Experienced Sales Leadership Executive in multiple business cultures; energetic and resourceful problem-solver. Career includes start-ups and new ventures for established players growing new services into new markets for revenue growth and protection. Documented track record winning New Business, building Major Accounts, developing successful Sales Teams, Channel & Reseller Partnerships, Client Relationships and Market Penetration.

An individual contributor and team leader in international sales, consulting, business development, service delivery, customer and contract management with documented success on complex bids across many technologies including satellite and terrestrial communications, Government & Defence, television and radio broadcast, multi-protocol networks, VSAT, SAT-IP, M2M, IoT, Cloud, Managed Services, hosting, co-location, ship-to-shore, comms-on-the-move and sustainable energy. fully-integrated service solutions and hardware sales. Built over many years, my extensive network of contacts worldwide includes many senior officers of Tier 1 &2 Telcos, Satellite and Mobile Network Operators, TV Broadcasters, Government and Defence organisations, and NGOs such as UNHCR and ICRC.

I am currently partnering with international and inter-governmental organisations to support Programme Managers and optimise engineering support enabling clients to prioritise their core services. Bespoke engineering services in operating Satellite, Space, Secure Data and IT domains; executing best practice for critical missions and operational support; business transformation; analysis of existing and routine processes; Programme and Project Management; focus on the UK and European Space sectors.

Key Career Achievements

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

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

AT&T - £25m fibre contract in UK;

Verizon (formerly MCI) – Danish Ministries global satellite 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;

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)

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

Employment:

April 2017 – Present: Thorn SDS - bespoke technical services, Alton –

Commercial & Business Development. Partnering with international and inter-governmental organisations to support Programme Managers and optimise engineering support enabling clients to prioritise their core services. 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; focus on Business Incubators and rapid growth start-ups in the UK and European Space sectors.

November 2015 – March 2017: Singtel Satellite Business Group, Satellite Operator, Singapore –

Regional Sales Director. 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 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.

October 2009 - November 2015: Telecoms, Satellite, Television, Media, Defence & Technology – telecoms and satellite communications interim management consulting practise for converging technologies and emerging markets: Sales, Market & Business Development, Service Delivery and Customer & Contract Management, Alton -  Principal

Client List:

Inmarsat Global Government, London –

Director, Indirect Sales EMEA in 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 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 solutions for government and non-government customer networks worldwide including NATO countries, US Government, other nation states and universally-known 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 Team role 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;

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.

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

Regional Sales Vice President, EMEA & Central Asia - integrated and restructured intra-regional satellite services and global networking businesses with sister company, Loral Cyberstar. Managed staff reductions through re-deployment and redundancy. Managed successfully 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.

May 1999 – October 2002: New Skies Satellites (now within SES) global satellite communications company founded December 1998 from first phase of privatisation of Intelsat, valued @$956m, 200 employees, London -

Vice President European Sales – successfully led the Sales Team, growing new services of unknown operator into untried markets in Baltic and Balkan nation states. Promoted from Director to Vice President within first 12 months. Closed $8m new sector contract with major Broadcaster (European Broadcasting Union) against strong incumbent (Globecast/Eutelsat). After start-up year to mid-2002, annual targets @$4-6m achieved.

February 1998 – May 1999: Independent Consultant, Alton - provided industry expertise from Internet to Television to Telephony Minutes; launched successful Internet Payments Gateway WorldPay at major exhibition; acquired programming for specialist, multi-lingual TV channel, ApnaTV; implemented new operational facility for switched minutes telco.

December 1996 – February 1998: Orion Atlantic (regional satellite operator now within Telesat), London –

Director European Sales - opened up new markets across Europe for new entrant single-satellite operator, Orion Atlantic (now part of Telesat). Developed business with state monopoly telecoms operators. Delivered revenue growth from existing customers in France, Germany and Belgium. Won new business in Turkey and Romania. Annual sales target of $1m achieved.

November 1993 – December 1996: NTL (TV broadcast & telecoms company now Arqiva and Virgin Media), Winchester - Head of Sales, Telecoms & Satellite - led Sales Team in Telecoms & Satellite business sectors. Won £9m SDH radio business with Vodafone. 15 months prior to radio contract fulfilment date, secured further £70m VPN contract with same customer on migration to optical fibre. Working with Management Accountant for project Capex, Opex & Labour ROI profiles and ownership of P&L for Sales. Secured £3m contract with pre-launch Orange to supply network services. Key player in negotiating team for £25m contract variation order with Orange and £25m contract with AT&T UK. Annual sales targets of £10m in Telecoms and £10m in Satellite achieved across 1994 to 1996 after business development and network build phases.

1992-1993: Telewest (Cable TV/telecoms company) now within Virgin Media), Croydon – Business Telecoms Sales Consultant – selling PSTN telephony services direct to businesses in South London and Surrey for cable operator ahead of relaxation of number portability rules. Sale to SMEs and large corporates, and national Account Management creation with Major Accounts headquartered out of region in collaboration with fellow cable companies.

1990-1991: VMX UK (US voicemail pioneer and manufacturer now within Nokia Bell Labs), Maidenhead: Technical Support Specialist - set up support department and audited installed field systems at FTSE 100 and other companies including BP, BT, Esso, Honeywell, Bull, ICI and Standard Life.

1979-1990: British Telecom (telecoms), Hereford and south-west London – Technician - various roles in installation and maintenance services from technician, foreman, Senior Technician to acting Group Manager.