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Product Management

Work Experience

Twenty-five years’ experience in senior sales, product development/marketing, sales support and operational positions.

A strong commercial background is supported by comprehensive technical knowledge of:

§ Broadband, fixed, mobile (GSM/3G) and converged business communications (multimedia).
§ Next Generation Networks, SS7 MTP, ISUP, INAP, MAP, ISDN, H.248/Megaco, H.323, MGCP
§ Internet service provision, Network Management, OSS/BSS.
§ Network management, billing and operational support systems.
§ Personal communications services, unified messaging, IP telephony and customer contact centre solutions
§ IT Solutions, Computer applications, networking (LAN/WAN), WiFi, CTI/IVR

CAREER ACCOMPLISHMENTS

Start-Up
· 2nd employee in a US/UK technology start-up, assisted in growing company to 45 European personnel
· Recruited many personnel to meet the business needs
· Selected partners and suppliers, maintained cordial relationships with all.

Market Launch
· Introduced Next Generation Network (NGN) elements (Media Gateway Controllers and Media Gateways). Producing business cases, specification of architecture and equipment, market analysis, target account selection, running field trials, organsing and presenting at conferences.
· Introduced several new products to the telco marketplace, including Advanced Personal Communications services (Single Number, Find-Me Follow-Me, Unified Messaging), using Computer Telephony Integration (CTI) and Interactive Voice Response (IVR) technologies.

Sales and Growth
· Won several blue chip telco accounts, resulting in $Ms of subsequent orders
· Added indirect channel sales partners (systems integrators) to sales channels
· Revised bid process to achieve 800% in gain in efficiency, (numbers of bid tackled grew from 6 per Year to 48 per year)
· Negotiated discounts with key suppliers, to increase margins.

Operational Change
· Implemented, evaluated and selected systems in operations and service companies.
· Developed processes to sustain best practices
· Led the activities in becoming a UK telecoms operator

CAREER SUMMARY

Mar 1999 – Apr 2003 CISCO SYSTEMS LTD
Product Marketing Manager - EMEA (2000 – Apr 2003) Consultant, Voice Solutions - EMEA (1999 - 2000)

Aug 1994 – Feb 1999 CALL SCIENCES LTD
Technical Director - Sales & Marketing (1996 - 1999)
Operations & Maintenance Manager (1994 -1996)

Sep 1976 – Jul 1994 BRITISH TELECOMMUNICATIONS PLC
Features Manager – Network Measurements (1992 - 1994)
Four Prior Roles (1976 -1992)


PROFESSIONAL EXPERIENCE

CISCO SYSTEMS LTD
Product Marketing Manager - EMEA

Managed a portfolio of products positioned within solutions in the EMEA theatre, including Next Generation Networks (NGN) and propositions aimed at mobile operators, carriers, Internet Service Providers (ISP) within the residential, SME and corporate marketplace. Propositions covered TDM, SS7 (MTP, ISUP, INAP, MAP, 3G), ATM, FR, IP/MPLS, Broadband, VoIP (AVVID), Applications/Services and Class 4/5 replacement.

§ Over achievement year on year for booked revenues, 237% ($10.4M in just three qtrs) on a FY03 full year target of $4.4M. and 304% ($15.8M) of booked revenue in FY02 on a target of $5.2M.
§ Managed Softswitch Partner relationships, e.g. Italtel, Cap Gemini, Marconi
§ Acquired new sales channels to grow revenue streams. (Systems Integrators).
§ Successfully supported many RFP and ITTs from in-country account teams, leading to the winning of business with BT, Cable and Wireless, Telecom Italia and Mobile customers such as MTN, Amena, Telecom Italia Mobile, Hutchinson 3G and mmO2.
§ Defined and communicated Cisco\'s Voice product and business strategy with the industry press and analyst community.
§ Producted support materials for Sales, including brochures, leaflets, presentations, spreadsheets, white papers and presented at industry events, e.g. International Softswitch Consortium – Amsterdam 2001.
§ Provided pre & post sales commercial and technical consultancy to field sales teams and customers regarding next generation technology solutions featuring Voice over Broadband (ETTx, Cable and xDSL) access, Routing, H.323 Voice, Call Manager, IP Contact Centre, Media Gateway Controllers (Softswitches) and Media Gateways.
§ Organised product field trials, product certification (SS7 and ATM) with BT and France Telecom (CNET)
§ Captured product requirements from customers, market needs, and competition.

Consultant, Voice Solutions – EMEA

Provided technical and commercial consulting to prospects within EMEA and worked closely with in-country account teams and customers to develop new business opportunities.

