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Experienced Strategic Marketing and Sales
Michael Charalambous
,
Nottingham, United Kingdom
Experience
Other titles
Skills
I'm offering
Brilliant at B2B and technology product management and marketing, especially when it comes to creating plans and campaigns.
Markets
United Kingdom
Links for more
Once you have created a company account and a job, you can access the profiles links.
Industries
Language
English
Fluently
Ready for
Larger project
Ongoing relation / part-time
Full time contractor
Available
My experience
2016 - ?
job
Chief Commercial Officer
FuelPlus Group GMBH.
(DE) and London (UK)
• Led transformation of aviation software company to a cloud business and led marketing, product management, business development, business operations, customer success and data analytics functions.
• Conceived, led, and grew cloud business from $0 to $5m ARR and $25m order book in 4 years. #1 market leader, 25% of global fuel, 12% of all flights managed on FuelPlus platform.
• Achieved, €5m ARR, 80% gross margin and 20% EBITDA by year 4.
• Championed and sold the SaaS business model to clients consisting of the world's largest and leading airlines. Key deals for cloud (TCV >1M per client include KLM/AF, British Airways, Saudi Arabian Airlines, Japan Airlines, Amazon Air, Lufthansa, Allegiant, Spirit and LOT Polish).
• Doubled market share in the US (10%) and ASIA (20%) and consolidated market leadership in EMEA (>50% market share).
• Developed go to market including value proposition, value-based pricing model, competitive strategy, sales, brand, and messaging strategy.
• Led the vision, innovation, development, sale, and adoption of key new products that catapulted competitive edge and addressable market incl: Analytics, AI, Emissions, Non-Fuel Costs.
• Led $30m sale of business to strategic acquirer. Developed and led investor pitches to investors and led all commercial due diligence.
• Led transformation of aviation software company to a cloud business and led marketing, product management, business development, business operations, customer success and data analytics functions.
• Conceived, led, and grew cloud business from $0 to $5m ARR and $25m order book in 4 years. #1 market leader, 25% of global fuel, 12% of all flights managed on FuelPlus platform.
• Achieved, €5m ARR, 80% gross margin and 20% EBITDA by year 4.
• Championed and sold the SaaS business model to clients consisting of the world's largest and leading airlines. Key deals for cloud (TCV >1M per client include KLM/AF, British Airways, Saudi Arabian Airlines, Japan Airlines, Amazon Air, Lufthansa, Allegiant, Spirit and LOT Polish).
• Doubled market share in the US (10%) and ASIA (20%) and consolidated market leadership in EMEA (>50% market share).
• Developed go to market including value proposition, value-based pricing model, competitive strategy, sales, brand, and messaging strategy.
• Led the vision, innovation, development, sale, and adoption of key new products that catapulted competitive edge and addressable market incl: Analytics, AI, Emissions, Non-Fuel Costs.
• Led $30m sale of business to strategic acquirer. Developed and led investor pitches to investors and led all commercial due diligence.
Analytics, LED, Asia, Go, Software, Development, Ai, Amazon, Transformation, Commercial Due diligence, Sales, Marketing, Management, Due Diligence, Leadership, Cloud, Saas, Innovation, Product Management, Operations, Business development
? - ?
job
Clean tech• Renewables• Energy Efficiency
B2B Software and SaaS.
Incubators• Startup, scale and fast growth• Manufacturing• Services• Distribution• Aviation • Healthcare
Soft Skills
Team Player• Leader • Collaborative • People Manager • Coaching • High EQ • Creative • Analytical• Problem Solver
Soft Skills
Team Player• Leader • Collaborative • People Manager • Coaching • High EQ • Creative • Analytical• Problem Solver
Coaching, Growth, Energy, Energy, Manager
2014 - 2016
job
VP Marketing, EMEA
Diligent Corporation.
• World's leading SaaS governance software platform for company boards
• Led marketing strategy and execution for brand, advertising, PR, solutions marketing, digital marketing plus demand generation, field marketing linkage, and marketing services.
• As the most senior member of the marketing team for Diligent in EMEA, I formulated and executed the company's EMEA marketing and demand generation strategy and helped drive growth from 5 to 18+ countries.
• Grew pipeline by 500%, 75% of all new sales leads generated from marketing and doubled ARR.
• EMEA became the leading growth region for Diligent and these efforts set the trajectory for a 2018 revenue milestone that fewer than 50 SaaS companies had ever reached: $200 million in ARR.
• Turned a de-motivated and underperforming function into the highest performing and happiest marketing team in the company.
• Company acquired by private equity investors via delisting ($500m).
• Led marketing strategy and execution for brand, advertising, PR, solutions marketing, digital marketing plus demand generation, field marketing linkage, and marketing services.
