James Mould
Billingshurst,West Sussex
Summary
Seasoned professional with a strong history of leading high-performing teams to secure significant deals with C-suite executives. Expertise in sales across AI applications, digital technologies, and customer experience transformation. Proficient in business case development, contract negotiation, and creating impactful sales presentations. Engaging communicator with a solid background in acquiring new business and managing key client relationships.
Overview
2026
2026
years of professional experience
12
12
years of post-secondary education
Work history
Vice President Europe
Devtech Limited
- 08.2025
- Leading EMEA Account Management, Sales, Pre-sales, Business development & Market Research, co-ordinating external market activity in order to drive 30% + growth year on year. Focused on Targeting; ISVs, Cloud Providers, CSPs, Distributors & Cyber Security companies with targeted propositions. Specifically digital marketplace and commerce enablement, digital service and self-care enablement, ecosystem integration (APIs), Migration of data and service to Cloud and development of core SaaS products. Transforming the sales process and account management function to ensure year on year success. Developed pipeline of deals >£5m PA, successfully won a number strategic new logos.
VP and Business Unit Head
EPAM Systems
01.2020 - 01.2024
- Delivered rapid multi-year revenue expansion & full P&L ownership for high impact business unit growing from $40m - $89m in annualised sales, primarily focused on Telecoms, Media, Technology, Energy & with expansion into Utilities, Logistics & Publishing. Accountable for revenue, profitability, sales strategy, business development and year on year growth. Delivered exceptional revenue growth, winning new client logos and expanding relationships with brands such as; Royal Mail, Evri, BT, EE, Virgin Media, AWS, Informa, Vodafone, Centrica & Deltatre.
- Driving comprehensive sales of the full portfolio of Digital technology services from; data science & analytics, to customer facing technology transformation and product development services. Set up domain consulting for telecoms and media across EMEA, driving higher value client engagements e.g. to win transformational digital customer experience programmes in customer care and e-commerce.
- Hiring and Leadership of team of 12 Sales, Business Development and consulting professionals with business portfolio covering c900 staff associated with the accounts. Development of Marketing campaigns, lead generation programmes to drive new business logos and expand client relationships.
Client Partner
EPAM Systems Ltd
01.2018 - 01.2020
- Pioneered EPAMS strategic expansion of the Telecoms and Media Portfolio business. Developed multi-million and multi-year relationships with BT, Virgin Media, Vodafone, Deltatre, ITV and a number of others. Expanded revenue from $9m to $40m per annum. Developed Digital Transformation services and hired Account Managers in line with growth ambitions.
Client Partner
Wipro
01.2015 - 01.2018
- Company Overview: Global Systems Integrator
- Lead the strategic Management and growth of a $60 million global account with a Tier 1 UK Headquartered Communication & Media company reporting into the VP of sales. Delivered revenue, profit and order book targets on the account and led the sales strategy and sales and delivery teams. Developed and nurtured several growth accounts in the Public (Local & Central Government) in parallel to increase Wipro UK presence.
- Deals included;
- Hosted Voice £5m – Managed offshore service including robotic process automation of provisioning and network configuration for the global SIP Trunking and Hosted voice portfolio.
- Managed Migration service £3m – Multiple network migrations managed offshore moving the client from legacy network to new services as well as managing POP migrations creating a centre of excellence model.
- TV Services - £1m – Supply of Application development and testing services for Set Top Boxes to support the clients rapidly growing and evolving IPTV platform.
- £30m 3yrs - Successfully negotiated and re-signed major BPO Contract for global network provisioning – embedding process re-engineering and robotic process automation.
- £10m re-signed 3yr deal for technical product remote support for complex voice and data products.
- £10m re-signed Application development and maintenance deal for customised SAP application stack for public sector client.
Head of Business Development
BT Wholesale
- 01.2015
- Drove the development of strategic C-Level multi-million business opportunities within the UK fixed, Media and mobile communications market with a focus on driving growth in Managed Services. Delivered £200m pa in sales contract value, and developed future pipeline of “sell through” client opportunities. Managed virtual teams to lead complex new deals from conception to contract signature. Developed the necessary business cases and required stakeholder support, both externally and internally, at all levels as required.
- Delivered an exceptional 2014 performance of £320m in contract value against an original £200m target.
- Developed 2015 £20m contract value pipeline of Hosted Communications Services across the UK re-seller market including SIP Hosted Voice services and SIP trunking solutions.
- Won an exclusive 5yr £163m Voice, data, broadband and managed service deal for a UK mobile operator. Led from concept through to contract negotiation and successful win.
Client Business Development Director
BT Wholesale
01.2007 - 01.2010
- Led a team of 5 Business Development Managers to develop new propositions to expand BT Wholesale market offering and led on sales engagement to deliver anchor clients to drive incremental revenue growth.
- Created and closed a strategic £53m new logo contract with Scottish and Southern Energy deal for hosted CRM and support systems, broadband, email, anti-virus, and calls and line rental ordering and fulfilment solution to enable SSE to provide telecommunications services for their UK electricity and gas customers.
