- EXPERIENCE
- PERSPECTIVE
- SERVICES
- METHODOLOGY
My goal is to help organisations secure better outcomes from high-stakes supplier relationships by combining over 12 years of enterprise sales and strategic deal-making experience at global vendors with more than a decade of entrepreneurial insight. I have led an extensive portfolio of complex, multi-million-dollar contracts — including developing, managing, and negotiating a $25M Oracle Unlimited Licensing Agreement spanning 50 entities and approved at the highest level of Government — giving me unique insight into how suppliers price, sell, and negotiate high-value deals.
This dual perspective — vendor-side experience and buyer-side business ownership — allows me to protect and empower clients during contract reviews, renewals, and negotiations.
Engage Delta helps mid-market and lean enterprise teams optimise vendor negotiations, provide support during software licensing audits, and manage SaaS and cloud contract disputes.
Initially delivered through hands-on advisory engagements, these insights will evolve into modular, repeatable negotiation frameworks and digital playbooks, enabling clients to navigate supplier relationships confidently and align contracts with strategic business objectives.
12 Yrs
Global ICT Companies25 $M
Oracle ULA13 Yrs
Entrepreneurship
Experience & Skills of Founder
Led Oracle license audit negotiations with enterprise and large, strategic government customers—successfully resolving under-licensing disputes, closing scores of enterprise license agreements, and structuring complex deals such as ULAs, ELAs, and Campus Agreements. Across hundreds of deals, consistently delivered outcomes aligned with compliance and procurement goals.
Following this corporate career, completed a full-time MBA and spent over 13 years in entrepreneurship, honing the ability to execute commercially, build value-based solutions, scale opportunities, and deliver long-term value from complex vendor relationships.
University Education & Credentials
Full-time, onsite MBA (classroom-based) with a merit and leadership scholarship, including an MBA dissertation on Protecting Intellectual Property & Licensing Technology.
Complemented by career certificates earned through online programs from leading global universities, business schools, and major technology providers.
Click the titles below to view certificates as proof.
Masters degree in Business Administration – full-time, on-site program at Durham University Business School, designed to enhance leadership capabilities and global business acumen. Combines core modules with personalised pathways in Consultancy, Entrepreneurship, or Technology, culminating in a strategic consulting project.
Ranked among the top global MBAs, it emphasises analytical thinking, global awareness, and effective communication skills.
Partial scholarship awarded, based on merit and leadership.
Focused on enterprise software sales, covering product knowledge, sales methodologies, and account management to equip professionals for success in Oracle’s complex sales environments.
Strategic Sales Management Specialisation – Fundação Instituto de Administração Business School)
A comprehensive program designed to enhance sales planning and management competencies by bridging the gap between strategy and sales execution.
Modules Covered:
1. Effective Sales Overview – Introduction to sales functions and their integration with company strategy.
2. Sales Strategy – Application of intelligence analysis to understand strategic context and inform sales planning.
3. Models & Frameworks to Support Sales Planning – Utilisation of analytical tools like SWOT, STEEP, and VRIO to support strategic sales decisions.
4. Sales & Marketing Alignment – Strategies for aligning sales and marketing efforts to enhance value creation.
5. Final Project – Development of sales plan guidelines based on a business case analysis, applying concepts from previous modules.
This specialisation equips sales professionals with the skills to integrate strategic analysis into sales planning, enhancing organisational value through effective sales management.
Comprehensive overview of U.S. contract law, covering essential principles for forming and enforcing contracts.
Modules Covered:
1. Introduction to Contracts – Basic concepts and legal foundations.
2. Contract Formation – Offer, acceptance, and consideration.
3. Promissory Estoppel – Enforcing non-contractual promises to prevent injustice.
4. Bargaining and Defences – Capacity, misrepresentation, duress, and undue influence.
5. Contract Interpretation – How courts interpret terms and intentions.
6. Remedies for Breach – Damages, specific performance, and restitution.
7. Uniform Commercial Code (UCC) – Governing laws for the sale of goods.
Provides practical insights through landmark case analysis and real-world applications.
Advanced study of U.S. contract law, focusing on performance, breach, and enforcement.
