Security-Cleared Sales, Market & Business Development Executive experienced in multiple business cultures across Europe, the Middle East, Africa, Asia and the Americas. Breaking-in disruptive products and services in the land and maritime Mobility sector to create new markets for revenue growth. Documented track record in building Channel & Reseller Partnerships, Client Relationships, and winning New Business, Major Accounts and Market Penetration.

Repeated success on complex bids across satellite, wireless, cellular, mobility and terrestrial communications, Government & Defence, television & radio broadcast, MPLS networks, Infrastructure, land & maritime VSAT, SAT-IP, M2M, IoT, Cloud, Managed Services, hosting, co-location, ship-to-shore, comms-on-the-move, sustainable energy, fully-integrated service solutions and hardware sales. An extensive network of contacts worldwide includes many senior officers of Tier 1 & 2 Carriers, Satellite & Mobile Network Operators, Maritime Services Operators, TV Broadcasters, Government and Defence organisations, and NGOs such as UNHCR and ICRC.

KEY CAREER ACHIEVEMENTS:

Vodafone - £9m SDH radio contract then further £70m VPN on migration to fibre;

Orange - £3m radio contract and subsequent fibre order @£25m;

AT&T - £25m fibre contract in UK;

Verizon (formerly MCI) – Danish Ministries global satellite VSAT network;

British Telecom - $20m broadcast TV contract into West Africa for Media Overseas/Canal+;

Made staff change and mentored new Sales Director who converted Major Account in jeopardy to significant $1m per month billings within 3 years for UK Government Department (FCO);

Level 3 (formerly Global Crossing) – largest Network Services deal in company history @$25m for British Council global satellite network;

Region closed first pre-launch contract @$33m on new satellite to maritime customer (NewWave BroadBand/Ship Equip)

{above contract revenues between 20% and 35% profit)

CAREER HISTORY:

Howard Farr Consulting, Principal, November 2018 - Present

Telecoms and satellite communications interim management consulting practise for disruptive technologies and the opening up of new markets for break through products and services in the land and maritime Mobility sector: Capital Funding; Sales; Market & Business Development; Service Delivery; and Customer & Contract Management.

Thorn SDS, Commercial & Business Development, April 2017 – November 2018

Bespoke engineering services in operating Space and Secure Data environments; executing best practice for critical missions and operational support; business transformation; analysis of existing and routine processes; Programme and Project Management; 

Partnering with international and inter-governmental organisations (including but not limited to UK MOD, QinetiQ, European Space Agency and Eumetsat) to support Programme Managers and optimise engineering support.

Singtel, Regional Sales Director, November 2015 – March 2017

Reporting directly to the Satellite Business Group in Singapore, responsible for the sale of own satellite fleet and third party transponder capacity in EMEA and The Americas;

Direct Sales, Business Development and Channel Partner disciplines on all opportunities that drive fleet utilisation including but not limited to land & maritime VSAT, SAT-IP, M2M, IoT, Cloud, Managed Services, hosting and co-location;

Services commissioned in southern Central Asia for USMC and remote networks in Papua New Guinea.

Howard Farr Consulting, Principal, October 2009 - November 2015

Telecoms and satellite communications interim management consulting practice for converging technologies and emerging markets:Sales; Market & Business Development; Service Delivery; and Customer & Contract Management.

Client List:

InmarsatGlobal Government, London –

Director, Indirect Sales EMEAin interim role. Directing and motivating widely dispersed team to achieve revenue and profitability objectives. Generating comprehensive, accurate forecasts on a regular and timely basis. Ensuring team is proactive, efficient and effective at generating complex sales in multi-faceted, land and maritime customer situations. Acting as role model to demonstrate skills and attributes of a highly competent salesperson;

Hispasat, Satellite Operator, Madrid –

Mediator with TV broadcasters and communications service providers for market expansion including Occasional Use, Maritime, Cellular Backhaul, Cloud Backbone, Satellite Enterprise Networks, UHDTV (4K), TV Distribution & Contribution, Digital Cinema, SAT>IP, Mobile & Satellite Broadband and Back-up/Disaster Recovery. Partnership agreement signed with iconic Goonhilly Earth Station;

Signalhorn Trusted Networks(formerly GE-Satcom/Satlynx) critical network solutions provider, Stuttgart–

Vice President Government and NGO/Aid Agencies. Delivering confidential tailored land and maritime solutions for government and non-government customer networks worldwide including NATO countries, US Government, other nation states and aid agencies. Supplying margin-conscious, competitive, robust and secure networks for mission-critical communications in remote and harsh environments. Speed, security and professionalism of the highest order to build infrastructure, support global diplomacy, provide aid, direct military missions, network embassies, and deploy command and control. Contracts won confidential;

Belgium Satellite Services, Brussels–

Management Teamrole to expand into Africa and the Middle East with new channel partners, marcoms refresh and focused PR campaign leading up to Cabsat 2012;

Mastek, global IT solutions & services Outsourcing provider,London–

Stakeholder Conference Facilitator- driving new business through closer collaboration with existing partners including British Telecom, Thales and the NHS;

AMOS-Spacecom, Satellite Operator, Tel Aviv – 

Representative- supporting satellite fleet expansion to serve new markets in Africa and Asia that led to significant new business contracts with Arqiva and Cable & Wireless;

Inmarsat, Mobile Satellite Operator, London–

Consultant - providing network operator market intelligence to Executive Management Team to influence Ka-band services strategy ahead of Global Xpress for maritime and land markets;

NewWave Broadband, Edinburgh and Johannesburg –

Business Development Executive– review and audit of South African subsidiary for leading global maritime VSAT operator to stem losses and sustain growth. 

Telesat, Regional Sales Vice President, EMEA & Central Asia,October 2002 – September 2009

(formerly Loral Skynet)fourth largest Global Fixed Satellite Services Operator, 2002 revenue @$530m as Loral Skynet, 450 employees, 2009 revenue @$1bn as Telesat;

Integrated and restructured intra-regional satellite services and global networking businesses with sister company, Loral Cyberstar;

Managed staff reductions and steered through Chapter 11 administration keeping revenues and growth in excess of targets;

After Chapter 11 annual targets in the range of $9m-$11m achieved continuously between 2004 and 2009.

New Skies Satellites, Vice President European Sales, May 1999 – October 2002

Global satellite communications company founded December 1998 from first phase of privatisation of Intelsat, valued @$956m, 200 employees (now part of SES);

Led the Sales Team, growing new services of unknown operator into untried markets in the Baltics and Balkans;

Promoted from Director to Vice President within first 12 months;

Closed $8m new sector ground and satellite contract with European Broadcasting Union against strong incumbent (Globecast/Eutelsat);

After start-up year to mid-2002, annual targets @$4m-$6m achieved.

Previous Sales & Technical roles held at:

NTL (now Arqiva & Virgin Media) – Head of Sales, Telecoms & Satellite;

Telewest (now Virgin Media) – Business Telecoms Sales Consultant;

Nokia Bell Labs – Technical Support Specialist;

BT - Technician.

EDUCATION AND TRAINING:

1971-1979              Hereford Cathedral School – 8 GCEs, A-level Chemistry;

1979-present              Numerous in-work technical, Products and Sales programmes;

1995                  “Developing Managerial Effectiveness” residential one-week course at Henley Management College;

Languages:              English (native speaker); French (basic); German (basic);

Hobbies:              Songwriting, home studio recording, current affairs, poetry & literature, wine & spirits