Summary

Work experience

• Business Development Manager

  Dicker Data

  2021.08-Current

  (5 years)
• IT Consultant

  Compu-Know

  2021.04-2021.08

  (5 months)

  Compu-Know is our family business providing a comprehensive IT&T service to a variety of SMB clients around Sydney; supplying, installing & maintaining MS-Windows servers & PC's and multi-location networks, as well as TPG High-speed Internet connections protected by Fortinet UTM appliances, and software development for unique business applications. My role in the company is oriented around sales & marketing, administration and supporting the legend in our business, Elizabeth Strachan - one of the most talented Windows network engineers and dot-NET programmers you'll ever meet. Show less
• Manager - Special Projects

  TPG Telecom

  2013.07-2021.04

  (8 years)

  In September 2013 TPG Telecom (ASX:TPG) announced plans for a Fibre-to-the-Basement (FTTB) roll-out to residential apartment buildings across metropolitan Sydney, Melbourne, Adelaide, Brisbane/Gold Coast and Perth in an effort to increase the number of properties connected to PIPE Networks' expanding fibre-optic network. I was appointed by the CEO to this unique business development role where the channel was Strata & Building Management companies, and my initial responsibilities included developing the sales strategy and marketing collateral required to establish a national FTTB network which would directly compete with the NBN in geographically-selected apartment buildings. As this ‘Special Project’ evolved, my customer relationship activities were focused on property manager liaison, managing the engagement and negotiations with Owners Corporation Committees on the installation of internal fibre-optic telecommunications infrastructure, and resolving challenges associated with the more complex installations. In under 7-years achieved operational FTTB/FTTH systems in nearly 3,000 apartment buildings with ~76,000 active customers. In 2020, the last full year of the FTTB project, I actively engaged with 553 apartment buildings and secured approvals for 343 with a combined total of +20,000 units. Led a cross-functional team creating the technical design & vendor selection criteria for a multi-purpose Fibre-to-the-Home (FTTH) system with integrated TV & Radio and in-building management, access & security systems. Negotiated strategic alliances with Embedded Electrical Network suppliers to jointly promote next-generation energy & FTTH telecommunication solutions to new residential developments. In this position I reported directly to the General Manager-Fibre Access. Show less
• Channel Sales Manager

  TPG Telecom

  2012.05-2013.06

  (a year)

  TrustedCloud, a wholly-owned subsidiary of TPG Telecom (ASX: TPG), delivers an holistic hosted business solutions providing businesses with access to 100% Australian-based infrastructure for application management, storage, networking, and security - primarily IaaS & DaaS systems. TrustedCloud is built on enterprise grade IT infrastructure that is cost-effective, with the flexibility for the IT services to grow as the business grows. This was a national role responsible for establishing a network of Channel Partners, reporting to the General Manager Sales (National). The initial focus was recruiting Systems Integrators and Value-Added Resellers in NSW, but my sales activities soon expanded to the other mainland states. Introduced TrustedCloud into many channel partners with no previous experience in selling cloud-based solutions; over 200 reseller organisations were added to the partner database. Negotiated SMBiT Professionals Gold sponsorship for whole TPG Telecom organisation and engaged with members nationally via sales presentations in each of the mainland state chapters. Secured and developed the nationally franchised ‘Computer Trouble Shooters’ as a key account and baseline for channel growth. Show less
• ProSecure Sales Executive/Channel Account Manager

  NETGEAR

  2011.03-2012.03

  (a year)

  Reporting to the Managing Director and working within the “Commercial Business Unit”, my key areas of responsibility were supporting the ANZ Channel Account Managers in educating their resellers on the new ProSecure UTM products, managing a quota-carrying territory comprising NSW/ACT channel partners, and business development across all segments of the channel network to grow penetration of the security, storage, switching & wireless range of products. Increased revenue and unit sales across ProSecure portfolio; within 3-months the Q2-2011 sales revenue grew 59% and 31% in volume Q-on-Q. In Q3-2011 revenue was up 17% and 47% in unit sales, and Q4 saw revenues up another 61% with unit volumes growing 52%. CY2011 finished with 106% growth in revenue and 98% improvement in unit sales over 2010. Increased NETGEAR’s network & security market share, across ANZ channel partners, from approx. 8% to 17% including incremental sales growth for other Channel Account Managers. Show less
• Channel & Distribution Manager ANZ

  Fortinet

  2007.09-2011.03

  (4 years)

