James Harrison
Aldbourne,United Kingdom
Summary
International professional with expertise in global sales strategy, business development, and account management. Proven track record in driving revenue growth across EMEA and Asia, with experience in the US market. Skilled in territory management, market analysis, and mentoring sales teams to enhance performance. Strong capabilities in stakeholder engagement, marketing strategy, and contract negotiation to achieve business objectives.
Overview
27
27
years of professional experience
4
4
Certification
Work history
Director of Sales - Northwest Europe
Orange Business
London, UK
11.2022 - 05.2025
- Managed portfolio of over 50 multi-national enterprise customers, generating annual revenue of approximately £300 million.
- Led a team of over 40 across Sales, Pre-sales, Lead Generation, Partner Management, and Marketing.
- Oversaw organisational restructuring to optimise capabilities in alignment with growth objectives.
- Prioritised training and development initiatives to foster a collaborative growth mindset.
- Simplified portfolio management processes to improve customer engagement and readiness.
- Secured six new logos within last 12 months, driving significant pipeline growth.
Head of UK Enterprise
Telstra International
London, UK
11.2018 - 11.2022
- Directed UK Enterprise business operations, achieving $70 million annual revenue.
- Spearheaded international expansion in Modern Workplace, Security, and Adaptive Networks.
- Restructured UK team to enhance customer acquisition and integration with Telstra’s EMEA IT consulting.
- Designed and implemented strategy for sustainable growth and optimal team structure.
- Cultivated partnerships to drive solution-led selling and acquire significant new logos.
- Developed market-focused strategies to identify target customers and optimise sales approaches.
- Secured major win with Telstra’s first integrated SD-WAN and SASE solution for global professional services company.
Head of Northern Europe
Telstra International
Stockholm, Sweden
07.2014 - 11.2022
- Established and expanded Telstra’s operations across Northern Europe, generating $30m in annual revenue.
- Built and led a diverse, multi-disciplinary team to oversee all regional operations and sales management.
- Sustained revenue growth exceeding 30% while enhancing customer NPS and employee engagement levels.
- Secured significant contracts with leading German insurer, Swedish telecoms manufacturer, and Swiss pharmaceutical provider.
Head of Major Deal
BT Global Services
Stockholm, Sweden
07.2005 - 07.2014
- Drove strategic deal initiatives for BT Global Services across Northern Europe.
- Played a key role in developing and finalising largest regional deal, approximately £75m, with prominent Swedish manufacturer.
- Collaborated with stakeholders to identify opportunities and enhance deal structures.
Head of Business Development
BT Global Services
Singapore
01.2012 - 06.2014
- Drove business development across Southeast Asia, consistently achieving ambitious growth targets.
- Managed a team of over 20 individuals across Singapore, Malaysia, Indonesia, and Thailand.
- Implemented business development best practices with customers, partners, and suppliers.
- Secured major wins with a global logistics organisation and a leading global bank.
Management Consultant
BT Global Services
Zürich, Switzerland
01.2012 - 06.2014
- Consolidated and strategically expanded BT’s consulting practice across Switzerland, Nordics, and MEA.
- Led consulting efforts for Global Banking and Financial Services sector, managing six team members.
- Generated a substantial pipeline of large deals, securing multiple consultancy engagements.
- Closed outsourcing deal valued at over $120 million with a major Swiss pharmaceutical organisation.
- Finalised $60 million managed services agreement with a leading Swiss bank.
Data and Risk Consultant
Network Rail
London, UK
06.2003 - 09.2005
- Implemented safety risk modelling while creating robust safety data warehousing solution.
Financial Accountant/Analyst
Nortel Networks
UK
09.1999 - 06.2003
- Executed capital planning and investment strategies to optimise resource allocation.
- Implemented financial software to enhance operational efficiency.
- Managed financial control processes, ensuring compliance and accuracy in reporting.
Buyer
LG Electronics
Cardiff, UK
07.1998 - 09.1999
- Oversaw supplier management and procurement for over 300 production items with annual expenditure of £220m.
Education
Certificate in Advanced Global Management - Executive Leadership
INSEAD
Fontainebleau 10.2024 -
BSc hons - Economics and Management
Cardiff University
09.1995 - 08.1998
Secondary education - 3 A Levels; 10 GCSE’s
South Island School
Hong Kong 09.1988 - 06.1995
Skills
- Communication skills
- Team collaboration
- International sales strategy
- Omnichannel selling
- Business growth
- Territory oversight
- Mentorship in sales
- Partnership development
- Negotiation expertise
- Commercial insight
Custom
- Acting Managing Director EMEA with a team of 200+ people and an annual revenue of $300m.
- Built a business from zero to $30m per annum across Nordics and DACH region within 3yrs
- Deal Lead securing contracts in excess of $150m.
- Driving complex, cross regional, infrastructure and software solutions involving multiple products and partners including Palo Alto, Zscaler, VMWare, Cisco, Equinix, Microsoft, Docusign, Checkpoint, CDW and multiple telecom partners
- Managing and developing diverse teams across EMEA and APAC
- Building cross region sales, pre-sales, partner management and marketing teams and re-structuring existing teams
- Media trained with exposure to press and analysts.
Personal Information
- Date of birth: 11/19/76
- Nationality: British
Affiliations
- Squash, tennis, padel, rugby, skiing, travel and history
Accomplishments
Telstra Presidents Club - 2018
BT Global Service Presidents Club - 2009
BT Global Services Top Talent Program - 2009-2014
Certification
Certificate in advanced negotiation - 2024
MEDDIC Certified - 2022
AWS Cloud Practitioner - 2022
Miller Heiman Certified/Practitioner - 2015
Change First Accredited - 2007
PRINCE2 Certified - 2005
CIMA - 2002
Timeline
Certificate in Advanced Global Management - Executive Leadership
INSEAD
10.2024 -
Director of Sales - Northwest Europe
Orange Business
11.2022 - 05.2025
Head of UK Enterprise
Telstra International
11.2018 - 11.2022
Head of Northern Europe
Telstra International
07.2014 - 11.2022
Head of Business Development
BT Global Services
01.2012 - 06.2014
Management Consultant
BT Global Services
01.2012 - 06.2014
Head of Major Deal
BT Global Services
07.2005 - 07.2014
Data and Risk Consultant
Network Rail
06.2003 - 09.2005
Financial Accountant/Analyst
Nortel Networks
09.1999 - 06.2003
Buyer
LG Electronics
07.1998 - 09.1999
BSc hons - Economics and Management
Cardiff University
09.1995 - 08.1998
Secondary education - 3 A Levels; 10 GCSE’s
South Island School
09.1988 - 06.1995
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