Tony Hopkins

Responsible for developing commercial partnerships and revenue opportunities for ICAS, he world's oldest professional accountancy organisations, connecting brands with a global community of finance professionals through sponsorship, events, content and digital engagement.

Key Achievements & Responsibilities

• Secured sponsorship for the first ICAS commercial roundtable, creating a new partnership opportunity.
• Develop sponsorship, thought leadership and engagement programmes aligned with partner objectives.
• Manage the full partnership lifecycle from acquisition and onboarding through activation, performance reviews, retention and account growth.
• Build relationships with technology providers, professional services firms and senior stakeholders to identify new commercial opportunities.
• Create partnership solutions that increase brand visibility, audience engagement and partner ROI.

Managed commercial partnerships and revenue growth programmes for leading professional membership organisations internationally, creating sponsorship, thought leadership, content and event opportunities for global partners.

A significant focus was the STEP (Society of Trust and Estate Practitioners) commercial programme, developing long-term partnerships with international law firms, accountancy firms, financial institutions and government stakeholders.

Managed partnerships with organisations including Harneys, Maples and Calder, Walkers, BDO and KPMG, alongside government stakeholders across Bermuda, the Bahamas, Cayman Islands, Jersey, Guernsey and the Isle of Man.

Also supported commercial programmes across CIPS, NRLA, CITMA, GMA, ISEP and the Law Society of Scotland.

Achievements

• Highest revenue generator within a commercial team of 20 for five consecutive years.
• Increased STEP partnership revenue from approximately £300k to £600k annually through partner acquisition, retention and account development.
• Built and retained strategic partnerships lasting 8–10 years through exceptional service, understanding objectives and delivering commercial value.
• Grew inherited and existing membership accounts by 20–50% through proactive relationship management and identifying new opportunities.
• Developed sponsorship, thought leadership and event programmes that increased partner visibility and audience engagement.
• Delivered 50% growth across international markets and contributed to 60% growth in event revenue.

Responsibilities

• Managed the complete partnership lifecycle from new business acquisition through onboarding, activation, performance reviews and account expansion.
• Built relationships with senior stakeholders including C-suite executives, professional services leaders and government representatives, including finance ministers and senior elected officials across international markets.
• Created tailored partnership solutions combining sponsorship, events, content, digital platforms and audience engagement opportunities.
• Worked with partners to understand objectives, demonstrate ROI and identify opportunities to increase visibility and commercial value.

• Built a successful client portfolio from the ground up, generating over £30k per month in new business revenue.
• Developed relationships with professional services organisations and senior decision-makers.

• Secured and managed key accounts including BT, Mercedes and AFL Communications.
• Developed new business opportunities through relationship-led selling.

• Increased revenues by 250% in seven months through targeted sales activity and improved customer management processes.

• Recognised as Top Sales Executive three times in twelve months for consistently exceeding sales targets.

• Managed a $3m account portfolio, achieving 108–133% of sales targets.
• Grew a strategic client from $75k to $300k annually and supported a major account expansion opportunity valued at approximately $2m.