Sales Management
Resume:
Bennet James Bayer +1-415-***-**** m
https://www.linkedin.com/in/bjbayer
“bjbayer” on Skype
*******@*****.***
Technology & Software Marketing Executive driving large-scale and rapid growth mobile/telecom, cloud,
content, big data and related VAS software business. Four $0 to $350m successes; outstanding history
monetizing emerging technology with 400+ new services, applications and products developed and launched
globally. Development of digital marketing platforms and implementation with 43 global actors. Extensive
global industry relationships with 37 significant joint ventures, mergers, acquisitions and global OEM
relationships.
Alignment of profitable market opportunities with technology, people and goals whilst providing focus on
direction and strategy. Evangelist, using positive motivation, building consensus, with a talent for
communication with, and fostering cooperation among, diverse audiences. Strategic talent for monetization
of technology solutions, driving positive operating performance with consummate skills in deal-making,
business acumen and operational delivery.
CORE SKILLS
Technologies: Competencies:
• •
Mobile & Telecom Networks, UC&C, CEBP, OTT, Corporate Governance: Start-up & Intrepreneur, to
IPTV, Portals, Video, NFC, LTE, The IoT & IoE 3,500 in Global Teams. P&L to $800m
• •
Public, Hybrid & Private Cloud; PaaS, IaaS, SaaS; Large-scale Operational Delivery, Implementation
Cloud Orchestration & Automation Architecture & International Business Acumen
• •
Mobile VAS, Software Development, MDM, M2M, Deal-making, Business Case, Qualitative Analysis,
m-Commerce, Advertising, Games, Embedded Modeling, Budget & Cost Control, Agile
• •
Managed & Professional Services Product Marketing, Lifecycle, Budgets, Positioning
• •
ICT Intelligence, “Big Data,” B.I., Analytics; IBM, Go-2-Market Strategies, Solutions, Programmatic
Oracle & Hadoop Ecosystems, Visualization Marketing, Native Advertising, Content Curation
• •
CRM, B/OSS, User Experience & Psychometrics Corporate Development & Channel Programs
• •
Digital Customer Systems, Customer Experience Market Communication, Brand & Digital Marketing
& Social Listening Tools
ACHIEVEMENTS
HUAWEI ● Hong Kong/Shenzhen, PR China
VP Marketing & Strategy; 1/2012 to Present
Cloud, Mobile, Infrastructure Solutions & Big Data
Developed Omni-channel strategies driving global mobile VAS, cloud, hosting, business process outsourcing
(BPO), managed services and transformation solutions. New revenue from $174m to $312m FY12 (VAS MS)
and $266m to $1.52bn (Cloud). Functioning as Ombudsman for revenue enhancement, marketing and
technical implementation on projects to 176 carriers and operators for IDC, network operations, back office
and marketing. Projects include orchestrated cloud and data systems management, UC&C, IPTV, OTT and
managed service processes. Extensive content ecosystem development with mobile and IDC solutions.
Marketing programs to over 3bn people worldwide (B2B, B2B2C, B2B2SMB). Accomplishments:
• Developed a $4.02bn cloud content/OTT business with African Broadcasters across 18-countries.
• VAS, OTT and IPTV revenue enhancement strategies with 34-service providers including Telefonica,
MTN, Vodafone, BT, DT, XL, Du, STC and Wind. Extensive digital customer systems design and
implementation with 27-operators/carriers with “Big Data” analytics, pattern matching and data
mining.
• Defined new product platform scope for content ecosystem management and user privacy with audit
trail. Frost & Sullivan 2012 Telco Cloud Solution Product of the Year and 2013 Cloud Innovation
Provider of the Year. Gained acceptance by Gartner and “magic quadrant” positioning for cloud
managed services; first time ever for Huawei.
• Roadmap/Product Management and R&D for Cloud, Big Data, all Carrier Infrastructure and Data
Center product line, managed services, system integration, delivery, program management
• Build global pipeline $800m year 3 and 4; pre-sales/solutions efforts, partnerships, channel partner
ecosystems and programs, global content relationships and hosting and support programs.
