Paul D.

Amazon Web Services (AWS) is the cloud computing division of Amazon, providing scalable infrastructure, platform and application services to enterprises worldwide.

• Senior Leadership Team member for AWS UK&I responsible for Greenfield (new business) enterprise sales across all verticals.
• Designed and executed go-to-market strategies to recruit and onboard net-new enterprise customers and build long-term account footprints.
• Led cross-functional pursuit teams (solutions architects, product, partner, legal) to convert strategic opportunities into signed engagements.
• Established repeatable new-business playbooks and qualification frameworks to accelerate pipeline velocity and improve win-rate predictability.
• Mentored and coached sales leaders and account teams, influencing regional hiring, talent development and resource allocation as a senior leader.

• Led enterprise-sector new business and strategic pursuit efforts, focusing on high-complexity, cross-vertical opportunities.
• Acted as an Amazon 'Bar Raiser' in hiring and talent development to ensure high-performance team growth and cultural fit.
• Owned pursuit strategy, capture planning and executive-level engagement for major prospective customers.
• Collaborated with product, solutions and partner teams to design differentiated cloud solutions tailored to enterprise constraints (security, compliance, cost).
• Drove continuous improvement in deal execution — improving proposal quality, shortening sales cycles and increasing conversion of strategic pursuits.

Capgemini is a global leader in consulting, digital transformation, technology and engineering services, helping organisations modernise and scale with cloud, AI and managed services.

• Led Northern Europe new-business sales, identifying and prioritising target accounts for digital transformation and cloud initiatives.
• Built and executed regional account plans and multi-country pursuit strategies to win complex IT services engagements.
• Forged and managed strategic vendor and partner relationships to augment Capgemini’s delivery capabilities and commercial propositions.
• Directed RFP and commercial response teams to position Capgemini’s consulting and engineering services against competitive bids.
• Worked closely with delivery and practice leaders to translate customer needs into viable, scalable service offers and proof-of-value engagements.

Fujitsu is a global IT services and solutions provider delivering hybrid IT, application services, infrastructure, and consulting to enterprise customers.

• Headed enterprise new-business sales, targeting large organisations for hybrid cloud, managed services and digital workplace transformation.
• Engaged C-suite stakeholders to shape strategic imperatives and align Fujitsu’s solutions to customer business outcomes.
• Led tender and bid teams for government and regulated-sector opportunities, ensuring compliance and differentiated technical propositions.
• Developed sector-specific value propositions and case studies to accelerate customer credibility and shorten sales cycles.
• Coordinated internal delivery readiness and transition planning to ensure smooth post-contract mobilisation for new accounts.

Atos is a global IT services company specialising in digital transformation, cloud, cybersecurity and high-performance computing for enterprise and public sector clients.

• Owned enterprise new-business initiatives, focusing on cloud transformation, cybersecurity and managed services deals.
• Led multi-stakeholder pursuits across public sector and regulated industries with complex procurement processes.
• Defined commercial and technical win themes tied to customer outcomes (resilience, security, cost optimisation).
• Built cross-country pursuit teams and coordinated delivery partners to present unified, low-risk proposals.
• Introduced customer reference programs and joint go-to-market activities with technology partners to strengthen Atos’ competitive positioning.

Gartner is a leading research and advisory firm that provides insights, advisory and consulting services to help organisations make informed technology and business decisions.

• Led sales for global accounts, managing strategic relationships with multinational clients and executive sponsors.
• Owned renewal and expansion activity for research, advisory and consulting subscriptions across enterprise stakeholder groups.
• Partnered with Gartner analysts and consulting teams to craft tailored advisory programs that addressed clients’ strategic priorities.
• Coordinated cross-functional account teams to deliver insights-driven value, ensuring high client satisfaction and retention.
• Translated market and research insights into commercial opportunities and go-to-market messaging specific to each global account.

Advania Group is a leading Northern European IT services provider delivering managed services, cloud, software and professional services across the Nordics, UK and Ireland.

• Led new-business sales for JM Computing Ltd during its transition into the Advania Group, building pipeline in local and regional markets.
• Positioned vendor-neutral managed services, sovereign cloud and lifecycle solutions to mid-market and public-sector customers.
• Established partner and vendor relationships to broaden solution sets and delivery capacity for customers across Northern Europe.
• Ran commercial and technical proposals, negotiated contracts and ensured smooth handover to delivery teams for new accounts.
• Focused on practical, outcome-based commercial models that balance operational resilience, sustainability and cost control for customers.

PwC (PricewaterhouseCoopers) is a global professional services firm offering assurance, tax, consulting and advisory services to clients across industries.

• Qualified graduate Chartered Accountant who supported audit and assurance engagements for corporate clients.
• Performed financial statement testing, substantive analytics, and controls assessments to validate reporting accuracy and compliance.
• Prepared audit documentation, assisted with statutory reporting and liaised with client finance teams to resolve accounting issues.
• Contributed to process-improvement initiatives and supported tax and regulatory compliance tasks as part of cross-disciplinary engagement teams.
• Developed strong technical accounting, analytical and client-communication skills in a fast-paced professional services environment.