Head of Sales & Marketing

• Jul 2022 - Present

Kinetix Networks is a direct wholesale provider of nbnco and other major telcos, allowing us to offer best-in-class network solutions to our partners. Our wholesale portal is recognised as the best in the industry - managing the full lifecycle of ownership. From address lookup, site qualification, quoting, rapid/bulk porting with scheduling, service health, appointment booking, technology change requests, billing all the way through to diagnostics and testing etc. A comprehensive and transparent API library is available for those interested in full integration. We work with like-minded businesses to help them grow, develop and focus on their core business whilst we support their network nationally across Australia.

Chief Revenue Officer

• Mar 2021 - Jun 2022

In 2021 I was approached by the CEO of startup Leading Edge DC, a business with an exciting vision to build interconnected regional data centres to help bridge the digital divide in Australia. Leading Edge had started building the first of 26 planned modular edge facilities in major regional towns across NSW, VIC and QLD. The business was heavily focused on rapid construction to ensure it was the first to build in a given territory. I was brought on board to create and execute the sales and marketing strategy. The company had successfully created a healthy brand inside the industry but now needed to focus on setting targets in line with company goals, developing customer awareness, lead generation, building channels, qualifying pipeline and ultimately aiming to win early revenue. After a short period onboard evaluating next steps, I developed a simple strategy focused on these initiatives. We quickly brought on board a marketing manager to focus on awareness, building the #1 regional database and integrating a new CRM with marketing automation and a CPQ solution. We set about leveraging key suppliers for MDF to invest in lead generation. I grew the small existing sales team and focused on pipeline development through high levels of personal outbound activity as follows; • metro-located strategic business development, supporting cloud, telecoms, government and enterprise organisations operating in the region from the cities • local regional engagement with organisations requiring services Early focus – and success – came through the development of an effective channel program to amplify sales effort.

General Manager, Sales & Marketing

• Mar 2020 - Mar 2021

Over The Wire is an IT&T services business that has enjoyed successful growth over the past 12 years. More recently it has complemented organic growth with acquisitions in Melbourne (Telarus), Adelaide (Access Digital), Sydney (VPN) and Brisbane (Comlinx.)I joined the company as GM Bus Dev and was then promoted to manage the full sales and marketing function including retention, indirect sales, solutions, operations and marketing. I worked within the Exec to develop and implement a strategy for future success. In the short term, focusing on existing capabilities and customer relationships helped to define the sales plan. We went through a rigorous cycle of account reviews to ensure we stimulated and retained existing revenues. OTW’s goal is to Simplify Technology to Empower Business and we strengthened this message - to communicate a customer value proposition - by introducing three capability pillars – Cloud, Connect and Collaborate.We focused on developing awareness of the market leading NetSIP voice platform and building wholesale revenue. The company was seeking Tier-1 status through interconnection with Telstra. Significant customer wins resulted – including two major international UCaaS providers.Secondly, to address the market shift away from IPWAN we built an SD-WAN centre of excellence around the Velocloud product. Intense vendor training helped us become domain experts, and we quickly qualified a significant pipeline. Major wins included National Storage and AP Eagers.Longer term objectives included customer portals, automation and improving customer experience to drive lifetime value and address shrinking margins.Responsibilities• Report to the CEO• Build revenue, maintain margins• Improve marketing ROI• Responsible for GTM strategy across product, pricing and marketing• Grow $80M+ revenue• Restructure, integrate and enable teams to help build culture and drive performance• Contribute to M&A strategy and integrations

