Trevor Tucker

Current

Regional Sales Director EMEA at Comptel
Regional Sales Director at Axiom Systems

Past

Sales Director, EMEA at Cloakware Ltd
Regional Sales Director (Northern Europe) at Intelliden
Sales Director (Europe) at Inxight Software

Senior Sales Manager – Northern Europe at Inktomi
EMEA Sales Manager at Upspring Software
Sales Manager at Software Emancipation
Senior Account Manager at Platinum Technology
Product Marketing Director at Cayenne Software
Technical Manager at Bachman Information Systems
Senior Consultant at Data Logic
Programmer at Heinz

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Education

London South Bank University
Orange Hill Junior & Senior High Schools

Recommended

65 people have recommended Trevor

Connections

500+ connections

Industry

Computer Software

Websites

Trevor Tucker’s Summary

A direct new business sales person with 25 years experience in the IT industry selling complex, high value software solutions across all verticals, most recently specialising in Telecoms. Trevor has extensive experience with European start-ups, working under his own initiative, he’s created strategic partnerships with Systems Integrators and ISV’s and combined this with extensive Business Development and Account Management roles. With an additional 10-year background in senior technical roles from programming to product management, Trevor carries an exceptionally high level of credibility into sales situations at “C” level. Geographically focussed across Europe for the last 10 years, Trevor has specific and proven expertise across the UK, Ireland, Nordic and Benelux regions. During this period, he’s sold both high value and volume solutions across multiple verticals to new and existing customers including Nokia, Eircom, SITA, Orange, Shell, TeliaSonera, Ericsson, KPN, Nato, Telenor, Volvo, Ikea and Prudential.

PRINCIPAL ACHIEVEMENTS:

• Established Intelliden as the #1 player for Configuration Management in the Nordic & Benelux markets from a start-up position
• Intelliden’s #1 achiever in 2006 generating over €4m of revenue in software and services
• Sold first Enterprise licenses for Inxight Software in Europe
• Closed in excess of €1.5m in software and professional services to Nokia in Finland for Inktomi
• Awarded best performing European sales person in first 9 months with Inktomi
• Grew start-up Upspring Software 150% in revenues and personnel over 2 year period
• Met and frequently exceeded the majority of sales targets set in past 10 years
• Transitioned from pre-sales technical management, product marketing and partner management to direct new business sales and account management

Trevor Tucker’s Specialties:

A software solution sales specialist experienced in selling high value, complex solutions into the UK, Nordic and Benelux regions. Business Development, Account Management and new business strengths across multiple industries including Telecoms, Security & Enterprise.

Trevor Tucker’s Experience

Regional Sales Director EMEA

Comptel

(Public Company; Telecommunications industry)

April 2008 — Present (1 year 9 months)

• Reporting to VP Sales managing key accounts in Europe
• Accounts include Eircom, Orange, SITA, Airwave and Virgin Media.
• Comptel, who acquired Axiom in April 2008, provide OSS solutions specialising in order management, inventory, provisioning and activation, mediation and charging.
• Recruited through customer recommendation to account manage TeliaSonera and to further relationships with System Integrators Alcatel-Lucent, Wipro and TietoEnator across the region.
• Closed over 3M Euros of license, services and support business in 2009 (to date) exceeding target.
Regional Sales Director

Axiom Systems

(Privately Held; Telecommunications industry)

October 2007 — Present (2 years 3 months)

***** Acquired by Comptel - April 21st 2008 ****

Reporting to WW EVP Operations, responsible for direct sales in the Nordics. Axiom provides Service Fulfilment software for communication service providers specialising in Order Management, Service Inventory, Service Activation and service design, assembly and creation.

