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Fri, 10 Jul 2020 03:01:07 +0000
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Mon, 06 Jul 2020 10:00:06 +0000
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The Air Force plans to announce the preferred location in January 2021. SpaceNews
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    Personal information
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    Candidate Profile
     Date Submitted:28-10-2013
     Last Modified:28-10-2013 (04:56)
    Job information
     Current job:VP Sales
     Employment Term:Permanent
     Job location:Anywhere
     Date available:immediately
     Industry:
     Keywords
    CV

    PERSONAL DETAILS:

    Nationality:

    British subject:  by birth

     

    PROFESSIONAL SUMMARY: Business development, international sales and marketing executive with extensive experience in strategic sales, man management, complex bid management, large account management, satellite communications technology, Wireless, Location based, IT, Voice / VoIP computer and network design and development.

     

    KEY ACHIEVEMENTS:

    ·     Provided first and often largest bandwidth commercial internet access solutions via satellite to Bulgaria, Turkey, Greece, Hungary, Albania, Serbia and Algeria

    ·     Initial founder of Global VSAT Forum (GVF) – Industry forum with 250+ members

    ·     Closed major contract with NSS, now SES, for hosted satellite access solution

    ·     Instrumental in getting RAM Mobile Data an award for best portable communication device by Personal Communications World Magazine – UK’s largest circulation computer magazine – location based GPS services

    ·     Created LinkedIn business media group with almost 1000 industry members – currently owner and moderator

     

    CAREER HISTORY

    June 2007 – Present

    Advantech Wireless

    Regional Vice President Sales Advantech Wireless

    ·     Currently manage some of the largest enterprise and most  complex VSAT solutions such as Saudi Aramco, EBU, UK MOD

    ·     Have built up a significant pipeline of VSAT solution business for FY 2013 - > $15M

    ·     Collaborated on numerous projects with a number of defence suppliers including Paradigm-UK; Astrium-UK, BT-UK, HAI-Greece, Al Harbi – Saudi, Hispasat- Spain

    ·     Responsible for business development in the EMEA region through both direct and indirect channels

    ·     Work with a number of satellite companies such as Avanti (UK), Esailsat (Qatar), Yahsat ( UAE), Arabsat (Saudi Arabia) on a co-operative basis

    ·     Location based Wireless services – mobile solutions

    ·     Major account management such as Aramco, Thales, Paradigm, Noviasat

    ·     Extensive satellite industry contacts within the satellite operators, technology suppliers, integrators and teleports

    ·     Regular speaker at various major satellite conferences such as Cabsat, Oil and Gas Aberdeen and defence seminars

    ·     Sell, propose and manage complex IT networking security solutions through the use of satellite equipment

    ·     Responsible for all aspect of complex RFP responses from bid through to closure and then execution planning to account management

     

    August 2005 - June 2007

    JDB Sales and Marketing

    Consultant

    ·     Prepared responses to complex RFP responses such as CTBTO (Comprehensive Test Ban Treaty Organisation)

    ·     Wrote a business and marketing plan to carry voice minutes for a start-up interconnect business based in London

    ·     Implemented a VoIP network on behalf of the interconnect business based in Dubai and London

    ·     Worked on initial funding plan for a set of 5 Ka band satellites

    ·     Worked with a PC supplier to design and develop Windows Server Solutions

     

     

    December 2004 - August 2005

    ND Satcom (Now Astrium)

    Sales manager

    Hired to sell Managed services for ND SatCom a German OEM satellite hardware manufacturer

    ·     Identified and developed new markets for fully managed services using the hardware solutions from ND Satcom.