General Manager, Business Development

• Jun 2019 - Mar 2020

Executive General Manager, Sales & Marketing

• May 2018 - Jun 2019

An exciting opportunity for me to join a newly ASX-listed business as Sales & Marketing Director and capitalise on my prior experience.CommsChoice Group is the result of a five business integration strategy, taking Telegate (a hosted voice business), CommsChoice (a telecoms managed services provider) and three smaller Telco In A Box franchises (OraTel, TelAustralia and Woffle) and creating a single business with a valuable pedigree.I joined the team immediately after integration, originally as GM Sales but quickly took the reins as EGM, reporting to the CEO. I now lead a team of fourteen across Business Development, Account Management, Pre-Sales, Product Management, Marketing and Sales Support.Having defined our 'WHY?' as "Simplifying Our Customer's Journey To The Cloud" I have since made sure that we focus our sales and marketing effort on three main proven capabilities - Connectivity, Collaboration and Management. Our early focus will be on the mid-market - businesses from 50 to 500 seats.We have strong goals that speak to all of our stakeholders - to drive our share price up, to become a great place to work and to be the new alternative for managed network services in the region.Responsibilities• Report to the CEO, member of the Executive• Sales and marketing performance• Set company go-to-market strategy including product, pricing, marketing• Protect $20M in billed revenue• Build an enthusiastic, expert team with a disruptive, challenger culture• Create company values and goals• Contribute to the ongoing integration of the various businesses and future M&A strategyIt's a bit too early to talk about achievements, but I'm pretty proud of our new website (thanks too to @Sarah Stronach.)

GM Sales ANZ

• Apr 2018 - May 2018

GM Sales Asia Pacific

• Sep 2017 - Mar 2018

A brief contract working usefully in the Business Process Outsourcing industry, with a focus on bringing a new perspective to grow sales. This gave me a fundamental understanding of how these organisations operate, and what best practice looks like. This has proven incredibly useful since. A brief contract working usefully in the Business Process Outsourcing industry, with a focus on bringing a new perspective to grow sales. This gave me a fundamental understanding of how these organisations operate, and what best practice looks like. This has proven incredibly useful since.

General Manager Enterprise & Government Sales

• Apr 2016 - Aug 2017

Vocus is a remarkable business, and has been my most rewarding career experience - without doubt - to date. I took a risk, joining a young business of 68 staff with sub-$50M revenue back in 2013. Four short years later, we’re now Australia’s fourth largest Telco, having acquired or merged with Ipera, FX Networks, Amcom, M2 and most recently Nextgen Networks along the way. We have pro-forma revenues of $2B and some 3,000 staff and the second most extensive fibre network in the country.Whilst I can’t claim responsibility for all of the above, I can say that I founded the direct sales team and grew it to become the highly successful, 85-strong team of BDMs, account managers, solutions consultants and support staff it is today. To put this in to context, we have broadly doubled newly acquired revenue every year and my team now manages some $200M in existing revenues. We have not missed our team’s sales targets since I joined the business.Responsibilities• Executive report to the Director, Corporate & Wholesale• Member of the Vocus Senior Leadership Team• Deliver on targets• Uphold our company values and contribute to our long term goals• Set territory go-to-market strategy with product, pricing, marketing and HR support• Protect $200M in billed revenue• Develop and promote challenger culture• Executive reportingAchievements• Four solid years of above-target sales results• Grown diverse team from 4 to 70+ sales experts with a maverick, customer value-focussed attitude• Excellent morale, considering continuous acquisitions and integration, borne out by the satisfaction ratings measured using the OfficeVibe app• Developed ‘Vocus Way’ of Selling• Helped define broader company sales strategy – and my team’s part of that plan• Contributed to the integration of Amcom, Commander, Nextgen sales teams, and associated sales & marketing strategy• Implemented training strategy• Introduced solutions consultancy (pre-sales) practice

Head of Enterprise & Govt Sales

• May 2013 - Apr 2016

Vocus Communications provides core connectivity and co-location solutions to the enterprise, government and wholesale markets in Australia and New Zealand. Founded in 2008 as a wholesale IP transit supplier, we have grown rapidly to become an ASX300 company with more than $66M turnover. We are now a truly integrated telecoms company, having acquired complementary businesses to build our portfolio to include 8 data centres and extensive dark fibre assets. Vocus has invested significantly in building dense metro optical networks in the state capitals to deliver scalable and reliable yet competitive dark fibre, ethernet and IP transit services for our customers. Protected intercapital links connect our resilient POP architecture. Our flagship Data Centre at 530 Collins Street, Melbourne recently opened in November 2013. This state of the art CBD facility is an important milestone for the company being the first built from scratch by Vocus. The company owns and operates a resilient global ethernet network linking Australia to NZ, Asia and the US. We are an AWS Cloud Connect partner. Since acquiring Digital River in 2011, we have connected more than 800 buildings and 75 data centres. Our experienced executive and skilled engineering team pride themselves in identifying areas of significant opportunity and building excellent network solutions, having established their careers in many of Australia’s most successful telecoms companies.

