Kempton Spence
About Me
Senior Sales Leader, Strategist and individual Contributor
Experienced professional with over 25 years in sales and consultancy within the ICT and software industry. Proven track record in building sales pipelines and closing complex enterprise solutions, SaaS products, and services. Expertise in driving Digital and IT Transformations, including Customer Experience Transformation, AI/ML & RPA solutions, Custom Software Development, Agile & DevOps, Data & Analytics, Application Integration, and Process/Workflow Management solutions.
In addition to driving new business, I have several years of experience in strategic key relationship management both increasing growth in accounts while negotiating and securing contract renewals (Santander UK, Whitbread, Schlumberger, Citi).
Driving Change Across Global Enterprise Industries
I have supported business and operational strategies in various sectors, including Banking & Financial Services (Retail, Insurance, Wealth Management, and Capital Markets), Retail & CPG, Energy & Utilities, Logistics & Supply Chain, and Telecommunications, and more.
My approach involves providing thought leadership and transformation, benchmarked against market standards, competition, and client business objectives. Utilising proven, measurable practices to deliver tangible benefits and value while mitigating risks.
Professional Experience / Skills
· Experienced in building and driving multimillion-dollar service, SaaS, and enterprise solution sales including Managed Services and BPO with sales propositions and business case development.
· Responsible for relationships with C-level and D-level stakeholders.
· Possesses an entrepreneurial spirit with a focus on business transformation.
· Extensive experience in developing and executing successful sales strategies.
· Strong interpersonal and communication skills with the ability to influence executive levels.
· Skilled in strategic thinking and translating vision into actionable plans, using analytical insights to drive decision-making.
· Proven ability to improve customer and partner impact through sales initiatives.
· Development and growth of existing relationships.
· Expertise in consultative/solution selling methodologies (including MEDDPICC/Challenger/Solution Selling/Sandler).
· Conducts market analysis for new business and expansion opportunities.
· Experienced individual contributor while managing business development and mentoring regional and global sales/account teams ranging from 3 to 24 people.
· Responsible for P&L and multimillion-dollar team targets.
Work & Experience
Digital Transformation Strategy (Freelance) 04/15/2024
Client and Engagement Director
Sales and strategic programme lead to delivery digitalisation to the Mauritian Government across citizen identification, national passport, and vehicle licensing including operational process digitalisation, CX transformation, and workflow automation. Supporting and partnering with local IT project delivery companies.
Softtek Europe 12/05/2022 - 03/29/2024
Sales Director, UKI & Nordics
Sales Director managing over £5m sales pipeline in year one and closing multi-million-dollar TCV multi-year deals. Leading opportunities from lead generation to negotiation and closure. Managing Global Strategic Accounts (Citibank and Santander) with transformational services and value-added software solutions ensuring multi-year revenues and contract renewals. • £1.7m (ACV) – 5-year digital and mobile-first deal, driving operational process digitalisation for a global bank. • £1.9m (TCV) – AI and process automation deal, automating customer invoicing across multiple platforms.
Aurora Commerce 03/07/2022 - 12/02/2022
Global Sales Director (Contract)
Managed global sales and marketing for the omnichannel ecommerce platform and services, handling lead generation, deal negotiation, closure, and account management of top 200 International Retail clients. • Secured a €425k (TCV) 3-year contract for an omnichannel ecommerce solution with site design and build for a major department store in Ireland, enhancing customer digital and mobile journeys, and boosting digital adoption and click-to-order conversion.
Glue42 (now, Interop.io) 03/02/2020 - 02/25/2022
Director of Sales, Global
Responsible for global sales of Glue42 enterprise and capital markets SaaS-based solutions, which provide application integration and interoperability, workspace orchestration, and workflow automation solution. • $480k (ACV) win – Improved sales trading and broker workflows for regulatory compliance in a European and US capital markets firm. • $450k (ACV) win – Streamlined agent/advisor journey by integrating applications and automating tasks for a global capital markets firm. • $490k (ACV) win – Enhanced advisor transitions and reduced errors through workflow automation for a UK utility provider.
