Bobby Singh

Hoonartek - UK, US, India 

VP Sales UK & Europe 

March 2023 - Current

Core Proposition - Data Products & Monetization, Data Migration & Cloud Adoption, Salesforce Solutions, Generative AI Solutions, Data & Analytics Engineering Projects

• Directed UK & European sales operations, delivering sales growth and market expansion. Collaborated with leading OEM partners such as Salesforce, Snowflake, Data bricks &AI Partners to stimulate growth
• Secured £5.5m new TCV, achieving a 200% increase on previous fiscal (Liberty Global £4m, 3 years + Action £1.1m) projects & consulting
• Fostered relationships with vendor account owners, targeting and profiling ICP accounts to drive pipeline growth, campaigns, new logo acquisition and creating an open rolling pipeline of c. £6m.
• Achieved lucrative new logo win from competitive RFP in June 2024 with Honda Motor Europe for AB Initio managed services and created new pipeline for additional development, migration and testing services.
• Served as the primary contact for the UKI Snowflake relationship, elevating it to Premier Status, with new logo wins, such as Princess Foods, thus allowing access to new ‘vendor created’ opportunities.
• Established large network of CTO’s, CDO’s, CIO’s and other key personas & decision makers in UK & Europe. Network is relevant for Generative & Conversational AI sales hunting and future opportunity creation.
• Collaborated with the CMO to create a structured sales and marketing program, enhancing lead generation and increasing in bound leads by 300% from 2023.
• Represented Hoonartek at Gartner Data & Analytics 2023/4 & TDWI Digital Data, Munich Germany 2023. Resulting in 7 POC’s opportunities with 1 closure for AbbVie manufacturing process optimization with AI.
• Mentored & coached sales & marketing staff to improve opportunity identification & conversion speed to drive lead generation. Delivered in house training & enablement in 2023 and 2024, resulting in better conversions of MQL’s to SQL’s and improving proposal to order ratio to 1:3 from 1:5
• Pioneered the development of innovative Hoonartek technology solutions, creating additional revenue streams and promoting services on AppExchange & other digital ISV /SaaS marketplaces.
• Maintained an open rolling pipeline valued at approximately £10m in services and project revenue, £6m of which was vendor ‘co sell opportunity’ created to GTM activity and proactive sales pursuits.

Customertimes Corporation, London & New York

VP Sales EMEA

April 2021 - March 2023

Core Proposition - Salesforce CRM & Strategic Projects, Digital Managed Services, Product Development Outsourcing (PDO), Engineering & Staffing

• Spearheaded Customertimes UKI growth and instrumental in launch, with remit to grow revenue with team of 4 industry aligned Account Executives covering Banking, Health & Lifesciences, and ISV.
• Significant contribution to GTM strategy, creating industry value propositions, innovative engineering capability primarily on Salesforce Platforms and integration with 3rd party apps.
• Secured the first UKI product development contract with Solaris bank AG and Salesforce UKI, achieving a TCV of £1.36 million over two years & ongoing managed services.
• Successfully negotiated and won a high-profile Salesforce development with Deutsche Bank, securing YR 1 TCV of £2.15 million in August 2022. Completed formal RFP process, passing security assessment and new supplier onboarding process.
• Accelerated sales momentum leveraging Covid-19, to target Pharma, Med Tech, Lifesciences, NHS that required rapid CRM transformation, creating new pipeline and new contract wins with Hikma, MSD Pharma, Stada, Ipsen, Manchester Airport Group to name a few totaling c.£850k in FY21& 22
• Exec Sponsor for Salesforce UK, working with Industry Sales Leaders & Partner Teams for relationship building, demand generation and reinforcing our USP & ’brand value’.
• Assigned to improve website engagement process with marketing which resulted in a new digital team proactively pursuing leads using analytical tools + creating new pipeline of warm leads.
• Led EMEA relationship with Xactly Corporation, overseeing several global SaaS solution implementations on Salesforce Platforms worth £1.6million TCV across the UK & Europe.
• Grew the UKI pipeline from £0 to approximately £14m in 18 months, maintaining an open rolling pipeline of £10m - £12m.
• Achieved significant TCV wins: FY21 - £2.3 million (124% of prorated UKI start-up quota), FY22 - £7.3 million YTD (forecast £9 million against an £8.5 million quota)
• Invited to Exclusive Salesforce Regatta in Cowes 2022 for Customertimes outstanding sales performance in product development and implementations.

