Specialising in new business development strategy for major market expansion within
Telecommunications / Data network, security, services and cross vertical markets.
- Integrate entrepreneurial drive with business-management skills to drive gains in revenue, market share and profit performance, not afraid to enter uncharted territory assessing the organisations opportunity value for market development, providing new growth markets Independent, or within a team.
- Communicate a clear, strategic sales vision, effectively training, coaching and enabling teams, client and channel focused on building individuals and teams with a success mindset, achievement and mutual success as the reward.
- Cultivate excellent relationships with new prospects and existing customers, long term trust client-partner relations at senior strategic level within many large operators, service providers, and channel associates. An Innate understanding of team cohesion dynamics used to gently influence team collaboration to participate in projects, driving the process to successful conclusion.
- Able to turn around lagging operations and prepare companies for fast growth and profitability independently with little organisational support, or through teams ensuring no opportunity is abandoned without a challenge.
- Multiple awards for targets and sales over-achievement, ensuring all participants are recognised for their contribution.
Business Development and Strategy Consultant
Jan 2015 - Present
Independent Consultant to Renewable Energy Vendor Iran
Bid management undertaken for an investment consortium wishing to bid for full ownership of NiTel Nigeria's assets and licenses of the now insolvent operator. A tender prerequisite that the successful bidder would partner with an existing Regional Operator having a specified number of active subscribers live on their network, entrusting the daily network running and operation for a prescribed term to this operator before resuming full responsibility thereof. This requirement was unattainable within the allocated Bid timeframe, and posed a potential risk to the Consortium's business model which favoured in-house network expansion and operation by the group. The consortium's decision to submit the offer excluding Regional Operator involvement in daily operations as required, opting to provide a full value proposition for the operator, their subscribers and the country. Tender submitted complying with all tender requirements non compliance with the Regional Operator Operation exception of this point, Tender not accepted.
Managing Director - Acting
Aug 2014 - Nov 2014
Independent Consultant to Julestone Nigeria Limited
Temporarily managed a small data security consultancy in Nigeria, to aid a trusted associate during his absence from the Agency, attending to a lucrative consulting assignment in South Africa. Role included management of small consultancy, recently formed; few operational processes or firm supplier contracts in place, Through my partner channel, negotiated favourable supply and logistics pricing to ensure profitability on a few small projects underway. Certain projects undercapitalised lacking scope creep or contingency allocation. Quality issues identified and remedied without impacting projects or client relationships. I Planned to invest in the small agency at the start of this engagement, seeing this as a potentially lucrative opportunity if professionally managed. A dispute between the co-partners during my due diligence on this agency resulted in dissolution of the partnership.
Consortium Bid Manager - Open Tender to Purchase Nitel Nigeria
Jun 2014 - Aug 2014
Independent Consultant to Private Investment Consortium
Bid management undertaken for an investment consortium wishing to tender for full ownership of NiTel Nigeria's assets and licenses of the now insolvent operator.Tender preparation was fulfilled, a no bid was decided by the consortium members just before submission as a tender requirement calling for the successful bidder to partner with an existing African Operator holding a set minimum of active subscribers who would be expected to run the network for a specific period, The ConsortiumMembers felt this requirement would reduce their level of control of the business and posed a risk to the business model. Tender not submitted.
Sales Director - Sub Saharan Africa
May 2013 - Jun 2014
Successfully conceptualised, initiated and lead Procera's market entry into Africa. Undertook business development, channel recruitment and enablement, to secure regional representation and sustainable business growth for Procera throughout Sub Saharan Africa penetrating the competitor dominated DPI and Policy Enforcement market, resulting from their early market entry and secure supply contracts with most addressable clients in this niche market. Challenged by Procera's global organisation restructure at the time of employment, multiple reporting manager reassignments with continual procedure and quota target changes within the first 6 months no insight to the organisation's strategic intent for the region was ever formally communicated. All challenges were resolved by adopting an Independent strategy, focused on developing a strong footprint and securing profitable contracts and top clients within the region, thus meeting all original terms, for this appointment. Successfully utilised web based meetings from home office to circumvent client proximity, time and budget constraints. Rapid Infiltration of competitor strategic accounts were undertaken, unannounced. Careful enablement and support to recruited channel partners provided highly competent support and sales representation and footprint for Procera throughout Africa,
Procera grew from an unknown, belated market entrant to a thriving, profitable market leader within the first six months of my appointment to the region. Achieved Multiple tier 1 and 2 Telco, banks and large corporate account trials linked to sales and contract awards and numerous competitor swap outs. Sales in excess of R 5 Million, secured within the final month at Procera.
