British subject: by birth
· 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
· 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
· 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)
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
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.
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
· 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.
· 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
UK Data Protection Act training
Cisco CCNA training
A levels - Physics – 7 O levels
Full Member of Chartered Institute of Marketing Diploma (MCIM)
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