Recruited through customer recommendation to account manage TeliaSonera, a strategic account for Axiom and to further relationships with Wipro and TietoEnator across the region.
Sales Director, EMEA

Cloakware Ltd

(Privately Held; Computer Software industry)

February 2007 — October 2007 (9 months)

**** Acquired by Irdeto ****

• Reporting to VP International, responsible for direct sales to named accounts across Europe
• Cloakware provide solutions that protect software, media, passwords and data from unauthorized use, access, analysis, tampering, copying and reverse engineering.
• Closed $900K in license and PS in 6 months but left due to imminent acquisition by Irdeto based in the Netherlands.
Regional Sales Director (Northern Europe)

Intelliden

(Privately Held; Computer Software industry)

December 2003 — January 2007 (3 years 2 months)

• Reporting to VP WW Sales, responsible for direct and indirect sales in UK, Benelux and Nordic region for start-up Intelliden who offered Service Provider’s, Enterprises and governments an automated configuration management and service activation platform to reduce network costs and accelerate revenue through the automation of strategic service initiatives
• Established relationships with leading SI’s incl. Accenture, HP, IBM GS, Atos Origin, Capgemini, LogicaCMG
• Established relationships with software & hardware vendors including Lucent, Alcatel, Huawei and Cramer
• Closed business with Telecoms, Defence and Government organisations across 10 countries
• Complex, high value, strategic solution sales to C level and below with 1-2 year sales cycle
• Achieved 120% of quota ($4.2M) in 2006 including single 7 figure deal to Tier 1 Telco in Netherlands
• Established salesforce.com worldwide and instrumental in customisation and usage
• Made redundant in Dec 2006 following relocation of position to The Netherlands
Sales Director (Europe)

Inxight Software

(Privately Held; Computer Software industry)

January 2003 — December 2003 (1 year )

**** Acquired by Business Objects ****

• Responsible for new business development, account management and partnerships across UK, France, Nordic and Benelux regions. Inxight sold guided content navigation and categorisation solutions for unstructured data to Enterprises and Defence organisations. Reported to VP EMEA
• Achieved 1st Enterprise sales worldwide of Inxight SmartDiscovery solution (Formerly sold as OEM)
• Sold software licenses and professional services in excess of €1.5m to Saint Gobain, Boston Consulting Group, Elsevier Science, Erasmus Biomedical, Statoil, Xyleme and the European Patent Office in first 9 months
• Established partnerships with Ordina in the Netherlands, Unilog in France & Siemens in Belgium
• Headhunted to start-up Intelliden in Dec 2003
Senior Sales Manager – Northern Europe

Inktomi

(Public Company; Computer Software industry)

January 2001 — December 2002 (2 years )

**** Acquired by Verity Dec '02 ****

• Responsible for new business development, account management and indirect sales within the Nordic and Benelux regions, including France reporting to VP Sales, Europe. Inktomi provided Enterprise Search and Categorisation solutions to 2,500+ customers worldwide.
• Formed close collaborative relationships with ISV’s including Interwoven, Documentum, EpiCentric & IBM
• Sales cycles ranged from 1 month to 1 year selling to IT Director level and below
• Closed companies largest Enterprise Search deal in 2001 to Nokia in Finland
• Started up a channel reseller program in the region resulting in 20% of revenue via this source. Resellers included AU-Systems, Lemontree, Ergo Solutions, IconMedialabs and Technohuman. Partnered with largest SI’s including IBM Global Services & Accenture to deliver high value services
• Sold solutions to Nokia, Telenor, A.P.Moller, Electrolux, IKEA, Volvo, Prudential, Finland Post & Kona
• Additionally sold low to mid value solutions to 40+ other companies across Europe
• Won EMEA Enterprise Sales Rep of the Year 2001
• Made redundant in Jan 2003 following acquisition by Verity
• Overall performance – generated in excess of $3.5M in software and services over 2 years

FY01 – achieved 105% quota on $1.5M target
FY02 – achieved 125% of quota on $1.7M target
FY03 – achieved 90% quota for Q1 on $350K target before acquisition by Verity in Jan 2003
EMEA Sales Manager

Upspring Software

(Computer Software industry)

March 1999 — December 2000 (1 year 10 months)

