Sales Project Manager

Location:

United Kingdom

Posted:

December 15, 2012

Contact this candidate

Resume:

Favorite

Share this prezi

Share this link to let others view your prezi on their own

Share this link to edit this prezi with others using Prezi Meeting :

Width:

pixels

Height:

pixels

Let viewers pan & zoom freely

Constrain to simple back and forward steps

${embedcode}

Who can edit:

Share this link to start a real-time Prezi Meeting presentation

Choose a format to downloadExport to Portable prezi to present offlinePresent offline on a Mac or PC (embedded YouTube videos need internet to play)Burn your prezi to a CD or thumbdrivePortable prezi is not editable (edit here, and export again if you need to make changes)Download for Prezi Desktop to edit and present offline (for Pro users)

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

Resume - John Williams

Resume 2012

by John Williams

on 09 October 2012

133

Comments (0)

Please to add your comment.

Prezi transcript

198*-****-**** 198*-****-**** 198*-****-**** 199*-****-**** 199*-****-**** 199*-****-**** 199*-****-**** 200*-****-**** 200*-****-**** 200*-****-**** 201*-****-**** 1980 2013 Curriculum Vitae

John Williams PERSONAL DETAILS

Name: John Williams

Address: 23 Falcondale Road, Bristol, BS9 3JS, United Kingdom

Mobile Phone: +44-781*-******

Email Address: *********@*******.**.**

Linkedin: http://uk.linkedin.com/in/johnwilliamsopentextbps

Nationality: British and Australian citizen

Status: Married with 8 year old daughter RECENT HISTORY

I'm currently involved in enabling the OpenText sales and presales team to sell business process solutions, build pipeline and support key sales opportunities.

Previously I managed the Global 360 Sales Engineering teams in the US, EMEA and Asia Pacific. I have over 20 years of pre sales experience and bring a wealth of knowledge and expertise to these operations.

I am a British and Australian citizen having spent 13 years in Asia Pacific living in Sydney, Australia, Hong Kong and Singapore before returning to the UK in 2005. AREAS OF EXPERTISE

Company and Roles

Enterprise Software Vendors

Presales Evangelist and Management

Product and Solution Marketing

Industries

Banking

Finance

Insurance

Government

Manufacturing Solutions

Business Process Management

Business Process Optimization

Enterprise Architecture

Enterprise Content Management

Enterprise Case Management

Web Content Management

Automated Software Quality

Geographic Information Systems

CAD/CAM Vice President BPM & Case Management Product Marketing - International Vice President Sales Engineering - Worldwide Director Sales Engineering - EMEA Senior Systems Consultant North Europe Solutions Architect - Asia Pacific Technical Alliance Manager Asia Pacific Presales Manager Asia Pacific Sales & Presales Executive - Asia Presales Consultant - ANZ Geographic Information Systems Consultant - Asia Pacific CAD Solution Engineer -

Worldwide CAD/CAM Support Engineer -

UK Production

Engineer - UK Electronics Production Engineer - UK BSc (Honours) Production Engineering

Sponsored by British Gypsum Ordinary National Diploma in Technology (Engineering) 2011 -

Vice President BPM and Case Management Product Marketing - International Global 360 is now part of OpenText Business Process Solutions.

BPS leverages the best-of-breed product portfolio from Global 360, Metastorm and OpenText ECM - to deliver dynamic process and case-based applications - supporting each step of a process without limitations imposed by the device, channel, type of information, or context.

Role

I'm currently involved in enabling and supporting our sales teams in EMEA and Asia Pacific in the benefits of BPM and Case Management. The combination of technical product knowledge, solution envisioning and selling are key to my success in this role.

Building internal and external awareness and supporting sales opportunities for BPM and Case Management.

Development of a New Business and Client Servicing solution framework for Financial Services and Insurance.

Next Generation Transactional Content Processing and Case Management solution for OpenText customers.

Unified business transformation and optimization solution for SAP based on ProVision Enterprise Architecture.

Achievements

Helping the OpenText sales team understand the benefits of the full OpenText combined ECM and BPS suite. It is an expansive solution set which provides a new and compelling story for the OpenText customer base. Career Path Industry - Business Process and Case Management Solutions & Enterprise Content

Location - Bristol and London Business Process Management, Enterprise Content Management & Case Management 2006 - 2011

Vice President Sales Engineering - Worldwide

Vice President Sales Engineering - EMEA For more than 20 years Global 360 has helped more than 2,000 customers in 70 countries reduce paper, automate processes, and empower individuals to deliver increased productivity, service levels, and business performance while reducing operational costs.

Role

Vice President Sales Engineering - Worldwide

Following the success in EMEA I was tasked with the management of the Americas and Asia Pacific teams.

Rebuilt the global teams and implemented the same solution selling approach.