    ·     Created a pipeline of over $5 million from scratch for products and services on a global basis

    ·     Speaker and chairman at a number of international industry conferences

    ·     Developed new business opportunities in Africa, Middle East and Eastern Europe, US and UK

     

     

    May 2003 – December 2004

    Visicom

    Sales Director

    Developed sales and marketing strategy for new satellite broadband service company

    ·     Selected PR Company and devised PR plan

    ·     Defined sales channels (all indirect) throughout Europe and West Africa

    ·     Identified and hired competent sales consultants and managed sales activities

    ·     Defined and introduced new sales order process including a sales pricing model with channel pricing

     

    Jan 2001 – May 2003       

    Arqiva (Was Kingston Inmedia)      

    Head of Sales – Internet and International Carriers

    Lowered risk profile, improved gross profit, improved cash flow, significantly reduced capital requirements

    ·     Redefined sales compensation plan and realigned staff to best market potential.

    ·     Worked together with terrestrial service providers to define new terrestrial offerings including MCI, Kingston communications and Fibernet.

    ·     Developed global sales strategy for International Carrier Services

    ·     Mentored and recruited new staff to achieve maximum sales potential

    ·     Developed business with large customers - directly including MCI Worldcom, New Skies Satellites, Alpha Telecom, some smaller Tier 2 voice carriers and ISP in international countries.

    ·     Introduced new sales order process

    ·     Responsible for the sales of rack space and solutions in a new on-site 20,000 sq. ft. data centre – sold 50% in 12 months

    ·     Achieved 220% of Gross Profit target in first full year – 120% in 2nd full year.

    ·     Developed new sustainable and repeatable business through system integrators and indirect channels.

    ·     Speaker at numerous international satellite conferences, press interviews and PR opportunities.

     

    June 1996 – Jan 2001

    Loral Skynet (Was Orion Atlantic LLP)       

    Vice President of Internet Sales

    Built up EMEA division to be the leading Internet by satellite company from almost $0 to $40 million+ PA

    ·            Increased turnover from 0 to $40 million in 5 years

    ·            I was directly responsible for a team of 14 people located in 4 European offices

    ·            Identified suitable local resellers and then worked with them to develop a local marketing and sales strategy.

    ·            Developed a sales and marketing strategy for Loral Cyberstar solutions throughout EMEA region

    ·            Developed procedures for the efficient tracking of sales performance and target analysis

    ·            Consistently over achieved annual sales target quotas.

    ·            Worked with the US embassy to remove monopolistic barriers in Bulgaria to allow free access to Internet

    ·            Worked with Akamai to define satellite delivery by multicasting to partners nodes

    ·            Speaker and Chairman at numerous telecommunications conferences (typically 5+ per year)

    ·            Started the industry forum the GVF – Global VSAT Forum

     

    June 1994 -June 1996

    BT PLC             

    Global Satellite Services (GSS) Marketing Manager

    ·            Defined annual marketing strategy for GSS.

    ·            Devised internal channel program on satellite communications such that the sales managers were able to offer services in areas where BT did not have a terrestrial solution.

    ·            Identified new products and services that could be sold either as new or additional services to the satellite product portfolio.

    ·            Worked closely with PR agencies and marketing communications.

    ·            Produced market reports on various geographical regions and markets of the world for satellite ground investments investment purposes

    ·            Speaker and chairman at numerous international telecommunications conferences.

     

    June 1991 – June 1994

    RAM MOBILE DATA

    Marketing Manager

    ·            Organised customer demonstrations, seminars, exhibitions and product displays including early demonstrations of tracking services using GPS.

    ·            Worked with system integrators to convert their dial-up applications into on-line applications for Mobile Data

    ·            Worked with journalists in the IT sector to help them understand what mobile data services were

    ·            Press and PR spokesman for the company on the subject of Mobile Data

     

    QUALIFICATIONS, EDUCATION & COURSES ATTENDED

    Strategic selling – Miller Heiman

    Media training at BT and also at Kingston Communications

    UK Data Protection Act training 

    Cisco CCNA training

    The London Institute - Post-graduate diploma in marketing (MCIM)

    Middlesex University - HND Computer and Electronic Engineering

    A levels - Physics – 7 O levels

    Full Member of Chartered Institute of Marketing Diploma (MCIM)


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