For Cisco, based in the UK

Primaryrole

·         Global services responsibility for BP within the GlobalEnterprise Theatre integrated account team of twelve across the UK and USA,plus several regional overlay

·         Oversight of Cisco Services delivery to BP, $7.1M annualvalue in FY09, with six engineers

Achievements

·         Successful negotiation of $15.4M 3-year deal through complexlegal, financial, geographic, partnering and structuring issues with BP and EDS

·         Orchestration of Cisco's response to SP's for BP's $800M Data& Voice RFPs, with core bid team of 20 and immediate stakeholders of 70+

o    Included viabilityanalysis of utility-pricing for hardware, amidst issues of recognition,financing, trading entities, tax, legal and bundling

·         Process design for MACD interaction with EDS, to improveforecast accuracy and attach-rate

Additionalresponsibilities

·         Inbound European service sales for GE (doubled revenue fromFY08 to FY09)

·         European services l for the new Unified Communications 'as aservice' offering

o    Involved with structuring80000 phone deal of UCaaS for GE, around issues of taxation in countries ofpresence,  avoiding asset ownership byCisco entities, reverse logistics and billing

·         Liaison for Cisco International (transition to a singletrading company) into broader global accounts team

Recognitions

·         Appointed to Facilitation Team, VP-led initiative fororganisational improvement

·         Attended "Stand & Deliver"; training inexecutive presence for high potentials

·         Promotion to grade 12 Service Executive in January 2009

·         Formal mentoring of a new account manager, and mentoring of aFinance Analyst at his request

For Cisco, based in Melbourne

Responsiblefor deal structuring, scoping, costing, bid management and service oversightfor Cisco’s largest clients in Victoria.

Clients included NAB andANZ, Coles, Telstra and Monash University.

Successes :

·         100%growth YoY in FY07

·         Plannedthe successful consolidation of nine call centres for Bendigo Bank, throughCisco IPCC, while constrained by a tight timeline and budget

·         Stewardshipof the design project for NAB’s goal to build its own carrier-class MPLSnetwork

o    Process coordinationbetween Cisco and Telstra for the project

o    Predicting andfacilitating Telstra’s requirements as NAB’s IT outsourcer

o    Engagement of AdvisoryServices for architecture and requirements analysis

o    Control of thepolitically charged relationships between dozens of stakeholders across Cisco,NAB and Telstra

·         Negotiationof a major contract with ANZ Bank bundling Advisory Services consulting,configuration-management outsourcing, maintenance and Cisco NOS

·         Selectedas a co-facilitator for the Asia-Pacific rollout of training in consultativesales

For Apple, Canberra and Melbourne

Recruited as a government specialist to formulate and execute a market strategy for Apple’s enterprise products (UNIX servers and mass-storage).

Successes :

·       LedApple's first prime-contractor systems integration deal in the world, bywinning the Australian Sports Commission’s project for a digital assetmanagement system.

o    Managed this initiativeover its 12-months from inception to acceptance

o    Undertook strategicjudgements on the weightings of client requirements in order to design an idealsolution

o    Transparently andcomprehensively briefed Apple Vice Presidents on the risks and issues Applewould face when acting as the SI on this project

o    Selected and performeddue diligence on vendors for digital asset management software, tape backup andrecovery software.

o    Developed all project,systems integration and contract documentation.

o    Liaising with clientChairwoman, CIO and IT Director during deployment

o    Ensured the client hadnecessary ITIL processes in place for handover.

o    Project Directorship ofproject delivery through to final acceptance testing.

·       Developedan innovative supercomputer design for a major tender from the South Australianadvanced computing centre (SAPAC).

·       Engagementmanagement of the life cycle of integration projects, including: solutionarchitecture, bid costing, P&L modelling, cash flow, service level design,risk management planning, specification writing, legal negotiation andsupervision of delivery organisation.

·       Integratedan architecturally neutral digital preservation storage system for the NationalArchives of Australia.

Clients included the Canberra Commonwealthgovernment and Melbourneenterprises:

·         TheDepartment of Foreign Affairs and Trade, Department of Defence,Attorney-General’s Department, Australian Sports Commission and National Archivesof Australia

·         Australia ’s largest printer: PMP,many of Australia’slargest advertising firms including JWT, Clemenger BBDO, Grey, Saatchi &Saatchi, DDB and Publicis, plus KPMG, Sun Microsystems, Coles and Raytheon.

For IBM, Canberra and Melbourne

Bidmanagement and solution design of IBM services to build, manage and run ITinfrastructure such as IBM software implementation, sub-1500 seat outsourcing,national hardware rollouts and Cisco IP Telephony migration.

Successes :

·       Negotiatedto take responsibility – crossing business-unit lines – for an Australia-wide1000-site kiosk rollout for the Dept. of Employment and Workplace Relationsthat was part of IBM’s outsource arrangement

·       Scopedand governed the relocation of Centrelink’s entire mission-critical data-centrefrom Sydney to Canberra

o    Identified testing as aclient weakness, and therefore project risk, and mitigated through thesuccessful paid assignment of an overarching Test Manager

o    Managed the scope andrisk complications of a compressed timeline and a minimal allowable downtime

o    Directed the preparationof Centrelink’s new data-centre in Canberra,including laying a new structured cabling plant of 13500 terminations bysubcontractors

o    Ensured that projectstaff satisfied both the client’s and IBM’s business and technical policieswhilst they effectively acted as Centrelink delegates

·       Migrationof Origin Energy’s entire Windows NT infrastructure to 2000 and AD

·       Innovativelysolved a connectivity problem Monash University had withstudent housing, by deploying long-range Ethernet over telephone wire

·       Accuratelybriefed IBM Executives on the commercial and risk issues of dozens of bids.

·       Liaisedwith IBM’s major outsourcing leaders to identify gaps between their SLA commitments and their delivery capability.

Clients :

·       DefenceImaging and Geospatial Organisation, Centrelink, Medicare, Department of Healthand Ageing, Department of Employment and Workplace Relations.

·       OriginEnergy, Monash University,Hagemeyer, Santos,Coles.