Project Manager / Product Manager / Marketing Manager

Capability Statement

A proven Executive with successes in the local and international marketplace for well respected global and local organisations. Achieving growth through direct and indirect business approaches utilising effective partnerships and other market development activities. With a view to business outcome not just technology has been a major factor in his success.

Qualifications

Bachelor or Arts (UNSW) 1982, double major in Economics

Master of Business Administration (UNE) ongoing

Career Outline

Actel Consulting & THE KIX GROUP

Principal Consultant / Owner

UNISYS AUSTRALIA

Business Development Director

DMR CONSULTING

Business Development Manager

OBJECTIF TELECOMMUNICATIONS

Director of Marketing & Alliances

Marketing & Sales Manager

SIEMENS NIXDORF INFORMATION SYSTEMS

Principal Consultant

Regional Manager, Telecommunications

NOKIA TELECOMMUNICATIONS

Various product and marketing management positions

Key Achievements

• Established, managed and grew two start-up consulting and services companies

• Managed numerous business transformation and technology projects

• Identified and implemented new global and regional organisation structure to reflect solution marketing and business benefits

• Increased sales revenue 200% in 3 years

• Entered 5 new international markets and delivered a range of key client projects

• Successfully delivered key strategic consulting outcome for challenger entrant

• Sourced and developed key partner relationships to deliver innovative and profitable solutions to target customers

Some experiences in different projects are listed in the following overview.

Optus, Australia Operations system project to manage the customer care aspects of order management, configuration, monitoring and fault alerts and escalations. The OMS integrated all aspects of front and backend processes for the complete range of IN (Intelligent Network) products and services.

The integration aspects included:

- Billing & Rating (Arbor)

- Data Warehousing (bespoke)

- Mediation Devices / Systems (Ericsson)

Energis, UK Order Management and Customer Care services for Energis telecommunications solutions.

Project Steering Committee management of the implementation project for this project. The OMS solution was the messaging layer in addition to the front and back of office solution for the order processing for this operators products and services.

Integration was done between the systems via XML and other API’s to interwork with inventory management, billings, fault management, and network engineering.

Telecom NZ, New Zealand TCNZ were replacing their core infrastructure with a new network architecture and operating system, with the emphasis on more open standards.

TMS-OS (a product) was positioned as a TMN compliant solution (incorporating all aspects of the FCAPS definitions) to manage the core and access network components of this operators network. Led the team to define requirements, bid response and then present and secure the solution.

The integrations aspects were to the existing legacy solutions, to the new network management layer (TMN) using HP Openview. Extensive interoperability work required to test for provisioning, control and fault management.

T-Mobile, The Philippines T-Moble – PNI were a GSM operator looking for a new billing system to replace GSMIS. The Atmosphera system system was a complete billing and customer care solution offered and accepted by T-Mobile over AMDOCS and other billing solutions.

Atmosphera integrated with the network and operations systems to send provisioning / activation controls based on post and pre-paid billing information. Customer management, rating and bill production was managed within the solution.

KPN Telecom, The Netherlands KPN was the largest IN operator in Europe at the time of this project and were looking to harmonise their disparate IN platforms to have one operations systems environment. The OMS was selected after an extensive international process.

The OMS was the customer contact, product creation, inventory activation, billing trigger application for their most profitable service division.

As lead on the Project Steering committee and the original bid group. This application was TF/TMN compliant to the TOM and later eTOM models.

Career Experience

Actel Consulting & THE KIX GROUP FEB 2004 – Current

Working with clients to solve real world problems with effective and sustainable solutions through use of appropriate technologies and processes. It provides consulting services and manages complete solutions through concept, design, implementation and ongoing support. Worked across retail, financial services, warehousing and production, travel, foreign exchange and other sectors.

Works with Actel Consulting as their Australia & New Zealand Regional Director and Principal Consultant.