Jacada (Europe) Ltd 04/02/2018 - 02/28/2020
Sales Director, UKI & Nordics
Country Director for Northern Europe, responsible for enterprise software sales in Customer Experience (CX), Customer Service Automation, and Digital Transformation. Specialising in RPA, AI Chatbots, Self-Service and Assisted Service solutions, and Omnichannel management via cloud or on-premise delivery. • $600k (ACV) contract secured for an RPA SaaS solution aimed at enhancing regulatory and process compliance throughout the customer journey in both branch and contact centre environments for a UK bank. • $450k (ACV) contract secured for a Smart Unified Desktop and RPA SaaS solution designed to minimize multiple screen entries and enhance desktop automation for a UK insurance company. • $650k (ACV) contract secured for an RPA and desktop automation solution intended to support process compliance and automate repetitive tasks in the front and back offices of a European car rental company.
Servion Global Solutions 02/06/2017 - 04/27/2018
VP, Sales Europe
After selling my company, Helium IT, to Servion Global Solutions, I became VP of Sales Europe. My role involved driving regional sales and business development of Servion's customer experience software, SaaS (UCaaS/CCaaS), Automation, AI Chatbot, RPA solutions, and CX transformation services, both directly and through strategic channel partners. • $1.9m (ACV) win – Customer service and digital commerce solution for a UK-based global retail business. • $890k (ACV) win – Customer service infrastructure for a major department store and supermarket brand. • $1.8m (ACV) win – Customer Management solution for the Pan-European contact centre and UC needs of a European service provider.
Helium IT (acquired by Servion Global Solutions) 02/02/2015 - 04/27/2018
Co-founder (owner)/Sales Director
Helium offered consulting and professional services to improve customer service operations and digital transformation. As co-founder and Sales Director, I developed strategies, technology roadmaps, and executed business programs that enhanced operations and customer experience. I also collaborated with partners to deliver industry solutions and services. • £330k (ACV) win - Delivered MS Office 365, CRM Dynamics (SaaS), and on-premises UC solution for a UK retail franchise. • £650k (ACV) win - Implemented service workflow automation (Unattended) and ITSM (ServiceNow) for order fulfilment and IT services for a UK Service Provider. • £400k (ACV) win - Provided Cisco UC and Contact Centre, and MS CRM Dynamics (SaaS) for a large UK housing authority.
Cisco Systems 08/05/2013 - 02/27/2015
Collaboration Sales Specialist (Global Enterprise Theatre - BFSI)
A quota-driven sales professional selling Cisco's collaboration, AI tools, and Solutions Plus portfolio to international customers. This role involves business development and sales of Cisco Advanced Services and Cisco partners, providing top-tier customer collaboration solutions to Global Enterprise Theatre (GET) clients through on-premise, cloud, or hybrid delivery models. • $3.1m (3-year TCV) agreement – Implementation of a Virtual Contact Centre and Unified Communication delivery, including network infrastructure and multichannel routing solution, to support APJ operations across three countries for a global financial services organisation. • $5.4m (5-year TCV) agreement – Collaboration Product (contact centre, UC & video) PaaS for a global financial services organisation, aimed at optimising their IT expenditure globally.
Nokia (Alcatel-Lucent) 05/04/2009 - 04/26/2013
Services Business Development Director, Europe
As a Regional Sales Director for professional and managed services, I developed new business across Europe by promoting value-added services to support technology solutions. I managed regional targets, lead the sales team, and ensure revenue growth for Alcatel-Lucent’s portfolio including managed services and Digital Transformation. This customer-focused role involves generating and pursuing leads, identifying and qualifying opportunities, and managing services-led sales to Service Providers and Enterprises across Europe. • €1.6m (ACV) win / €10.6m (upsell) – Managed Service proposition. Consulting services including As-Is/To-Be/Gap analysis, benchmark, and delivering the Target Operating Model (TOM) based on eTOM and ITIL for a global Mobile Service Provider’s enterprise operation across 8 global companies. • €2.6m (ACV) win / €3.4m (upsell) – Services and BSS opportunity to design and deliver a multi-national customer experience management solution for a B2B Pan-European Service Provider.
Dimension Data Europe 10/02/2006 - 05/29/2009
CX Solutions Practice Manager, Europe
Streamdoor Ltd 09/01/2003 - 05/29/2009
Consulting Director, Global
Liberate Technologies (Sigma Systems) 11/05/2001 - 08/29/2003
Director of Product Management & Presales, EMEA
KPMG Consulting 12/07/1998 - 11/30/2001
Executive Consultant (Director)
HM Armed Forces 06/28/1985 - 10/02/1998
British Army Officer
Global deployments