Professional profile
Senior Enterprise Deal Architect with more than 25 years in technology and over 16 years shaping cloud, infrastructure, XaaS and managed-service engagements across EMEA.
Executive summary
I lead multidisciplinary pursuit teams from qualification and discovery through solution architecture, commercial modelling, contract negotiation and executive approval.
My experience spans consumption-based services, data infrastructure, cyber resilience and multi-vendor operating models, working with C-suite, procurement, legal, security, delivery and architecture stakeholders.
I contribute to a specialist team supporting more than $100m in annual committed spend, with individual pursuits ranging from $1m to more than $60m minimum commitment.
Career
2017—Now
Hitachi Vantara · EMEA
Leading multidisciplinary teams across sales, pre-sales, finance, legal, delivery, security and engineering. Shapes consumption pricing, commercial models, deal P&Ls, contracting and negotiation for complex XaaS, data-infrastructure and managed-service pursuits.
2017
CSC, now DXC
Led the UK&I cloud sales and delivery portfolio and a team of 30 during the CSC–HPE integration, aligning propositions, resources and strategic-account priorities.
2013—2017
CSC
Shaped private, public and hybrid-cloud pursuits across EMEA, developing costed solution architectures and managed-service models for engagements valued from $500k to $30m.
2008—2012
CSC
Progressed through architecture and vertical CTO roles, ultimately leading architecture strategy, account development and a team of more than 15 architects across UK&I transport and logistics.
2000—2008
BT Global Services / Syntegra
Progressed from Integration Engineer to Lead Architect across UK government and defence accounts, designing and governing complex, security-sensitive enterprise solutions.
Capabilities
Pursuit strategy, qualification, discovery, bid governance, solution integration and executive presentations.
TCV, ACV and ARR modelling, consumption pricing, P&L modelling, risk, contracting and negotiation.
XaaS, cloud, AI infrastructure, Storage-as-a-Service, managed services, outsourcing, cyber resilience and data management.
Hybrid and private cloud, AWS, Azure, Google Cloud, storage, compute, virtualisation, containers, automation, AIOps and security services.
Recognition
Recognition for a standout complex engagement.
Twice recognised for services sales performance.
Recognition for sustained contribution and results.
Education & credentials
Professional certification.
Saïd Business School, University of Oxford.
Enterprise architecture credential.
University of Sunderland.
University of Hull.
Professional conversation
For professional opportunities, technology discussions or collaboration, contact me directly through this site or connect on LinkedIn.