Modules Covered:
1. Contract Performance – Obligations, conditions, and duties under contracts.
2. Breach of Contract – Types of breach and legal consequences.
3. Remedies for Breach – Damages, specific performance, and restitution.
4. Third-Party Rights – Assignment, delegation, and third-party beneficiaries.
5. Excuse of Performance – Impossibility, impracticability, and frustration of purpose.
6. Defences to Enforcement – Unconscionability, mistake, and misrepresentation.
7. Integration and Interpretation – Parol evidence rule, course of performance, and interpretation principles.
Emphasises real-world case studies and practical application of contract law principles.
A 9-hour course offered by the University of Maryland, focusing on the legal aspects crucial for entrepreneurs. The curriculum includes:
1. Types of Legal Contracts – Identifies appropriate contracts and agreements for various entrepreneurial activities.
2. Torts, Liability, and Negligence – Explores their roles in product and service creation and management.
3. Contract Creation and Negotiation – Guides on drafting, evaluating, and negotiating contracts and sales agreements.
Coursera
4. Legal Considerations in Raising Capital – Discusses legal aspects applicable when seeking financial capital.
Comprehensive program on strategic sourcing, procurement processes, and supplier management
Modules Covered:
1. Introduction to Procurement – Procurement functions, objectives, and role in business strategy.
2. Sourcing Strategies – Supplier selection, market analysis, and sourcing approaches.
3. Supplier Relationship Management – Building, maintaining, and measuring supplier performance.
4. Negotiation & Contracting – Negotiation strategies, contract creation, and compliance.
5. Procurement Analytics – Data-driven decision making and performance metrics.
6. Ethics & Risk Management – Ethical sourcing, risk assessment, and mitigation strategies.
7. Strategic Procurement Implementation – Integrating procurement strategy into overall business operations.
Focus on practical application of procurement and sourcing principles to drive business value.
Comprehensive overview of AI concepts and applications. The curriculum includes:
1. AI Fundamentals – Introduces core AI concepts, including machine learning, deep learning, and neural networks, and explores their real-world applications.
2. Generative AI and Large Language Models – Examines the capabilities of generative AI models, such as ChatGPT, and their impact on business operations.
3. AI Applications Across Domains – Analyzes AI applications in natural language processing, computer vision, and robotics, highlighting their transformative effects on various industries.
4. Ethical Considerations and AI Governance – Discusses the ethical implications and governance frameworks essential for responsible AI implementation.
The course includes hands-on labs and a project, providing practical experience in exploring AI’s use cases and applications.
Designed to empower contract managers with Generative AI tools to enhance contract lifecycle management (CLM). The curriculum includes:
· Contract Lifecycle Management Analysis – Breaks down each stage of CLM to understand its significance and challenges.
Coursera
· Evaluating GenAI Technologies – Assesses various GenAI tools for their effectiveness in automating contract-related tasks.
Coursera
· Applying GenAI Solutions – Utilizes GenAI to automate contract drafting, review, approvals, and compliance tracking.
· Data Analysis and Performance Monitoring – Analyzes contract data to gain actionable insights, improve decision-making, and monitor performance metrics.
The course emphasises practical application through real-world examples, enabling professionals to integrate GenAI into their contract management workflows effectively.
Generative AI for Executives and Business Leaders Specialisation
A 3-course program by IBM, designed to empower executives and business leaders to harness generative AI strategically. The curriculum includes:
1. GenAI for Executives & Business Leaders: An Introduction – Provides foundational understanding of generative AI and its potential impact on business.
2. GenAI for Execs & Business Leaders: Integration Strategy – Focuses on aligning generative AI solutions with business needs, addressing compliance, and evaluating cross-functional impacts.
3. GenAI for Execs & Business Leaders: Formulate Your Use Case – Guides the development of tailored AI use cases, emphasising risk mitigation and feasibility assessment.
The program emphasizes strategic application, governance, and cross-functional integration of generative AI to drive innovation and business value.
A 3-course program by Tecnológico de Monterrey, designed to enhance leadership and negotiation capabilities. The curriculum includes:
1. Negotiation Strategies and Styles – Explores negotiation styles, strategies, and the dual matrix structure to identify optimal approaches for various situations.
