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jobs
Nathan Hallam
,
, United Kingdom
Experience
Other titles
Skills
I'm offering
Language
English
Fluently
My experience
2020 - ?
job
Enterprise Sales Manager
Distributed.co.
London, UK
Disributed.co is a software development outsourcing start-up developing an auto-provisioning SaaS platform. Unfortunately,
due to a change in structure and current global health issues they are unable to keep me on.
Disributed.co is a software development outsourcing start-up developing an auto-provisioning SaaS platform. Unfortunately,
due to a change in structure and current global health issues they are unable to keep me on.
Software development, Saas, Sales, Outsourcing, Development, Health, Software, Enterprise, UP, Manager, ME
2017 - ?
job
Managing Director - VNH Business Services
Self-employed.
Worked as an independent Business Development Director, Client Director and Digital/Marketing Consultant across a range of companies to add some extra sales and marketing efforts and advice for these companies on a short-term basis. Covering a
digital design agency, Innovation funding and R&D tax advisory company, a subscription tights business, business referrals and an online travel review site.
digital design agency, Innovation funding and R&D tax advisory company, a subscription tights business, business referrals and an online travel review site.
Marketing, Design, Digital design, Business development, Innovation, R, SoMe, Sales, Development, Online
2018 - 2020
job
Client Lead
Unily.
UK
Unily are a SaaS Digital Workplace and Experience software company (intranets, extranets and enterprise portals) as well as a Microsoft Gold Partner. I lead new business efforts across various verticals. Selling Unily as a managed-services SaaS
platform based in Microsoft Azure and integrating with most main enterprise and business applications. I sell across a broad
group of stakeholders including Heads of Communications, HR, Technology, IT, Operations, Employee Engagement and other key business stakeholders. Key wins: Synamedia TCV of £312k, First Rates Exchange Services TCV of £146k,
Markerstudy Insurance TCV of £340k, P&O Ferries TCV of £255k, St George's NHS Trust TCV £270k, Jelf Insurance £10k.
Totalling 95% of £1.4m target.
Unily are a SaaS Digital Workplace and Experience software company (intranets, extranets and enterprise portals) as well as a Microsoft Gold Partner. I lead new business efforts across various verticals. Selling Unily as a managed-services SaaS
platform based in Microsoft Azure and integrating with most main enterprise and business applications. I sell across a broad
group of stakeholders including Heads of Communications, HR, Technology, IT, Operations, Employee Engagement and other key business stakeholders. Key wins: Synamedia TCV of £312k, First Rates Exchange Services TCV of £146k,
Markerstudy Insurance TCV of £340k, P&O Ferries TCV of £255k, St George's NHS Trust TCV £270k, Jelf Insurance £10k.
Totalling 95% of £1.4m target.
Operations, Azure, Exchange, Microsoft azure, Saas, Employee Engagement, Technology, It, Insurance, Software, Enterprise
2015 - 2017
job
Client Director
Investis.
UK
Investis provide a SaaS digital communications solution and tech stack covering web strategy and design, hosting, security,
multi- channel publishing, stakeholder tools, web analytics, webcasting and annual reports. In this role I sold and led pitches for their range of corporate digital communications services. In particular, corporate website redesign and build projects, as
well as the underlying technical infrastructure and CMS.
Selling into Heads of IR, Communications, Marketing, Digital and key business unit leaders of FTSE 100 and FTSE 250
companies, I won 7 out of 9 pitches led with 2016 contracted sales of £509k against a target of £550k (93%). Key wins include
RELX, IAG, BBA Aviation, ZPG and Bovis Homes, to name a few.
Investis provide a SaaS digital communications solution and tech stack covering web strategy and design, hosting, security,
multi- channel publishing, stakeholder tools, web analytics, webcasting and annual reports. In this role I sold and led pitches for their range of corporate digital communications services. In particular, corporate website redesign and build projects, as
well as the underlying technical infrastructure and CMS.
Selling into Heads of IR, Communications, Marketing, Digital and key business unit leaders of FTSE 100 and FTSE 250
companies, I won 7 out of 9 pitches led with 2016 contracted sales of £509k against a target of £550k (93%). Key wins include
RELX, IAG, BBA Aviation, ZPG and Bovis Homes, to name a few.
