Barry Gray
Motherwell,UK
Summary
Accomplished professional with extensive expertise in strategic relationship management, leadership, development, and data-driven decision making. Demonstrating a proactive problem-solving approach and excels in customer advocacy, process optimisation, and technical product insight. Adept at communication excellence, adaptability, and resilience with a strong knowledge of SaaS products. Proven track record in renewal and expansion strategies, business development, and client relationship management. Committed to leveraging skills to drive business growth and enhance client satisfaction.
Overview
20
20
years of professional experience
6
6
years of post-secondary education
1
1
Certification
Work history
Customer Success Lead
Eureka Solutions
Glasgow
07.2024 - 02.2026
- Drive and exceed team performance across key KPIs: Increase ARR + price increases, logo retention, expansion revenue, and professional services growth.
- Manage, mentor, and develop a team of Customer Account Managers to meet and exceed revenue targets for renewals, upsells, and cross-sell of Eureka products.
- Develop and implement strategies to expand Eureka's footprint within existing accounts and accelerate revenue growth.
- Align Customer Account Management objectives with company priorities through close partnership with Sales Leadership and the Executive Leadership Team.
- Collaborate with cross-functional teams—Product, Professional Services, Support, Marketing—to ensure customer success and uncover growth opportunities.
- Analyse and report on key performance metrics to enhance team performance and inform strategic adjustments.
- Build and strengthen executive-level relationships within customer accounts to support retention, expansion, and long-term account health.
- Identify new opportunities through customer insights, usage patterns, and renewal signals.
- Develop and delivered training programmes to enhance AMs' product knowledge, commercial acumen, and necessary skills for success.
Customer Success Manager
TSG
Glasgow
06.2023 - 07.2024
- Acted as a strategic advisor to key accounts, aligning technology recommendations with customer goals and growth plans.
- Monitored customer health and usage insights, identified risks early, and implemented targeted recovery actions to enhance customer satisfaction.
- Managed escalations with clarity and urgency, safeguarding customer relationships and preventing churn.
- Delivered high-quality onboarding and success plans, ensuring customers achieved rapid time-to-value across TSG solutions.
- Collaborated with support, product, and sales teams to optimise service delivery and enhance customer experience while identifying cross-sell opportunities.
- Led value reviews and customer workshops to demonstrate ROI, promote product adoption, and identify opportunities for expansion.
- Built strong, trust-based relationships with stakeholders at all levels, enabling consistent customer advocacy and satisfaction.
Client Engagement Manager
McGregor Boyall
Glasgow
08.2022 - 06.2023
- Managed high-value clients and identified new business opportunities in European recruitment sector.
Business Development Manager
Hays Technology
Glasgow
05.2021 - 08.2022
- Managed high-value clients and identified new business opportunities, driving growth in European recruitment sector.
Sales Manager
IWG Plc
Scotland & North
09.2018 - 05.2021
- Global Managed Service Space - Ensuring manages serviced offices under my remit within central Scotland were at optimal capacity, upselling space and driving new business.
Business Development Manager
Ricoh UK
Scotland & North
08.2017 - 09.2018
- Managed Print Services - Utilising Ricoh's product portfolio to drive new business growth throughout Scotland.
New Business Development Manager
Hobs UK
Scotland & North
09.2015 - 08.2017
- Managed Print Services - working within public and private sector maintaining account base whilst driving new business development throughout UK.
Sales Account Manager
Monster
Glasgow
06.2012 - 09.2015
- Recruitment Platform - Managed account base of high value clients optimising ARR.
Sales Account Manager
Dell EMC
Glasgow
04.2006 - 06.2012
- Delivered IT hardware and software solutions by selling Dell's entire product range, including laptops and enterprise-level server/storage solutions, while managing the account base to optimise ARR.
Education
BA (Hons) - Business Management
Open University
Scotland 05.2005 - 08.2011
Skills
- Strategic Relationship Management
- Leadership & Team Development
- Data-Driven Decision Making
- Proactive Problem-Solving
- Customer Advocacy
- Process Optimisation
- Technical & Product Insight
- Communication Excellence
- Adaptability & Resilience
- SaaS products knowledge
- Renewal and expansion strategies
- Business development
- Client Relationship Management
- B2B sales experience
- Client onboarding experience
Certification
- Prince2 Practitioner, Mar 2023
- Lean Six Sigma Black Belt, Dell/Accredited Advanced Green Belt, July 2009
References
References available upon request
Timeline
Customer Success Lead
Eureka Solutions
07.2024 - 02.2026
Customer Success Manager
TSG
06.2023 - 07.2024
Client Engagement Manager
McGregor Boyall
08.2022 - 06.2023
Business Development Manager
Hays Technology
05.2021 - 08.2022
Sales Manager
IWG Plc
09.2018 - 05.2021
Business Development Manager
Ricoh UK
08.2017 - 09.2018
New Business Development Manager
Hobs UK
09.2015 - 08.2017
Sales Account Manager
Monster
06.2012 - 09.2015
Sales Account Manager
Dell EMC
04.2006 - 06.2012
BA (Hons) - Business Management
Open University
05.2005 - 08.2011