- Created Go to market proposition for Wholesale “White Label Managed Services” capability and developed the business case for the service, which subsequently lead to landmark new deal with Vodafone, Post Office (new logo) and Orange with associated contract value of in excess of £1bn. Lead concept discussions with Post Office and developed initial solution strategy and approach.
Partnership Director, Alcatel
BT Group
01.2005 - 01.2007
- Managed all aspects of the BT Group partner relationship with Alcatel (a global leading communications vendor) and delivered multi-million revenue generation and cost savings. Negotiated and facilitated C-level executive briefings, ran key internal stakeholder meetings and drove business development opportunities from analysis through to business case for £60m in pipeline initiatives including a 3g/GSM/GSM-R wireless network for Eurotunnel.
Market Analysis and Planning Manager
BT Wholesale
01.2003 - 01.2004
- Managed the analysis specification and progression path of new product development and enhancement requirements into the Wholesale product line including a 30% improvement in throughput of the new product development process as a result of efficiency and process developments.
Head of Business Marketing
BT Business (BT Retail Division)
01.2001 - 01.2003
- Planned, executed and measured marketing campaigns reaching 1.5 million small and medium business customers across the UK. Led, managed and developed a team of 28 people and a marketing budget of £34.5 million. Developed the first major email marketing programme which reduced communications costs by 70% whilst maintaining sales performance.
Manager of Advertising, Direct Mail & E-mail communications
BT Business (Retail Division)
01.2000 - 01.2001
- Successfully led a team of 10 responsible for planning and executing all advertising, direct mail and email campaign activity across the UK small and medium Enterprise market.
Marketing Programme Development
BT Business (Retail Division)
01.1999 - 01.2000
- Lead the development of BT business marketing campaigns in charge of e-business growth and core voice revenue defence programmes.
Database Marketing Manager
TBWA Payne Stracey
01.1997 - 01.1999
- Identified revenue opportunities through market segment analysis, customer profiling and data mining techniques to develop marketing campaigns to BT Business customers (1.1m).
Account Director
Miller Starr Ltd
01.1994 - 01.1996
- Company Overview: Database hosting & Marketing
- Account Director responsible for key International publishing and automotive accounts. Led all aspects of the account relationship and drove business development on new projects.
Education
MSc - Telecommunications Business
University College London
01.2005 - 01.2006
Diploma - Direct Marketing
Institute of Direct Marketing
01.1999 - 01.2000
BSc (Hons) - Geography, specialising in industry and international trade relationships
The University of Liverpool
01.1991 - 01.1994
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Sir Joseph Williamson’s Mathematical School
01.1984 - 01.1991
Skills
- Leading and developing talented teams with deep domain knowledge, to create and deliver winning deals with CIO/CTO/CMO impact
- Background in both hunting (new deals) and management of major clients
- Sales expertise in; AI use cases, digital technologies (commerce and service), customer experience transformation, data engineering and analytics, ML automation, managed network services, big data analytics, hybrid Cloud environments, applications development and maintenance, business process outsourcing
- Business case development, contract negotiation, sales presentation development
- Engaging and persuasive communicator
- Qualified marketer
Hobbies and Interests
Outside of work I am passionate about:, My family, Kitesurfing home and abroad, Wilderness camping and trekking in the UK and abroad, including trips to Norway and Iceland., Running and keeping fit., Rugby – I’m a big fan of Rugby Union.
Affiliations
- Kitesurfing, Trekking & Hiking, Travelling.
Timeline
VP and Business Unit Head
EPAM Systems
01.2020 - 01.2024
Client Partner
EPAM Systems Ltd
01.2018 - 01.2020
Client Partner
Wipro
01.2015 - 01.2018
Client Business Development Director
BT Wholesale
01.2007 - 01.2010
Partnership Director, Alcatel
BT Group
01.2005 - 01.2007
MSc - Telecommunications Business
University College London
01.2005 - 01.2006
Market Analysis and Planning Manager
BT Wholesale
01.2003 - 01.2004
Head of Business Marketing
BT Business (BT Retail Division)
01.2001 - 01.2003
Manager of Advertising, Direct Mail & E-mail communications
BT Business (Retail Division)
01.2000 - 01.2001
Marketing Programme Development
BT Business (Retail Division)
01.1999 - 01.2000
Diploma - Direct Marketing
Institute of Direct Marketing
01.1999 - 01.2000
Database Marketing Manager
TBWA Payne Stracey
01.1997 - 01.1999
Account Director
Miller Starr Ltd
01.1994 - 01.1996
BSc (Hons) - Geography, specialising in industry and international trade relationships
The University of Liverpool
01.1991 - 01.1994
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Sir Joseph Williamson’s Mathematical School
01.1984 - 01.1991
Head of Business Development
BT Wholesale
- 01.2015
Vice President Europe
Devtech Limited
- 08.2025
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