Solutions Architect & Business Development Director
MATRIX Asset Management Solutions
Total years of experience :24 years, 7 Months
(ongoing contract basis)
•Created and launched new innovative SMART solutions in to Hospitality Sector in EMEA from beginning to deployable solution:
• Linen & Uniform RFID Tracking Solution (https://syd101.wistia.com/medias/mtxdnc2wg0)
•Ozone treatment to Eliminate Odour and Sanitize rooms (https://syd101.wistia.com/medias/8s190msb7a)
•Developed supply chain, business model and pricing with value propositions and ROI, along with new operational procedures for our clients.
•Established a new CRM platform and created Leads Database and launched digital marketing campaigns that generated a Sales-Funnel from zero to 4 deals closed (~USD 300K) and a funnel with currently 20+ qualified prospects.
•Pitch solutions with Presentations and Demos to General Managers and Finance Directors of upscale 5-Star Hotels across GCC region.
(ongoing Consultancy)
• Project Management of the roll-out of UAE wide next generation transport network for Etisalat across the UAE (multiple concurrent projects).
• Manage all the stake holders both internally and the customer to ensure all potential risks that are inherent with complex infrastructure deployments are duly highlighted and controls are put in place to manage these.
• Ensure the network project is implemented within contractor’s contractual obligations, end customer’s quality expectations, and within budget.
• Manage commercials and margins of all sub-projects.
• New business development exploring new markets.
• Leading the operational improvements in Network deployment by introducing industry ‘Best Practices’ and creating and implementing new SOPs.
• New Tool & Process introductions to optimise network/asset inventories for more accurate reporting.
Responsible for leading the technical elements in support of sales and delivery of Advance Solutions (AS) across EMEA region.
A summary of my duties included:
• Utilised a consultative led sales approach to orchestrate sales engagements by maintaining & growing existing relationships within established clients & to look to up-sell/cross-sell where appropriate the AS portfolio.
• Worked with cross-functional teams across EMEA with focus on ME to understand scope, create, and technically owned propositions and actively drove these with customers to gain acceptance and accelerate the technical sales cycle and bring to successful closure.
• Applied knowledge of competitive solutions to effectively address and dispel customer objections to Ciena approach including Network infrastructure along with OSS/BSS elements.
• Understand the market trends in emerging technology areas such as cloud computing, SDN/NFV and actively drove Ciena’s vision of these to its customers.
• Drove a creative approach to potential technical solutions with analysis, design, and development of fully integrated technology solutions by driving the process from vision to tangible solution proof points demonstrated via commercially sound use cases.
• Selected, evaluated and brought in partners for specific non-standard solutions.
• Assisted in the documentation and pricing of technical solutions.
• Assisted Sales team in responding to RFPs/RFQs.
• Developed high-level business, technology and data architectures that depicted their current and target architecture.
• Created and owned roadmaps that prescribed a stepwise path to the target architecture (defined high level costs, benefits and schedule estimates associated to the roadmap).
• Interfaced across multiple business areas of customers to coordinate deliverables, build consensus and influence outcomes.
• Created and delivered technical sales presentations/demonstrations to all customer’s stakeholders including senior executives to C-Level.
• Audited and analysed the ‘As Is’ of client’s Processes, Organisation structure, and Technologies.
• Performed Gap analysis of the ‘As Is’ with the prevailing regulatory/standards requirements (TOGAF, eTOM, ITIL) and Codes of Practice.
• Recommended proposals to bridge the identified gaps.
• Advised on establishing systems that help in compliance monitoring.
• Established Standard Operations Procedures and required manuals.
Same role and duties as below with Nortel prior to acquisition of Nortel by Ciena.
A summary of my duties included:
• Planed & executed on post-sale network solution deployment and integration, and produced customised technical documents to advise on-site field engineers.
• Project managed the deployment phase of network infrastructure and services for major Tier1 International Carriers by working closely with the customers, designers, system engineering and various support teams.
• Lead customer meetings and worked closely with cross-functional teams internally and externally to define project plans, establish milestones and KPIs for success and influence long-term customer satisfaction.
• Created bespoke ‘Network Reconfiguration’ strategies and performed demos and Proof-of-Concepts both at Nortel labs and customer pilots in live environments, e.g. deployed 1st ever 100Gbps on Verizon’s live network.
• Identified and created required project Scope-of-Works, key milestones and generated the solution implementation plan with pricing and ensure final deployment matches initial design.
• Conducted audits and produced technical reports to illustrate requirements for successful implementation of network solutions
• Identified any risks including and site specific constraints that impact the solution and establish a pre-implementation risk mitigation strategy.
