Andy Lower

• AlphaLaunchConsulting is a consulting company established by me to offer my professional services in the areas of Enterprise Software Sales.
• Largely, I have supported one client; Maven Mule, a Salesforce ISV and Consultancy partner, as their acting CRO since October 2023.
• First commercial role within Maven Mule, the business is founder-led and had technical employees (40) only;
• Devised Sales and Marketing plan, based on outbound campaigns, events, A/B testing, BDR hire and KPI’s for the business;
• Transformed the GTM, based on addressable market and product fit, changing all messaging to be more Enterprise and Value Based, rather than technical and mass market.
• ARR was $156k in October 2023, after 8 years, now $750k plus; Largest SaaS deal closed, with an exit ARR of $492k over 5 years, to large German Enterprise.
• 10 – 15 Strategic Partnerships signed and agreed, in EMEA and APAC; Major GSI Engagements and enablement across 2 regions.
• Hired a professional services lead and CSM, focus on repeatable messaging in Services proposition.
• Opened new partnerships for Services Delivery in the UK.
• Hired a BDR, devised target plans and pitching.

• Comviva is the product arm of Tech Mahindra, providing Digital Transformation products across BSS, Martech and Digital Finance Solutions.
• I led the APAC region with a $26m USD number, key customers in Vietnam, Singapore, Indonesia, Australia and New Zealand.
• Secured the largest Martech deal globally, worth $15m USD over 3 years in Indonesia, based on revenue share models agreed at C-Level.
• Led a sim distribution outsource business deal in Indonesia, business case of $16m over 5 years, first deal of its kind.
• Developed and executed strategic initiatives to drive business growth, resulting in higher revenues and market share expansion.

Key Achievements

· 94% for Fy23 with reduced headcount and new team.

· Invited to lead a key initiative to re-build the GTM in Comviva.

· Promoted to take on larger remit, inheriting SAARC business and additional $11m target for FY24, totalling $26.5m;

· Tracking at 109% YTD for FY24 on exit;

• CloudSense is a leading Quote-to-Cash and CPQ provider native to the Salesforce platform supporting key verticals, namely Telecoms, Media and Commerce.
• Founded in 2009, 11 offices globally, with 85 customers.
• First person on ground in Singapore office in early 2019, to build out new growth area.
• Identify target markets and accounts with in Asia, necessary to operate at senior level, build out local SI relationships and develop partnership with Salesforce.
• Promoted to oversee ANZ business, with circa $10m recurring software revenues.

Key Achievements

· Grew business from $0 - $4m recurring software revenue in ASEAN.

· Key deals with Starhub, Maxis and HKBn.

· Selling into C-Suite, CIO, CDO, CMO, CRO and CEO as well as key business stakeholders, helping shape business case.

· Established key partner programs with major SI’s, with enablement, and senior engagement.

· Salesforce relationship built out at a senior level, from GM to SVP and RVP.

· Successful hiring and onboarding across variety of roles;

· Grew Asia operation from 2 people to 15.

• Key EMEA person for Telecoms relationships, managing largest relationships and driving new business.
• Specific targets relating to financial growth of the accounts, and new transformation projects being on-boarded.
• Necessary to operate at senior level, with customers and partners.
• Drive demand across key business stakeholders, as well as working with key IT stakeholders.
• Have to oversee complex sales cycle and take lead in negotiation, owning internal and external relationships.
• Take a lead on Telecoms in EMEA, support the vertical globally.
• Represent CloudSense to external partners and Salesforce.

