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Work experience

Global Account Director

Cable and Wireless Europe Ltd

One of only twelve Global Account Directors answerable to C&W senior executives; specific remit to develop global business with the Siemens corporation Worldwide, developing additional revenue streams through active partnering, key results as follows: 

  • Overall responsibility and leadership of Siemens a multi-national customer, including it's multiple subsidiaries in multiple regions, throughout the lifecycle of services with this client. The identification and creation of opportunities at a global, regional and local level was critical to the sustained growth and development of this account.
  • Managed the activity with a dedicated team of 3 Account Managers and virtual on and offshore sales and support teams in addition to drafting in sector and technology experts to work on projects and create business solutions; achieved yr or yr growth expanding annual contract revenues from £9m to £12.4m.
  • Managed the amalgamation of numerous legacy contracts under a single supply basis; one of a few vendors to attained Siemens 'preferred supplier' status thus enabling further tendering opportunities both within the company and for the provision of additional services for external client projects.
Jun 2011Jul 2013

Director, Head of Channel Partners

Ericsson TV

Headed the EMEA, India and Africa Channel Partner program restructuring and devised new strategies; shaped a new ‘global’ Channel program; directed and coached a team to monitor a multi-tier Channel Partner program, managed P&L.

  • Grew the Channel department by 25% with a record $52M, increasing indirect contribution from 30% to 44%
  • Expanded reach; opened new territories; identified, qualified and recruited new Partners & Integrators by 21%
  • Installed & customised a CRM system, integrated SAP, ensuring accurate forecasting and pipeline development
  • Constructed innovative portal / cloud experiences to improve knowledge transfer and support services
  • Drove training and demand through sponsored workshops and partner events, generating new prospects worth $7.8M
Nov 2009May 2011

Global Account Director / Product Marketing Manager

Pace Plc

Manufacturer of set-top boxes (STB), includes gateways, software, focussed customer care, business consulting and solution delivery; based in the UK and the Americas; 1,198 staff and $1.58bn t/o.

Product Marketing Manager                                                                                                  2010 - 2011

Promoted to Network Enterprise Business Unit and Senior Management Team; reporting to Board on investment, product strategy, road maps, competitive analysis, go-to-market sales and distribution plans.

  • Served on ‘Product Integration Board’ for vendor choice of Middle-ware, Head-end & Chip Manufacturers in planning the product evolution for IPTV and MDU (Multi Dweller Unit) solutions
Global Account Manager                                                                                                       2009 - 2010
  • Lead and coordinated STB developments for two Conditional Access vendors (Conax & Latens), and, the end-to-end process for developing (customisation), marketing and sales to Broadcast and Telecom enterprises globally.
  • Project managed Product Development team, in India, to create a prototype STB to within BOM and margin guidelines of 80%
  • Oversaw Marketing & Product Delivery in Central & Eastern Europe, winning sales campaigns worth $7.8M
Mar 2008Feb 2009

Owner/Consultant

MAST Consulting SL

Founder/Owner registered a company to offer business process improvement consulting concentrating on ‘front end’ business processes, being; Sales and Marketing. Currently, signed up to study for Black Belt certification with The ROI Alliance’s Six Sigma Black Belt training (online). 

Contracted Business Development Executive (Mar 08 – Dec 08) for mmCHANNEL, a mobile VAS company with 26 employees and offices in Madrid. The company provides on-line media downloading hosted solutions for both WEB & WAP and the set top boxes. 

