Meet Ian Lockwood, Client Director
Tell us a bit about yourself!
I’ve been on the planet for 40 years and have worked in sales in some form or other for about 13. My last role was as an External Account Director for a SaaS based back up and disaster recovery provider.
When did you join Clarify and why?
I joined Clarify in August 2015 and I did it for the two following reasons:
Firstly, I felt that Clarify was an organisation that could enable tech businesses of all sizes to make a real difference from both within and in service of their clients; and secondly, the role was one that would give me the opportunity to make a significant impact to Clarify itself and to the people within it at all levels.
How would you describe the culture here?
For me it’s relaxed, but focused. We all know and have a level of accountability for delivering the outcome that’s asked of us, whether that’s for the business itself or our clients. Also, there’s a real spirit of openness, togetherness and support.
How have you developed in Clarify and what is your current position at Clarify?
I joined as a Business Development Manager working alongside Holly in August 2015, focused on High Growth accounts and creating opportunities and meetings, predominantly for our directors. Prior to that our sales capability was mainly done by a variety of people alongside their other day-to-day roles (Directors, HBUs etc). It’s fair to say that the bulk of our growth to that point had been through referrals, existing contacts and programme expansion.
As the market has moved towards us and reinforced the value we can deliver for our clients, Clarify’s New Business function has evolved, and we have used all the intelligence and insight that we have gathered over the years to innovate the ways in which we talk about ourselves and align our capabilities to demonstrate the art of the possible for our clients / prospects. My own progression and development led to me moving to a Senior BDM role and then external sales in the middle of 2016.
In July 2017 I moved into my current position of Client Director having delivered 23 new FTEs across a variety of types and sizes of client in the two last financial years.
What does your role entail?
My role as a Client Director means that I spend the majority of my time with business, sales and marketing leaders discussing what journey they are on, what outcome they are trying to drive, what they see as measure of success and most importantly what barriers there might be to them reaching those goals.
Getting to know them, their journeys, and their reasons for doing something different now enables me to align Clarify’s value with what they are trying to achieve both personally and professionally.
What advice do you have for prospective Clarify candidates?
Have a goal in mind, because we are a company that will reward ability, willingness to learn and accountability and if you are aware of what it is that you want to achieve, we have the eco-system and structure to enable you to get there.
What do you find the most challenging at Clarify?
The most challenging thing for me is managing the expectations of a wide number and variety of both internal and external stakeholders.
What is your proudest moment at Clarify?
My proudest moments at Clarify have been the contributions that I have made to the company’s annual goals, when I see the growth in head count within the business from the opportunities that I delivered, and also when I see the scale and ability of the New Business team as it is today and our vision for its’ future.