Steve Clark

As a member of the Mundesley GC board of directors involvement in many areas of the club will be required and primarily leading the Seniors section. This is a part-time voluntary role and what a great place to be able to add some value.

As the Senior Director, Global Customers in APAC, I have responsibility for building and managing a quota bearing sales team to expand existing relationships with our large global customers, mainly Global Service Providers and Global Systems Integrators and develop partnerships with our new customers. The responsibility represents the entire range of Westcon Comstor vendors, hardware and software as well as services into the focused accounts, while leading and ensuring the account plan strategies are in place and executed to deliver the right outcomes for our customers. This role also holds a position on the APAC RLT representing the Global Customer team.

As the Director, Global Customers in Asia, I have responsibility for building and managing a quota bearing sales team to expand existing relationships with our large global customers, mainly Global Service Providers and Global Systems Integrators and develop partnerships with our new customers. The responsibility represents the entire range of Westcon Comstor vendors, hardware and software as well as services into the focused accounts, while leading and ensuring the account plan strategies are in place and executed to deliver the right outcomes for our customers.

Leading the eco system of pre sales activity from specialist sales, architecting, design working in conjunction with the consultancy team and owning deal construction and governance across all portfolios, segments and geographies. Driving growth through innovative design and deal approach, delivering customer outcome based solutions. Leading Global Sales Specialist teams, operating with a global mindset and delivering locally, across the ICT suite including Collaboration, Cloud, Managed Network Services, which includes SD Wan, Programmable Networking and security Services including the deep domain solution resources in these specialised areas as well as a niche Satellite Solution capability. Driving the service led solutioning approach leveraging the consulting capability and digital opportunity Leading the deal hub which is a combination of Deal Lead, Bid Management and Commercial management capabilities to ensure end to end accountability of the sales and solutioning cycle.

Building and leading a global team of Sales Specialist across the key Network Application Services portfolio which involved transforming the existing small team and new hires. The team’s objective was to drive the expected revenue growth and New business sales with a service led approach along with the enablement of the sales teams. Setting up this team was the catalyst into the leader the broader capability in the following years.

Managing pre-sales across SEA aiming to maximise the opportunity of a vast team and to develop major deals whilst also ensuring the BAU delivers effectively. Key objectives - Increase deal closure rates - Increase deal size - Deliver Transformational deals - Deliver profitable growth - Build a high performance team

Managing a large client contract of around 30M GBP million annual revenue from delivery to in-life delivering service commitments to the client and as well as financial expectations to BT. Accountable for the global P&L and providing a single point of accountability to the client and BT for all aspects associated with the relationship. Key responsibilities include, managing the client relationship, including expectations and overall client satisfaction. Providing overall leadership and guidance to the internal team supporting the client. Owning Account P&L targets and reporting including EBITDA, TOV, Cash Collections. As well as defining & executing BT's strategy in respect to the client as well as managing transition of the agreement to operational status and ensure BT fulfills all contractual obligations globally. Engaging with senior management across all business units and performing a key governance function at the executive level. Delivering the above through building and managing a team of 100+ people to ensure employee and customer satisfaction is achieved.

Managing a team of Sales Specialist in APAC across 3 proposition areas to ensure the APAC revenue number is delivered. Being the escalation point as well as management interface to the portfolio team dealing with commercial and functional escalations. Influential in closing $20M complex infrastructure deal with BASF and over achieved targets by 150% and 180% in last 2 years. Focusing on building the propositions and ensuring the sales specialist delivered the key messages to market across all geographies in APAC enabling the sales force to transform their customer interaction. Mentoring the specialist sales team in to a driving force instead of a support function as well as developing and delivering the Proposition training across the region last year to over 200 people. More recently owning the portfolio work stream in project 'Simplify", to help streamline the APAC to deliver the ebit and efficiency challenges. Other key activities have been to drive the 'up sell' programme in to our existing managed account base to increase the BT portfolio share of revenue and grow margins which has involved developing an program and sales plans for each managed account and tracking the progress of each engagement. From October 2008 to January 2009 managed the Pre sales, Proposition specialist and technical teams during a transition phase to mitigate the risk of degradation in performance or moral until replacements were found for heads of two of those teams, equated to managing around 30 people across different skill bases. Key focus on supporting the major outsource contracts and providing support in driving and delivering new services into these accounts.

Building and leading a team of Deal and Solution Architects focused on large Multinational customers. Delivering commercial, technical and operational solutions to meet complex business requirements globally. Working closely with the direct sales team to ensure strong qualification focuses the business on real opportunities as well as increasing the BT wins chance through credibility and capability positioning. Working at various levels within the customer environments as well as leading third party negotiations with various partners to help build complex solutions outside of BT's core competencies. Main drive is to build and manage the team to deliver aggressive Revenue, Margin and Contract value to the business through innovative technical and commercial solutions. Delivering commercial proposition based on TCO and ROI models to support customers' internal business cases ensuring a value added and consultative approach. Maximising my 27 years experience working in the global communications across multiple lines of business and geographies has enabled me to mentor my team in to a highly respected and important part of the business going forward delivery $20M SOV and $17M revenue in accounts such as SCB, Unilever, Datacraft, Atos Origin, Honeywell and DBS exceeding the regional margin targets in 2006/7 as well as closing $20M SOV in Q1 2008. Specifically leading, developing and negotiating the 22 schedules that form the SCB contract for the iWAN, leading in the commercial, operational, delivery and technical areas along side legal which has given a good insite to contract structure and management through ongoing support to the business managers on this account.

Providing leadership in delivering propositions that meets the customers' requirement working closely with sales, deal makers and technical teams across outsourcing and complex IP opportunities. Leading on technical design and commercial engineering making use of third party's where required to ensure the solution developed delivers the proposition required to position BT very strongly in a competitive situation. Actively involved in customer presentations to generate new opportunities as well as presenting the BT proposition in response to RFP's and ITT's.

Selling to major accounts based in Europe focusing on Swiss and German based Multinationals with contract values of at least €2M. Achieved sales targets for 2003/4 with notable wins in 2004/5 of €35M to date, BASF, Novartis and Ciba Specialty, which include USA and APAC regional solutions as well as Global solutions based on BT MPLS and other WAN technologies. Specialising in non-standard solutions and SLA based propositions with focus on global requirements. Current role has required presenting at various levels in numerous countries as well as across continents delivering the global reach with regional touch proposition.

Supporting Corporate Mid Markets selling BT's International portfolio with focus on the major opportunities in the sector. Main focus on new business and competitor win back opportunities based around BT's integrated MPLS capabilities. Responsible for ensuring account teams are fully aware of BT's International portfolio to increase International revenues with the sector. Owning opportunities and working with customers to ensure BT becomes preferred supplier.