O2, Panasonic, Lenovo, Novartis, Frontrange solutions, Continental Tyres amongst others. Grew the company from start-up to £1.8m turnover by year 4. Show less Direct Marketing Agency supporting leading technology companies with high quality demand generation programmes principally telemarketing and email marketing. I managed a team of 45 and 15+ campaigns at any one time. My core function was to create and deliver high performing campaigns (with lead quality measured on BANT criteria), manage all customer retention, new business generation and marketing. Throughout the 7 years I worked with O2, Panasonic, Lenovo, Novartis, Frontrange solutions… Show more Direct Marketing Agency supporting leading technology companies with high quality demand generation programmes principally telemarketing and email marketing. I managed a team of 45 and 15+ campaigns at any one time. My core function was to create and deliver high performing campaigns (with lead quality measured on BANT criteria), manage all customer retention, new business generation and marketing. Throughout the 7 years I worked with O2, Panasonic, Lenovo, Novartis, Frontrange solutions, Continental Tyres amongst others. Grew the company from start-up to £1.8m turnover by year 4. Show less

Sales Manager

• 1998 - 2000

Independent publisher of trade magazines and industry-specific web sites, trade shows and conferences. Sales & Event Manager on the Computers in Manufacturing Show which annually attracted 15K visitors and 350 exhibitors. Responsible for both new exhibitor stand, sponsorship & advertising sales as well as key account management - an annual event revenue of £4.5m. Independent publisher of trade magazines and industry-specific web sites, trade shows and conferences. Sales & Event Manager on the Computers in Manufacturing Show which annually attracted 15K visitors and 350 exhibitors. Responsible for both new exhibitor stand, sponsorship & advertising sales as well as key account management - an annual event revenue of £4.5m.

Sales Manager

• 1996 - 1998