Cognition 24 - London & Nottingham 

VP Sales & Business Development 

Dec 2019 - April 2021

Core Proposition - Salesforce Consulting & Managed Services, SaaS

• Recently established start-up operation with principal objective to create links with Salesforce UKI, promoting implementation, upgrades, migrations & additional developments to existing / new users
• Increased TCV by 50% in 12 months for Salesforce Services, resulting in new customers with future potential to upsell managed services, once trust, service quality and value was established.
• Acquired 19 new logos (averaging 1 per month) in challenging Covid-19 operating conditions, including St. Gobain, Baxters Foods, Unilever, Metro line, and Royal London Asset Management, Ocean Outdoors, SPT Lab-tech.
• Implemented revised plan, including a go-to-market sales strategy, presented to Salesforce UK Partner Management Team, thus increasing the visibility of the company to support the growth plan.
• Successfully secured introductions to key accounts referred by the Salesforce AE, fostering joint collaboration on campaigns focused on pipeline generation and volume growth.
• Pioneered new ‘Fast Track’ & ‘Rapid Start’ Salesforce services targeted at new Salesforce customers, highly successful campaign that led to new introductions to ‘ready-made’ potential customers.
• Secured several partnerships with specialists & providers to add value to customers with additional requirements such as integrations, cloud migrations, tools and 3rd party products, growing overall TCV and deal size by 50% in most cases.
• Team composition of 3 Sales/BDR executives aligned to Retail, CPG, Life Sciences & Manufacturing
• Closed largest TCV deal in company history with Metro line for £650,000 for Oracle Services

DSP Managed Services LTD - Canary Wharf & St Paul’s London 

Sales Director 

2015 - 2019

Core Proposition - DB & Cloud Managed Services, Cloud Migration, Core Banking Applications

• Private Equity backed operation to drive ambitious sales growth across the business with 3-year exit strategy and formed part of the senior management team and the Board of Directors.
• Chief objective to help customers migrate on premise workloads to cloud (OCI, AWS, Azure, Google, or another 3rd party hosting provider), allowing higher, multi-year contracts and increasing spend.
• Sales organization achieved YOY double digit sales growth, consistently 15/20% driving exit value and fundamental in achieving revenue growth from c£3.5m in 2015 to c£7m in 2019
• Achieved significant Increase in Managed Services contract base (25 in 2015 to approx. 140 by 2019). Secured major clients including Nomura Bank, Net-A-Porter, Digicel, Abbott Diabetes, and Shaw brook Bank, Refresco Gerber, Ocado, Prudential, Betfred, Nissan, Scania, and Gala Group.
• Successfully shifted margin composition from 75% projects and 25% Managed Services in 2015 to 75% Managed Services and 25% projects by 2019 to increase exit value and securing future annuity.
• Personal contribution of circa £1m TCV margin closed won pa (achieved in 2016/17/18)
• Advisor to CEO and PE Firm Living Bridge Equity Partners on Strategy, Sales investment & Recruitment 
• Hired, trained and coached a high-performance sales team, with 7 direct reports & £4.2m GM Target

Interoute - now GTT /London & Nottingham

Sales Director 

2011 - 2015

Core Proposition - Unified Communications, Connectivity, Computing, Cloud & Enterprise Apps

