Gareth Williams

Lead new business development for Business Process Automation solutions, specialising in discovery-led sales across finance, sales operations, HR, and document-heavy environments in private and public sector organisations.

• Originated and implemented an association-led, sector-based prospecting model, leveraging industry bodies and professional networks to identify clusters of high-potential organisations and build connected pipelines
• Secured new clients across distribution, manufacturing, construction, education, and public sector environments, creating a repeatable network of opportunities within aligned organisations
• Initiated major client engagements through targeted automation discovery, expanding relationships into broader transformation programmes through a land-and-expand approach
• Manage the full client lifecycle from initial prospect engagement through discovery, solution definition, commercial negotiation, implementation handover, and transition to business-as-usual support
• Act as the primary commercial lead throughout delivery phases, ensuring continuity, stakeholder alignment, and successful adoption
• Develop relationships across sector ecosystems, generating referrals, cross-member visibility, and sustained pipeline momentum
• Lead multi-department discovery workshops across finance, HR, and sales operations to define automation requirements and business impact
• Translate complex, informal client challenges into structured workflows and early-stage solution designs
• Produce detailed suitability assessments considering turnover, transaction volumes, ERP systems, and compliance requirements
• Deliver ROI-focused recommendations that enable clients to progress confidently to technical scoping
• Coordinate closely with solution architects and technical teams to validate feasibility and shape proposals
• Introduced structured research frameworks and qualification standards, improving focus on high-fit opportunities
• Conduct strategic prospecting using CRM platforms, industry research tools, and targeted outreach

Selected Projects & Contributions

• Led sales order processing automation discovery that initiated a major distributor engagement and established a wider automation roadmap
• Delivered accounts payable automation and statement reconciliation designs for a construction organisation
• Conducted finance, incoming sales and HR automation discovery for a further education institution
• Scoped HR automation opportunities for a manufacturing business
• Developed research and reporting templates now used across the BPA team planning.

Managed a portfolio of enterprise, SME, and public-sector accounts, driving retention, growth, and new revenue across complex stakeholder environments.

• Managed relationships across 80+ client accounts, maintaining high service levels and commercial performance
• Exceeded annual retention targets exceeding £5m while securing approximately £500k in new business
• Led end-to-end sales activity from opportunity identification through contract negotiation and onboarding
• Collaborated with senior stakeholders to develop and implement account growth strategies
• Negotiated contract renewals and pricing agreements to maximise long-term value
• Delivered presentations on service and technology solutions to diverse audiences
• Maintained accurate pipeline and account data within CRM systems
• Produced reports to support forecasting and strategic planning

Focused on high-volume acquisition of new commercial clients across public and private sectors.

• Consistently exceeded annual new business targets of £1.5m–£2m
• Identified prospects through market research, outreach campaigns, referrals, and networking
• Delivered tailored proposals and solution presentations to decision-makers
• Negotiated contract terms and pricing structures
• Managed full sales pipeline from initial contact through implementation handover
• Led team campaigns supported by research and performance reporting
• Streamlined onboarding processes to ensure smooth transition to operational teams