Selected Work
Examples of how I connect market insight, commercial strategy and customer value—from product launches and partner propositions to seller enablement and enterprise business cases.
Level 3 Communications
Enterprise CDN Productisation & EMEA Launch
Product Marketing
Pricing
Go-to-Market
Sales & Channel Enablement
Challenge
Turn an enterprise CDN capability into a clearly positioned, commercially viable offer for the EMEA market.
My Contribution
Led enterprise CDN productisation and end-to-end EMEA go-to-market, working across product, engineering, operations, sales and channel teams.
Deliverables
Positioning and messaging, competitive intelligence, pricing, launch roadmaps, sales collateral, campaigns, incentives and channel activation. Supported launch readiness through product training, sales presentations and commercial guidance.
Outcome
Supported growth from inception to a $3.5 million annual revenue run rate. Enabled 100+ EMEA account representatives, 10+ solution architects and 20+ partners.
Equinix
Enterprise Segment Strategy & Account Activation
Segment Strategy
Market Intelligence
Challenge
Focus regional sales, marketing, technical and partner activity on a shared set of priority enterprise opportunities.
My Contribution
Developed and institutionalised the regional account selection framework, aligning regional leadership around a strategic focus on high-potential accounts.
Deliverables
Regional Enterprise Target List, account profiles, segment intelligence, marketing and sales playbooks and partner engagement roadmaps. Established regular reporting and cross-functional reviews to maintain momentum and visibility.
Outcome
Achieved more than 91% coverage of priority accounts through 280+ activities.
Akamai • Level 3 Communications • Equinix
Partner & Channel Go-to-Market
Challenge
Make complementary partner capabilities relevant to customers and equip direct and indirect teams with a coordinated route to market.
My Contribution
Built and led partner go-to-market programs, collaborating between the business and strategic alliances like VMware, Cisco, AWS, Microsoft and Google.
Deliverables
Positioning and messaging, value propositions, commercial bundles, joint sales playbooks and collateral. Supported enablement through sales training and partner events.
Outcome
Supported growth in partner-driven revenue and cross-segment activity, establishing repeatable models for joint value creation with global technology leaders.
Equinix
Business Value Maps & Enterprise Value Advisory
Challenge
Help account teams connect infrastructure capabilities with customer business priorities, relevant stakeholders and investment decisions.
My Contribution
Led Value Advisory in EMEA, building the framework to map infrastructure capabilities directly to customer-specific business value.
Deliverables
Business Value Maps, application value assessments, commercial models and customer-facing business cases. Supported account strategy through deep stakeholder analysis and commercial insight.
Outcome
Transformed approximately 30 strategic enterprise engagements annually into value-led conversations, resulting in stronger commercial alignment and increased confidence in investment decisions.
Equipping Sellers & Supporting Customer Conversations
Alongside product launches and strategic programmes, I have worked with sales enablement and account teams to build product understanding, prepare new hires and support customer and partner engagements.
Akamai
Sales Training & Onboarding
Level 3 Communications
EMEA Seller Readiness
Level 3 Communications and Equinix
Customer & Partner Sales Overlay
Delivered sales training and new-hire orientation sessions, collaborating with sales enablement teams to translate product capabilities into clear positioning and customer-facing messaging.
Supported product training and new-hire orientation across more than 100 EMEA sales team members, working with sales enablement teams on product understanding, positioning and commercial readiness.
Supported approximately 40–50 customer meetings, partner discussions and strategy briefings annually in these roles, helping account teams connect customer priorities with relevant capabilities and business value.
Interactive Business-Case Demonstrators
Note: Interactive elements are for live demonstration only and are not accessible on this public site.
AI Automation ROI
A dynamic model designed to connect operational AI investments with specific productivity gains, customer experience improvements and bottom-line impact. It allows stakeholders to explore sensitive inputs—from headcount realignment to processing speed—to valid the commercial rationale for automation.
Infrastructure Consolidation TCO
Focuses on the Total Cost of Ownership implications of migrating dispersed legacy infrastructure to a centralised platform. The model builds a multi-year investment bridge, factoring in hardware lifecycle savings, data centre power and cooling efficiencies and the financial impact of reduced network complexity.