Managing Director & Principal Consultant

Responsibilities

• Business Management

• Project Management

• Financial Management and P&L responsibility

• Commercial Negotiations

• New Business Development

• Client Relationship Development

• Focus on Communications, Contact & Interaction Solutions

• Solution and Market Development

• Consulting, Solution Design and Transition

Achievements

• Built client base from zero to > 10 within 12 months

• Managed projects to reduce clients cost base for communications contributing > 40% direct to the bottom line

• Developed strategy, business case and implementation plan for an Australia multinational around the use of Unified Communications and IP telephony to provide cost savings and productivity engagements

• Established numerous significant partnerships for new products and solutions to the SME market in Australia and New Zealand.

UNISYS AUSTRALIA PTY LTD FEB 2003 – JAN 2004

Unisys is a listed company working in Business Process Outsourcing, Systems Integration, Customer Relationship Management, Supply Chain Management, Managed Services and Consulting activities with 35,000 people worldwide and revenues in excess of $US6 billion.

Business Development Director

Project Director

Reporting to Managing Partner

Responsibilities

• New Business Development

• Client Relationship Development

• Focus on Client Contact & Management Solutions for Public Sector, Telecommunications/Communications, Finance and General Commercial customers

• Solution and Market Development

• Project Management

Achievements

• Developed 5 new major clients (Telecommunications, Media, Government & Insurance)

• Built pipeline of $5 million within 12 months

• Developed new wireless solution (technology and systems) and key initial customer

• Managed the implementation of a significant multi-channel, international contact centre, project budget $3million

• Target achievement split on Revenue & Gross Margin ($US1.8m)

DMR CONSULTING PTY LTD MAR 2001 – JUN 2002

DMR is a wholly owned subsidiary of the Fujitsu Group of companies providing Management Consulting, Outsourcing, Systems Integration, and Solution / Application Development.

Business Development Manager

Reporting to Regional Manager

Achievements

• Established DMR as a name in major telecommunication operators, Telstra, Optus, AAPT, Macquarie Communications, Austar, Comindico and Vodafone

• Achieved initial engagement within 3 months of starting with AAPT

• Commissions paid on target achievements

• Built and took DMR telecommunications offering to the market, including concepts and collateral, focussing on Tier 1 and Tier 2 operators

• Developed internal vertical knowledge with DMR consultants

• Forged alliances with a range of partner companies, Sun Microsystems, Oracle, Onyx, Tibco and Vitria

• Developed and account managed significant new client with initial engagement of $300,000 and a pipeline of $500,000

• Developed pipeline of > $1.5 million for business consulting and applications integration (excluding outsourcing opportunities)

• Successfully engaged with partner to develop an services outsourcing opportunity of $7 million per annum for 10 years

• Negotiated contracts and back to back agreements with partners for all engagements

OBJECTIF TELECOMMUNICATIONS LTD FEB 1998 – FEB 2001

Objectif Telecommunications was an Australian software product and project company focussing on the operational support systems market of the telecommunications industry. It mainly exported its solutions to Europe but had its original customer in Australia.

Director of Marketing & Alliances, Jul 2000 – Feb 2001

Marketing & Sales Manager, Feb 1998 – Jul 2000

Reporting to Managing Director

Responsibilities

• Sales & sales management

• Account management

• Product marketing

• Marketing communications & PR

• Sales plans and strategy

• Channel & partner development

• Market & competitor analysis

• Market and marketing strategy

• Team management

Achievements

• Increased sales revenue over 200% within 3 years from $1.8million to $6.3million

• Established and managed partner programs with Cisco Systems, Alcatel, Portal, Digital/Compaq, Cap Gemini, AMS, HarmonyCom, Logica and other organisations

• Established Sales and Marketing teams in two geographic regions (Europe & Australia)

• Delivered & oversighted 2 major deployments in excess of $5million

• Delivered presentations to major industry forums in Europe and Australia.

• Featured in BRW May 1999 on international business development

• Member of Australian Communications Industry Forum (ACIF) project working committee for the introduction of number portability into Australia

• Managed the partnership with the Telecommunications Management Forum for sponsorships, exhibitions and conferences.