• As the most senior member of the marketing team for Diligent in EMEA, I formulated and executed the company's EMEA marketing and demand generation strategy and helped drive growth from 5 to 18+ countries.
• Grew pipeline by 500%, 75% of all new sales leads generated from marketing and doubled ARR.
• EMEA became the leading growth region for Diligent and these efforts set the trajectory for a 2018 revenue milestone that fewer than 50 SaaS companies had ever reached: $200 million in ARR.
• Turned a de-motivated and underperforming function into the highest performing and happiest marketing team in the company.
• Company acquired by private equity investors via delisting ($500m).
Digital Marketing, Marketing, Advertising, MArketing Strategy, Saas, Pr, Sales, Growth, Software, Performing, LED
2013 - 2014
freelance
Consultant CMO
Fabriq.
• Startup in property energy efficiency and IOT/Analytics.
• My role was to develop a strategic marketing and sales plan, establish KPI's, build initial target pipe to top 20 target accounts, launch marketing, PR and business development capability.
• My role was to develop a strategic marketing and sales plan, establish KPI's, build initial target pipe to top 20 target accounts, launch marketing, PR and business development capability.
Marketing, Business development, Marketing and sales, Pr, Strategic Marketing, Iot, Analytics, Sales, KPI, Development, Energy, Energy
2012 - 2013
job
Director Marketing, EMEA
Opower.
• Leading energy efficiency and customer engagement platform for utilities
• Member of the core and founding EMEA team responsible for long-term customer success, positive environmental impact and growing Opower's international operations.
• Key responsibilities were creating and executing the strategy for marketing and communications strategy in EMEA and rolling out Opowers European presence.
• Green business - Cleantech company of the year 2012.
• EMEA Cleantech group Keynote 2012, Bilbao.
• Formulated and led marketing launch for EON-Opower energy behavioral energy efficiency program in UK. EMEA's first ever behavioral efficiency program for over 1m consumers.
• Engaged over 20 EMEA utilities leaders in active conversations with Opower European leadership building out $10m in pipeline that eventually led to 2 additional sales in EMEA within 2 years of launching marketing program.
• Sold to Corporation for $500m.
• Member of the core and founding EMEA team responsible for long-term customer success, positive environmental impact and growing Opower's international operations.
• Key responsibilities were creating and executing the strategy for marketing and communications strategy in EMEA and rolling out Opowers European presence.
• Green business - Cleantech company of the year 2012.
• EMEA Cleantech group Keynote 2012, Bilbao.
• Formulated and led marketing launch for EON-Opower energy behavioral energy efficiency program in UK. EMEA's first ever behavioral efficiency program for over 1m consumers.
• Engaged over 20 EMEA utilities leaders in active conversations with Opower European leadership building out $10m in pipeline that eventually led to 2 additional sales in EMEA within 2 years of launching marketing program.
• Sold to Corporation for $500m.
Marketing, Operations, Leadership, Sales, Keynote, International, Energy, Utilities, Energy, LED
2011 - 2012
job
Head Sales and Marketing
Carbon Trust.
• Leading environmental consultancy
• Promoted role with remimt to launch from scratch the commercial team of a completely new strategic business unit to support the Carbon Trusts transition to a private commercial enterprise.
• Developed the strategic marketing and sales plan, established KPI's with the board, hiring agencies, sales and marketing team, PR and business development capability.
• Generated required pipeline for the year in first 6 months of operation and created strategic alliances with large organizations including - Ford, Tesco, Jardine Group, Whitbread.
• Managed marketing relationship with strategic partner Siemens - £550 million energy efficiency financing fund.
• Promoted role with remimt to launch from scratch the commercial team of a completely new strategic business unit to support the Carbon Trusts transition to a private commercial enterprise.
• Developed the strategic marketing and sales plan, established KPI's with the board, hiring agencies, sales and marketing team, PR and business development capability.
• Generated required pipeline for the year in first 6 months of operation and created strategic alliances with large organizations including - Ford, Tesco, Jardine Group, Whitbread.
• Managed marketing relationship with strategic partner Siemens - £550 million energy efficiency financing fund.
Marketing, Business development, Marketing and sales, Pr, Strategic Marketing, Sales, Support, KPI, Development, Energy, Enterprise, Energy
1999 - 2009
job
Various senior product marketing and corporate marketing roles
Global Marketing Team.
London (UK) and San Francisco (US)
• Various senior product marketing and corporate marketing roles.
• Various senior product marketing and corporate marketing roles.
Marketing, SAN
My education
Brunel University
Bachelors, Mechanical and Aeronautical Engineering
Bachelors, Mechanical and Aeronautical Engineering
Kingston Business School
Masters, Strategic Marketing Management
Masters, Strategic Marketing Management
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