Experience

Allstar Solutions

• Australia
• Information Technology & Services
• 1 - 100 Employee

• Channel Account Manager

  • Nov 2022 - Present



Aquion Pty Ltd

• Australia
• IT Services and IT Consulting
• 1 - 100 Employee

• Manager Strategic Vendor Partnerships

  • Apr 2021 - Aug 2022

  Aquion is an Australian owned Software Distributor. I was hired by Aquion as a member of the senior management team, to bring an experienced vision to their vendor management practice. This involved advising on transforming the business operations, to position Aquion as a key player in the Australian IT Channel community ecosystem, and as a result be seen as the distributor of choice for emerging global technology vendors seeking to reach Australian partners. Aquion is an Australian owned Software Distributor. I was hired by Aquion as a member of the senior management team, to bring an experienced vision to their vendor management practice. This involved advising on transforming the business operations, to position Aquion as a key player in the Australian IT Channel community ecosystem, and as a result be seen as the distributor of choice for emerging global technology vendors seeking to reach Australian partners.



Fuse Technology

• Australia
• Information Technology & Services
• 1 - 100 Employee

• Channel & Alliances Manager

  • May 2016 - Apr 2021

  Fuse Technology is an Australian Managed Service Provider seeking to leverage best in class technical expertise around the Microsoft Cloud technology stack complemented with associated 3rd party security solutions. During my tenure at Fuse, I was responsible for selling technology projects & managed services via our reseller & vendor partners to their end users. Our overarching objective was to cross-sell and upsell our full suite of managed services products including Desktop Support, Teams Voice, Managed SCCM, Managed Intune & Managed Internet / WAN to maximise MRR growth for long term profitability, in addition to delivering projects at scale to maximise top line revenue. For projects this involved collaborating with internal service delivery stakeholders to scope project deliverables, estimate the effort associated with delivery, and optimise the commercials to ensure Fuse and our partner were cost competitive. Post sign off, I worked with internal and external stakeholders to ensure projects were delivered to the agreed schedule & budget, was responsible for project reporting, issue resolution and maintaining customer satisfaction. Scoping a Managed Service involved liaising with the customer to understand their requirements, and ensure our list of deliverables were aligned to the customer's needs, and our service was commercially optimal to ensure ongoing profitability. Where we engaged third party contractors to deliver work on behalf of our clients, I was responsible for ensuring the work was delivered on time, and on budget, as well as reconciling the third party invoices.



Ingram Micro Cloud

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Cloud Vendor Business Manager

  • Jul 2012 - Feb 2016

  Ingram Micro Inc., a Fortune 100 company, is the world’s largest technology distributor and a leading technology sales, marketing and logistics company for the IT industry worldwide. As a result of my extensive background in Managed Services & Hosting, I was invited by management to help develop an appropriate local strategy for the Australian Cloud business unit. As a result of independent research, and gaining an understanding of the strategy in other regions, I developed a plan with financial forecasts to secure funding from corporate to build out a team to support the then emerging technology of Cloud solutions. Subsequently in early 2014, Ingram Micro established a new global division known as Ingram Micro Cloud, and Australia became a part of this global division, which came with funding support to build out a dedicated sales & marketing team. My focus shifted towards soliciting and onboarding new vendor partners to maximise the range of services the Cloud team would be able to take to market. Central to this was securing the rights to the Microsoft Cloud Solution Provider (CSP) program, which would allow Ingram Micro to offer Office 365 & Azure subscriptions on a monthly recurring basis to the channel. I led the tender response to this program for Australia & New Zealand, including developing the presentation to Microsoft, the financial modelling, and delivering the presentation in person to Microsoft. Ingram Micro was subsequently chosen as a distributor of the Microsoft CSP program in Australia & New Zealand, alongside just one other distributor. With the Microsoft CSP partnership established, I set about continuing to expand the local Cloud services linecard, adding an additional twelve offerings from ten vendors.



Ingram Micro

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• HP Server, Storage & Services Product Manager

  • Oct 2010 - Jun 2012

  Ingram Micro Inc., a Fortune 100 company, is the world’s largest technology distributor and a leading technology sales, marketing and logistics company for the IT industry worldwide. As an HP Enterprise Group - Server, Storage & Services Product Manager, my direct responsibilities saw me managing a line of business with revenues in excess of $100M per year, and inventory ranging between $6-10M. Ingram Micro Inc., a Fortune 100 company, is the world’s largest technology distributor and a leading technology sales, marketing and logistics company for the IT industry worldwide. As an HP Enterprise Group - Server, Storage & Services Product Manager, my direct responsibilities saw me managing a line of business with revenues in excess of $100M per year, and inventory ranging between $6-10M.



Brennan

• Australia
• IT Services and IT Consulting
• 700 & Above Employee

• IT Vendor Alliance Sales Manager

  • Sep 2006 - Jul 2010

  Brennan IT is an IT Managed Service Provider, focusing on mid market businesses, My role was to manage the Brennan IT Hardware & Software Profit & Loss, manage our vendor partner programs to ensure compliance, oversee the end to end procurement process including managing supplier credit and liaising with the CFO to align supplier payments to optimal business cashflow. I leveraged my superior knowledge & experience of vendor channel programs to make Brennan IT more competitive in the market, which led to more than doubling of product revenue, while also taking advantage of vendor programs and market timing to increase gross profit margins by 188%.



Nicholls-Price Pty Ltd

• General Manager

  • Nov 2003 - Sep 2006

  Nicholls-Price was founded in 1999, to allow small businesses to access enterprise level IT expertise. After initially focussing on hardware and software solutions, the business evolved to become a Managed Service Provider. Between 2001 and 2003 I led the sales team as we made the transition to becoming an MSP. Over time we added products including Project Services, Desktop Support, Managed Internet, Managed Firewalls and Hosted Exchange. We sought to increase our monthly recurring revenue by cross-selling multiple products into our existing client base, retain and renew existing clients, in addition to recruiting new clients. In 2003 the owner elected to take a step back from day to day running of the business, and appointed me as the General Manager. This saw me take on responsibility for the Service Delivery team, in addition to my Sales leadership responsibilities.



Nicholls-Price

• Sales Manager

  • Jan 2001 - Nov 2003

• Senior Account Manager

  • Jun 2000 - Jan 2001



Leading Solutions

• Information Technology & Services
• 1 - 100 Employee

• Senior Account Manager

  • Mar 1998 - Jun 2000

  Key Responsibilities: - Generate new business through prospecting, closing phone in and HP leads, and re-establishing contact with former customers - Managed relationships with key accounts and secure recurring business Key Responsibilities: - Generate new business through prospecting, closing phone in and HP leads, and re-establishing contact with former customers - Managed relationships with key accounts and secure recurring business



Kasys

• Account Manager

  • Aug 1996 - Mar 1998

  Key Responsibilities: - Prospect for new business via telephone cold calling and face to face visits - Account Management & retention of existing clients Key Responsibilities: - Prospect for new business via telephone cold calling and face to face visits - Account Management & retention of existing clients