Neil Coulthard
Channel Director @Focus Group
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WORK HISTORY
Channel Director @Focus Group
Shoreham by Sea, GB
Focus Group are one of the UK’s leading providers of essential business technology, our expertise is second to none. Our dedicated Channel account management team will work with you to understand your business needs and goals, helping find the perfect solutions for your customers- Lead the Channel Sales division, managing a dedicated team of account managers focused on understanding business needs and delivering tailored technology solutions- Spearheaded initiatives to enhance channel partner engagement, resulting in a significant increase in channel-driven revenue- Oversee strategic planning and execution to ensure alignment with company goals and customer satisfaction.
SKILLS
ABOUT NEIL COULTHARD
I’m a commercially driven Channel Sales leader with over 20 years of experience building and scaling indirect sales operations across the technology and telecoms sectors.I specialise in transforming partner programmes into growth engines — combining strategic planning, data-driven insight, and strong partner relationships to deliver sustainable revenue expansion.At Focus Group, I lead a Channel business generating over £46M in annual revenue, working with 400+ active partners and a dedicated team focused on partner engagement, retention, and profitability.Previously at Gamma, I built sales operations frameworks that enabled 50+ sales professionals and hundreds of channel partners to achieve consistent double-digit growth.I’m passionate about developing people, simplifying complex commercial models, and helping partners succeed through collaboration and innovation.Outside of work, I’m a proud husband and father to two boys, Jack and Eddie — who keep me grounded and inspired every day.
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