Paul Winters

My role is to lead a team of Pre-Sales Solutions Specialists. The team is focused on selling ServiceNow Licensing & Solutions into Commercial, Public Sector and Enterprise customers across Western EMEA. Including; * Setting GTM Strategy (Sales Definition, Sales Strategy, Sales Play Development) * Team Management (Target Setting, Performance Management, etc.) * Pipeline Build and Forecasting * Achievement Measurement

Responsible for a Team of Solutions Sales Specialists with a focus on Services in the IT Portfolio Management area, selling into Corporate, Enterprise and Public Sector companies, across the UK, Ireland, South Africa and the Nordics Including; * Pipeline Build and Forecasting * Target Setting * Achievement Measurement * Team Management Led team of 4 to achieve almost 200% of a 4m GBP TCV Margin-as-Sold target, whilst maintaining at least a 33% margin.

My role in SoftwareONE is to solution and architect our IT Asset Management, Digital Supply Chain and FinOps services as a subject matter expert. My core tasks include enabling customers from a strategic perspective to implement processes, technologies and people to get the most return from the IT Assets. I support my clients and account managers with everything from vendor audit defense through to full managed services, whilst maintaining responsibility for the delivery of the services that I have architected. I have a number of successful implementations of ITAM services at my corporate clients.

I had accountability for the development and delivery for all commercial activities within SAMGarde, ensuring that we maximise all opportunities for revenue & profit generation by; • identifying new market opportunities, • determining the optimal pricing to balance profit with customer/client satisfaction, and • directing the marketing strategy Key Deliveries • Programme Management of IT Asset, Software Asset and Licensing solutions and appropriate data mechanisms to deliver license compliance positions for various vendors (incl. IBM, Etc.) across numerous corporate clients • Implemented Marketing and Sales strategies to drive revenue and ultimately business growth • Carried out risk assessment when taking on new customer accounts and/or competing for any new work at existing clients • Negotiated contracts/sales with new clients • Negotiated ongoing contracts/sales opportunities with existing suppliers and customers • Implemented lead generation process • Implemented new sales strategies • Made commercial recommendations to the board of directors • Defined and delivered the company Sales plan alongside the Senior Leadership Team This has resulted in year on year growth, culminating in over 100% growth in the company in 2019.

Leading Resolutions is a business focused IT consultancy and advisory who I am very proud to have strong associations with. The Leading Resolutions leadership team and senior consultants are experienced industry IT practitioners who collectively have run large IT blue-chip operations and delivered numerous complex projects covering merger activity, organisational transformations, creation and launch of new services, capabilities and operated in multiple sectors. Leading Resolutions are focused purely on getting the best, most efficient and cost effective solution for their clients on time and to budget. Leading Resolutions are delivery specialists, accountable for outcomes and expert in linking business strategy with technology

Provision of independent ITIL based consultancy to a number of end user corporate clients, software vendors and their customers. Projects include ITIL Best Practices, as well as Hardware & Software Asset Management, the production of Startegies for Clients, assistance in creating and implementing Processes, and the provision of expertise in Tool Selection for ITIL managed areas. Success Stories * During a 9 month contract at a major global bank I have been instrumental in implementing and managing the programme that has enabled the client to avoid costs in excess of $8m with little impact on end users. * Assisted a Major Shipping Company in the development of their ITAM/SAM solution to demonstrate significant improvement in ROI. * A 4 week Consulting Engagement resulted in the customer achieving cost and risk avoidance in the region of £500,000 (about $800,000 USD) against their Software Asset Management programme, with additional savings identified for future consolidation. * Numerous Vendor License Reconciliation Programmes delivered for both Corporate and Public Sector organisations, resulting in excess of £1m savings for clients

The FCA is a privately funded, government body within the UK, that regulates the financial marketplace on behalf of the UK government. It drives for fairness for financial organisations and consumers alike, and takes its reputation very seriously. I have responsibility for ensuring that the software estate at the FCA was compliant with both commercial terms & conditions and legislative regulations, with a view to ensuring, High Availability, Value for Money and Compliance.

Since February 2010, I have had sole responsibility for Managing the entire relationship between BDNA and prospects or clients within the UK & Ireland. My main tasks have been to build the BDNA brand through the use of PR, Seminars and Marketing, whilst developing direct first year sales opportunities, significant channel partnerships and a subsequent pipeline. BDNA was a VC backed organization, whose product set included agentless discovery, for the management of the use of Hardware and Software in both traditional and virtualized environments, as well as the PS’Soft ITAM, ITSM and License Compliance Manager (LCM) products. Key achievements were; • Building key strategic partnerships with enterprise organisations such as, Microsoft, Oracle and McAfee • Selling and the Management of Service Management delivery projects, including Pre & Post sales management. • Selling and the Management of Hardware and Software Asset Management delivery projects, including Pre & Post sales management. • Managing special projects from inception to successful delivery (e.g. Windows 7 rollout, Security upgrades, etc.). • Managing key end customer relationships, such as John Lewis Partnership & Astra Zeneca • Development and Management of the relationships with Systems Integrators such as IBM Global Services, Atos Origin and Getronics.

Kodit Database, an ISV specializing in mobile applications, RFiD, Barcode and the development services of these solutions. My Key Achievement during this position were to form integration and sales partnerships with Large Blue Chip Organisations in the mobile application market, including Microsoft, IBM, Oracle and Motorola/Symbol. Other Achievements included; • Development of Kodit’s delivery approach (RADIO), which enables a consultant to, within 4 months engagement at a client of this size to; Review the contractual, legal and regulatory requirements; Appraise the current situation; Design an appropriate solution to meet these requirements; Manage the implementation of the solution (Technical and Processes) and hand over to Business As Usual for operation.

My role at Citigroup was that of the Software License Manager of the EMEA region. This region covered 65 countries, many of which had differing laws around software licensing. My role was to sell central services to each of the internal clients, and manage the delivery of the services. to develop processes, manage data and ensure that all countries were abiding to policies and were adequately licensed.

At Siemens I had responsibility for Asset Management as a product which can be offered to our customers, both existing and potential. My role included the preparation of sales materials, delivery of conference based communications, and ownership of Asset Management implementations from design through to Business As Usual operation. This included tool selection, resourcing, training; coaching and other people based activities as well as the technical implementation of the solution designed. Key successes during my time at Siemens were; • Successful Programme Management of a delivery project for an IT Asset Management solution to an estate of 120,000 seats. • Development and Implementation of standard ITAM Processes and Policies • Transition and transformation of a full Hardware and Software Asset Management service to Siemens clients, including the selection of, development and implementation of Tools, Processes, Procedures and a Management Team.