ANDY THOMAS
Sensolus NV
Ealing,EAL
1
Language
1
Certification
32
years of professional experience
Experienced business development professional with a long track record of opening new markets, developing strategic accounts and building productive commercial relationships. My particular strength is creating engagement. I build trust quickly with customers and partners, understand what matters commercially and operationally, and turn that understanding into opportunities that people want to pursue. Across technology and industrial IoT, I have repeatedly identified where a business can compete effectively, developed routes into those markets and grown customer relationships into significant sources of revenue. I am particularly effective where the sale requires judgement, communication and the ability to bring commercial, operational and technical people together around a customer problem.
Work History
UK & Ireland Sales Manager
3 Years- Responsible for developing the UK & Ireland market for an industrial IoT asset-tracking business, working across direct customers, strategic accounts and partners.
- Established Sensolus commercially in the UK & Ireland, with the region achieving target in Years 2 and 3 for the first time.
- Developed partner relationships to drive market access and identify new opportunities.
- Built relationships with major industrial organisations to uncover operational asset-tracking needs.
- Developed focused outbound campaigns into priority vertical markets.
- Created customer profiles, vertical playbooks, and go-to-market collateral to enhance market development efforts.
Sales Director
2 Years 11 Months- Led complex solution sales from initial customer engagement and qualification through technical development and commercial close.
- Led three-person sales team, aligning responsibilities with individual strengths to optimize performance.
- Developed GTM and targeted business-development campaigns for distinct vertical markets.
- Created sales guide outlining company sales approach, prioritized sectors, and opportunity development strategies.
- Managed and expanded strategic customer accounts, integrating relationship management with new opportunity identification.
- Led business development for IoT and real-time location solutions across Aerospace, Automotive, Logistics and Manufacturing.
Contract Business Development, Azure / SaaS
11 Months- Engaged previously inactive enterprise accounts, collaborating with CISO, CIO, and data teams to enhance adoption of Microsoft Azure Security, Compliance, and AI/ML solutions.
- Established senior-level relationships in challenging accounts, facilitating access and engagement with key stakeholders.
- Facilitated collaboration between customer and Microsoft technical teams through targeted technical engagements and workshops.
- Took a career break for personal reasons. Took approximately one year away from work for a medical procedure, making a full recovery.
EMEA Business Development Manager
1 Year 3 Months- Developed a major opportunity with a global glass manufacturer, culminating in a pilot for an industrial solution giving real-time visibility across internal and third-party processes.
- Refined qualification processes to align operational requirements with company's technology.
- Collaborated with technical colleagues to develop advanced IoT solutions addressing specific customer challenges.
- Worked with technical colleagues to shape advanced IoT solutions around real customer problems.
- Secured a major opportunity with a global glass manufacturer, leading to a pilot of an industrial solution providing real-time visibility across internal and third-party processes.
Business Development Manager
8 Years 7 Months- Won one of the company's largest customers, a ticketing-machine provider, developing a significant long-term relationship around specialist field services.
- Refined target-market strategy by analyzing customer needs and market trends. from commoditised, high-volume hardware deployments towards specialist, higher-value projects.
- Expanded existing accounts and took successful use-cases for strategic lookalike outreach.
- Expanded existing accounts by identifying new opportunities for growth. and took successful use-cases for strategic lookalike outreach.
- Secured company's first significant multi-year hardware-maintenance contract.
Self-Employed
2 Years 1 Month- Delivered business-development campaigns for AzteQ Solutions and collaborated with a resource provider to select, vet, and manage national IT rollout teams.
Business Development Manager
2 Years 7 Months- Diversified the customer base and developed the company's service portfolio.
- Responsible for diversifying the customer base and developing the company's service portfolio.
- Developed delivery capabilities tailored to specific customer requirements, enhancing service offerings.
- Created merchant helpdesk services to support payment-terminal customers, improving customer support experience.
Contract Business Development Manager
9 Months- Developed opportunities around emerging virtualisation and infrastructure-consolidation solutions, successfully selling technical workshops to prospects prior to the company's acquisition by a VAR.
Field Sales Executive
7 Years 6 Months- Transitioned from supporting field sales operations to leading direct new-business and partner sales efforts.
- Achieved top salesperson status for two-thirds of tenure, consistently exceeding sales targets.
- Progressed from supporting field sales operations into direct new-business and partner sales.
- Led a four-person internal team that enhanced support for field sales activities.
Education
HND - Institutional Management, Computer Science year 1 at Kingston University
3-yr sandwich, plus
Skills
Industrial IoT | Asset Tracking | RTLS | GPS | BLE | UWB | LPWAN | SaaS | Azure | Platforms & Analytics
Customer engagement
Experience in Aerospace
Automotive
Manufacturing
Logistics
Transport
Technology and Field Services.
Accomplishments
- Established Sensolus in the UK & Ireland, with the region achieving target in Years 2 and 3.
- Won and developed major customers including Rolls-Royce, IAG, Honda, Reed and Airbus.
- In several roles, won customers that subsequently represented at least 10% of company turnover.
- Built a £5m opportunity pipeline at TrackerSense.
Certification
Professional Qualifications: SPIN Selling | Salesforce CRM | MS Azure Essentials | UEFA C Football Coach
Languages
Languages: Fluent Greek | Good Spanish | Some French
BUSINESS DEVELOPMENT & GTM STRATEGY | STRATEGIC ACCOUNTS | PARTNER & CHANNEL DEVELOPMENT | CONSULTATIVE SOLUTION SELLING | TEAM LEADERSHIP
BUSINESS DEVELOPMENT & GTM STRATEGY | STRATEGIC ACCOUNTS | PARTNER & CHANNEL DEVELOPMENT | CONSULTATIVE SOLUTION SELLING | TEAM LEADERSHIP
Timeline
UK & Ireland Sales Manager
Sensolus NV
09.2023 - 09.2026Read More
Sales Director
Pathfindr Ltd
10.2020 - 09.2023Read More
Contract Business Development, Azure / SaaS
Microsoft
11.2019 - 10.2020Read More
EMEA Business Development Manager
TrackerSense Ltd
08.2017 - 11.2018Read More
Business Development Manager
AzteQ Solutions Ltd
01.2009 - 08.2017Read More
Self-Employed
Business Development Consultant
11.2006 - 12.2008Read More
Business Development Manager
Lantec UK
02.2004 - 09.2006Read More
Contract Business Development Manager
Informed Methods Ltd
01.2003 - 10.2003Read More
Field Sales Executive
ATM Technology Management
01.1995 - 07.2002Read More
TVU
HND from Institutional Management, Computer Science year 1 at Kingston University
Read More