Summary
Overview
Work History
Education
Accomplishments
Timeline
Generic
Andy Kilbey

Andy Kilbey

Summary

A proven EMEA level sales leader with a significant track record of success and overachievement. My success is based on building high performing teams, with a people first approach focused on customer value that delivers consistent results.

Overview

23
23
years of professional experience

Work History

Senior Director, EMEA Multi Cloud Management

VMware
08.2019 - Current
  • Second line sales management role leading VMware’s Multi Cloud Management business in EMEA with an annual quota of over $450M
  • Directly manage 4 Sales Directors leading a team of 28 field sales specialists
  • Accountable for forecasting and delivering to quarterly targets whilst ensuring a strategy that delivers 3x rolling pipeline
  • Own the relationships within the Business Unit from Senior VP level down to align product roadmap and commercial strategy
  • Actively define the EMEA GTM strategy, and sales programmes in region
  • Execute business development campaigns to drive growth from existing customers, partners and MSPs, as well as new customers and workloads
  • Manage stakeholders within regional leadership and cross-functional units to ensure success and strong alignment to the business strategy
  • Led the merger of VMware’s Cloud Management and Cloudhealth businesses in FY22 to create the new Multi Cloud Management business unit
  • Mentor and coach to individuals both in VMware and externally.

UK Enterprise Sales Director

VMware
07.2015 - 07.2019
  • Led a team of 7 account managers covering 60 UK Enterprise customers
  • Verticals including retail, finance, E-gaming, insurance, manufacturing
  • Led the transformation of the UK sales model reducing the number of accounts by 50%, consolidating AE to account ratio from 16:1 to 8:1
  • Developed an Account Scorecard to manage the KPI’s of my team which was then rolled out across NEMEA by regional management team
  • Increased diversity in the business with 33% of hires being female
  • Led the drive to Cloud from VMware in NEMEA with my team delivering the 2 largest Cloud deals in the UK at Kier Construction and Ladbrokes, and the largest NEMEA deal for VMC on AWS with William Hill
  • Recognised as the model for specialist engagement within the UK business
  • Selected as part of the Top Talent, Talent Acceleration Programme for FY19.

Senior Strategic Account Executive

VMware
03.2010 - 06.2015
  • Delivered numerous $M+ Enterprise Licence Agreements into my account base, including a $14M ELA with Transport for London (TfL) in 2014, the largest new licence deal ever closed by VMware in the UK at the time
  • The TfL sales engagement was used as the model account engagement for the sales role play at VMware’s 2015 Global Worldwide Sales Kick Off
  • Won the strategically important deployment of a Private cloud solution for HMRC through Fujitsu, against competition from Microsoft and Openstack
  • Provided interim sales management for the Public Sector team for Q1 2015, before the appointment of a new Public Services Director.

Account Director

CA Technologies
11.2008 - 03.2010

Account Manager

Sun Microsystems
12.2005 - 10.2008

Account Manager

Computacenter
09.2000 - 11.2005

Education

BA (Hons) Law and Government -

Upper Second Class (2:1)
01.1996

Accomplishments

  • 8 years of consistent overachievement as a sales leader – 120%+
  • Outperformed region every year as a sales leader
  • Qualified for VMware President’s Club FY21, FY18, FY14 and FY12
  • Top 10 Global VMware Sales in FY14, qualifying for Club V (company Top 30)
  • Transformed the EMEA Multi Cloud Management business from perpetual license to subscription/SAAS, growing from $0M ARR to $200M 2020-24
  • Delivered 329% growth in UK Enterprise over 4 years in leadership
  • Closed the largest ever VMware ELA in NEMEA in 2014

Timeline

Senior Director, EMEA Multi Cloud Management

VMware
08.2019 - Current

UK Enterprise Sales Director

VMware
07.2015 - 07.2019

Senior Strategic Account Executive

VMware
03.2010 - 06.2015

Account Director

CA Technologies
11.2008 - 03.2010

Account Manager

Sun Microsystems
12.2005 - 10.2008

Account Manager

Computacenter
09.2000 - 11.2005

BA (Hons) Law and Government -

Upper Second Class (2:1)

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