Positioned new technology solutions featuring Voice over Broadband (ETTx, Cable and xDSL) access, Routing, AVVID, H.323 Voice, Call Manager, IP Contact Centre, Media Gateway Controllers (Softswitches) and Media Gateways, also supported the positioning of the Signalling Controller for SS7 access to the Internet via Network Access Servers.

§ Captured customers’ design requirements, ensuring that the relevant business units accurately interpreted the information and processed new features in a timely manner.
§ Reviewed and designed customer networks for Voice services, ensuring that appropriate new technologies were exploited.
§ Provided responses to ITT and service proposals.
§ Coached and mentored sales, marketing and operational personnel as part of product training updates.
§ Assisted with the SS7 certification of products entering new markets in EMEA.
§ Provided consultation to other departments on new technology.

CALL SCIENCES LTD
Technical Director (Sales & Marketing)

An initial member of this UK/US telco start-up, developing and operating non-geographic Personal Communications (“Personal Assistant”) and Unified messaging services using Computer Telephony Integration and Interactive Voice Response technologies..


Contributed at a corporate strategic level and in partnership building with Hewlett Packard, Dialogic, Aculab, Oracle and Cisco Systems. As Technical Director and departmental head, was responsible for building, educating and leading the sales team in providing technical assistance to the EMEA and Far East sales teams and their customers. Responded to RFPs and ITTs and travelled extensively throughout the region delivering sales presentations. Served as a member of the Business Planning and Strategy Board.
§ Successfully won a number of key business opportunities, including Dolphin Telecommunications (£1M initial order received), and Vodafone Panafon (£1.6M initial order received).
§ Successfully recruited and led a multi-disciplined team tasked with supporting the business objectives.
§ Sold to large corporations (Oracle), SMEs (corporate departments,BT financial sales organisation and to mobile companies, e.g. Dolphin Telecommunications (TETRA), Martin Dawes Telecommmunications (Breathe), Cellnet (Product Development).
§ Instrumental in designing a multi-functional Customer Contact Centre, including the selection and management of 3rd party software and hardware contracts.
§ Provided GSM project consultation to key customers up to and including demonstrable solutions, e.g. Unisource Mobiles (Remote HLR SS7 access) with a pan European mobile concept.
§ Maintained supplier relationships and negotiated discounts for supply against volumes.

Operations & Maintenance Manager

§ Recruited and managed a team of talented engineers, responsible for all telecoms interfaces to company systems, LAN/WAN, Network Management, and Operational Support Systems.
§ Researched and selected third party products and suppliers to meet the designated system architecture, instigated purchasing.
§ Managed projects for installations, testing and the introduction of new hardware and software builds on internal and customer implemented systems.
§ Led the UK SS7 interconnect project with BT PLC and certification challenges across Europe.
§ Developed and documented processes to meet the company’s ISO9002 plan, with continual improvement in mind.
§ Implemented security procedures across all aspects of Business Process Operations with additional emphasis on Disaster Recovery.

BRITISH TELECOMMUNICATIONS PLC
Features Manager - Network Measurements

Responsible for BT Network Synchronisation and SS7 Switch Management Statistics and a member of the National Emergency Duty Officer rota for System X.

§ Provided expertise for new switching and signalling technologies, contributed as owner of BTNR148 to SS7 Network Management product selection as part of technical tender review team (iNET selected).
§ Matrix managed several projects, plus contributed as a team member.
§ Worked across multi-faceted teams, defining and recommending changes to BT’s national network to aid operational efficiency and cost reduction.
§ Managed 3rd Party Support Contract with GPT (Marconi).

Prior roles with British Telecommunications plc:

1989 – 1992: Support Quality Manager (Product Support Group – BT Martlesham)
1982 – 1989: Technical Officer
1979 – 1982: Technician 2A
1976 – 1979: Trainee Technician Apprentice (TTA)

INTERESTS

§ Member of the Football Association Match Officials Association (FAMOA) (Level 6 Referee)

Education

?

Skills

KEY SKILLS

· General Management of High-Tech Business
· Sales and Marketing Leadership
· Hardware and Software Product Launch
· New Business Start-up
· Customer Service / Call Centre Management
· Market Strategy and Positioning
· Technology/Product Assessment
· Product Management
· Product Marketing
· Project Management
· Competitive Analysis
· Operational Support
· Bid Management
· Negotiating
· Recruitment and Coaching of Teams
· International Sales and Marketing management

Languages

English

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