Responsible for Ciena's Global business with BT, including North America, LATAM, EMEA and APAC Regions.
Leading the alignment of our Global resources to better realise sales opportunities in all Regions.
Driving Global Account Strategy and implementation.
Leading on Ciena's Global new business activities across all regions.
BT Openreach Account Director 2010-12
Responsible for all aspects of Ciena's relationship with Openreach,and Sales lead on Ciena's campaign to secure Ethernet footprint in BT
Specific accomplishments include;
Establishing a range of contacts at Director and Managing Director level across Services, Products, Sales and Marketing, resulting in an increased awareness of Ciena. Specifically Ciena is now recognised as a credible Ethernet Vendor to Openreach, with potential incremental revenues up to100M over 5 years.
Securing Ciena's Optical platform as key building block in the Openreach Optical Services portfolio - resulting in 15+M GBP of incremental revenue to Ciena in under 2 years.
Successful development of a Business Partnership relationship, inclusive of comprehensive Marketing Plan, joint Sales initiatives, Sales training and development workshops and joint go-to-market activities leading to an increased level of new business sales for Openreach and Ciena and an elevation of our relationship to that of a strategic supplier
In addition to my personal sales contribution, I am recognised as providing Sales coaching to colleagues and have recently been selected to help drive the adoption of the 'Challenger Sales Model' across the EMEA region.
2011 Awarded International Sales Team of the Year
BT GS and Openreach Account Director 2007-10
Responsible for all aspects of Ciena's relationship with BT GS and for establishing Openreach as a new market for Ciena.
Significant Achievements include:
Creating and driving a complex sales campaign to secure Ciena as the primary vendor to BT GS for their Wavestream portfolio,successfully removing the incumbent supplier in the process (Cisco). Resultant revenue streams to Ciena are circa 15M to date.
Securing BT GS as our first BT Biz Connect (Ciena's Partner Program) participant in the UK - creating and driving a joint go-to-market campaign across BT Products, Sales and Marketing and providing Sales leadership to establish a framework for future business.
Leading a virtual team across EMEA to leverage the UK success for Ciena's optical portfolio into other EMEA based BT GS Account Teams - leading to an increased level of optical business for Ciena across Europe.
I commenced a series of new business sales initiiatives in Openreach to establish Ciena as a viable optical and Ethernet Vendor,including Sales workshops, Executive presentations, Marketing seminars, sales training forums etc. resulting in a broad based 'understanding' within Openreach of Ciena's capabilities and building a platform for future opportunities.
Awarded Ciena Honour Circle (Sales Excellence) in 2008
Awarded President's Club (top 10% Sales achievement) in2007
BT 21C Account Director 2004 - 07
Working directly with the Regional Sales Director, I was the primary Account Director providing significant Sales contribution to Ciena's campaign to establish a sustainable long term optical business within BT through selection as one of two Vendors for Optical Transport under BT's 21C Project, culminating in a successful award in 2005. Revenues to date are circa 300M
Responsible for all day to day sales activities during the tendering process, including developing and driving sales plans for short, medium and longer term activities. Providing sales input to both technical and non- technical contributors. Building Executive briefing documents and contributing to Senior Executive checkpoint calls during sales strategy formulation and execution.
Post award I was responsible for establishing the BT/Ciena Account Team interfaces, managing the Governance process and building the day to day infrastructure to ensure revenue and bookings continuity.
Awarded Ciena Honour Circle (Sales Excellence) in 2005
Awarded International Sales Person of the Year 2005 in recognition of the 21C win.