VP Asia - TEM Practice

• Oct 2010 - May 2013

Following the acquisition of Quickcomm by Vodafone Global Enterprise, I joined the regional SLT as VP VTM (Vodafone Telecoms Management), Asia.My territory extended from South Africa across to New Zealand, and up to Singapore. Whilst I remained living in Australia, my role was based in Singapore and the business was headquartered in New York.My primary focus was to drive sales and growth across Asia for the Telecoms Management business. The value proposition was to provide accurate IT&T billing and inventory management services to Vodafone’s top 500 global customers, giving visibility, savings and control to the customer through outsourced managed services. This created stickiness for Vodafone’s wider portfolio of Telecoms services and helped limit revenue erosion by increasing value.To this end, I managed some 30 sales and operations staff and the associated regional sales targets and P&L. As a member of the VTM Practice SLT I worked with the other regional VPs and our CEO to integrate the newly acquired businesses. In two years, we completed this process and at the same time globalised the Practice. VGE is an overlay business, so my role was to define strategy, evangelise the new solution set, develop substantial pipeline and sales through the Vodafone OpCos and partners, then deliver and maintain services for some of the world’s leading organisations – Vodafone’s most valued customers – across financial services, pharma, manufacturing, IT, energy and media sectors.On a quarterly basis, the regional VGE SLT would collect in Singapore where each VP provided updates on sales, P&L, performance, forecasts, strategy etc to the Regional President.

VP Head of Sales Asia

• Feb 2008 - May 2013

Quickcomm is one of the largest global Telecoms Expense Management companies. The business was acquired by Vodafone in 2010 to form the core of their Global Enterprise managed services value proposition. During the two years following the acquisition, and our subsequent merger with TnT (a US-based boutique TEM services company), I was heavily involved in forging the strategic direction of the newly formed practice.Responsibilities• Reported to the CEO Quickcomm. Most senior member of Quickcomm’s leadership team in region. Developed and executed company strategy. Also reported in to Regional President, VGE.• Delivered TEM services TCV, revenue and margin targets in region• Responsible for regional sales and marketing strategy• Lead regional (Singapore, Sydney, Johannesburg) direct sales, service and account management teams to drive Quickcomm to become the #1 communications management provider (team of 7 sales/solutions staff)• Matrix managed regional customer operations team to successfully deliver new implementations and maintain in-life engagements (indirect team of 20+ people across all functions)• Public officer for company, general management dutiesKey Areas Of Activity• Drove a diverse pan-regional sales team to succeed• Building TEM pipeline• Monitored and reported on sales activities in region• Represented Quickcomm as the most senior executive in the region• Presented at speaking engagements• Influenced product developmentAchievements• Delivered measurable results across the region and routes to market- 135% in first full target year- 207% in second• Maximised ongoing customer satisfaction through effective service management teams• Signed major TEM deals with Rio Tinto, NAB, Vodafone Australia, Deutsche Bank, Airservices Australia, Citibank, Lion Nathan and Fletcher Group amongst others• Consistently overachieved personal targets• More than doubled Quickcomm’s Asia revenue since 2008• Won Quickcomm Excellence Award in 2012

NSW Sales Team Leader

• May 2006 - Jan 2008

Strategic Account Manager

• May 2003 - May 2006

Strategic Account Manager handling Optus' top accounts - firstly IAG and latterly IBM. Strategic Account Manager handling Optus' top accounts - firstly IAG and latterly IBM.

BDM

• Aug 2002 - May 2003

Strategic Account Manager

• Oct 1999 - Jun 2002

Completed Siemens fast-track management and business administration course. Completed Siemens fast-track management and business administration course.

European Sales & Marketing Manager

• Aug 1992 - Sep 1999

Marketing Consultant

• 1996 - 1996