• Managed 20+ field commissioning teams to coordinate work in numerous countries per project, in order to resolve technical and deployment issues.
A summary of my duties included:
•Planed & executed on post-sale network solution deployment and integration, and produced customised technical documents to advise on-site field engineers.
•Project managed the deployment phase of network infrastructure and services for major Tier1 International Carriers by working closely with the customers, designers, system engineering and various support teams.
•Lead customer meetings and worked closely with cross-functional teams internally and externally to define project plans, establish milestones and KPIs for success and influence long-term customer satisfaction.
•Created bespoke ‘Network Reconfiguration’ strategies and performed demos and Proof-of-Concepts both at Nortel labs and customer pilots in live environments, e.g. deployed 1st ever 100Gbps on Verizon’s live network.
•Identified and created required project Scope-of-Works, key milestones and generated the solution implementation plan with pricing and ensure final deployment matches initial design.
•Conducted audits and produced technical reports to illustrate requirements for successful implementation of network solutions
•Identified any risks including and site specific constraints that impact the solution and establish a pre-implementation risk mitigation strategy.
•Managed 20+ field commissioning teams to coordinate work in numerous countries per project, in order to resolve technical and deployment issues.
ongoing Consultancy)
•Project Management of the rollout of UAE wide next generation transport network for Etisalat across the UAE (multiple concurrent projects).
•Manage all the stake holders both internally and the customer to ensure all potential risks that are inherent with complex infrastructure deployments are duly highlighted and controls are put in place to manage these.
•Ensure the network project is implemented within contractor’s contractual obligations, end customer’s quality expectations, and within budget.
•Manage commercials and margins of all sub-projects.
•New business development exploring new markets.
•Leading the operational improvements in Network deployment by introducing industry ‘Best Practices’ and creating and implementing new SOPs.
•New Tool & Process introductions to optimise network/asset inventories for more accurate reporting.
Responsible for leading the technical elements in support of sales and delivery of Advance Solutions (AS) across EMEA region.
A summary of my duties included:
•Utilised a consultative led sales approach to orchestrate sales engagements by maintaining & growing existing relationships within established clients & to look to up-sell/cross-sell where appropriate the AS portfolio.
•Worked with cross-functional teams across EMEA with focus on ME to understand scope, create, and technically owned propositions and actively drove these with customers to gain acceptance and accelerate the technical sales cycle and bring to successful closure.
•Applied knowledge of competitive solutions to effectively address and dispel customer objections to Ciena approach including Network infrastructure along with OSS/BSS elements.
•Understand the market trends in emerging technology areas such as cloud computing, SDN/NFV and actively drove Ciena’s vision of these to its customers.
•Drove a creative approach to potential technical solutions with analysis, design, and development of fully integrated technology solutions by driving the process from vision to tangible solution proof points demonstrated via commercially sound use cases.
•Selected, evaluated and brought in partners for specific non-standard solutions.
•Assisted in the documentation and pricing of technical solutions.
•Assisted Sales team in responding to RFPs/RFQs.
•Developed high-level business, technology and data architectures that depicted their current and target architecture.
•Created and owned roadmaps that prescribed a stepwise path to the target architecture (defined high level costs, benefits and schedule estimates associated to the roadmap).
•Interfaced across multiple business areas of customers to coordinate deliverables, build consensus and influence outcomes.
•Created and delivered technical sales presentations/demonstrations to all customer’s stakeholders including senior executives to C-Level.
•Audited and analysed the ‘As Is’ of client’s Processes, Organisation structure, and Technologies.
•Performed Gap analysis of the ‘As Is’ with the prevailing regulatory/standards requirements (TOGAF, eTOM, ITIL) and Codes of Practice.
•Recommended proposals to bridge the identified gaps.
•Advised on establishing systems that help in compliance monitoring.
•Established Standard Operations Procedures and required manuals.
Master in Research - Telecommunications –Passed with Merit Awarded an Engineering and Physical Sciences Research Council (EPSRC) scholarship. Research Component (60%): The subject of the research was the development of a SNMP MIB to effectively manage end-user devices such as PDAs, Set-Top Boxes, smart-phones etc to allow remote management with optimised framework for doing so. Taught component (40%): Core Modules: Introduction to telecommunication networks, Software tools & techniques, Research processes and practice, Statistical modelling and data analysis, and Software for Networks and Services. Option Modules: Data Networks and Protocols, Intelligent networks and Services, and Network and Service Management.
B.Sc (Joint Hons) Physics & Management Science – Attained a Upper Second (2.i) UK degree classification. Equivalent in content of 75% of a straight B.Sc degree in Physics AND 75% of a straight B.Sc degree in Management Science so equivalent to 1.5 Degree content. Awarded prize from the physics department.