• Formal leadership and P&L responsibility of new business acquisition and retention teams, consisting of 11 with 2-line managers, following acquisition of former business, with group sales target of £15m
• Recruited, trained, and mentored a high-performance team in a large matrix sales organization, driving aggressive organic growth & strategic cross-selling/up-selling to existing enterprise accounts.
• Migrated several legacy customers, to Interoute’s Unified Platforms (Voice, Video, Hosting, Application Management, Connectivity, SaaS, and Professional Services). Achieved 20% transition with success benchmark of 10% which led to increased revenue by £2m in 24 months & providing upsell opportunity
• Achieved ‘CEO Club award’ in 2013 for the best performing sales team achieving 171% of annual quota
• Identified and penetrated new target markets both in the UK & Europe in Telco/Commas/Media/Manf
• Key personal win with Refresco Gerber (Europe) £1.8m TCV for a 6 site MPLS Secure Hosted Solution.
• Hired new junior sales team of 6 in FY13/14 and developed them through the sales academy.
• Typical deal size grew circa 30% to annual margin of £150k per client in the UK primarily.

Quantix Now PE Backed - Nottingham 

Sales Manager UKI & Key Account Director 

2007 - 2011

Core Proposition - Oracle Microsoft, SAP, ERP Applications, Core Banking, Managed Hosting & Support

• New investment secured new sales hires & formed a team of 5 new business sales hunters under my stewardship with primary focus on new customers. Achieved 32 logos wins in 2008 - company record.
• Core Solutions included DB & Apps Managed Services, Consultancy Sales, Implementations, Upgrades, Migrations, Performance Tuning, DR for mission critical Oracle & Bespoke/Hosted Applications.
• Partnered with several application providers, such as Flexcube, IFS, Temenos, Retail J and formed services relationships, providing complementary installation and migration services for end users.
• Forged alliance with Oracle Dublin with the Industry teams to co sell to key targets and established ourselves the UK’s ‘go to Oracle Partner’. I reported monthly sales forecasts to Oracle/Microsoft
• Achieved recognition within the industry, peers, and competitors, winning several awards and vendor accolades. Oracle Mid-Market Partner of the Year 2007, UK Oracle User Group E-business Suite 2008.
• Invested heavily improving sales and marketing process with CRM, discovering innovate ways to target ICP accounts and present value propositions to C Level decision makers.
• Transitioned the business to a subscription model, resulting in rapid growth and multi-year agreements with commercial incentives for long term commitment
• Generated significant new pipeline, with proposal to win ratio 3:1, with typical order value of £60 - £100k
• Reorganization of sales structure by vertical market and product focus, in BFSI, Manufacturing, Transport
• PE/VC backed operation with 5 Year exit strategy with Gartner Quadrant Leadership in Database Cloud
• Achieved personally assigned sales quota and team number year on year for 5 years in this role

Quantix Ltd - Nottingham

Senior Account Manager 

1999 - 2007

Joined Quantix at the start-up stage with 10 staff and supported rapid sales growth to become a reputable Database Partner in the UK selling to SME’s and channel partners.

• Accountable for £1.1m -£1.5m sales margin pa personally (70% new business) vs annual targets typically in region of £750k - £1m margin.
• Team leader for 3 Account Managers, directed new business enablement & lead the high-profile accounts within the team, compensated on team and personal sales performance
• Achieved annual sales quotas (Team and IC) every year during this tenure and became companies’ main sales contributor and top commission earner.
• Sales solution focus was Oracle, Applications, Infrastructure & OS, Internet Security and Pen Testing.

De Montfort University, Leicester 

BA (Hons) Business Studies with Law /Graduated 2:1 Class with (Hons) 1995 - 1999

College, Nottingham 

4 A-Levels Graded A - C /High Pavement 6th /1992-1995

Nottingham

9 GCSE’s Haywood School /1992

Training 

• Extensive in-house training & Professional Coaching in Business Leadership, Sales Management, Team Building, Sales Qualification techniques - Miller Heiman, SCOTSMAN, Sandler, BANT, MEDDPICC.
• Snowflake Certified Sales Professional Accreditation - Expires /June 2025
• Data-bricks Certified Sales Professional - Expires /August 2026
• Certified Professional Sales Person - Member