I’m one of the lucky ones. I love what I do and have done so for many years as a leader within the Software as a Service (Cloud) environment. My journey started as a Commissioned Officer in the British Army where I served in Northern Ireland before the peace accord. I feel lucky to have worked with
I’m one of the lucky ones. I love what I do and have done so for many years as a leader within the Software as a Service (Cloud) environment. My journey started as a Commissioned Officer in the British Army where I served in Northern Ireland before the peace accord. I feel lucky to have worked with inspirational people and incredible brands; some well-known and some less so. All have been united by a passion & commitment to smash their goals and an ability drive revolutionary change.
For more than a decade, I have been a part of the digital revolution. During this time I have worked with marketers who have defined how we engage with consumers across the digital landscape using cloud-based marketing technologies. I have been privileged to work with colleagues who, to this day, continue to inspire me with their drive and determination; with their agile intellects & fanatical focus on driving success with & for their customers. Of course the success that I have shared does not come easily. It has required great leadership, a clear focus and no small degree of hard work. And that’s where I have found my niche.
Having built a strong foundation of real-life leadership skills during my time in the British Army, I have been able to hone my these across more than 18 years in sales and sales management. Throughout I have enjoyed consistent success: from habitually smashing personal quotas as a sales rep, to successfully rebuilding existing commercial teams through to the delivery of year-over-year, exponential growth across 7 years with my current sales organisation in EMEA.
I am very comfortable at C-level and am equally at ease with managers and professionals. I have learned the importance of creating, leading and evolving internal cultures that foster high performance, personal accountability and strong collaboration & it is these experiences that have helped me to consistently deliver above-target performance in each of my Sales & Sales leadership roles.
Head of Sales, EMEA Oracle Marketing Cloud @ In December 2013, on the last Friday before Christmas, Oracle publically announced its intent to acquire Responsys, a company that, like many, I had invested many years of my life to help build. Whilst the announcement was news to me, it was not a shock and it felt great to have our hard work and success validated by such a strong acquisition offer from Oracle.
Some months later in April 2014 the acquisition closed and I formally became an Oracle employee. I’ve learned much since the acquisition was announced, not least the importance of and impact that inspirational leadership can have. In our first fiscal year in Oracle, my team grew and was able to bring in some world-class talent across EMEA. We delivered 100% fiscal grow in the first 12 months and revolutionised the entire hiring and enablement process for new hires to accelerate their time to value by a factor of 2.
Together with my rapidly expanding team, we entered a dozen new markets/countries, learned 4 completely new marketing cloud technologies and engineered new Challenger-centric content to help marketers understand the truly differentiated value that we could add to their businesses.
As I look forward and as both Oracle and our customers transform to embrace the true potential of Cloud technology, I feel great satisfaction from the part that I play to enable both. I understand our customers’ challenges and am able to use my many years of experience in working with marketers to provide thought leading and creative solutions to their business needs. From April 2014 to Present (1 year 8 months) United KingdomVice President Sales, EMEA @ During the summer of 2009, I was approached by the CEO and CMO of Responsys and asked to return to help rebuild the EMEA Sales team. Having achieved this faster than expected in less than a year, I then set about leading our entry in to new markets such as DACH (Germany, Austria and Switzerland) as well as The Nordics.
Close collaboration with my colleagues in HR and Sales Operations saw us attract and enable phenomenal sales people from within and outside our industry and collaboration with colleagues in Marketing saw us deliver revolutionary pipeline growth and record-breaking fiscal performances year -over-year.
One of the most rewarding aspects of my time in this role was the exposure I had to global leadership. I learned much from my colleagues and peers about how to scale an organisation and the power of global thinking and local application. I am particularly proud of the part I played in completely redesigning how Responsys went to market with new, compelling sales plays that resulted from our work with CEB and The Challenger Sale. The impact of which was measured in many millions of dollars and an win rate of more than 50%. From December 2009 to March 2014 (4 years 4 months) Reading, United KingdomHead of Client Partnerships @ Throughout my time in the Marketing Industry, I had been aware of Blue Sheep having no experience of B2B marketing. It was therefore quite a surprise when I was approached by the Chairman and the Managing Director and asked to join the business in a role that saw me running all revenue generating functions.
I knew that spending time in B2B marketing would provide me with important skills and experience that would fuel my career and help me better relate to the strategic challenges of today’s CMO, so I accepted the role with much excitement.
