Craig Clarke

• Drove revenue growth through strategic account planning and execution.
• Deliver Orbus Infinity/Capsifi sales presentations, creatively communicating, value, product quality and market comparisons to prospective clients directly and with partners
• Focus on value and business outcomes to meet client and personal ambitions and goals
• Built solid relationships with key clients by providing exceptional customer service.
• Secured new business partnerships by conducting client meetings and presentations.
• Explored new verticals in the market to expand business reach.
• Secured large multi - year contracts (Vodacom/Vodafone)
• Manage and drive internal teams, strategy to execution, for continued success
• Built joint go-to market plans with partners including global SI's such as CGI, PwC UK/Germany, EY & Marte
• Achieved 102% Yr24
• Tracking at 67% Yr25
• Client Wins: Vodacom/Vodafone UK | Orange | JHI Investments | Medtronic | IKEA

Lead Software Sales business in the UK/I

• Prepare software sales annual business plan and budget, and validate with senior leadership team
• Meet and exceed agreed sales targets and budgets
• Achieve business objectives and benchmarks through strategic account planning.
• Analyse industry and competitor trends to enhance sales strategy, Gartner, Forrester
• Deliver HOPEX sales presentations, creatively communicating, value, product quality and market comparisons to prospective clients directly and with partners
• Strengthen opportunities through targeted customer relationship development
• Create and manage multi year license contracts across all business areas, negotiate, profitable terms to aid target revenue attainment.
• Achieve and exceeded sales targets across all product lines
• Partner and collaborate with internal teams to identify, present and close opportunities to ensure success
• Monitor team performance (BDR, Pre-Sales, CS, PS)
• Develop new ideas and thought creatively to grow business and enhance profitability and revenue.
• Define account plans to support overall sales strategies and business plans. (Planning, Prospecting, Closing)
• Trusted Advisor and Industry Expert (Engage with all stakeholders)
• Increase profitability by developing pipelines using multiple marketing channels and sales strategies.
• Built joint go-to market plans with partners including global SI's such as CGI and Accenture
• Produce accurate reports (Commit, BC, Pipe) in Salesforce
• Achieved 98%, Yr22
• Achieved 103%, Yr23
• Client Wins include: Public Sector | Enterprises

• Own sales quota for Territory, contributing to overall success of company.
• Develop and Grow Territory, including qualifying incoming prospects and expanding existing accounts
• Develop strategy to ensure revenue targets are achieved
• Strategised cross-initiatives with new and existing partners to expand sales and marketing opportunities
• Monitored sales team performance, providing effective training to help reach revenue and profit targets.
• Developed and built Partner ecosystem onboarding partners such as Trustmarque, CGI, Deloitte and PwC
• Qualify prospects, understand their projects and guiding them in first phase of their selection process, leading to demonstration and PoC
• Hired and trained dedicated and high-achieving sales team
• Work with Solution Architects team to direct prototypes, PoC’s, answer technical questions and assist during evaluation process
• Collaborate in RFP process, providing quotes and do everything to close deals
• Contribute to sales materials, customer case studies, and demand generation, business development activities.
• Maintain strong understanding of market landscape and keep up-to-date knowledge of competition and broader tech environment.
• Work with Marketing, Lead Generation, and Product Marketing teams to improve overall customer experience and sales process efficiency.
• Focus and directed the virtual team to lead to success
• Provide feedback to internal stakeholders, incl exec team, to help improve product, offering, pricing model etc
• Client Wins: Financial Services, Public Sector,
• Achieved 96% Y1 68% tracking in Y2 Q3 on 1m Target

• Chief function is to bring Box to new Enterprise-level businesses, directing deals from start to conclusion directly and through channel
• Achieved 106% on ramp target of 400K against overall 1m target (Jan 2019)
• Client Wins: ABSA, UBS, Rolls Royce Finance Partners, Barclays, Standard Life

• Geo Territory
• Develop strategies into target accounts working with key strategic partners such as SAP, Salesforce and Deloitte Digital
• Achieved 102% on 1m target
• Client Wins: Toyota Financial Services, Santander, Nationwide, HSBC, Tesco Stores Group, Paragon Bank, Legal and General

• Identify and develop Kofax presence in UK/I Region
• Lead and work with Resellers and Channel Partners to establish unique value of Kofax
• Systematic and logical process from sales lead to completion
• Achieved from 98% to 101% on 500K to 1m Target
• Client Wins: Financial Ombudsman, BT Global Services, Public Sector Agencies

• A role firmly focused on capturing profitable license revenue
• Actively engaged with all Open Text stake holders to ensure success
• Built strong relationships with Partners/Si's to pursue successful joint sales strategies to win new business (SAP)
• Achieved 100% on 1m Target

• A multi facetted role that included a combination of new business development - vertical and strategic account management for targeted / named accounts across all verticals
• Built an effective re-seller and partner network with organisations such as Readsoft, Fujitsu, SAP, IBM, Accenture, HP, Cap Gem, Detica, CGI and Deloitte
• Achieved 98% - 101% on 1m target YoY (Bonus & KPI)

• Achieved 100% on 750 target

• Achieved target YoY from 100% - 118% on 600K - 1m target

• Achieved 96% on 750K target

• Achieved target YoY 98% - 106% on 500K - 750K target