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• Led design and management of orchestrated global cloud-based SDN projects with Vodafone and
Telefonica (extensive large-scale data center consolidation/optimization and BPO).
AVNET ● Tempe, AZ
Mobility & Collaboration, Security Practice(s) Leader; 2009 to 12/2011
Provided domain expertise and strategies driving channel solutions, revenue from $0 to $83m first year;
$376m FY11; $494m FY12; gained $25m incremental supplier investment. Grew practice team from 1 to 8
providing domain expertise, strategy, messaging and data center solutions to Avnet brand teams (IBM, HP,
Cisco, Oracle, TIS) and 386 VAR, ISV and SI channel partners for mobility, UC, collaboration and security.
Accomplishments:
• Research, business planning and go-2-market solutions around IBM, Microsoft and Oracle software
solutions across the data center (storage, networking, virtualization, security). Established, launched
and grew the Mobility & Collaboration practice, then added a re-launch of the Security Practice.
• Leverage domain expertise in UC &C, enterprise social business (portals, collaboration, business
intelligence, analytics, and user experience), content, digital signage, application mobile enablement,
mobile user management, mobile field services solutions (including AIDC/RFID), M2M, NFC.
Thought leadership, messaging, solutions development for solutions into vertical industries
(healthcare, government, retail, finance and energy/utilities) from Cisco, Microsoft, IBM and Oracle
platforms.
AaronTel (Square/BRAC/KDDI JV) ● Dhaka, Bangladesh
CEO & President; 2007 to 2009
Revenue $0 to $160m; 16% EBITA. Greenfield CDMA PSTN national operator and ISP; 150 people. Go-2-
Market strategies, new sales channels, VAS, mobile banking/payment solutions. Transitioned to a WiMAX
business via a $250m liquidity with KDDI. Designed & implemented a new national PON / GPON network
rollout and new B/OSS implementation. Deals with Huawei, ZTE, NEC and Cisco.
RoamAbout Mobile ● Mountain View, CA; London, UK; Stockholm, SE
Founder / President; 2002 to 2007
Revenue $0 to $5.4m; 49% EBITA Concept, Go-2-Market strategies and launch of global MVNO cloud-
based VoIP providing international mobile roaming bypass. Rollout in 39-countries; developed Linux-base
soft switch, new B/OSS (w/CRM), integrated web portal, UC, VAS, messaging m-Commerce, content and
mobile advertising. Also led the 2003 start-up, global rollout, and 2008 liquidity of RoamAbout Mobile
($11.8m), a MVNO providing International mobile roaming and VAS applications.
• Successful 2008 liquidity event ($11.8m).
• Also worked contract assignments with IBM, Humanizing Technologies, Obingo and Verizon during
this time as RoamAbout Management – projects $2m to $50m involving global teams up to 1,170.
Afghan Wireless ● Kabul, Afghanistan
President & Board Member; 2002 to 2003
Revenue $0 to $22m in new sales first 4-months; $83m annual revenue; 22% EBITA. 750 people total. Re-
launch of national GSM operator and ISP. New Go-2-Market strategies, retail sales, ISP, SaaS, WiFi, MW
satellite services and new $103m Ericsson GSM network with PON backhaul.
• Successfully overcame unique business challenges such as negotiating the (disputed) Afghan
government 25% minority ownership out of the business.
UNISYS Corporation ● Bluebell, PA; London, UK; Malmo, Sweden
VP/GM, Mobile Business; 1999 to 2002
Increased revenue of $161m to $389m (w/P&L); grew team of 3 to 356, added global pre-sales market
overlay of 240 and up to 1,200 outsourced project resources in NZ, India and Sweden.
Developed/Implemented global wireless strategies and programs driving new repeatable revenue streams .