Improved quality of sales collateral and demonstrations for the worldwide team.

Vice President Sales Engineering - EMEA

Led the presales team in EMEA from the front; hands-on leader.

Rebuilt the presales team moving from a technical pitch to a solution oriented approach.

Mantra, show our software and solution incontext of the customers business problem.

Improved level of professionalism in the team.

Improved the quality of discovery to demonstration making the journey more compelling for the customer.

Supported sales in a number of key sales engagements and proof of concepts.

Achievements

Trebled software revenue in EMEA.

Won the largest deal ever for Global 360 at Nationwide Building Society, $4.5M.

Built repeatable success in Retail Financial Services and Building Society market.

Won Coventry Building Society, Bradford & Bingley, Northern Rock, Cunningham Lindsey (claims loss adjuster) and AXA PPP using our case management solution based on Microsoft and SharePoint (Process360).

Followed this with winning UEFA (European Football Association) with the same SharePoint 2010 solution.

Attended Global 360 Presidents Club based on making quota.

2007 Cancun for EMEA regional success.

2009 Bahamas for EMEA regional success.

2011 Bahamas for Worldwide success. Industry - Business Process Management, Enterprise Content Management & Case Management

Location - Bristol and London Business Process & Case Management Solutions, Enterprise Content Management Business Process Management, Content Management & Case Management Enterprise Content Management & Web Content Management Ecommerce and Business to Business Marketplaces Software Quality and System Performance Solutions Map-based Spatial Analysis Systems Computer Aided Design for Engineering and Architecture Computer Aided Design and Manufacturing for Engineering Dashboard & Gauge Assembly Business Telephone Exchange Manufacturing Four year Engineering degree with work experience Two year Diploma in Engineering 2003 - 2006

Senior Systems Consultant - North Europe

Solution Architect - Asia Pacific FileNet was acquired by IBM, developed software to help enterprises manage their content and business processes. The FileNet P8 platform, its flagship system, is a framework for developing custom enterprise systems, offering much functionality out of the box and capable of being customized to manage a specific business process.

Role

Senior Systems Consultant - North Europe

Location - Bristol / London (2004-2006)

Relocated to the United Kingdom from Singapore to be closer to family after birth of our daughter.

Tasked with building FileNet s technical relationship with key System Integrators and direct presales support to FileNet s clients.

Built FileNet's relationship with Cap Gemini and supported then in a number of wins including Swansea Council which incorporated Oracle CRM and FileNet Business Process Management and Content Management.

Provide BPM and ECM presales expertise to accounts in UK.

Solution Architect - Asia Pacific

Location - Singapore (2003- 2004)

Played a leadership role in supporting FileNet s partners and clients to provide industry focused business solutions using the FileNet P8 ECM and BPM suites.

Supported opportunities throughout Asia Pacific including Singapore, Malaysia, India, Hong Kong, China, Korea, Japan, Australia and New Zealand.

Helped develop new markets such as India and Philippines.

Presented the FileNet solution in context of the clients business requirements based on information gathered from that client and knowledge gained from other clients in that industry.

Built presentations, proof of concept and prototypes that model standard processes within the Banking and Insurance industry vertical.

Reduced the sales cycle by providing repeatable presentations and demonstrations.

Supported marketing by speaking at conferences and seminars throughout Asia.

Achievements

Helped secure a large Asia wide deal of FileNet P8 for AXA Property and Casualty to automate insurance claims handling for multiple products.

2003 Awarded Sales Appreciation Award by FileNet Asia Pacific. Industry - Business Process Management, Enterprise Content Management & Case Management

Location - Bristol / London and Singapore

Duration - 2003 - 2006 My Persona Based Presales Solution Selling Methodology Customer Success Story Company

Nationwide is a major provider of both mortgage loans and savings in the UK, as well as personal banking such as loans, credit cards, bank accounts and insurance products.

Key problem

Couldn't process the increased number of ISA account opening

An Individual Savings Account (ISA) is a financial product available to residents in the United Kingdom. It is designed for the purpose of investment and savings with a favourable tax status.

Reason for Increase

Savings experts say the flood of money into Nationwide s coffers is explained by two things:

The very competitive rate of 6.15 per cent it is paying on its one, two and three year Isa bonds

A flight to safety by savers worried by the problems at banks. Nationwide is mutual therefore no run on the bank occurred.

Real Issue

Inefficient operations

Global 360 Sales Engagement

I was involved throughout the sales engagement; our aim was to show Nationwide we understood the issue, had experience with solving this with other customers and could clearly show them how we could help them.

We worked with the technical and business teams building trust in us and our products, this included a number of workshops and hands on with the products which guided them through what we could achieve with our suite and how this would be beneficial to Nationwide.

We also spent a significant amount of time building a strong relationship with the senior management to make sure they were buying into the project and Global 360.

