Paul D.

Experience

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  Amazon Web Services (AWS)

  Large enterprise new business sales leader and AWS UK&I Senior Leadership Team member

  Oct 2020 - Present

  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.
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  Amazon Web Services (AWS)

  Enterprise Sector - new business / strategic pursuit sales lead

  Aug 2016 - Oct 2020

  • 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.
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  Capgemini

  Northern Europe New Business Sales Leader

  Jan 2013 - Aug 2016

  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.
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  Fujitsu

  Enterprise new business sales leader

  Aug 2010 - Jan 2013

  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.
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  Atos

  Enterprise new business sales leader

  Apr 2007 - Aug 2010

  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.
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  Gartner

  Sales lead - global accounts

  Dec 1999 - Apr 2007

  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.
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  Advania Group

  New business sales lead (JM Computing Ltd now Advania)

  Jan 1997 - Dec 1999

  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.
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  PwC

  Graduate Chartered Accountant

  Jul 1994 - Jan 1997

  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.