David Webster

EMEA, Head of Tech+ Team For Digital, Sales Effectiveness

David is a Senior Client Partner with over 25 years of experience working with global organisations leading sales excellence, digital transformation and driving change across large enterprise and technology companies.

David is an experienced and passionate business leader and sales coach, with a focus on recruiting and creating high performing teams, helping organizations transform their commercial and sales capability and ultimately their performance

David sits within our Digital organisation and is responsible for the Tech+ Industry vertical, (Technology, Consumer, Financial Services and Life Sciences) in EMEA and is a member of the UK&I Leadership team . He has played a critical role working with clients to transform their sales operations and create a sale effectiveness framework to enable outcome based results, aligned to the client strategic objectives.

Working with clients with a human centric approach, engaging to ensure he understands their unique business needs and motivations to ensure they have the commercial framework to successfully create a structure, aligned to technology trends (Big Data and AI), providing a predictive sales methodology to identify and drive revenue growth at scale, with our world leading Miller Heiman methodology and IP embedded in a CRM platform (SFDC or MSD).

Ultimately driving repeatable, scalable behaviours, resulting in successful customer outcomes for organisation aligned to their key business objectives.

Selected experience in Tech+ commercial areas:

• Led numerous sales effectiveness transformation initiatives globally with large enterprise and service provider clients, circa $1bn of value delivered.
• Increased seller impact to achieve $1.8B in sourced revenue (an increase in 42% over 2 years with no additional headcount) and reduced time to proficiency from 2 years to 6 months for one of the largest professional services firms in the world.
• Built an EMEA pursuit team from $0 to $300M+ pipeline in 2 years.
• Helped a large tech company transition from negative quarterly revenues to +9 growth in 12 months. Helping re-align values to customer-centricity and focusing on seller skills that have a direct impact on quota attainment, creating a common approach and common language from C-suite down, unlocking their commercial potential and enabling dashboards and reports via a seamless technology layer to run and operate their business more predictably.
• Led a new technology innovation team, enabling the sales teams to create a seamless GTM strategy, delivering circa $100M in new revenues in 3 years.
• Led a team to win a milestone sub sea network (2Africa) deployment which was the cornerstone of a strategy to support the digitization of the African continent, circa $40M in revenue for the initial engagement.