Proofpoint for BA/Iberia

• Meeting with the security training officer at BA.
• Presented to him and branched out to the security teams across departments to engage them in a user compacity.
• Met with the CISO, and his teams and after that set up meetings with the procurement and legal teams.
• Networked for the same contact names for Iberia with the help of staff at BA.
• Spanish Proofpoint AEs assisted to help here.
• Both companies wanted to do their own thing and run different solutions at different times
• Reached out to IHG the parent company to try and collate the whole program and solution as well as looking at a better and newly proposed ROI
• Infrastructure concerns were raised around Proofpoint security, so all documents, presentations and accreditations were presented and fears were allayed at this point.
• The 1st of Jan deadline was causing an issue as this meant all the paperwork including – pricing, legal, approval, collaboration and closing had to be completed by the 31st and work across all teams (UK & US) had to take place over the festive period.
• The contract went out on the 27th of December and after some back and forth was signed and processed on the 30th and the Customer Success and Sales Engineers had the solution up and running for the 1st of January with a number of onboarding sessions booked.
• £300k x3 years


The engagement began with a meeting with the security training officer at British Airways (BA), where I presented our solutions and successfully expanded outreach to the various security teams across departments. The goal was to engage them in a user capacity, fostering collaboration and participation.
Following this, I met with the CISO and his teams, which paved the way for further discussions with both procurement and legal teams. Building on this momentum, I leveraged internal networking at BA to get introductions to key contacts at Iberia, their Spanish counterpart. With assistance from Proofpoint's Spanish Account Executives, we were able to facilitate these connections and move the project forward.
However, BA and Iberia initially had differing approaches, wanting to implement their own separate solutions on different timelines. To address this, I reached out to IHG, the parent company, with the objective of unifying the program and proposing a more cohesive solution. We worked on presenting a refined ROI that addressed the needs of both organisations.
One of the key concerns raised was around infrastructure security, particularly regarding Proofpoint. To mitigate this, I provided detailed documentation, presentations, and accreditation, which helped to alleviate any remaining concerns and move the project forward.
A pressing challenge arose due to a hard deadline of January 1st. This meant that all documentation—including pricing, legal approvals, and collaboration agreements—had to be finalised by December 31st. Given the proximity to the holiday season, this required seamless coordination between teams in both the UK and the US, even over the festive period.
On December 27th, the contract was sent out, and after a brief period of back-and-forth negotiations, it was signed and processed on December 30th. The Customer Success and Sales Engineering teams swiftly implemented the solution, with onboarding sessions scheduled to begin promptly on January 1st.
The deal was successfully closed, securing £300k per year for three years.