Ken Nathan
Burnham, Bucks.
Tel:-.
Email:-http://www.linkedin.com/in/kennathan
Driving Licence: Full, clean
Professional Summary
International success in leading sales teams, notably in the UK, EMEA, USA, Australia and the Philippines. Proven record of accomplishment in defining and implementing innovative sales strategies, developing new, and maximising existing, channels to market. Excels at driving teams to surpass business objectives. Highly effective at leveraging a wide range of experience to ensure solutions and ideas work collaboratively, effectively and sustainably across a business. Excellence in sales leadership in the IT, software and telecommunications industries. Willing to relocate as required.
Experience in complex, multi-level, multi-year sales negotiations in excess of seven figures.
Track record of being over target and delivering growth in market share, turnover and profitability.
Skilled in building, mentoring, transforming and leading sales teams to outperform their objectives.
Full P&L management, CxO and board level negotiations.
Business strategy and complex sales processes.
Strategic partnerships and channel management. B2B, B2C, Enterprise, SME, start-up and scale-up experience.
Call centre management of outbound and inbound sales, customer service and credit management.
SaaS sales experience.
“Consistently demonstrates and is a role model for all the leadership attributes and instils them in others. Ken is an inspirational manager whose people management and organisational skills are second to none. He knows how to get the best out of people in order to ensure that the company objectives are exceeded. He can do all this and still be a popular and well-liked by all who work for him. He is always firm but fair, he is honest and empathetic and most of all he makes working for him fun through his sheer enthusiastic, upbeat and positive persona. Ken leads by example and he does not ask anyone to do anything that he is not prepared to do himself. All these qualities make him one of the best managers around. Any organisation would be fortunate in having Ken help steer their ship towards success.”
Career Summary
Head of Global Sales – LenX Consulting2024 to Date
Responsible for establishing the global sales function at LenX Consulting, driving revenue growth, developing sales strategies tailored to global markets, structuring and scaling the sales team.
Building client relationships and establishing partnerships with key industry players, including corporate brands, agencies, and global enterprises.
Responsible for recruiting, training and leading the sales team. Setting KPIs, targets and objectives. The sales team comprises new business personnel and account managers.
Head of Global Sales Strategy for Requirements Engineering and Validation – Dassault Systemes 2017 – 2024
April 2022, promoted to Head of Global Sales Strategy for Requirements Engineering and Validation.
Over 100% target 2020 to 2024, including £7m deal in to the automotive sector – the company’s largest deal to date.
Post acquisition (2020), promoted to run the global technical sales team for the Requirements portfolio, responsible for all the team’s pre and post sales activity, training, consultancy, solution architecture, sales presentations and demonstrations and software delivery.
Initially responsible for establishing a UK and Nordic presence for a French Embedded Software start-up company, Argosim. Securing offices, recruiting and training staff, writing and implementing policies and procedures.
Focused on market sectors of Aerospace, Defence, Automotive, Rail Transport, Energy and Education, engaging accounts such as JLR, SNC-Lavalin, GE Aviation, Sellafield and ZF.
Taking the UK, Argosim business from zero revenue to profitability in under 12 months.
Sales and Marketing Director – Forfront Limited2014 to 2017
Responsible for the transformation of the sales and marketing department. Growing the team from 6 to 17, doubling turnover from £1.75M to £3.5M, changing the business focus and devising and implementing a new, successful sales and marketing strategy.
Redefining Forfront’s portfolio of products and services to include digital marketing software and services such as CMS, marketing automation, SaaS and managed services as well as bespoke software development comprising web and mobile/tablet application development and web enabled application development.
Responsible for recruiting, training and leading the sales and marketing teams. Setting KPIs, targets and objectives. Building a reseller channel and partner programme. The sales team comprised new business personnel, with a purely hunter mentality and account managers, tasked with customer satisfaction, renewals and upgrades.
Various Senior Positions – TRUPHONE2009 – 2013
April 2013, promoted to Global Head of Sales Training. Responsible for the design and implementation of a full sales training process from on boarding through soft skills with formal methodologies using Miller Heiman, CRM tools (including Salesforce and Netsuite), product and processes to career progression.
