Ivan Veall
Berkhamsted,Hertfordshire
Summary
Accomplished professional with expertise in enterprise sales and strategy, adept at complex deal negotiation and strategic account planning using the MEDDPICC sales methodology.
Proven track record in partnership, team and relationship management, engaging with GSI partnerships such as Dell, Atos, Fujitsu, IBM, and Accenture.
Skilled in technical solutions including SaaS and on-premise enterprise software, ITSM/ITOM, security solutions, network infrastructure, and mainframe automation.
Proficient in business operations with extensive experience in Salesforce CRM, financial reporting and forecasting, as well as team leadership and development. Strong communication skills complemented by resourcefulness and problem-solving abilities.
Overview
32
32
years of professional experience
Work history
Career Break
10.2024 - 01.2026
- Professional sabbatical focused on travel and personal development following successful tenure at BMC Software.
EMEA Sales Director
BMC Software Ltd.
Berkshire
09.2019 - 09.2024
- Led strategic enterprise sales across EMEA, managing key global partnerships and driving adoption of ITSM, ITOM, Mainframe, and Automation solutions (SaaS and on-premise)
- Owned and expanded strategic partnerships with Dell (2021–2024) and Atos (2019–2022) across EMEA region
- Secured 20+ new enterprise clients through strategic networking and consultative selling approach
- Negotiated high-value contracts with national and international clients, refining commercial terms while maximizing profitability
- Developed and executed market penetration strategies to achieve revenue targets in new territories
- Analysed sales performance metrics to identify trends and formulate data-driven improvement strategies
- Built and mentored high-performing sales teams using MEDDPICC methodology
Global Accounts Director
CheckPoint Software Technologies
03.2015 - 09.2019
- Overall responsibility for all aspects of strategic relationships with Atos and Fujitsu across sell-with, sell-to, and sell-through models
- Increased Atos revenues by over 100% in 4 years through strategic partnership development
- Created unique global relationship with Fujitsu Security, growing business from $0.6m to $7m annually
- Built lasting relationships across both organizations up to and including global leadership level
- Drove cybersecurity solution adoption across enterprise accounts throughout EMEA
GSI Sales Account Director
Citrix Systems UK Ltd.
03.2012 - 03.2014
- Executed strategic partnerships encompassing sell-with, sell-through, and sell-to models across UK enterprises with Accenture, Atos, and IBM Global Services
- Instigated and completed two of the largest closed deals in EMEA with IBM Global Services – $20m TCV
- Developed and maintained C-suite relationships across major system integrators
- Drove adoption of virtualization and cloud solutions across enterprise accounts
Global Account Director
Brocade Communications (now part of Broadcom)
03.2006 - 03.2012
- Progressed through multiple roles including New Business Lead, Strategic Accounts Manager, and Global Account Director, driving network infrastructure solutions across enterprise accounts
Sales Specialist – ICT
BT Global Services
02.2003 - 03.2006
- Managed Top 75 Financial Services accounts in UK, leveraging BT's datacentre capabilities
Account Director
Computacenter
06.1998 - 02.2002
- Enterprise account management and solution delivery
Partner Development Executive
EMC Computer Systems
11.1993 - 04.1998
- Built and managed channel partner relationships for storage solutions
Education
Bachelor of Arts (Honours) - Creative Arts
Nottingham Trent University
Skills
- Enterprise Sales & Strategy: Complex deal negotiation MEDDPICC sales methodology Strategic account planning Market analysis & competitive positioning
- Partnership & Relationship Management: GSI partnerships (Dell, Atos, Fujitsu, IBM, Accenture) C-suite engagement Cross-functional collaboration
- Technical Solutions: SaaS & on-premise enterprise software ITSM/ITOM Security solutions Network infrastructure Mainframe automation
- Business Operations: Salesforce CRM Financial reporting & forecasting Team leadership & development
- Communication skills Strong Presenter Creative & Clear
- Resourcefulness Intuitive and Inquisitive Problem Solver Open Minded
Additional information
- Active volunteer with local sports clubs – Cricket (Qualified L3 Coach and L3 Umpire), Rugby, Padel, and Tennis
- Chairman of local Scout Troop
- Active in outdoor pursuits – Hiking, Canoeing, and Nature watching
Timeline
Career Break
10.2024 - 01.2026
EMEA Sales Director
BMC Software Ltd.
09.2019 - 09.2024
Global Accounts Director
CheckPoint Software Technologies
03.2015 - 09.2019
GSI Sales Account Director
Citrix Systems UK Ltd.
03.2012 - 03.2014
Global Account Director
Brocade Communications (now part of Broadcom)
03.2006 - 03.2012
Sales Specialist – ICT
BT Global Services
02.2003 - 03.2006
Account Director
Computacenter
06.1998 - 02.2002
Partner Development Executive
EMC Computer Systems
11.1993 - 04.1998
Bachelor of Arts (Honours) - Creative Arts
Nottingham Trent University