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CV: Business Development Director
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Date Submitted: Last Modified: Current job: Employment Term: Job location: Date available: Industry: KeywordsProfessional Profile
- Senior Manager with experience in international markets for broadband network services and telecom equipment manufacturing. Experience spans technology SME to the leading provider of fixed satellite services worldwide.
- Exceptional team leader with talent selling design, quality, service and value over price.
- Adept at B2B sales and negotiations with decision makers at all levels.
- Develop and execute effective marketing and sales strategies.
- Outstanding relationship building, training and presentation skills.
- Trilingual: English, French and German. (Spanish: limited working proficiency).
CORE COMPETENCIES
International Sales Business Development Marketing Strategy
Strategic Planning Relationship Management Client Needs Assessment/Negotiation
Career Accomplishments
STM Group, Inc., Irvine, California, USA
Sales Director, Africa (based in Washington DC, USA) May 2011 – April 2012
- Led the sales development (acting as a hunter) of STM’s SatLink satellite broadband network products (DVB-RCS Hubs and VSATs) across Africa.
- Presented STM’s SatLink system to C-level executives in ISPs, Telcos, Satellite Service Providers and Mobile Operators.
- Developed a sales prospects database of over 60 sub-Saharan African ISPs and mobile operators.
Poppy Metals LLC., Washington DC, USA August 2009 – April 2011
Gallery Manager/partner and Art Curator
- Management of a contemporary art gallery and studio, located in historic Georgetown.
- Organization of art exhibitions, Business Plan development and creation of an online gallery.
iDirect, Herndon, Virginia, USA January 2007 - July 2009
Senior Channel Development Manager, EMEA region, Sales & Marketing (based in Paris, France)
- Recruited by iDirect to engage with their partners’ field Sales/Sales Engineers and market development resources in identifying, developing and closing iDirect related opportunities.
- Implemented and executed on all elements of iDirect’s channel partner development strategy and programs with emphasis on incremental revenue and market share growth.
- Produced a detailed Channel Partner ranking database of 100+ customers in the EMEA region.
- Created a comprehensive Partner Applications presentation addressing the Maritime, GSM/Cellular Backhaul, Disaster Recovery, Business Continuity and Oil & Gas vertical markets.
- Developed iDirect’s products collaterals in conjunction with Corporate Marketing.
- Supported partner’s and iDirect’s lead generation activities including targeted marketing campaigns, tradeshows, seminars, RFP responses, product demos and speaking engagements.
Intelsat, Washington DC, USA 1996 - 2006
Senior Product Manager, Consumer Broadband, Marketing, Intelsat (July 2005-December 2006)
- Managed Intelsat’s GXS Consumer Broadband satellite services based on Viasat’s SurfBeam platform that represents annual revenues in excess of US$ 9 million.
- Acted as lead liaison with Orbit Data Systems, Ltd., Intelsat’s largest satellite two-way broadband customer with over 10,000 SurfBeam terminals installed in the Middle-East. Managed commercial terms and conditions for the purchase and installation of a second SurfBeam Hub in the Kingdom of Saudi Arabia.
European Sales Development Director, Network Solutions, Sales & Marketing, Intelsat (January 2003-June 2005)
- Led the sales development of Intelsat GXS Business and Network Broadband two-way satellite services across Europe with a yearly budget of US$ 1.4 million.
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Managed Intelsat’s response team to competitive RFP’s and won multi-million dollar contracts with key Service Providers such as:
- Digiweb, one of Ireland’s leading business-to-business and Consumer Internet Service Provider, providing three-year broadband access to over 1,200 primary and secondary schools in Ireland using Intelsat’s GXS Network Broadband Services, Virtual Network Operator option, powered by the iDirect platform.
- British Telecom (BT) offering five year Internet access through Intelsat’s GXS Business Broadband Services using a Gilat SkyStar 360E platform to consumers and small and medium enterprises across the United Kingdom. BT installed over 1,000 360E terminals in the UK.
Asia Pacific Channel Manager, Broadband Team, Intelsat (April 2001-December 2002)
- Developed channel approach and target channel profile for Intelsat’s IP Gateway, Broadband Access, BVSAT and existing services in Asia with a strong focus on China.
- Negotiated operating and related agreements, including roles and responsibilities, pricing, service levels and objectives with carriers and Internet Service Providers in China (China Telecom, China Unicom, Jitong), Thailand,(CAT) Malaysia (Telekom Malaysia), Indonesia (Indosat), Philippines (Globe Telecom) Singapore (Singtel), New Zealand (Telecom New Zealand) and Australia (Telstra, Optus).
Strategic Market Planning Manager, Next Generation Broadband Systems, Intelsat (February 2000-March 2001)
- Presented to potential broadband Service Providers in Asia Intelsat's Ka-band broadband access services roll-out map, distribution agreement and Service Provider business case.
- Developed high-level/executive presentation materials covering key findings, results and recommendations for (1) use by Intelsat management for decision-making, (2) presentation to potential Broadband Service Providers, and (3) for sales and business development initiatives.
Corporate Strategy Analyst, Corporate Strategy, Intelsat (January 1996-January 2000)
- Developed, as a member of the Business Plan Team, the market and competitive overview section of the New Intelsat Business Plan.
- Provided satellite industry trends and regional satellite market share analyses, profiled current satellite operators, future proposed broadband players and new cable systems.
- Worked closely with finance on the financial plans and projections section of the business plan and assisted in the formulation of short/mid-term strategies to enter high growth emerging markets.
Previously: Consultant, Global Growth Strategies, Silver Spring, MD, USA.
Education
American University/Kogod College, Washington, DC, USA:
MBA, Master’s Degree in Finance, 1994.
BSBA, Bachelor’s Degree in International Business, 1992.
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