Led the legacy global messaging business, led new mobile VAS software projects, outsourcing and
infrastructure projects. Launched new mobile applications in SaaS and PaaS model. Key negotiator for
closing JV, M&A activity and major sales opportunities with operators, banks, governments and airline
clients. Achievements:
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• Developed & launched 73 new VAS wireless software applications and infrastructure generating
$106.7m new revenue. Solution segments in Enterprise, Mobile-Commerce, Lifestyle and
Infrastructure ITIL, ISO-9001 quality policies & procedures. Solutions sold to global operators and
MVNO’s.
• Established/Operations global wireless ASP (6-million users) as part of JV with Microsoft and
Ericsson (MOSO). Developed integrated OSS/BSS system with transaction processing engine
handling over 10 million mobile micro-payment transactions/day including content delivery. $27.1m
in new revenue.
• Closed and managed custom software projects, speech recognition, video mail (3GPP), 3G system
testing and Multimedia Message Service (MMS) and 3GPP for PTT clients. Infrastructure
development of portals, WiFi, RFID, large content delivery systems, testing & management of
Ericsson R&D Lab.
BT Global (Infonet Services) ● El Segundo, CA; Amsterdam, NL
Managing Director, Global Multimedia Services; 1995 to 1999
Increased revenue of $12m to $868m (w/P&L); grew team of 23 to 269 plus developed technical sales
overlay of 1,300 in global teams supporting 120,000+ reps of tier-one carrier partners. Turnaround and re-
launch of converged voice/data services for 19-million global users. Global responsibility for telephony
(VoIP) providing global reach for most PTT’s in the world; includes: IXC voice, International bandwidth
arbitrage (London Carrier Ring), pan-European Call Center business (2,500 seats), audio/media/video
conferencing and wireless backhaul services. Managed global network operations, pre-sales, services
development including B/OSS, SLA’s, and application monitoring. Achievements:
• Conceived, developed and introduced “Inter@Xion” a Next-Gen CO VoIP solution with universal
communications; $12m to $363m business with unique global fixed pricing scheme.
• Led due diligence in $780m acquisition of AT&T Unisource Comm. Services (AUCS). Led business
with full P&L; operations for pan-European managed network services and global IXC voice
business.
• Developed & launched 8 new global services along with a custom OSS/BSS; ran 73-node global
network, operations and 40 data centers.
• Implemented Data RAS and International mobile roaming transport/termination strategy and
business.
Casio Computer, Ltd. ● Torrance, CA; Tokyo, JP
Director, Advanced Products Division; 1993 to 1995
International Channel Sales Director; 1991 to 1993
Grew revenue from $0m to $74.3m (w/P&L); grew team of 12 plus developed sales overlay of 36 in global
teams. Built new channel relationships globally for distribution, carrier relationships and channel partner
dealers (interconnects, system integrators). Marketing efforts led to my forming the Advanced
Communication Products Division where I built a small global team of 43. Achievements:
• Developed and launched globally 27 products, many unique, including video conferencing, KSU-
less, wireless KSU-less, cell phones, military RF, and telecom. Profits generated accounted for 23%
of operating profit in 1995.
• Developed new distribution relationships, carrier relationships and dealer networks across a range of
types and categories.
Comcraft ● Northridge, CA; Grants Pass, OR
GM and Sales Manager; 1982 to 1991
Increased revenue from $8m to $17.5m (w/P&L in 1988); operations for 500-man interconnect/systems
integrator. Evolved the business from a pure labor sub-contractor into one of the largest interconnects in
California and the largest independent NEC dealer in the US.
FORMAL TRAINING
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University of Wisconsin; Bachelor of Science, Communications and Marketing, 1981.
Magdalen College, Oxford University, UK, International Business Strategy & Law, 2001
Postgraduate MBA course work (economics & accounting) at UCLA, 1988
Certified BISCI RCDD Engineer & PMP. Various certifications with ISO, ITIL v2, Microsoft, Cisco, NEC &
others. Licensed General Contractor (B) and Low-voltage Contractor (C61) in California.
Culture diverse, over 20-years work in 120 countries; work assignments in China, Japan, UK, Sweden,
Netherlands, Argentina, Bangladesh, Afghanistan, UAE and South Africa.
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