Head of Alliances and Marketing

• Apr 2023 - Present

Senior Director, Growth Strategy EMEA

• Jan 2022 - Apr 2023

Develop and drive the execution of key organizational and regional objectives, including developing and tracking accountability metrics and remediation plans as needed. Have overall responsibility for driving functional excellence across all operational activities in EMEA, to lead and drive operational strategy and all associated activities within the Region in order to deliver on the operational and financial objectives of the organization.• Marketing, Business Development and Channel Partners teams report into role all other sales ecosystems have a dotted line.• EMEA was the leading region for Channel Partner Growth, Marketing activities and quarter on quarter growth on Pipeline growth. Built framework to enter new markets and Verticals.• Designed and integrated organization wide, cross-team systems and processes to ensure alignment and increased operational efficiency.• Translated the strategy into actionable goals for performance and growth helping to implement organization-wide goal setting, performance management, and annual operating planning.• Support the Sales team to develop and execute effective sales plans to drive revenue growth.• Developed the Operational delivery platform & initiatives aimed at enhancing service delivery, cost effectiveness and quality performance. Show less

Director, Partner Readiness and Operations

• May 2021 - May 2022

Director Global Partner Organisation

• Nov 2017 - May 2021

Responsible for nurturing Ciena's business partner relationships, charged with driving partner programme objectives, enhancing the quality of customer service, and developing strategies to build revenue within the award-winning CPN program. To that end, I developed and implemented an enablement program to support these initiatives and our business partners.

Global Partner Programs and Operations Partner

• Apr 2015 - Oct 2017

Led the delivery of new channel partner initiatives, proper onboarding and partner programmes primed for global managed service providers (MSPs). Worked collaboratively with regional teams and leveraged global research and data from advisory organisations such BMI, Ovum and D&B to inform strategic planning decisions and direction. Utilising business and forecasting tools, together we analysed the global competitive landscape in order to ensure maximum market share growth for Ciena.

Client and Partner Services Manager

• Oct 2013 - Mar 2015

For Ciena to be selected as a global partner during Vodafone’s takeover of Cable and Wireless Worldwide, we were required to change Vodafone’s vendor structure. Thus, key accomplishments in this role included the successful management of contract negotiations with the Vodafone Procurement Company in Luxembourg and migration of C&WW contracts. Moreover, I led the development of technical business cases to build barriers of entry for competitors, including setting strategy and tactics for each specific sales objective. Due to the success at Vodafone International Group, I was subsequently selected as Programme Manager and attained Ciena’s highest quarterly revenue in EMEA’s history by a single hub, with 90% of bookings turning into revenue within a quarter. Additionally, I oversaw all technical demos on new business applications, assisted Cable & Wireless Worldwide operations migration with Vodafone, and promoted the implementation of new processes between all parties. While increasing programme margins, I ensured all key initiatives were tracked, monitored and in line with programme objectives through business intelligence reporting. Show less

Programme Manager C&WW and Service Account Manager Austria and Eastern Europe

• Sep 2011 - Nov 2013

Selected as an operations excellence leader, I grew and stabilised C&WW’s $24 million account through successful collaboration with the Ciena team. Moreover, I achieved maximum service revenues through the management and development of the UK, Austrian and Eastern European territories. My core sales and fulfillment process responsibilities included strong customer relationship development that negated competitive infiltration, thereby creating efficient and effective processes to ensure customer satisfaction and growth. Key responsibilities included advocating with stakeholders on behalf of each region to obtain product features and price levels required to win over customers. With a thorough understanding of APAC trade legislation, I informed supply chain processes and ensured shipments adhered to global trade laws. Additionally, I contributed to the implementation of a global deployment price matrix for customer services, as well as a successful Olympics programme; both of which were delivered in an escalated timeframe. Show less

Strategic Programme Management Office Manager

• Aug 2010 - Oct 2011

Led Ciena’s three-year strategic plan, including 23 initiatives across the following areas: Profit, Revenue, Employee, Customer and Market Evolution. I was responsible for strategic PMO development and assisting channel partners to achieve their mission-critical objectives.Leveraging Six Sigma methodologies, I drove cost efficiencies within the services organisation and successfully created a “Win/Loss culture of learning” by tracking improvements and developing plans to enhance the technical and business soft skills of teams. As a result, I was charged with the management of requirements for all training programmes.Furthermore, I created and managed the annual operating plan for EMEA GNS, tracked and measured goals within an agreed upon reporting framework and provided inputs into the Regional and Global Strategic plans. I also guided the go-to-market strategy and plans for technology markets while driving the EMEA GNS forecasting process. Show less

Programme Manager Operations II

• Jan 2007 - Dec 2010

Managed the $7 million FY2009 BT Ireland territory accounts, as well as the $24 million BT21CN trib infill account. A key responsibility included ownership of the services business associated with both accounts, from pre-contract to ongoing network support.

Merger and Acquisition Program Manager

• Nov 2009 - Apr 2010

Due to a global merger between Ciena and Nortel MEN, Ciena was required to integrate 18 sites across EMEA as well as one-third of their global workforce. In this position, I ensured both companies were legally ready to integrate on “Day 1.” Responsible for the creation of 17 legal entities across EMEA, I managed the transition of 18 facilities, either through lease extension or relocation.To ensure a successful transition, I managed the HR consultation process within 7 jurisdictions, implemented a new EMEA payroll process, and successfully transitioned 138 in-flight projects to the new legal entities. During the integration, I spearheaded the EMEA walkthroughs and testing for key functions and workstreams. Post-integration, I led the necessary remediation activities to establish a successful outcome. Show less

Programme Office Coordinator/Project Analyst

• Oct 2006 - Feb 2007

As the leader of the PMO department implementation, I facilitated the creation of process definitions and the development of essential PMO documents. Proactively working with team leaders, I successfully tracked and reported progress on all project plans, while enabling structured procedures and governances for all projects. As the leader of the PMO department implementation, I facilitated the creation of process definitions and the development of essential PMO documents. Proactively working with team leaders, I successfully tracked and reported progress on all project plans, while enabling structured procedures and governances for all projects.

Technical Project Manager (Mobile and New Business)

• Aug 2005 - Oct 2006

As the project/product lead, I managed mobile and new business projects, collaborated with third-party vendors and internal/external stakeholders while offering consulting services for new and existing clients. As the project/product lead, I managed mobile and new business projects, collaborated with third-party vendors and internal/external stakeholders while offering consulting services for new and existing clients.

IT Manager / Project Manager

• Sep 2004 - Dec 2004

Managed and coordinated the implementation of new computerised systems, maintained the current IT and communications systems and supported clinic staff. In addition to technical work, improved systems efficiencies and communication flow through clinical information and implementation of a best practises model to improve patient care. Also responsible for the retrieval, analysis, interpretation and presentation of health data and information. Utilising statistics and other information, I planned healthcare provisions and assessed progress of current plans. This analysis supported service planning and measured trends in service delivery and performance care. Show less