May 2011, promoted to General Manager Startel - Australia, a mobile phone service provider on the Optus network, employing 35 people across Australia and the Philippines, where the call centre was located. Tasked with assessing and rebuilding the loss-making organisation. Startel had in excess of $3.5M in debt. Increased turnover from AUS$6m to AUS$10m, removed the debt, restructured the company and made it cash flow positive. Reduced costs, implemented new processes and procedures for customer care, finance, sales and operations. Refocused the business to be complimentary to Truphone’s objectives and successfully integrated Startel in to the parent company.
July 2010, promoted to US Sales Director. Responsible for sales in to Corporate, SME and Consumer markets across North America. Transformed the US sales team from the lowest to the highest performing team in Truphone’s global sales force. Implemented a new US marketing strategy and over achieved sales targets by 120%.
August 2009, promoted to UK Sales Director SME to drive sales of the revolutionary new SIM card, coupled with mobile voice recording technology. Responsible for recruiting, training and leading the SME sales team. Set targets, KPIs and objectives and measured performance against them. Drove the SME team to the top performing sales unit in Truphone, exceeding all targets.
January 2009, recruited to launch and drive sales of a new Global Roaming SIM card to the UK consumer market.
Interim Sales Director – INTELLIGENTCOMMS LIMITED 2008 – 2008
Recruited to launch and drive sales of a cloud based, SaaS Telecom Expense Management software tool.
Restructured and refocused the sales force, increasing turnover from £3m to £5m.
Responsible for setting and implementing the go to market strategy.
Recruited, trained and successfully transferred the business across to the full-time replacement.
Worked directly with companies such as Standard Life, Rothschild and Jardine Lloyd Thompson and indirectly with channel partners such as ATC, Xceed and Unified Communications.
Managing Director – POLYSPACE TECHNOLOGIES LIMITED 2003 – 2008
Responsible for establishing a UK and Dutch presence for a French Embedded Software start-up company.
Consistently delivered above market sector growth, placing PolySpace as the fastest growing company in its sector and increasing turnover by 500%.
Appointed to the board of directors in January 2005 having achieved largest growth of all territories.
Established offices, recruited and trained staff, wrote and implemented policies and procedures
Focused on market sectors of Aerospace, Defence, Automotive, Rail Transport and Consumer Electronics, winning accounts such as Airbus, BAE Systems, Thales, Selex-SAS, Jaguar Land Rover, TRW, Delphi, Westinghouse Rail, Philips and Dyson.
Sales Director, Professional Services - NORTEL NETWORKS 2000 - 2003
Specifically recruited to develop and manage the Global Professional Services sales team.
Developed and implemented the sales and marketing strategy to sell the services portfolio in to the Optical, Wireline, Enterprise and Wireless market segments.
Led a 30-man EMEA services business development team to 110% of the $300m target in 2002 and 105% of $320m target in 2003, personally securing a $40m services deal with a new operator in Israel.
The product portfolio comprised business consulting, telecommunication infrastructure consultancy and integration, OSS/BSS consultancy, system integration, post in-service support solutions and managed network services including outsourced network management.
Customers included BT, Energis, Cable and Wireless, VW Audi, T-Mobile, H3G, Tiscali, OniWay, OFEK.
Managing Director - KCIT LIMITED 1993 – 2000
Founded and launched KCIT Limited in the UK software development market. Selling bespoke software development and software development tools such as XRT and XFaceMaker.
Awarded ‘Best New Reseller’ 1994, growing the business to £5m turnover with 20 employees.
Sold to over 200 customers across 15 countries including Marconi, VSEL, JLP, Fujitsu, Orange, Plantronics, Siemens, Sony, Syntegra, UniqueAir, Schlumberger, Tetra and Statoil.
Qualifications
BSc Physics with Geophysics – Exeter University.
Formal Sales and Sales Management training including SPIN, TAS, Miller Heiman and MEDDPICC
References available on request
