Leighton Wright

• Managing BlueChip logos including HSBC, Telefonica, Schneider Electric & British Telecom (13 accts in total)
• SaaS - Account Planning and Bid Management software - integrated via Sales Force
• £4.5 million in ARR portfolio - Retain, Expand (seats) & upsell of Services - grown from £3.5 million (Jan 2021) via expansion within accounts and some new logo
• Promoted to Senior CSM after 18 months
• Support Project Management & entire process of Change Management - deployment, test, training, live - on-going support
• Managing some 1,500 hours of service/consultancy across accounts - from training to change management & alignment - understanding customer needs and barriers to success
• Developed a ‘Maturity Model' to work with clients to ensure planning and focus for 6-12 month cycles - what are we delivering - when, to whom and accountability - Leading & Lagging indicators of success metrics
• Acct planning - delivering BoBs (Account and risk reviews) to senior leaders and co-ordinating exec - peer to peer engagement.

• Client Director for CISCO Business unit
• Remit to grow the New Business penetration in both new and existing clients by 100%
• SaaS and NaaS - CISCO
• ‘Furloughed' under C19 restrictions

• Introduced formal Account planning & sales strategy to JML - Account plans, Forecasting and strategic planning for each account
• Driving New Business within each Police Force and explore Commercial opportunities (outside of Bluelight)
• Key stakeholder engagement in Forces - Operational Policing - Chief Supt & Senior Command teams/officers
• Cloud based SaaS for front-line policing that covers Asset management, Training, L&D/HR, AI/BI and Analytics - checking, confirming, reporting and predicting on Accreditation and Competency in critical areas of policing - Armed officers, Public Order, Dogs, Driving and Detective - evidentiary and Legislative for Police or Public enquires - allowing a force to build a complete picture of staffing, skills and capabilities
• Deal size £15k-£250k - Complex - multi stakeholder sales
• Building complex commercial agreements under strict procurement regulations and Frameworks
• Working with L&D/HR, Finance, Training and Front-line policing to identify needs and requirements for these individuals and driving ‘business outcomes'
• Key wins -

- Northumbria Police - full suite of Software (CAPITA displacement), SaaS - £160k per annum contract - 3 year agreement

- West Midlands - Dog Unit (12k per annum - 3 year contract)

• Pipeline built for over £800k of opportunity in Forces including -

- North West region (6 forces) - Taser expansion

- GMP - Driver and Public Order

- North Yorkshire - SaaS full suite

- Humberside - SaaS full suite

• Delivered £3.5 million rev and £340k margin in FY17-18
• 200k target year 1, 400k year 2 - year 2 I left at 93% to sales target at time of leaving
• Single biggest deal £1.4 million - primary networking into Cleveland Police new HQ
• Significant wins in -

- West Yorkshire police - £125k - Back Up solution

- Greater Manchester Police - £150k - Forensic evidence ICT Refresh

- Single Source supply contract for Cumbria circa £1.5million for FY 18-19

- CISCO top SCC salesperson for Software in FY @ £600k

• Account Director - Public Sector (UK North)
• SaaS for cloud based Data back-up and retention - sensitive information under strick NDA/GDPR guidelines
• Achieved $2.2m revenue in FY 15-16 - 102% against target
• Increased New Logo business by over 500% in FY15-16 compared to FY14-15 ($321k)
• New Logos included -

- South Wales Police $300k

- Notts Council $600k

- South Staffs NHS Trust $150k

• P60 Earnings 2014-15 - £110k, 2015-16 - £120k

• Generated Turnover of £15.9 million FY 13-14
• Achieved margin of £834k (FY 13-14) against an annual target of £500k
• 167% to annual target
• Wins included

- £250k Windows Migration XP project for West Yorkhire Police

- 1 million SAN win in North Yorkshire Police

- £500k Mobile working project in West Yorkshire Police

- £350k SAN win in Merseyside police

• P60 Earnings 2013-14 £75k