SUMMARY

I am an International sales and marketing executive with extensive experience in terrestrial and satellite data communications and IP networking.  During this time I have worked with nearly every communications technology and protocol for both local and wide area networks.  I have marketed and sold both hardware solutions and managed services in both the SME and enterprise markets.  I have strong channel management skills and understand the role and value that a channel partner can have before, during and after a successful sale.  As an individual contributor I have the capability to develop, implement and achieve sales plans for individual accounts; as a manager I can take an existing team and increase their productivity and effectiveness.

My commercial skills and experience are complimented by a strong technical background which gives me a unique perspective on technology, the ability to cut through the hype and most importantly, to understand how it can meet a customer’s needs. 

EXPERIENCE

August 2010 – April 2012                Comtech Mobile Datacom, Valbonne, France

International Sales and Marketing Director

Comtech Mobile Datacom developed a marine broadband terminal for Internet access via an L band satellite network.  I was responsible for all marketing and sales to, through and with an indirect sales channel.  The project was cancelled just before launch in March 2012.

Key achievements to date include:

-  Creation of sales channel of Value Added Distributors and resellers across Europe, Middle East and Asia

-  Obtained initial stocking orders from VADs

-  Created product messaging, competitive positioning and value proposition

-  Heavily influenced the structure and pricing of the air time packages to be available with the terminal

-  Creation of sales incentive programs to facilitate entry into the market

-  Was product evangelist at industry events through panel discussions and public speaking appearances

April 2006 – February 2010            UDcast, Valbonne, France

Sales Director
UDcast developed and sold bandwidth optimization and security solutions for the satellite IP networking market.  They also provided head end and transmission components for mobile TV broadcast networks, DVB-H & DVB-SH.  Products were sold through a network of system integrators, OEMs and value add resellers.

Key achievements during this period:
 

-  Developed satellite reseller channel in the UK

-  Revived OEM relationship with STM (acquired Nera VSAT business in 2006), resulting in $200,000 in new business during 2006 and 2007

-  Signed mobile TV system integration contracts with Scientific Atlanta (Cisco), Tandberg Television (Ericsson) and NEC Europe

-  Developed mobile TV sales in Northern Europe from €0 to €200,000 within first 12 months

-  Grew FY 2007 year on year revenues by 65% to €575,000

-  During next 6 month mini fiscal year achieved greater results than during the previous 12 months, €725k versus €575k

-  Maintained year on year revenue in 2008 as company revenue declined

-  Increased year on year business with BT from €40k to €110k in 2008

-  Increased year on year business with  NSSL from €33k to €215k in 2008

-  Developed proposal for network wide maintenance contracts; during 2008 and 2009 increased maintenance sales in region by 200%

-  Successfully introduced company and products into maritime satellite market during 2009

-  Managed overall relationship and certification process with Inmarsat (maritime)

September 2004 – March 2006       Hughes Network Systems Europe, Milton Keynes, UK

Sales and Marketing Director, Internet Business Group

The Internet Business Group (IBG) was the Internet Service Provider arm of Hughes EMEA operations.  The IBG provided a managed VSAT Internet access service across Europe, North Africa and the Middle East.  All sales were to, through and with a network of resellers and system integrators.

Key achievements during this period:

-  Revamped channel partner community

-  Increased sales 20% year on year 2004 – 2005

-  Implemented Channel Partner Program with sales incentives

-  Launched next generation hardware platform and development of sector specific air time packages

January 2003 – August 2004            OfficeXtra, Valbonne, France

Co-founder and Managing Director

OfficeXtra is a business services provider targeting the local SME marketplace.  Services included managed offices, printing and express shipping.  We also offered telephony and Internet access services, including satellite based services, as resellers of Orange and Aramiska.

July 2000 – July 2002                        Nortel Networks EMEA, Valbonne, France

Director, EMEA Channel Marketing and Operations

I was responsible for managing the 9-person team of regionally based Channel Marketing managers in Europe, Middle East and Africa.  I was also responsible for the 5-person Channel Operations team that maintained the Business Partner Program for all channel partners in EMEA.  My budget responsibility was approximately $5M.

June 1996 – June 2000                      Bay Networks/Nortel Networks EMEA, Valbonne France

EMEA Product Marketing Manager

Bay Networks was acquired by Northern Telecom in September 1998 resulting in the creation of Nortel Networks.

October 1994 – May 1996                 Bay Networks, USA

International Channel Sales Development Manager – EMEA & Canada

May 1986 - October 1994                 AMNET Inc., USA

International Channel Sales and Marketing Manager

March 1982 – May 1986                   Infinet Inc, USA

Various Technical Support, Product Management/Product Marketing and International Channel Sales positions

September 1972 – February 1982    United States Navy

Honorably discharged as Electronic Technician First Class (ET1)

MISCELLANEOUS
 

Dual U.S. and French nationality

French as a second language