• Managed costs and expenditure for functional area

• Built sales remuneration and key objectives structures for sales performance management

SIEMENS NIXDORF INFORMATION SYSTEMS MAY 1996 – FEB 1998

Siemens Nixdorf (SNI) Ltd was the IT systems and solutions arm of the Siemens group of companies.

Principal Consultant, October 1997 - February 1998

Regional Manager - Asia Pacific, Telecommunications, May 1996 – October 1997

Reporting to Regional Director

Achievements

• Developed market segmentation model, organisational and systems analysis for one of Australia’s largest telecommunications operators

• Build SNI internal telecommunications marketing, partnering and delivery capability

• Achieved sales recognition as Winner of “Asian Games”

• Developed a solutions portfolio suitable for the Asia Pacific region

• Delivered and account managed engagements in China, The Philippines and Australia. Management oversight with engagements in India, Indonesia, Taiwan and Malaysia

• Generated in excess of $7 million within managed region

• Exceeded quota by 40% and improved gross margin by 15%

• Managed local and regional sales teams through 7 opportunities from opportunity to contract and delivery in India, China, Philippines, Indonesia, Taiwan, Malaysia and Australia

• Established a network of suppliers and partners for solutions portfolio including Sun Microsystems, Oracle, Atmosphera, Point Systems

• Managed and nurtured the partner relationships to bring further benefit to our joint customers, follow-up sales in excess of $1.5million.

• Influenced partners and their plans for products and solutions development

• Analysed and re-engineered business processes and organisational change to the local sales organisations

• Managed $2million budget across 10 countries and with 9 staff located in 4 countries

• Set and managed performance objectives for all staff and channels

NOKIA TELECOMMUNICATIONS APRIL 1990 – MAY 1996

Nokia Telecommunications is a manufacturer and seller of communications infrastructure equipment and management solutions for various types of network technologies. Nokia Telecommunications is part of the Nokia Group with more than 30,000 employees and revenues exceeding $US5 billion.

Area Manager, Systems Marketing Asia-Pacific, Sydney, Feb 1995 - May 1996

System Marketing Manager, Finland, Dec 1993 – Feb 1995

Product Manager, Finland, Sep 1991 - Dec 1993

Global Data Systems Manager, Finland, Apr 1990 – Sep 1991

Achievements

• Built a global marketing and solution development group of 30 people

• Managed the development and deployment of a sales offer, ordering, commissioning and delivery system across more than 20 countries, budget of $US3.4million

• Managed product lifecycle for a range of engineering and software based solutions

• Regionalised the solution marketing organisation to Asia Pacific

• Presented in a variety of industry forums

• Published articles and editorial to industry publications as well as to the press and internal publications e.g. Global Telephony – “Untangling Network Complexity” Jan 1994

• Development and maintenance of relationships with 3rd party suppliers for total solutions provision, Hewlett Packard, Comptel, Ingres and Oracle

• Influenced partner solutions development plans and product releases

• Supported a multitude of sales > $10US million each - typically in the $50-$150m range

• Brought new generation (TMN) Network Management solution to market

• Managed a variety of teams from 7 to 30 people

• Increased sales in one customer from $2 to $34 million per annum

• Negotiated a variety of commercial contracts

• Developed, communicated and implemented marketing and business plans

• Received a variety of awards and recognitions for contributions to sales and company development

Personal Details

International Awards & Decorations

Knight 1st Class, Order of the White Rose of Finland

Commanders Commendation

Australian Defence Medal

Other Professional Experience

Royal Military College of Australia, Duntroon 1978 - 1982

Commissioned Officer in Australia Army, 1982 - 1989

Sales and Negotiation Skills, Nokia, Siemens Nixdorf, Unisys, 1993 - 2004

NETWORKER, Senior Managers Business Development, IMD Switzerland, 1994

Professional Memberships

Australian Institute of Management (AAIM)

Member of the AIM Marketing Committee (2002-2003)

Finland Australia Chamber of Commerce (President 2005 – 2007)

European Australian Business Council (Director 2005 – 2007)

Interests

Basketball, Walking, Drawing, Gadgets, Reading and Theatre

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