James Emmott

A proven business enablement leader with over 20 years of international experience in Information Technology. With a passion for people, learning, collaboration and customer outcomes, I have a track record of achieving rapid revenue growth across many markets. After a lengthy and successful period at Cisco I have spent the last few years using my skill set to benefit public sector and start-up organisations on a project and consulting basis.  I have also been fortunate enough to be involved in some inspiring volunteer work. 

Business and Project Consultancy | January 2018–present 

• Senior Manager and Consultant, Welsh Government.
• Project management of a company wide mobile platform for a national non-profit utility.
• Market analysis, planning and transformation for a leading national business creating renewed profitability and significant market share gains. 
• Creation of strategic roadmaps for three start-ups resulting in exceptional investment, rapid sustained growth and acquisition. 

Senior Business Development Manager, Cisco Europe | January 2013–January 2018

• European lead for a flagship go-to-market framework motivating Cisco’s eco-system of sales teams, distributors, partners and resellers with incentives, rewards, training and support to foster commitment, engagement and sustained revenue growth. 
• Responsible for defining bold partner entry parameters for all countries.  Set and exceeded quarterly revenue targets based on bookings, deal size, customer acquisition, retention and in growth areas including cloud and advanced services.
• 200 priority partners grew on average 10% above segment plan with the top 10% delivering over 30% year on year growth. 
• Negotiated and managed a US$24m annual budget to support multi-channel marketing, demand generation, training and entrepreneurial ‘big bet’ investments.
• Leader of regional teams with weekly all-in performance management and action meetings.
• Orchestrated annual planning sessions for all European regions. 
• Championed European priorities to HQ and co-managed global planning.

Partner Enablement Lead, Cisco EMEA I December 2011–January 2013

• Responsible for reducing the skills gaps across the commercial sales channel (5,000 partners and 8,000 sales, technical and marketing roles). US$7m budget accountability.
• Developed, prospected and closed bespoke training projects at senior management level.
• Ensured all activities were aligned and tracked against strategic goals and KPIs. 

Training Channel Manager (Europe), Cisco WW Learning Partner Channels I Aug 2007 –Dec 2011

• Managing the sales, channel, program and general management of Cisco Learning Partners, a network of over 60 strategic European training partners and 800 certified instructors. 
• Delivered best-in-class training and enablement to more than 70k customers and partners generating annual market revenues exceeding $US120m.
• Boosted technical and sales skills and coverage in alignment with regional strategies. 
• Compiled quarterly market analysis data insights for key partners and built joint, strategic, and measurable business plans to accelerate growth.
• Lead and implemented Cisco’s first global anti-grey market training strategy. 
• Company representative at CEdMA Europe (Computer Education Managers Association).

Learning & Development Manager I Cisco Sales Force Development I April 2005–July 2007

• Led and coached a team of 6 responsible for a learning and development strategy for internal sales teams and channel partners across Europe, Middle East & Africa. 
• End to end delivery of multiple training, certification and specialisation roadmaps for technical and sales functions including regular roadshows and webinars.
• Built an innovative training and mentoring program for all Emerging Markets country leaders, enabling them to build a high growth partner-led sales engine. This became an award-winning global best practise. 

Program Manager I Cisco Channel Partner Training, EMEA I March 2000–April 2005

• Successfully proposed a ‘customer first’ strategy and template for Cisco’s first sales certification ‘Cisco Sales Expert’ that was build and delivered in collaboration with a global stakeholder team. 
• Built a training curriculum for channel account managers and system engineers (average US$40m pipeline created per quarter FY05 in Europe). This approach was subsequently adopted by Cisco globally.

Sales & Marketing Instructor, Newbridge Networks Ltd 1998–2000

Billing Deals Manager, AT&T Communications Ltd 1996–1998

BA(Hons) Business & Marketing Communications, University of Greenwich