Marketing, Design, CMS, Saas, Analytics, Sales, Website, Security, Hosting, Infrastructure, Web, Redesign, LED
2013 - 2015
job
Sales Director
Globaldata Consumer.
UK
In this role I headed-up a team of three Account Directors charged with selling Globaldata's bespoke consumer and shopper
insight capabilities into food, beverage, FMCG, telecom, media and agency clients. Reporting into the Managing Director, I not
only manage the team and team target, Inheriting a rather general and ill-defined approach to the market, one of my first goals
was to redefine Globaldata Consumers proposition, USP's and marketing collateral to lead with outcomes and business
impact rather than features and benefits.
Collaborating with research, operations and other business divisions I was able to simplify, standardize and productize our
custom offerings to be solutions to business problems rather than just a menu of consumer insight capabilities
To drive more effective client conversations: I coached team members on sales and questioning approaches, as well as territory prioritization. In particular, I advocate the Challenger sales model.
To develop a culture of high-achievement: I redesigned the commission plan and targets to be fairer. I also task team
members to be involved in the development of existing services and innovation. This has resulted in the development of new
services that are scalable and repeatable, in particular, a 'Connected Consumer Tracker'. This tracker was designed to open
up a new sector of Telecoms and Media and has been initially sold into Vodafone, Virgin Media, TalkTalk and Deutsche
Telekom with a pipeline of telecom and media clients building in the UK and APAC.
To drive future revenue growth: I initiated a sales strategy to support and collaborate with other business and account
development teams within Progressive Digital Media. This lead-flow framework means that we can reach a much wider
spectrum of clients more effectively.
Achievements: 2013 106% pf £1.2m target, 2014 103% of £1.4m target and 2015 94% of YTD £1.5m target. NPD delivering
£92k new billings into a new territory. Lead-flow from other business units delivering £100k of business.
In this role I headed-up a team of three Account Directors charged with selling Globaldata's bespoke consumer and shopper
insight capabilities into food, beverage, FMCG, telecom, media and agency clients. Reporting into the Managing Director, I not
only manage the team and team target, Inheriting a rather general and ill-defined approach to the market, one of my first goals
was to redefine Globaldata Consumers proposition, USP's and marketing collateral to lead with outcomes and business
impact rather than features and benefits.
Collaborating with research, operations and other business divisions I was able to simplify, standardize and productize our
custom offerings to be solutions to business problems rather than just a menu of consumer insight capabilities
To drive more effective client conversations: I coached team members on sales and questioning approaches, as well as territory prioritization. In particular, I advocate the Challenger sales model.
To develop a culture of high-achievement: I redesigned the commission plan and targets to be fairer. I also task team
members to be involved in the development of existing services and innovation. This has resulted in the development of new
services that are scalable and repeatable, in particular, a 'Connected Consumer Tracker'. This tracker was designed to open
up a new sector of Telecoms and Media and has been initially sold into Vodafone, Virgin Media, TalkTalk and Deutsche
Telekom with a pipeline of telecom and media clients building in the UK and APAC.
To drive future revenue growth: I initiated a sales strategy to support and collaborate with other business and account
development teams within Progressive Digital Media. This lead-flow framework means that we can reach a much wider
spectrum of clients more effectively.
Achievements: 2013 106% pf £1.2m target, 2014 103% of £1.4m target and 2015 94% of YTD £1.5m target. NPD delivering
£92k new billings into a new territory. Lead-flow from other business units delivering £100k of business.
Marketing, Operations, Research, Innovation, Sales, Npd, Growth, Support, FMCG, Telecom, Sales Director, Development, Telecoms, Framework, UP
2010 - 2013
job
Business Development Director
CEB.
UK
Working within the Sales, Marketing and Communications Practice at the Corporate Executive Board, I sold subscription
based Executive Programs into the Senior-most Sales, Marketing, Communications and Market Research Executives in billion-dollar plus global businesses based within the UK. Specializing in peer best practices, data and tools for functional
excellence, I was required to clearly articulate the proposition and value, diagnose clients existing and unmet needs, and align
our resources to demonstrate the value of CEB's programs. Key client wins: include Du (UAE mobile operator), Vodacom
(South African mobile operator), Fujitsu, Samsung, S&P, SSE to name a few.