*** Formerly Software Emancipation Technology ***

**** Acquired by MKS ****

• Responsible for starting up the European operation and selling direct to the largest software development shops in the region. Upspring sold Software Quality Assessment and Quality Assurance tools and services to find and prevent software bugs. Reported to VP Worldwide Sales based in Boston, USA
• Sales cycles ranged from 5-10 months selling to IT Director level and below
• Sold solutions to Nokia, Securicor, Lucent and Thompson Multimedia
• Overall performance – generated over $1.5M in software and services in less than 2 years from start-up

FY99 – achieved 80% quota on $1M target
FY00 – achieved 90% quota on $1.2M target
Sales Manager

Software Emancipation

(Privately Held; 201-500 employees; Computer Software industry)

1999 — 2000 (1 year )

This company was rebranded Upspring Software - see above for further details
Senior Account Manager

Platinum Technology

(Public Company; PLAT; Computer Software industry)

October 1997 — February 1999 (1 year 5 months)

***** Formerly Logic Works, acquired by Platinum then by CA *****

• Reporting to VP Europe, responsible for selling direct and indirect at Logic Works, who were acquired by Platinum in April 1998. Logic Works sold a market leading Database Design tool, ERwin, to accelerate the design and construction of relational databases
• Researched, recruited & trained 5 EMEA channel partners to resell Logic Works products within 3 months
• At Platinum, responsible for selling direct to the Finance and Banking sector in the UK reporting to the UK Sales Director. Platinum sold nearly 200 products spanning every area of IT infrastructure management
• Sold solutions to Warburg Dillon Reed, HSBC, Merrill Lynch, Barclays Bank
• Sold low value solutions for Logic Works to over 50+ companies across the UK & Ireland
• Overall performance – generated in excess of $2M in software and services in less than 2 years

FY97 – achieved 110% quota on $1.2M target
FY98 – achieved 87% quota on $1.5M target
Product Marketing Director

Cayenne Software

(Public Company; Computer Software industry)

August 1989 — August 1997 (8 years 1 month)

*** Formerly Bachman Information Systems then acquired by CA ***

• Joined Bachman, a database design CASE tool vendor in 1998 as first Technical Consultant reporting to the Technical Director. Provided 1st pre and post sales support to a multitude of prospects and customers and grew a team of highly skilled consultants and technical support reps to win best performing subsidiary two years running
• Promoted to UK Technical Manager in 1993 with responsibility for the German office requiring weekly visits and intensive customer support to large customer base
• Following the merger of Cadre Technologies with Bachman Information Systems to form Cayenne Software, was promoted to EMEA Technical Manager in 1996 with added responsibilities including the training of partners in Asia Pac
• Promoted to International Product Marketing Manager in 1997, reporting to VP Marketing, Europe.
Primary objectives were to develop revenue initiatives and represent Cayenne to customers, partners, analysts and journalists worldwide providing feedback to Cayenne product management in the US
• Cayenne were acquired by Sterling Software in 1998 who in turn were acquired by CA in 2000
Technical Manager

Bachman Information Systems

(Public Company; 501-1000 employees; Computer Software industry)

1989 — 1997 (8 years )

Bachman merged with Cadre Technologies to form Cayenne Software - see above for acheivements in both companies.
Senior Consultant

Data Logic

(Public Company; 501-1000 employees; Information Technology and Services industry)

1986 — 1988 (2 years )

Joined Data Logic in 1986 as a consultant assigned various projects at Woolworth and Ford developing applications on PC, mid and mainframe systems. Final year on site at J.Sainsbury as part of a methods team evaluating CASE tools and establishing standards and procedures. Promoted to Senior Consultant and subsequently headhunted to join start-up software distributor, Bachman Information Systems.
Programmer

Heinz

(Public Company; 1001-5000 employees; Food & Beverages industry)

1984 — 1986 (2 years )

Joined H.J.Heinz in 1984 as Trainee Programmer and received training in COBOL and IDMS. Promoted to Senior Designer in 1985

Trevor Tucker’s Education

London South Bank University

BSc Hons (2-1) , Engineering Product Design , 1979 — 1983
Orange Hill Junior & Senior High Schools

7 'O' Levels and 3 'A' levels 1968 — 1979