  • Contracted to research, develop and write the company strategy, vision, sales plan and product direction for the next generation of Social Media consumption.
  • Reorganised sales & bid management processes, implemented CRM, revised and reworked contract documents.
Jan 2006Jul 2007

Partner & Alliance Global Director

Irdeto

Having constructed strategic global partnership with Chinese conglomerates, was appointed to form and manage a department to support ECO partners in the areas of DVB, IPTV, DRM/OMA and DMB products; key results as follows: 

  • Managed all partnering agreements, corporate alliances and global indirect channels focusing on IPTV, mobile and DVB/DMB markets.
  • Led senior level client engagements on strategic Chinese accounts and coordinated all stages of contract negotiations; successfully concluded high value global agreements with Huawei, ZTE, Thomson, Iskratel and Nortel.
  • Qualified and finalised agreements with a number of regional system integrators, along with suitable software ECO partners and manufacturer; supervised integration management between ECO partners and company products.
  • Managed a team of account managers to audit and manage over 120 'set top box' manufacturers worldwide with combined annual royalty revenues of $24m.
Mar 2005Dec 2005

Country and General Manager

Irdeto Access B.V.

Selected by the CEO to assume operational control of the Chinese subsidiary during a period of transition, key results as follows: 

  • Supervise all departmental activities of subsidiary with over 72 full time employees; involved in strategic control and direction of the local operation; senior liaison representative for MIH Group entity in Greater China for strategy and ministerial networking.
  • Successfully refocused the sales and marketing team to target developing China's market and in particular the ongoing programme of "Digitalisation" for the 330 provincial broadcast operators.
  • Developed a number of sales opportunities for IPTV and DRM products; led the engagement of key domestic technology companies such as Huawei, ZTE, + leading Chinese Telco's such as CNC and CT, together with highly potential content houses CDM and SMG.
Apr 2003Feb 2005

VP Global Sales

Irdeto Access.B.V.

Headhunted to this Board appointment, with the remit to re focus the global sales team to achieve budgets and targets; and plan a migration to include IP products; key results as follows: 

  • Fulfilled all Board level management duties, achieved KVRs set for the Global sales and Pre Sales departments; involved in the company's strategic 'think tank' for vision and mission.
  • Implemented strategic planning into the new business acquisition process as well as enhancing partner relationships
  • Managed the refocusing of an ailing global sales team, through a combination of personal mentoring, skills development and management refocus; led the team of 50+ to achieve all market sales targets in the period.
  • Overachieved annual sales targets with revenues of $47 million and $52 million for consecutive years
  • Planned, Implemented and directed VOC (Voice of the Customer) quality process for all company departments to pinpoint key areas for improvement; yr-on-yr surveys improved customer satisfaction
  • Concluded negotiations for the company's largest deal with SK Telecom (S. Korea) valued at $50 million revenue;
  • Responsible for building and managing all regional marketing & sales plans, regional and departmental budgets along with assuming ownership of all costs; responsible for the recruitment of all sales personnel and carrying out training needs analysis.
  • Positioned Company as leading IPTV security vendor in the international market.
Aug 2001Apr 2003

Director - Global Accounts

Promoted to manage new global accounts across the portfolio of products: WAN, IPVPN, MPLS, ATM/FR, IP, web hosting and router services, key results as follows: 

  • Managed business development teams across 5 European offices and targeted key growth areas such as manufacturing, IT and media clients, with their head offices in Europe.
  • Successfully developed 23 nominated clients to attain global account status for the company as a whole; achieved new sales of £6.25 million and increased existing revenues by 250%.
  • Pioneered the development of "Sell Through" models for existing markets and expanded into new markets using a "Sell With" parenting model with technology and IT service companies.
  • Continued to manage the Siemens global account along with profitably increasing business with other major organisations, such as Hitachi, Toyota, Nintendo, VW, HP and Sony.
Feb 1999Oct 2000

VP Sales Europe

The UK Subsidiary of an Israeli corporation with 1000 employees

Specifically selected for the start up of a new European venture with the aim of becoming the leading VSAT supplier across the continent, reporting to the CEO, key results as follows: 

  • Managed business development, with a strategic focus on high potential clients, in the automotive, finance, travel, retail and government sectors; coordinating 6 regional offices.
  • Successfully contributed over $8 million in sales to the group with the agreement of contracts for 3 client VSAT hubs; achieved all order and revenue forecasts for the period.
  • Involved in the development and establishment of additional hub capacity in the UK; aimed at servicing key clients and to meet the needs of the expanding customer base.
1992Feb 1999