See Industry Article attached : XON, Procera Networks establish sub-Sahara Africa partnership
Business Development Executive
Dec 2010 - May 2013
ATIO TELECOMS IP SERVICE ASSURANCE
New Sales development, strategic bids, pre sales and presentations to strategic operator and service providers within Sub Sahara Africa. Channel partner and supplier point of contact Daily price negotiations and forecasts to vendors secured strategic competitive software and equipment offers. Successful collaboration with primary vendor VP Sales, a winning model, secured many successful sales and enforced Atio's position in prior unattainable accounts. Price book negotiation, discount approval for deals, strategic planning and marketing of their brand and portfolio, representation at fairs, Client workshops, training, road shows and all associated marketing activity undertaken with confidence. Promoted and delivered revenue growth for the channel and organisation within Sub-Saharan Africa. Achieved high-value strategic sales into major operator networks often completely bypassing the tender processes based solely on in-depth knowledge of customer organisation's procurement processes, diligent pre-sale activity, and thorough customer need assessment, providing the exact need within appropriate budget approval levels. Doubled Sales for the Department in first year, doubled the sales for the department again the following year, Awarded the Atio Platinum Award for overreaching sales quota in December 2012. Vendor solutions marketed and sold included. IXIA IP Service Verification, load test solutions for pre and post deployment testing, Anue network monitoring appliances. Infoblox automated IP Address Management Solution, other products in the Infoblox Portfolio to aid operators in streamlining and automating their service productivity. Ciqual, Wadaro and Appneta, CEM solution services and sales Data Assurance and Quality Testing and Support as a Service. Strategic consulting.Sales highlights include: IXIA platform sale to service provider 1st month at Atio R500K +, IXIA 10 Gbe Platform, followed by the upgrade to 100Gbe for a fixed operator, R 2, Million +. Secured R1Million plus in sales contracts within month of my departure from Atio.
Contact Tim Courtenay: MD Atio Telecoms IP Service Assurance division, 083 254 1986 email@example.com, za
Business Development and Strategy Manager MTN CBT EMEA
Apr 2009 - Dec 2010
NOKIA SIEMENS NETWORKS
Managed business development and strategy for the MTN CBT to all 21-customer country operations. Prepared and defended business cases for new strategic products and services not yet considered by existing incumbent suppliers positioning NSN's portfolio within each OpCo in 21 countries.Ensuring the department achieve Annual target Euro 240 Million, a key performance measurement. Strategic offers included competitive RAN and NT-HLR counter offers intended to displace legacy vendors, Pay per Erlang/Pay as you grow models and structured or deferred payment plans with strategic pricing discounts attached to allow MTN the choice of CAPEX reduction, rapid network expansion with deferred investment costs offset against OPEX.
Built the CEM Portal Bid for MTN Group, 6 months in-depth analysis of the Ugandan operation, with NSN's Senior CEM Specialist a differentiated offering to secure their prime position against the other 6 Mobile Operators catering to a subscriber base of 19, 5 million, the new entrant, Orange, luring many top spend clients with launch offers necessitating introduction of this solution on their network to prevent scavenged existing and future subscriber revenues. Business Development functions included preparation and submission of tenders/quotations, and the follow up on any lead to ensure NSN was at the forefront of all potential deals within the group. Prepared and submitted the NT-HLR and Juniper IP-PoP tenders, both were shortlisted as second vendor against the primary incumbent supplier to the MTN Group displacing the second Chinese vendor on both instances. The IP PoP tender was a mainstay deal as it was planned for deployment across all 21 countries and required intensive engagement and price negotiations with Juniper. It also required the preparation of offers by country to build green-field Data Facilities from scratch and to offer ongoing monitoring and maintenance by country throughout the group. NSN, undergoing global restructure towards the end of 2010, required permanent relocation to Uganda or Kenya as part of the process. Preempting my move to Atio. NSN has officially disbanded, Nokia Networks, a new entity.
