Experience

Paradigm Infrastructure

• Telecommunications
• 1 - 100 Employee

• Sales Director

  • Jun 2021 - Present

  Supporting the newly established infrastructure company, focussed on growth opportunities in Africa Supporting the newly established infrastructure company, focussed on growth opportunities in Africa



American Tower

• United States
• Telecommunications
• 700 & Above Employee

• Business Development EMEA - Africa focus

  • Jan 2013 - Jun 2019

  January 2013 to June 2019: American Tower EMEA/Africa Business DevelopmentAugust 2014 – November 2015, Nigeria Secondment, Head of Sales and Account ManagementDecember 2015 – November 2016 Tanzania SecondmentDecember 2016 - June 2019 Developing further African opportunities, primarily in Kenya, Egypt, Burkina Faso, Madagascar, Ivory Coast and Niger. Most recently I established the ATC business in Kenya from scratch including the license application. Also supported the acquisition of 700+ towers and build a BTS (Build to Suit) business. I have also recruited the sales team and supported the recruitment and development of over 30 new hiresPrior to my Kenya secondment I was part of the pre-close team, following the agreement to acquire 1352 Towers from Airtel in Tanzania. I was responsible for establishing the contact strategy, recruiting the sales team and negotiating new colocation opportunities, with both Tier 1 and 2 Operators. In addition I was providing guidance on process and procedure. Previously successfully built and led the Sales and Marketing organisation for Nigeria, following the successful acquisition of 4800 Towers from Airtel in Nigeria.Negotiated the commercial and contract terms, resulting in the closing of several multi- year/million dollar collocation contracts, with Tier 1 and 2 OperatorsAssessed other tower acquisition opportunities in NigeriaEstablished the C-level contact plans and strategy across all Tier 1 and 2 OperatorsPreviously seconded to Uganda for 12 months, where I led and won a number of Multi-million/year contracts in Uganda, for collocation, build to suit and managed services on a portfolio of 1200 Mobile sites.Drove the acquisition of further Tower portfolio’s in Uganda and reviewed further expansion into new territories, primarily Rwanda and Zambia.



Eaton Towers

• United Kingdom
• Telecommunications
• 1 - 100 Employee

• Sales and Marketing Director East Africa

  • Jan 2011 - Dec 2012

  Primary role was to develop a mobile infrastructure proposition for East Africa. Responsible for negotiating with all of the Mobile Operators to either purchase their Towers or to offer co-location services on the Eaton portfolio. Resulted in the acquisition of the Tower portfolios of Orange and Warid in Uganda and preferred bidder status for YU Essar in Kenya.Negotiated and secured multi-million contracts for collocation services with Airtel and Smile in Uganda.Recruited and managed the sales teams and developed the commercial and pricing models and all marketing collateral.



Vodafone Ghana

• Ghana
• Telecommunications
• 100 - 200 Employee

• Head of Enterprise

  • May 2009 - Oct 2010

  Responsible for building and running the Enterprise business unit in Ghana. Managed the P&L and Revenue for the top 700 clients including Government.Developed a 3 year Strategy and Business plan, and recruited and trained over 60 new people.Defined all business and Sales processes and Operational needs.Launched new products, propositions and solutions to the Enterprise market including Managed Broadband, Mobile Broadband, Mobile and fixed solutions. Responsible for building and running the Enterprise business unit in Ghana. Managed the P&L and Revenue for the top 700 clients including Government.Developed a 3 year Strategy and Business plan, and recruited and trained over 60 new people.Defined all business and Sales processes and Operational needs.Launched new products, propositions and solutions to the Enterprise market including Managed Broadband, Mobile Broadband, Mobile and fixed solutions.



HCL Technologies

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

• Business Partner - BT

  • Oct 2008 - Apr 2009

  Responsible for managing and resigning the £100+ million relationship with BT, including driving delivery arms in India and Ireland ( 6,000 people )Grew new revenue streams across all core BPO competencies, both front and back office.Managed a dedicated team to deliver KPI’s including customer satisfaction and operational excellenceDelivered and ran the C-Level contact strategy and relationship plan.Services included Broadband helpdesk, first and second line support, and billing and Consumer sales.



The Resource Group (TRG)

• United States
• IT Services and IT Consulting
• 300 - 400 Employee

• Executive Vice President, Head of European Business Development

  • Jul 2007 - Sep 2008

  Responsible for building and driving the BPO and Offshoring capabilities of The Resource Group in Europe. TRG have 27 centers in 7 countries and have a unique software programme that delivers significant double digit growth in revenue, reduces cost by double digit and/or improves customer satisfaction by many points. We provided this free of charge to show our capability, all we asked in return is that when companies looked at offshoring we got first look and last look. Our seat prices were some of the most competitive in the market.



BT Wholesale

• Telecommunications
• 500 - 600 Employee

• Director Strategic Sales

  • 2004 - Jun 2007

  Driving the relationships with BT Wholesales 15 key strategic customers. These included the five major mobile operators and the ten key fixed international and alt net operators.Previously responsible for all external and specialist sales in Wholesale business with revenues of £3.5 billion. 700 customers including MOLO, OLO, ISP and Service providers.Led a team of 360 professionals delivering profit, revenue and Ebit targets as well as championing the Strategic Business Plan and delivering a Venture strategy.Delivered 100% New Business growth, and grew prospect bank by over 50%.Developed the Back to Basics, and Building on the Basics strategy which delivered growth efficiencies, and gave a clear direction to the sales force. Championed the commercial, technical and regulatory relationship with key clients.Delivered a 10 % year on year headcount efficiency.Established regular board to board meetings with top 15 strategic clients, including Wholesale board governance.



BT

• Belgium
• Financial Services
• 1 - 100 Employee

• Director

  • 1996 - 2000