Business Manager - Europe

Working for leading provider of VSAT technology and hub hosting services to a range of clients in the banking, manufacturing, motor sales and governmental sectors; latterly promoted to the position of Sales and Marketing Manage; key results as follows: 

  • Reporting to the Managing Director and management of all sales activities across the EMEA region; during a period when the company achieved a sales turnover of $50 million per annum.
  • Managed all elements of the business development process including: sales tracking, tender collation, bid management, client presentations, commercial negotiations and final agreement.
  • Personally responsible for the acquisition of contracts with a value of $25 million; successfully focused on expanding business within the government sector with considerable sales achievements made with various national governments and the United Nations.
  • Established strategic relationships with a range of vale added partners for VSAT product offerings and with distribution channels for a range of high speed IP broadcast services.
  • Led the introduction of effective sales tracking and forecasting systems to enhance MIS capability; additionally implementing ISO compliant procedures across the business.
  • Co-opted as Commercial Manager, to control contractual and pricing content, for a major global bid for the CTBTO; contract was successfully won with a total value of $70 million.
  • Coordinated the sales activities of partnering organisations to ensure that all joint venture client submissions were adequately managed, monitored and controlled in terms of pricing.
19741980

Pilot - Maritime

Military Service - Royal Air Force

Squadron Pilot with 201 Sqn - Nimrod Mk1 on sub/surface surveillance, intelligence and Air-Sea rescue missions; also involved in the development of flight simulator systems.

Education

Wycombe College

A 4 year study course equivalent to today's MBA sponsored by Aspro Nicholas- a global pharmaceutical

company.

19731980

Military Training

Military Pilot, 1st Pilot qualified with 201 Squadron, flying Nimrods Mk1/2

HS 125, Gnat, Jet Provost

Skills

MS Packages and XP
Six Sigma
Currently, signed up to study for Black Belt certification with The ROI Alliance’s Six Sigma Black Belt training (online).
Commercial
• Major Bid Management • Contract preparation and mutlicultural negotiations • SoX, ISO 9002, Performance dashboard, Process management • SG&A, Forecasting and budget controls
Technology
• Satellite, Telecom, mobile media markets • Operators, Telcos, System Integrators and Manufacturers • VSAT, IP WAN/LAN, DTV/CAS, IPTV, DMB/OMA Mobile. • Convergence and multimedia Content and Media aggregation

CustomSmall

International Business Development and Channels Management.

Interest

Golf - 10 Handicap (La Herreria Golf Club, Madrid)

R/C Model Aviation

SCUBA diving

General Fitness.

Objective

International Sales Management or Senior Departmental roles, willing to relocate to maintain my International MO.

Or,

A senior Commercial Role in support of Sales involving: contract negotiations, client relations, Bid and or Project management.

Custom

Willing to relocate within Europe or Asia depending on role.

Summary

A highly skilled and accomplished Global Sales Director that has capitalised on award winning results in software and technical solutions environments. Offers a combination of strategic business development and alliance management skills, together with the ability to successfully build, lead and manage international sales teams to deliver company KPIs, in highly competitive markets.  A seriously motivated individual, whose career consistently excels in delivering multi-million dollar targeted revenues & high value contracts; demonstrates good strategic appreciation and vision; able to build and implement sophisticated plans; both determined and decisive; using initiative to meet and resolve challenges.

15 years of high tech sales, international sales management & client engagement experience, within computer manufacturing, satellite networking, Telco and CAS IPTV/Mobile markets, with a healthy contact base in these International domains. Excellent interpersonal skills, good communicator, leadership, high integrity; plus, a widely travelled business life presents a true trans-cultural awareness that is easily and enthusiastically applied to managing people and negotiating business.