Member Type: Individual Profile
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Location (City, State)
Global region are you based in? For example Eastern Europe, Asia
Do you work for a
International Sales Process Ltd
What is your current job title?
Which of the following areas are you most interested in?
Value Added Services (VAS)
What would you like to get out of Telcoprofessionals.com?
Professional Environment, Ability to connect with like minded professionals , Expand network for next job, Looking for sales contacts
Professional Background/Education eg. BSS/OSS
Sales & General Management
• Demonstrating over 20 years sales experience including 15 years senior management experience in the data Telecommunications sector.
• Vertical markets-Incumbent Telecoms operators, Tier 1, 2 and 3 Telcos, Mobile. ISP’s and NGN’s. Fortune 500 enterprise’s including finance, manufacturing, Government. Both direct and channel sales
• Expert Closing Skills using complex selling (TAS, SPIN, Sandler, IBM Complex Selling).
• International experience UK, USA, Ireland, France Germany, Spain, Italy, Greece, Netherlands, Nordics, Russia & eastern block, Japan and Asia pac
• Experienced in closing multi 10’s million $ Deals, and channel development.
• High Technical ability including design and consultation in Telecoms/Datacoms Industry.
• HR Management of significant multi country Account Management Team.
Previous experience 1
Job Description Managing Director/Sales Director UK/IRE
Details MRV is a manufacturer of Telecoms Equipment in Optical and Ethernet.
Responsibilities Role as Sales Director is to manage the UK & Ireland, Sales Managers & Technical Managers. I also indirectly manage the wider MRV Team that are responsible for key accounts and channel Partners. I am also responsible for the Legal and Finance contractors. Target customers – Tier 1, 2 & 3, Data Centres, Large Companies, Channel Partners.
Previous experience 2
Comtek Network Systems
Job Description VP Global Business Development - Contracted
Details Comtek Network Systems is Europe’s leading Datacomms/Telecoms multivendor support partner. Providing OEM RMA services and multi vendor component level repair services.
Responsibilities Role as VP Business Development is to manage 24 account managers across Europe that are responsible for key accounts and channel Partners. I am also responsible for the development and deployment of the Telecoms portfolio throughout each of the global offices, including product deployment, engineering training, recruitment, sales training, coaching and mentoring. My account responsibilities include – BT, COLT Telecom, Alcatel-Lucent, Ericsson, Verizon, AT&T, NTT, France Telecom, Virgin Media, Cable & Wireless, Vodafone, Talk Talk, KPN, UPC, T-Mobile, Orange
Previous experience 3
Job Description Account Director – Employment ceased due to redundancy
Details Nortel are a manufacturer/vendor of Carrier and Enterprise Telecommunications equipment, and Telecoms related services.
Responsibilities Role as Account Director is to manage COLT Telecom which is one of Nortel’s Largest Pan European Accounts. This account operates in 16 countries across India, Europe and the USA. I was responsible for a matrix team of approximately 52 heads across 16 countries including 13 sales account managers, Sales Engineering, Product Sales Specialists, Service Delivery, Finance, Channel Sales, Operations and marketing. My remit was to drive the account back into positive margins and develop the channel sales model with the Nortel product and services portfolio, including IVR, Converged Voice Solutions, Microsoft Office Communications Server, Metro Optical (CWDM & DWDM, Long Distance Optical (DWDM), TDM, VoIP, Carrier Ethernet, DWDM, 40g & 100G Optical, Wimax, Router, Switches, WLAN, PBX, Centrex, Managed Multi Vendor services and outsourcing services.
Targets & Performance: 2006 $33 million – Achieved 180% of Target (Circle of Excellence)
2007 $34 million – Achieved 110% of Target (Circle of Honour)
2008 $50 million – Achieved 157% of Target
During my tenure at Nortel I was highlighted as one of the Top Account Directors in the EMEA (article copy available on request).
Specialties / Skills
Courses and Qualifications
Sales - Siebel Target account selling (TAS), Sandler Sales, IBM Target Account selling, and SPIN selling skills for experts. Microsoft Outlook for experts, Visio for Experts, Excel for experts, Word for experts, Presentation skills for experts (including PowerPoint). Mountain people leadership skills.
Technical – Various Nortel – CS1k, CS2k, BCM, Converged Voice, Contact Centre Solutions, Microsoft Office Communications Server, OM5K, Interactive Voice Response, Common Photonic Layer, Cisco VoIP, Cisco CCNA, Juniper Router Systems, Various Juniper, Nortel transmission/DWDM systems, Cat 5/6 Structured Cabling & Fibre optics (Ortronics & LAN Master), IP Foundation and Internet routing architectures, BGP Routing, Synchronisation design for experts, Synchronisation in UMTS, Synchronisation in Wimax
Microsoft Word, Microsoft Excel, Microsoft PowerPoint, Microsoft Visio, Microsoft Outlook, Corel Draw, Sage Accounting, Extensive Siebel, Salesforce.com, Google.
Fully conversant in all telecoms technologies to design level including: VoIP Voice (sip & H323), MPLS, VPN (Layer 3), TDM Voice (Wholesale), PBX (multi-site), 2.5g/3g/UMTS/LTE Mobile Technologies, DWDM, Wimax, Classless Interdomain Routing