Operations director, UK partner sales, Cisco
Career so far I am the leader of the UK partner organisation, and leader of the UK commercial sales organisation. I formerly led Cisco UK’s distributed government sales operation (covering local government, healthcare and higher and further education). I have worked at Cisco for more than nine years in two separate spells. I was previously part of the European technology sales specialist team, playing a critical role in driving solution-led sales for three of the company’s key strategic priorities: virtualisation, collaboration and borderless networks. Between 2003 and 2006 I worked at Symbol Technologies as sales director of its
EMEA channels operation, with responsibility for all sales through Symbol’s direct channel partners. Other companies I have worked for include WatchGuard Technologies, Azlan Distribution and Digital Equipment Company.
If you could be anyone else for a week, who would you be? Jose Maria Olazabal in Ryder Cup week, because he inspired the memory of his dear friend Seve Ballesteros, galvanized a group of exceptional individuals into a world-class team – and making history in the process – as a worldwide audience willed it to happen but didn’t believe it could. Every emotion amplified.
What will next year’s most overhyped industry buzzword be? BYOD.
Has 2012 been a good, bad or ugly year? It’s been a beautiful year, with London 2012 lighting up the city, the country and the faces of millions of visitors – a wonderful event, experience and a great showcase for what technology truly makes possible.
What would you have as your last meal? My wife, Alison, cooks a magical dish with scallops, potatoes and bacon. I love it so much, I may need to buried in a paella pan-shaped box.
What keeps you awake at night? Nothing at all. I sleep little, but soundly. I think that came to me with age.
What piece of technology could you not be without? It has to be my iPad – up-time, down-time, any-time connectivity and a window into the creativity and innovation that’s all around us. Vibrant. Love it.
Have any of your predictions come true this year? I felt that we would do justice to the Olympic ideal, but I underestimated the social and emotional connection that London 2012 and the Paralympics inspired.
What is the best partner/customer trip you have ever been on? It has to be snowboarding with a Cisco Distribution Partner many years ago in the French Alps – always just one edge away from carnage, jaw-dropping scenery, and a sense of achievement shared over a pint in the evening.
What do you see as the channel’s biggest challenge in 2013? Choosing to invest in partnerships that will deliver sustainable, profitable differentiation in a maelstrom of a market. Many will flatter to deceive, but strong partnerships will form the foundation that allows innovation to flourish.