  A newly created role reporting to the Regional Director-South Pacific, I was tasked with revenue growth by recruiting, enabling and managing a network of distributor-connected SI/VAR/MSP Channel Partners and supporting this network across ANZ with partner-specific initiatives and marketing campaigns; I was also accountable for management of the organisation’s Tier-1 GSI’s and Distributors. Another key responsibility was the provision of comprehensive operational, sales & marketing support to the Major Account Manager sales teams; however, a mid-2010 restructure focused my responsibilities on business development and account management within the SMB sector of the ANZ channel network. Channel development, enablement and strengthening of distribution relationships resulted in year-on-year growth of 63% in 2008 vs 2007 and 45% in 2009 vs 2008; in 2010 my SMB Channel sales grew +7% Q-on-Q with average quarterly sales exceeding US$500K – 46% higher than 2009. The team successfully acquired new key accounts such as Wotif.com, Queensland LifeLine, Brisbane Grammar School, St. Hilda’s Anglican School for Girls, EPIC Employment, and Intermedia. Worked with Major Account Managers across ANZ to significantly grow the business with key resellers such as Seccom Global, Fujitsu, Integ, CSG Solutions, CommsNet, Computelec, TPG, and Telarus; also assisting in large project wins such as LotteryWest, WestNet, SA Govt and UltraNet. Development of the “InFortimation” sales, marketing & technical information CD for channel partners; it was subsequently adopted by Fortinet head office as a standard issue resource to all new Fortinet resellers across the US, Canada, Latin America and ANZ regions. Show less
• Product Manager - Security

  Lan1 Pty Ltd

  2007.01-2007.08

  (8 months)

  I was employed as the product/vendor manager within the IP Security team (Fortinet & SonicWALL), but was also responsible for channel development across the portfolio of Australian resellers, and pre & post sales support to the sales teams within each of the company’s branch offices. Responsibilities: 1. Managing the vendor relationships between Lan 1 and Fortinet & SonicWALL, including the negotiation of prices, managing of promotions, preparation of business & marketing plans, inventory management, and vendor education of both the internal sales teams and reseller channel. 2. Recruiting of new resellers and account management of key resellers within the security portfolio usually done in conjunction with the branch office account managers; while also encouraging them to investigate other products & solutions across Lan 1’s other vendor portfolios. Show less
• Channel Business Development Manager - Colour Lasers

  Epson

  2004.09-2006.04

  (2 years)

  Employed within the volume products division (printers, scanners & projectors), I was responsible solely for promoting the laser product range with a significant focus on the colour models. The role had a defined territory of NSW & ACT and involved recruiting new resellers in addition to supporting the existing dealer base and distributors. It was a challenging role with an innovative range of quality products. Responsibilities: 1. Identifying potential NSW & ACT resellers specifically for the Epson range of colour laser printers and then initiating and developing strategic partnerships with those resellers. 2. Providing new and existing resellers with account management support in the form of sales team training, planning and implementation of marketing & promotional campaigns (including trade shows, seminars, advertising and direct marketing), and assisting them in demonstrating the laser printers and negotiating with their end-user customers. 3. Assisting members of the Volume Products, Video Products and Business Systems sales teams with laser-specific training, customer support, demonstrations, presentations and assorted sales related/customer-focused activities. Show less
• Channel Sales

  FinancePlus Software

  2001.01-2004.01

  (3 years)

  Responsibilities: 1. Finding, establishing and supporting a national reseller channel that would sell the FinancePlus and Legrand CRM applications and provide professional services to their end-users. Also to provide the resellers with product training and marketing, and with assistance in demonstrating the software to prospects and helping with new system implementations. 2. Control of pricing on products and services, plus strategic planning, and implementation of sales and marketing initiatives (including trade shows, seminars, advertising and direct marketing). 3. Establishing sales budgets and product forecasts (in co-ordination with the Managing Director), and assuming responsibility for the achieving of those sales budgets. Show less
• NSW Sales Manager/National Sales Manager

  TPG Computers

  1997.01-2001.01

  (4 years)

  I returned to TPG because the opportunity to work in Sydney at a more senior level would allow me to have a greater impact on the sales and marketing activities of the company as a whole, not just the Perth branch. I also believed that by working in head office I could directly contribute towards the company's objective of building a stronger organisation with a more diverse range of IT&T solutions. Responsibilities: 1. Managing the NSW sales team (Systems; channel and direct) with revenues of $10million, while also maintaining a number of personal accounts worth $1.5million per annum. 2. Co-ordination of the sales team (three account managers and a sales support/administration person) and supervision of their activities; including training/mentoring and direct assistance with client situations. 3. Strategic planning, and implementation of sales and marketing initiatives. 4. Control of product pricing, system configurations (servers, desktop and notebook PC’s), and production of system pricelists. 5. Establishing sales budgets and product forecasts, and assuming responsibility for the achieving of those sales budgets. 6. Development of both the reseller channel and direct government business through focussed marketing strategies and “hands-on” sales activities. 7. Focussing on the sales and marketing of TPG’s range of Server and Notebook computer systems, and their associated products and services. Show less

Educational experience

• Hale School

  Junior Certificate, High School, Year 10