Ian Humphreys
About
Ian Humphreys is from London, England, United Kingdom. Ian works in the following industries: "Telecommunications", "Computer Software", "Information Technology & Services", and "Computer & Network Security". Ian is currently Sales Manager UK&I at HUMAN , located in London, England, United Kingdom. In Ian's previous role as a Account Director at Shape Security, Ian worked in London, United Kingdom until Jul 2021. Prior to joining Shape Security, Ian was a Business Development Director at CloudBlue and held the position of Business Development Director. Prior to that, Ian was a Account Director - Telco & Global Systems Integrators at Trend Micro, based in Salisbury, United Kingdom from Oct 2015 to Dec 2018. Ian started working as Account Director - Vodafone UK & Ireland at Alcatel-Lucent in Newbury in Apr 2014. From Feb 2012 to Apr 2014, Ian was Account Director - BT at Check Point Software Technologies, based in London. Prior to that, Ian was a Sales Director - Telco & Media at Dimension Data from Jan 2008 to Feb 2012. Ian started working as Global Account Manager - Vodafone at Dimension Data in Nov 2006.
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Ian Humphreys's current jobs
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Ian Humphreys's past jobs
Shape were a fast growing start-up, recently sold to F5, focused on winning new business logo's in Telco, Retail, Gambling/Gaming, Travel. Helped developed the proposition, messaging and delivery of the solution. Focused on driving net new logo business in the new F5 organisation.
First on the ground in the UK, working from a blank piece of paper hunting new logo’s in the UK and Nordic markets selling SaaS Enterprise Software solution.
• Long term development of trusted relationships with key Telco’s creating the Big Vision for the accounts and recruiting the best talent in the company to be part of the virtual team to execute the plan. • In cooperation with the client, developed offerings that addressed their primary requirement to build, support and accelerate their Cloud business, initially with their own cloud and then into a Hybrid cloud model. Commercially trusted and involved in sensitive pre-product launch. • Owned the plan, mentored the team, lead by example and worked at the strategic level. Also deep dived when required to drive the issue/opportunity to a speedy resolution. • Introduced product teams from HQ, for new incubator products, to Innovation teams in the client, to ensure that the client requirements were addressed. • Took ownership of first contact for all communications to and from client, including technical, support, marketing and legal.
• Coaching and mentoring a team focused on solving the client’s operational issues. • Simplified reporting and operational processes using the best of the team’s suggestions to support the improvement of the client satisfaction score. Improved NPS from -30 to +20 • Owned ‘C’ level relationships, escalation paths and resolved contractual issues. • Maintained client trust through difficult, detailed contract termination and breach negotiations, ensuring the best outcome for both the client and Alcatel Lucent.
• Hired new members into the Account team that raised the bar and challenged the incumbents. • Created a new co–term offering that solved the clients No 1 issue of buying support services across the year, which involved significant effort in following renewals, challenging the product and support teams in HQ to understand the customer issues. • Committed to be part of the UK Management team whilst new Managing Director was recruited, which involved managing the Telco and System Integrators total business, whilst owning individual number.
• Developed, hired, repositioned and mentored the team growing the contribution to the business from £xm to £xm by selling more, increasing margin and spending less. • Increased contribution from 80% of current customers by focusing on what the customer needs, developing solutions with no direct competition. • Evolved solution portfolio to follow customer needs which often was quite different from the of the business. 2008 Overall Global Win of the Year - Multi-year managed service 2009 Global Services Win of the year - Network upgrade 2010 Nominated for Global Services Win of the year
Tasked to revitalise the UK account team and Global team management. Established on the Global Strategic Supplier Program
• Refocused and mentored account team. • Changed operation model to be on the client premises, getting client sponsored contractor badges.
• Ownership of the P&L for the BT Account • Created strategy to overcome internal intercompany bias to external companies • Mentored and lead team to cover all aspects of BT with different strategies for each business unit. Won a contract delivering a 12-month transformation of BT Group Finance saving £x0m from the following years budget for an investment for £xm. Took leadership of the deliverables of the project.
• Identified target market and created market entry plan and strategy including recruiting initial partners • Developed partnerships required for the delivery of the service. • Plan not started due to IPO/Investment plan failing due to DotCom bust