CV: VP Sales

 


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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
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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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