By the end of this exercise it was clear we were the winner. We received a $4.5 order for software and services. Customer Success Story - Major improvements now completed at Nationwide Building Society Improvements

2009 - February to April ISA Peak Season

Pre-Global 360 - Due to all of their issues they were only able to process about 200 new accounts per day.

2010 - February to April ISA Peak Season

They avoided having to hire 300 additional people, a temporary office and equipment to deal with the volume.

Up to 50% of all ISA processes were fully automated.

2011 February to April ISA Peak Season

Volumes of ISA transactions were well above their expectations.

Processed all this work within their service standards, often to more challenging SLAs than last year, with fewer calls and complaints.

Real Return on Investment

Customers are saying this year is how impressed they have been with both the speed and service they received.

ISA net receipts totalled 2 billion, taking 25% market share.

Now the largest ISA provider from a standing start after withdrawing 2 years ago. We transform Nationwide Building Society from this To the Number One ISA provider with great press Like to know more?

Contact John Williams on:

Mobile: +44-781*-***-*** or

Email: *********@*******.**.** Persona Based BPM Global 360 Business Process Modelling Global 360 Case Management in SharePoint 2010 2001 - 2003

Technical Alliance Manager - Asia Pacific Interwoven, now acquired by Autonomy, produces a content management system called TeamSite, which is designed for creating complex intranet and Internet web applications. Their document management system, WorkSite, stores, indexes, organizes, and searches documents including email messages.

Role

Relocated to Singapore from Hong Kong.

Provided presales support for partner driven opportunities, including tender responses, presentations, demonstrations, proof of concepts and pilots.

Focused on enabling new resellers in India, Malaysia, Thailand, Singapore, Taiwan, China, Korea and Japan in how to sell the Interwoven solution.

Built relationships with global technology partners such as IBM, BEA, Sun/iPlanet, Plumtree, Samsung and regional ISV s developing integrations to Interwoven content management solution.

Achievements

Built Partner Enablement program for Asia-Pacific from scratch and implement across region and finally roled out worldwide.

Got Interwoven Teamsite part of the IBM and BEA/Oracle pricelist for Asia Pacific and supported a number of key wins through these partnerships.

Our daughter Mia was born in Singapore. Industry - Enterprise Content Management & Web Content Management

Location - Singapore 2000 - 2001

Presales Manager - Asia Pacific Intershop is a leading provider of e-commerce software for centralized management of all online business channels with its headquarters in Jena, Germany.

Role

Led team in providing quality presales technical assistance to sales, partners and clients.

Hired presales resources in new subsidiaries.

Supported and trained regional partners in the Intershop sales and presales process.

Provided tailored presentations and demonstrations to presales, sales and partners.

Presented the Intershop solution at conferences and trade-shows.

Implemented best practices within the Asia-Pacific region.

Achievements

Helped to Asia Pacific team move away from selling e-commerce store fronts to embracing the concept of enterprise B2B marketplaces which yielded higher deal sizes.

Entered into the SAP market with the Intershop Enfinity Supply Chain Integration solution for SAP R/4 ERP won a couple of bridge head deals.

Sadly Intershop was going through financial difficulties worldwide due to the dot com crash and I decided it would be better to leave. Industry - Ecommerce and Business to Business Marketplaces

Location - Hong Kong 198*-****-**** 201*-****-**** 200*-****-**** 199*-****-**** 198*-****-**** 201*-****-**** 200*-****-**** 199*-****-**** 198*-****-**** 201*-****-**** 200*-****-**** 199*-****-**** 198*-****-**** 2015 1997 - 2000

Sales Manager and Presales Consultant - South Asia

Presales Consultant - ANZ Compuware Corporation is a technology performance company which provides software, experts and best practices to ensure technology works well and delivers value.

Role

Sales Manager and Presales Consultant - Software Quality and Performance Tools - South Asia

Location: Hong Kong (1998-2000)

Relocated to Hong Kong with my girlfriend to gain broader Asia Pacific sales and presales experience.

Delivered sales and presales support around the Compuware QACenter and EcoSystems products which provided regression and load testing for application development projects.

Product sales and presales evangelist for the South Asia market.

Presales Consultant - Software Quality and Performance Tools - ANZ

Location: Sydney (1997)

Provided presales support around the Compuware QACenter and EcoSystems products within ANZ.

Achievements

First to sell QACenter into Hong Kong, China, Singapore, Malaysia and Philippines.

Technical skills within Compuware Asia for these products were short so I also implemented the solution at Hong Kong government agency supporting PriceWaterhouseCoopers who were the project lead.

Got married to Kate in Hong Kong. Industry - Software Quality and System Performance Solutions

Location - Sydney and Hong Kong 198*-****-**** 201*-****-**** 200*-****-**** - 1997

Project Manager and Geographic Information Systems Application Developer

Geographic Information Systems Support Analyst Genasys is a leading provider of spatial solutions and mobile location services. It was an Australian company but is now Spanish owned. GenaMap was used in most local, state and federal government mapping projects.

