Sales Leader, Mentor, Coach
The Sales & Marketing Leader Who Turns Sales Teams into Revenue Machines
When Infosys needed to take a complex enterprise solution to market, they didn’t just buy technology, they bought into a sales process I built for them.
That $multi-million win, alongside similar successes at Volvo, came from something most executives struggle with: transforming technical expertise into commercial advantage. I’m Mark Salter, and for 20+ years, enterprises like Canonical, SUSE and Ordnance Survey, have trusted me to scale sales teams fast.
I don’t just manage sales teams—I build them.
At SUSE, I took a global team and delivered triple-digit growth. At Canonical, I built an entire division from zero to securing seven-figure deals—including breakthrough Multi Million $ wins with MTS Russia and $m+ agreements with Telecom Malaysia. At Ordnance Survey, I revitalized performance, increasing annual recurring revenue to Multi Million $ while negotiating game-changing deals like the Multi Million $ TomTom partnership.
The real magic? How I developed people with little to no sales experience into top performers.
I’ve taken fresh graduates and turned them into trusted advisors. I’ve watched junior staff become consultative sellers who clients specifically request. I’ve mentored technical professionals who now confidently lead million-dollar negotiations.
Here’s my secret weapon: Generation Z is the most untapped sales resource in business today. While others dismiss them as inexperienced, I’ve discovered they’re naturally consultative, digitally native, and authentically relationship-focused—exactly what modern B2B buyers want.
My methodology transforms anyone—regardless of experience—into confident, credible salespeople because selling complex solutions isn’t about charisma—it’s about methodology and confidence.
When you work with me, you’re getting the battle-tested approach that’s generated over Multi Million $ in revenue and consistently turned complete novices into quota-crushing performers.
Canonical Develops Open-Source Internet & Security Software
Player Coach Role Personally
Global responsibility New Client acquisition, System Integrator and Channel Partner Growth.
Lead agreement with Infosys, establishing Canonical as Partner of choice for all Private / Hybrid Cloud requirements. Winning as a result:
Tier Two Telco Successes: Won Multi Million $ business working with local SIs in regional telcos
Barco developed a SAAS Virtual and Hybrid Learning Solution
Global P & L responsibility for software division of €B audio visual manufacturer, Including:
– Sales & Marketing
– Incentive Programs
– Engineering
– Product Roadmap
Early successes with Cambridge University, Harvard Business School, ESSEC Business School, KU Leuven University generating $M+ revenue.
I accepted an offer to join Canonical because Barco disinvested in this product completely due to hitherto unanticipated and overwhelming global competition from Microsoft Teams and Zoom.
SUSE develops Open Source Linux and Cloud Infrastructure Solutions.
Global P & L responsibility for Multi Million $ division of open source software division
Global leader of 75 Partner Managers
Completely restructured US Alliances Team due to performance issues
Direct management of Global Systems Integrator team of 16 sales and pre-sales based in Bangalore, increasing sales from $M+ to Multi Million $ over three years
Designed and implemented new Partner Program and Partner Planning Methodology simultaneously to ensure investments and activities were targeted at Strategic and Profitable Markets and Products
Refocused Channel Sales Team to leverage unique partnership with SAP increasing revenue from $M+ in 2015 to Multi Million $ in 2018.
Restructured Partner Program to focus on high profit software, increasing revenue from Multi Million $ in 2015 to Multi Million $ in 2018.
Implemented new Partner Program & Planning Methodology simultaneously to maximize impact.
Increased Customer Training & Educational Institutional Revenue by $M+ by introducing new royalty-based program.
Vistex is an SAP ISV with a SaaS CRM / PRM platform to manage Partnership Programs.
Led sales and marketing in EMEA and APAC in high-tech and telco markets, manging a team of Five Internal Business Development Managers in UK, France and Singapore. Using personal insight and expertise in building Channels to win new clients, I focussed on vendors with complex channels requiring sophisticated programs to manage that required complex calculations and rapid payments in multiple currencies.
Ordnance Survey is the national mapping agency for the UK
Complete Commercial Responsibility for all business-to-business and business-to-consumer markets outside the public sector
Grew market significantly year on year for five years, compared to all previous growth levels of under 5%
Exceeded targets each year and consistently achieved well above revenue goals, including in 2011
Designed new strategy that focused on markets where accuracy provided competitive advantage, focusing on Navigation, Property, Insurance, Retail, and Leisure Sectors.
Transformed inactive channel into a thriving community of Partners, Resellers, and Alliances. Built and increased Annually Recurring Revenue to Multi Million $ by 2012.
Message Labs was the world’s first provider of Cloud based Security Software
Responsible for direct & channel sales into IT and Telco sectors, exceeding challenging new revenue and attrition targets
Sun Microsystems was an early provider of internet middleware software
Responsible for leading new System Integrator, Reseller and Distributor partnerships throughout EMEA, growing revenue from $M+ in 1998 to Multi Million $ in 2002.