Working within the Sales, Marketing and Communications Practice at the Corporate Executive Board, I sold subscription
based Executive Programs into the Senior-most Sales, Marketing, Communications and Market Research Executives in billion-dollar plus global businesses based within the UK. Specializing in peer best practices, data and tools for functional
excellence, I was required to clearly articulate the proposition and value, diagnose clients existing and unmet needs, and align
our resources to demonstrate the value of CEB's programs. Key client wins: include Du (UAE mobile operator), Vodacom
(South African mobile operator), Fujitsu, Samsung, S&P, SSE to name a few.
Marketing, Business development, Market research, Research, Sales, Development
2009 - 2010
job
Account Director
Flow Interactive.
UK
Flow Interactive are a specialist digital user experience design consultancy. My role was to develop strategic relationships and
develop business within Flows largest key clients. Total billings for 2010 were £740k against a target of £550k, the highest in the client services team of six. Achievements: I increased the billings on Standard Life from £40k to over £450k and bought
on Channel 4 as a new client, with a booked 2011 spend of £228k. I also conducted business development and new pitches to bring on seven further new accounts totalling over £180k booked revenues that will generate ongoing revenues.
Flow Interactive are a specialist digital user experience design consultancy. My role was to develop strategic relationships and
develop business within Flows largest key clients. Total billings for 2010 were £740k against a target of £550k, the highest in the client services team of six. Achievements: I increased the billings on Standard Life from £40k to over £450k and bought
on Channel 4 as a new client, with a booked 2011 spend of £228k. I also conducted business development and new pitches to bring on seven further new accounts totalling over £180k booked revenues that will generate ongoing revenues.
Design, Business development, User Experience, User experience design, Development
2008 - 2009
job
Senior Account Executive
Gartner.
UK
Selling IT research, consultancy and decision support services to "C" level and Senior IT Leaders in FTSE 100 and Global 500
companies covering FMCG/consumer goods, Pharmaceutical, Media (Channel 4) and Manufacturing verticals. I used Value
Selling as a sales methodology to understand key issues and challenges to the Executive and the business. I then discuss
and position a solution that will help the executive deliver the difference to their business. Achievements: 2008 - 95% of Total Quota of $1,003,400 - Winning a new hire achievement award for one particular new business deal.
Selling IT research, consultancy and decision support services to "C" level and Senior IT Leaders in FTSE 100 and Global 500
companies covering FMCG/consumer goods, Pharmaceutical, Media (Channel 4) and Manufacturing verticals. I used Value
Selling as a sales methodology to understand key issues and challenges to the Executive and the business. I then discuss
and position a solution that will help the executive deliver the difference to their business. Achievements: 2008 - 95% of Total Quota of $1,003,400 - Winning a new hire achievement award for one particular new business deal.
Research, C, Sales, Pharmaceutical, It, Support, FMCG, Winning
2005 - 2008
job
Account Director
TeliaSonera.
UK
Bringing in new customers and managing existing UK, Pan-European and Global Communication customers within the UK and West European markets, with complex requirements for IP Transit services, capacity, wavelengths, collocation, hosting,
dark-fibre and voice interconnections.
Bringing in new customers and managing existing UK, Pan-European and Global Communication customers within the UK and West European markets, with complex requirements for IP Transit services, capacity, wavelengths, collocation, hosting,
dark-fibre and voice interconnections.
Hosting
1998 - 2005
job
Account Manager
MCI Wholesale.
UK
Selling a range of voice and data products and services into the UK and European Carrier market.
Selling a range of voice and data products and services into the UK and European Carrier market.
Account Manager, Manager
My education
1993
-
1996
University of Newcastle
Bachelors, Grade 2
Bachelors, Grade 2
1992
-
1993
University of Coventry
Unspecified, Mathematics and Physics
Unspecified, Mathematics and Physics
1987
-
1992
n/a
Secondary, 9 GCSE's Challenger Sales and Value-Selling trained
Secondary, 9 GCSE's Challenger Sales and Value-Selling trained
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