Role

Project Manager and Geographic Information Systems Application Developer

Location: Sydney (1995-1997)

Project Manager and GIS Developer on the New South Wales Department of Education Asset Management System.

Geographic Information Systems Support Analyst

Location: Sydney (1991-1995)

Provided GIS and UNIX support to customer in ANZ and Asia.

Achievements

1991 - Migrated to Australia after visiting Tokyo and Sydney on business in 1990.

1997 - The NSW Department of Education AMS solution achieved a High Commendation in the Prime Minister's Award for Process Improvement.

1997 - Became an Australian citizen. Industry - Map-based Spatial Analysis Systems

Location - Sydney 198*-****-**** 201*-****-**** 200*-****-**** - 1991

CAD & GIS Application Presales Support Engineer CARBS International Marketing Ltd developed and marketed worldwide a mechanical and architectural CAD solution named EAGLE.

Role

Provided CAD, Geographic Information and UNIX support. Industry - Computer Aided Design for Engineering and Architecture

Location - Derby, UK 198*-****-**** 201*-****-**** 2005 2015 ComputerVision, now part of Parametric Technologies (PTC), was the leader in CAD/CAM for the manufacturing industry. Companies such as Austin Rover, Ford, Aston Martin, Lotus, McLaren, GEC Marconi and Vickers ship builders used CADDS4X to design and build their products.

Role

Provided CAD/CAM, Electronics Printed Circuit Board design and UNIX support to customer in the UK.

Achievements

Selected to provide 6 months front line on site support for Ford at their Dunton Technical Centre in Essex and got great exposure of how vehicles are designed and built. Industry - Computer Aided Design and Manufacturing solution

Location - Basingstoke, UK 1987 - 1989

CAD/CAM Customer Support Engineer Metro 6R4 rally car sponsored by ComputerVision

Austin Metro designed using CADDS4X 1987

Production Engineer Ford Motor Company in Enfield produced the dashboards for Ford Fiesta, Escort and Mondeo cars.

Role

The plant was replacing manual assembly with Computer Aided Manufacturing robotic systems.

I was involved in the product engineering support of manual and automated assembly.

Sadly decided to leave as there was a great deal of union unrest and work to rule. Industry - Car Manufacturing, Dashboard & Gauge Assembly

Location - Enfield, UK 198*-****-**** 201*-****-**** 2005 2015 Plessey Telecommunications Business Systems developed and manufactured an Integrated Services Digital eXchange (iSDX) business communications system and telephones. Plessey is now part of Siemens.

Role

Provided production engineering support to the electronic printed circuit board assembly line.

Achievements

Gained practical experience in business process improvement and optimization in the manufacturing industry. I'm now using the same skills in my current role but in this case it is for Financial Services, Insurance, Supply Chain/Retail and Government. Industry - Electronic Business Systems Manufacturing

Location - Nottingham, UK 1985 - 1987

Electronics Production Engineer Plessey Integrated Services Digital eXchange (iSDX) range Plessey Telephone designed and manufactured in Nottingham Ford Dashboard assembled using manual and robotic technology in Enfield 1981 - 1985

Bachelor of Science (Honours) Production Engineering I completed a four year thin sandwich degree in Production Engineering.

Sponsored by British Gypsum and had the opportunity to spend 15 months working at a gypsum mining and processing plant in Nottinghamshire during my degree. Industry - Manufacturing and Production Engineering

Location - Nottingham Trent University 198*-****-**** 201*-****-**** 200*-****-**** - 1981

Ordinary National Diploma in Technology (Engineering) I completed a two year OND in Technology to provide a solid background for degree in engineering. Industry - Manufacturing and Production Engineering

Location - Nottingham Trent University ABOUT ME

I am a highly motivated individual who enjoys helping clients find solutions to complex business problems.

My focus is helping clients drive down costs; improve operational efficiency and customer experience using process automation and next generation business technology. MY APPROACH

I pride myself on taking the time to understand the general and specific business needs of my clients, before I begin to fully investigate what potential strategies will help them succeed.

This enables me to help my clients discover the benefits of the OpenText solutions that will best meet their needs and help them achieve their business goals.

This consultative approach combined with my ability to present technology based solutions to technical and non-technical audiences has made me a valuable asset to businesses that want to increase sales. LEADING FROM THE FRONT

I'm very much a hands on person and I like building and then leading a team of skilled consultants from the front.

My role supporting the sales team in winning new business for our company gives me a great deal of satisfaction. Use of Global 360 Case Management solution for Nationwide Building Society retail banking processes ISA Transfer In user interface - Process360 & SharePoint

Related prezis