Coursera
2. Effective Communication for Today’s Leader – Focuses on communication techniques to improve relationships, provide constructive feedback, and manage team performance.
Coursera
3. High Performance Collaboration: Leadership, Teamwork, and Negotiation – Develops skills in leadership, teamwork, and negotiation to foster collaboration and achieve win-win outcomes.
Coursera
The program emphasises emotional intelligence, cultural competence, and interpersonal skills, preparing professionals for effective leadership and negotiation in diverse environments.
A 4-course program by ESSEC Business School, designed to equip professionals with advanced skills in negotiation and conflict management. The curriculum includes:
1. Negotiation Fundamentals – Provides foundational tools and strategies for effective negotiation, emphasising value-creating partnerships and overcoming deadlocks.
2. International and Cross-Cultural Negotiation – Focuses on managing cultural differences and adapting negotiation strategies in diverse international contexts.
3. Mediation and Conflict Resolution – Equips learners with techniques to lead mediation processes and resolve workplace and international conflicts.
4. Capstone Project – Applies acquired knowledge through practical exercises, enhancing negotiation and mediation skills.
The program emphasises active listening, cultural sensitivity, and strategic communication, preparing professionals for complex negotiation and conflict resolution scenarios. Coursera
Sales Methodologies
This means I can anticipate their moves, reframe their positioning, and steer discussions toward commercial outcomes that serve your interests — not theirs.
Developed by Neil Rackham, focuses on questioning techniques to uncover Situation, Problem, Implication, and Need-Payoff to drive consultative sales.
Techniques to align solutions with client business needs and deliver measurable value.
Framework for prioritising and managing high-value accounts to maximise revenue and strategic impact.
Methodology for managing complex, multi-stakeholder sales opportunities and creating winning strategies.
Simplifies complex buying decisions, focusing on keeping sales simple, aligned, and actionable for today’s fast-paced buyers.
Skills for structuring, influencing, and closing high-stakes deals while optimising outcomes.
Techniques for driving sales and collaboration through indirect partner channels.
Methods to build, manage, and optimise relationships with key partners for long-term business value.
Planning processes for forecasting, resource allocation, and executing sales strategies effectively.
Framework for growing and protecting strategic accounts through deep client engagement.
Career & Entrepreneurship
Managing Canon’s national accounts, winning strategic bids, negotiating 3- and 5-year framework agreements, and consistently exceeding sales targets for networked imaging and content solutions.
Responsible for selling voice and data services into Ireland’s International Financial Centre, opening new business accounts, and positioning high-speed ICT service contracts.
Executed sales campaigns and delivered Oracle solutions through direct and online strategies, completing the 2-year Oracle University field sales certification in 1 year.
In a hybrid ISV Manager and Direct Sales role at Oracle, I managed ISV and VAR partnerships across the UK, driving revenue through distributors and resellers while expanding Oracle’s market presence. Combined channel development with direct enterprise sales to maximise territory growth and influence.
As Senior Account Manager at Oracle, I managed enterprise and large government accounts, negotiating multi-million-dollar licensing agreements and complex solution bids. Through strategic account planning, C-level engagement, and SI partnerships, I consistently drove large-scale revenue growth while aligning deals with clients’ strategic and financial priorities.
Consistently overachieved, earning multiple awards, including Oracle’s Presidents Club and Partnering Excellence.
Over 13 years as a founder and director, I built and scaled ventures across enterprise sales enablement, digital platforms, and cloud content solutions — from creating Iberia’s largest Matterport 3D services provider in partnership with Leica to launching a strategic sales training platform.
This entrepreneurial tenure sharpened my expertise in negotiation, IP monetisation, and complex technology deals, giving me a pragmatic, commercial edge I now bring to client engagements.
What Sets Me Apart
Clients trust me to simplify complexity, pinpoint risk and value, and navigate both fast-moving and politically sensitive environments with clarity and control.
Contact Me - Discreet Engagement Policy
I work discreetly behind the scenes, acting as a neutral but commercially aggressive advisor to help clients reduce commercial risk, uncover hidden value, navigate supplier tactics, and secure significantly improved terms.
To protect the integrity of client-side engagements, I do not maintain a public profile on LinkedIn or elsewhere.
Noted above are links to a full professional background, including certificates of educational achievements.