Shortly after joining the business, the MD left and I found myself working in tight partnership with the Chairman (and Owner) on all aspects of new business sales, customer account management, product development and financial planning. Together we faced some extreme challenges, magnified by the economic downturn that threatened the survival of the business, let alone the expansion plans that we had laid out in 2008. As a direct result of the measures we took and the close day-to-day management and leadership we exhibited, we stabilised the business to such an extent that it returned to profitability ahead of my planned exit in December 2009.
As I look back on my time at Blue Sheep, it is clear that I learned the importance of tight fiscal planning in a cash-restricted environment and the absolute need to focus investment, resource and energy on the things that truly matter. In a small business such as Blue Sheep, the rules are different and I am grateful for the time I spent within the business and the lessons it taught me. From July 2008 to December 2009 (1 year 6 months) CheltenhamSales Director, EMEA @ In July 2007 I was head-hunted to Responsys with a specific remit to rebuild a failed UK Sales function. I entered a business consisting of 9 UK employees with zero sales resource. Whilst it was fantastic to have a blank canvass, it was also clear that I did not have the luxury of time. The market was extremely competitive and the Responsys brand was almost invisible.
Within 3 months I generated a revitalised sales pipeline that allowed me to bring in the field sales people that I needed to deliver consistent and sustainable growth. Within a year we were performing well ahead of target and by the end of 2010, we had delivered a four-fold increase in new business revenues.
As a result of this success, I understood that the thing that I enjoy most is building things. The creation of high performance sales teams was where I found my reward and has been ever since. From July 2007 to July 2008 (1 year 1 month) Reading, United KingdomSales Director @ I was promoted to this board-level role as a result of my consistent over-performance within the business across the previous 3 years. My expanded remit saw me with responsibility for all revenue across existing clients and new business as well as the leadership of Marketing & PR.
During two years that seemed to fly past in the blink of an eye, I was the driving force behind many important partnerships that extended the reach of Alchemetrics database management services. I also led successful negotiations to secured contracts with over a dozen new clients including IPC Media and Haymarket Publishing valued in excess of £20 million. From January 2005 to July 2007 (2 years 7 months) Group Account Director @ During my tenure in this role, I secured new clients that included The Jigsaw Consortium, Nikon Europe B.V. and The Association of Train Operating Companies. I implemented an orchestrated new approach to strategic sales planning and reporting, tactical marketing and product/service development in order to improve the company’s positioning and profitability. This resulted in improvements to sales performance of >150% in each fiscal year. Other prominent new business wins included Nikon UK, Asda Wal-Mart and Thomas Cook UK (Club 18-30).
•Secured new business contracts in 2004 with a value in excess of £5 million
•Re-launched the company’s services with leading UK marketing agencies and end users in order to position Alchemetrics as a leading marketing services provider. From March 2002 to January 2005 (2 years 11 months) Corporate Account Manager @ GB Information Management is a software house and database marketing consultancy. I was recruited as part of an aggressive company expansion with a responsibility to develop high value, existing and new business sales within blue-chip organisations. Selling at senior management level, I achieved notable, early successes with WH Smith, The Woolwich and OgilvyOne Worldwide. From 1999 to March 2002 (3 years) Sales Manager @ An independent and challenging new business development role selling a range of commercial fitness equipment to health and leisure facilities within the public and private sectors. Initially, 100% new business within a green-field territory in S.W. England, I delivered consistent above-target performances that led me to be promoted to take over the top sales territory in London & S.E. England. This promotion also led me back in to the management of people with a small team of two sales representatives reporting to me.
• Top achieving Sales Manager throughout 1999 & 2000 with a 200% performance versus target.
• Promoted to take over the top sales territory in S.E. England with additional man management responsibility for the leadership, development and training of two sales executives. From 1997 to 1999 (2 years) Infantry Officer @ Rapidly promoted to the rank of Captain following key successes throughout a demanding military career covering key appointments such as Regimental Recruitment Officer, MILAN Platoon Commander and Company Second-in-Command. 6 years of man management & leadership experience of groups of up to 120 men in mentally and physically demanding environments such as Northern Ireland and the Falkland Islands. From 1990 to 1996 (6 years)
BSc Honours, Human Biological Sciences @ Loughbrough University From 1987 to 1990 O levels; A levels, Biology, Chemistry & Maths at A Level @ King Edward's School, Bath From 1981 to 1987 Andy Champion is skilled in: Leadership, Coaching, Sales Management, Sales Process, Sales Operations, The Challenger Sale, International Sales, SaaS, Lead Generation, New Business Development, Digital Marketing, Marketing Strategy, Email Marketing, Mobile Marketing, CRM, Database Marketing, Account Management, Management, Contract Negotiation, Salesforce.com, Sales
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