Contact: Stanley Freiman MTN Head of Group IP Networks, responsible for the IP PoP tender award, CEO Core to Africa, Has agreed to provide reference from a client's perspective Mobile 083 200 0448
Business Development and Strategy Manager SADC
Mar 2004 - Apr 2009
Nokia Siemens Networks
Canvased prospective new business within Tier 1 operators and ISPs in SADC countries including preparation of country entry reports, quantifying potential business opportunities for NSN Regionally within undeveloped territory. Pre-sales marketing, presentations, preparation of tenders /quotations, and full tender selection, frame agreement negotiation, business plans, sourcing of vendor and investor project funding, supplying the client from initial sale with further up-selling of augmentations and support renewals for greenfield and existing operators, prospective and existing clients. African Telecommunications Operators) including respective telecommunications ministries and subcontractors required for projects.
Career Highlights included: Wimax Network Logitel, USD 45 Million consulted, lead team, network design, configuration for deployment throughout DRC, Lobbied Telecommunications ministry for Licence spectrum, secured funding through investment banks and awarded contract.
NSN stopped the sale of Wimax 16 D and E the same month this deal was secured.
DVB-H (DSTV to Nokia Handsets) negotiated an extensive contract including DRM and other requirements concluding a contract worth Over R 20 Million with platforms to be deployed across all African country operations.
Standard Bank USSD Mobile Banking Platform Awarded tender to supply and integrate USSD mobile banking into the current banking infrastructure and according to PCI and specific banking standards. Value R 20 million. Further expansion to 14 Stanbic operations through would follow.
Contact: Anti Raikkonen – Divisional Manager New Business SADC - Contact: Anti Raikkonen-Divisional Manager firstname.lastname@example.org
Contact: Anti Raikkonen-Divisional Manager NSN SADC BD team - email@example.com
Key Account Manager - Vodacom Account
Mar 2003 - Mar 2004
Influenced developed and successfully mapped Huawei's initial entry within Vodacom Group. Undertook pre-sales, and all business development initiatives within the account and represented Huawei at Conferences and International conventions. Accompanied executive clients to major industry events. Secured the first Data-com equipment trial at the operator, for VodaShop deployments Sand a 50 BTS (Base Station) trial at Vodacom DRC, Huawei's first vendor supply accreditation with Vodacom, Today Huawei hold a major supplier footprint within Vodafone Group worldwide.
Business Development & Relations Manager ESKOM Second National Operator
Oct 2001 - Mar 2003
- Facilitated all business, relationship management, communications and coordination of the key account teams interaction and service delivery to the client.
- Preparation of proposals, and processing of customer orders, customer database management and day to day account management activity requiring strategic client needs analysis paired to solutions and ongoing customer and executive level engagement including presentations, contract / price book negotiations including preparation and on-going maintenance of the customer sales and marketing plan.
Pending the issue of an Operator License by the Telecommunications Regulator, the Second National Operator was “Moth Balled,” The Siemens SNO Team were disbanded awaiting this decision.
Business Development Manager SADC & Eskom Telecommunications Easi-Tel
Aug 2000 - Oct 2001
Undertook new solution, services sales and business development to service providers, operators, mining houses, government institutions, universities and large corporates to grow Siemens Telecommunications customer footprint in the region. Revived lost client contracts to build long-term strategic partnerships. Developed and motivated a winning team building the same rapport within the client organisation with impressive results.
- Eskom, a strategic account recently lost to competitors, a turnaround success story. Within 18 months from Competitor replacement, with intensive customer focused development, and pre sales activity, doing many tasks without expecting results, the relationship, stronger than before, a long-term partnership commenced.
- Increased organisations opportunity value within 18 months doubled from R350 Million to R 650 Million on contract award, secured as a team, against all major vendors in the industry.
Corporate Account Manager
Jun 1999 - Jun 2000
Vodacom Corporate Solutions
Corporate account management and new business development
Mar 1998 - Jun 1999
Dimension Data Interactive Voice Solutions (Plessey)
New business development and sales of Ericsson PABX, Interactive Voice Solutions and Video Conferencing Solutions to Corporates and SME's
Accounts Manager / Business Development
Mar 1996 - Feb 1998
Unihold Technologies (Dexel)
New business development and sales of custom developed interactive voice solutions including voice loggers, ACD , Voice Mail, Tele-Betting for TAB , and Interactive Student Information System- Rand Afrikaans University. Consulted and developed concepts which the development team built to requirement.
Sales Director / Partner
Nov 1993 - Mar 1996
PC Link / Laserex PC Supplies
New business development and customer account management, grew a successful sales team of 4 sales agents who helped to grow the business to a million rand a month in turn over.Partnership dissolved due to partner disagreement.
