Sean Cheasley

IBM Emptoris is a leading provider of strategic supply and enterprise contract management software applications and services, deployed as Software-as-a-Service (SaaS) or on-premise. Responsible for ensuring strategic clients in both public and private sectors achieve high levels of adoption and visible value from their investment in Emptoris software, whilst identifying and driving new revenue opportunities. Key responsibilities: * Provide added value to customers by understanding how IBM (both within and outside of the Emptoris brand) can assist with their key requirements * Proactively manage software renewals; identify cross-sell/up-sell revenue opportunities for both products and services * Principal Client Team contact managing regular and ad hoc reviews, including strategic updates, escalations, product roadmap discussions and summary reviews of Services and Support operations * Drive and support PR Activity for and from the clients, and work with the customers to identify Media Opportunities and customer reference-ability

The eSourcing project was a cross-company change programme owned by Head Office IT, but sponsored by the Procurement Council. The eSourcing programme’s brief was to embed the eSourcing toolset throughout Procurement and its associated functions in each Business Unit. Key responsibilities: * Briefing Directors, their Management Teams and their Business Partners about eSourcing * Analysing requirements, advising of opportunities and supporting the development of sourcing events * Managing relationships with the Business Units, Exostar (the Aerospace & Defence Global Exchange – which is part owned by BAE Systems) and external service providers * Sharing best practice across BAE Systems, and benchmarking against external ‘best of class’ companies * Created and ran the Centre of Excellence for the eSourcing applications for both buyer and supplier communities Additional activities: * Contributor to multiple BuyIT Best Practise guidelines in eProcurement, eSourcing, eAuctions and Catalogue & Content Management * eProcurement Catalogue expert for both BAE Systems and Exostar

Lecturer in eBusiness and Practical Business Change; and dissertation moderator on various Master’s Degree programmes

Managing multiple client projects in supply management consulting, tactical procurement strategies, data analysis, coaching and education, ensuring successful deployments and adoption. * Services Account Manager for Vodafone and United Biscuits * Manage the implementation teams to design and configure the Emptoris suite, defining and implementing business processes, workflows, templates and data extracts * Design, validate and present consulting plans for new product deployments and ongoing adoption of existing platforms * Coordinate post implementation relationship with the client and/or Alliance Partner

Understanding the client’s business challenges and motivations; ultimately defining and presenting a cohesive solution demonstrating the proposed suite of applications, including the associated services and highlighting the business benefits. Working closely with and advising General Managers, Regional & District Sales Managers and Alliance Partners throughout the entire sales cycle. Key responsibilities: * Leading the team of EMEA-based Solutions Engineers * Present software solutions & services, future direction and strategies and complimentary 3rd party products and services * Work with the sales team to maintain long-term strategic Account Development Plans and virtual account management teams * Author of multiple white papers, and contributor to the global knowledgebase

JAGGAER is a leading global strategic procurement solution provider Key achievements: - Developed trusted relationships with both prospects and existing clients by understanding their business needs, challenges and expectations - Identified opportunities and positioned appropriate solutions to generate client success, taking on the Project Sponsor role for JAGGAER for key projects, driving the ROI and adoption metrics forecast during the sales cycle - Engaged with Partners to present 3rd party Accounts Payable Audit & Recovery and Supplier Relationship Management consultancy services to my existing client base – enhancing their existing JAGGAER solution set - Represented JAGGAER at conferences, online seminars and public speaking events as an industry expert

Ivalua is a leading global source-to-pay suite platform provider Key achievements: - Created trusted relationships with prospects by understanding their individual challenges & expectations at both organisation and personal levels, linked with intimate knowledge of their industry / vertical - Developed new accounts and upsell opportunities within the existing client base - Work closely with Ivalua’s implementation Partner network to initially select the perfect partner and then design & deliver implementation and adoption plans for prospects & clients - Represented Ivalua and B2B/S2P thought leadership at conferences, seminars and webinars

Develop trusted relationships with new and existing clients / prospects by understanding their business needs, challenges and expectations at organisation and individual level