Key Achievements

· Achieved over 100% of target and top performer in 2016, 2017 and 2018;

· Software deal with Telefonica UK signed worth $2m annually;

· Largest Media deal in region signed with Informa, worth $450k annually;

· First deal in new vertical, logistics, worth $500k annually (PostNL);

· Over $6m of services revenue sold into existing accounts in 2017 and 2018;

• Global Cloud Xhange (formerly Reliance Globalcom is the international arm of Reliance Communications, and is the largest private owner of sub-sea infrastructure globally.
• Responsible for relationship development between Global Cloud Xchange and major UK carriers carrying $5m ACV target.
• Specific targets relating to financial growth of the accounts, overseeing existing revenues and responsible for introducing new products across the portfolio.
• Targets related to DSO and billing within UK accounts, customer satisfaction scores and regional revenue.
• Ability to operate at C-Level within named account and represent both Global Cloud Xchange externally and ensuring the customer’s best interests are represented internally.
• Global Account Manager and ability to operate with GAM structure.
• Ability to operate within a virtual team within Europe and globally, managing virtual support from India.
• Keeping up to date with industry developments, attending regular conferences and networking events.

Key Achievements

· In first full financial year 100% target reached in UK for first time in 3 years.

· Highest achiever in European team in second year, 150% of target.

· Awarded all expenses paid trip to India for success in an internal sales competition.

· Major CAPEX deal signed with Vodafone for global network investment, $4m upfront and $200k annually.

• Deutsche Telekom ICSS is the International Wholesale arm of Deutsche Telekom group and responsible for the relationships with other carriers.
• Responsible for relationship development between Deutsche Telekom and 2 major Global Accounts.
• Specific targets relating to strategic development of the account, overseeing existing revenues and responsible for introducing new products across the portfolio.
• Managing virtual sales team globally, responsible for particular regional and product based engagement with global Account.
• Ability to operate at C-Level within named account and represent both Deutsche Telekom externally and ensuring the customer’s best interests are represented internally.
• Extra responsibility of supporting key accounts in Europe with network requirements on an operational level.
• Keeping up to date with industry developments, attending regular conferences and networking events.

Key Achievements

· Under new structure, selected as 1 of only 2 Global Account Manager’s in London from 16 Globally.

· Selected to offer specific support for MPLS and VPLS type services to other key accounts in Europe.

· Negotiated large upsell with C&W, key deal for London office;

· 100% of target in both full years.

• Virgin Media Business is the UK’s second largest Telecommunication company and provides services within Corporate, Wholesale Markets and the Public sector.
• Working towards key objectives in line with the Business Markets strategy and tactical activity plan.
• Ensuring all Sales Process, reports and management information procedures are maintained; Producing administration and written documentation of an excellent standard.
• Establishing and manages relationships with key customers, peers, and cross functional colleagues.
• Adopting sales methodologies utilised by the company and provide accurate forecast as requested.
• Reacting responsively and in a timely manner to customer queries and issues.
• Maintaining high levels of product knowledge with an understanding of the unique selling point for each product, including WAN, LAN, IP infrastructure, voice and data solutions
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Key Achievements

· 125% of target in 2009, tracking at 110% in 2010 YTD at exit

· Secured £1 million contract for major call centre organisation, Telefocus, secured £500k data provision from VocaLink.

· Scored highest in regional ‘in life assessment’ process with score of 94% out of 27 Corporate Account Managers.

· Lead regional salesperson for IPVPN/MPLS services, as opposed to more simplistic DIA and point to point.

· Largest MPLS deal secured with IET, $450k.

• Business Solutions are the Business to Business sales arm of The Carphone Warehouse Group.
• Providing leadership, motivation and strategic direction to a team of multi-disciplined staff Sales Representatives.
• Utilising proven success in the improvement of sales and sales margins, strategic relationship development, the negotiation of key contracts, and product and service development.
• Controlling the profit and loss of the Business Solutions inbound tele-channels and website Referrals department.
• Implementation of a contact strategy and CRM tool for account base of 11,000 accounts ranging from Corporate to SME.
• Facilitating the timely completion of ad-hoc administrative functions.

Key Achievements

· Promoted to a newly created Sales Manager role in 2006 with the expansion of Business Solutions having earned a reputation for service excellence.

· Team has achieved the highest performance in the whole division in all but 1 month during my leadership.

· Financial contribution to the business for the financial year 2007-08 was at £1.56 M.