Certification HC CRM ( DMS)
Damelin Business School - Pretoria
Higher certificate, customer relation’s management - first class pass
Damelin Computer School - Johannesburg
Diploma in personal computing – first class pass
Ms dos, lotus 123, D-base 3+, Wordperfect
STUDYWELL COLLEGE - Johannesburg
Passed Matric with University Acceptance,
English, Afrikaans, Biology, History, Business Economics, Art. All subjects Higher Grade
VISIT OUR PRESS OFFICE XON has cemented a partnership agreement with Procera Networks, the global Internet intelligence company, to distribute, implement and support the OEM vendor’s intelligent policy enforcement (IPE) Packet Logic products that provide actionable network intelligence and policy enforcement for network operators.
These products give network operators, both mobile and fixed line, real-time visibility, better performance, scalability and personalised services, and enable corporations to deliver bring your own device (BYOD) and cloud services.
“Procera has done its homework with deep packet inspection and policy enforcement, giving telecommunications service providers the ability to gain unprecedented awareness and control of their networks. This empowers marketing staff at those organisations to get real insights into what customers are doing and want from their network service provider so they can tailor-make services for different segments of their customer base,” says Bertus Marais, GM of business development at XON. “Service providers can now give their customers much richer services, instead of selling a simplistic flat data bundle, based on volume and throughput, regardless of its purpose. Now, for example, they will be able to offer consumers packages segmented by application, device, priority, and time or day of the week associated with different volumes and throughput speeds.”
Procera Networks’ PacketLogic solutions complement XON’s existing solution stack for customised ICT solutions specifically for the telecommunications service provider and enterprise markets aimed at driving down the cost of infrastructure and operations and discovering and capitalising on new revenue streams through innovative technology solutions.
“Procera’s global expansion now includes South Africa and sub-Saharan Africa, bolstering our ability to address those high-growth markets that are moving rapidly from less-refined DPI technology to more sophisticated IPE, wherein Procera excels,” says Justine Ferreira, account director, EMEA at Procera Networks. “Our markets in Europe, the Middle East and Africa (EMEA), Central and Latin America (CALA), and the Commonwealth of Independent States (CIS counties) have shown considerable growth of Procera Networks installations and increased our footprint dramatically through dedication and commitment to building long-term relationships with our customers and regional channel partners within these regions. The result of that commitment clearly proves that speed-to-market can only be achieved through close proximity and business intimacy with our customers and local partners.”
Justine Ferreira and Dr Werner V.D. Walt, Solutions Engineer EMEA at Procera Networks, based in Johannesburg, South Africa, will support XON’s success in the region with the strong backing of Procera Networks’ global pool of resources and a company clearly among the leading innovators in the IPE market. Carriers, broadband providers, and higher education institutions for high-performance, scalable IPE and application delivery networking deployments use Procera’s PacketLogic solutions. PacketLogic solutions are deployed at customers in more than 60 countries worldwide and have the largest, most robust IPE offering in the industry.
XON’s engineers have already successfully completed Procera Networks’ certification. XON has offices in Midrand, Durban, Cape Town, Namibia, Kenya, DRC, and Guinea Conakry, and maintains a presence through partnerships in 16 sub-Saharan African countries. It is a Level 3 EmpowerLogic-certified BBBEE business and consists of networking and security, infrastructure, electrical, power generation, alternative energy, maintenance, consulting and outsource services divisions.
Procera Network’s local team, established in South Africa in May 2013 with the key purpose of building and growing Procera Networks’ global footprint in sub-Saharan Africa, follows Procera’s plans to expand its global office network to include regional distribution hubs, testing facilities and customer support centres. Procera believes this extended level of support is critical in assisting operators and service providers to address burgeoning mobile broadband traffic levels and to meet subscriber demands for a personalised experience and services
Procera Networks’ PacketLogic solutions complement XON’s existing solution stack for customised ICT solutions specifically for the telecommunications service
Head : Projects at Sentech
Reference- Justine Miscia (Ferreira)
Business Development – Nokia Siemens Networks
Justine is a client-orientated individual who is able to foster excellent client relationships. I worked with Justine on a number of different accounts while at Nokia Siemens Networks and was always impressed by her work ethic and ability to build client relationships. I thoroughly enjoyed working with Justine.
January 29 2013, Jane worked with Justine at Nokia Siemens Networks