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25 years experience in building, growing and managing product, pre-sales, sales and marketing groups from start-up to multi-billion dollar operation. 12 of these years based in Hong Kong and Japan.TRACK RECORD IN:- Leading organizations in both start-up and large company settings- Setting and executing organizational strategy based on anticipated market needs and customer requirements to resolve unmet demand and poorly served products and solutions- Acquiring and integrating companies as part of an organic/inorganic strategy- Building sales pipeline and influence with customers by delivering simple market messaging backed with proof-based claims.- Linking product capabilities to customer pain & gain issues to prove (and ensure) valid return-on-investment.-Influencing Peers, Executive Management & Board Members to build consensus, change business direction and make hard decisions. -Communicating clearly to the market, to customers and to employees under fire.-Delivering against sales quota in GM, sales & pre-sales roles.-Negotiating with partners and customers to secure business and ensure mutual success.-Channel management and channel strategy re-engineering.-Hiring and leading a diverse and multi-talented team of network-savvy engineers, sellers and marketeers.
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Gm, Software Defined NetworkingIbm Jan 2021 - PresentArmonk, New York, Ny, UsWe're building a new networking business at IBM focused on connecting, securing, managing and monitoring our customers' hybrid and multi cloud applications, using AI to predict network performance and make dynamic decisions. Through acquisition (Accanto, SevOne, Volta and NS1), and through organic development, we're delivering next generation networking technology built for, and in the cloud, applying SDN and machine learning to ensure applications perform end-to-end across a private, public and multi-cloud environment. -
Board AdvisorAmerican Tower Sep 2022 - PresentBoston, Ma, Us -
CeoLumina Networks Apr 2017 - Feb 2021At Lumina Networks, we built an OpenDaylight SDN controller and deployed our technology at large Telcos around the world to control their carrier-grade networks regardless of vendor, to deliver seamless end-to-end management of services from 4G/5G to Carrier Ethernet.
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Vp StrategyBrocade Jan 2014 - Aug 2017San Jose, Ca, UsI work globally with Brocade's customers and partners to build and drive our go-to-market and product strategy and to meet customer requirements in software networking (SDN, NFV), analytics, security and legacy network migration. Partner with Brocade's sales, CTO group, marketing, corporate development, PLM and engineering teams to align product and solutions focus to these customers.Run strategy and business development projects to help Brocade make strategic decisions in key business and technology areas.Build marketing strategy, messaging and content for our campaigns and outbound marketing. -
Principal ConsultantKirin Solutions Jan 2013 - Jan 2014Saratoga, Ca, UsProviding go-to-market consulting to start-ups and mid-tier companies looking to enter or expand sales to Mobile and Fixed-line Service Providers. -
Vice President, Marketing, Product Management, StrategyCarrier Iq Aug 2010 - Jan 2013Sunnyvale, Ca, Us• Set company strategy around key business/technology benefits and provided board with investment options for approval.• Re-aligned product portfolio and messaging around two key value propositions – customer care and network quality.• Active Engagement with sales team and customers on a daily basis to align on customer strategy, messaging and requirements.• Implemented and manage cross-company balanced score-card model for management of key business metrics.• Engaged with strategic partners to build joint-value propositions and obtain strategic investment.• Managed PR through significant crisis in which Carrier IQ was in daily mainstream media.• Engaged with Washington D.C. Senate staffers and federal agencies on technology options for consumer privacy.• Rebuilt web-site and branding around key value propositions; drove trade show engagements and speaking opportunities. -
Vice President, Segment MarketingJuniper Networks Feb 2008 - Aug 2010Sunnyvale, Ca, Us• Built and ran a global campaign called “Business Model Evolution” to enable our sales executives to interact with the CxO community of Service Providers. This was the first time Juniper had articulated a business value (not just product) message to customers backed-up with RoI models. Engaged Deloitte to build market proof and engage jointly with customers.• Drove content, proof-points, RoI and messaging for “The New Network is here” campaign.• Delivered architected and tested solutions to the field sales organization to drive pipeline and mindshare growth.• Engaged strategy teams across the company to enable product groups to set product direction, align messaging and meet upcoming market demands.• Built strategic alliances team to incorporate third party products into the Juniper portfolio and select “sell-with” partners globally to align with global channel strategy.• Ran Customer Advisory Boards in multiple technology segments• Introduced new company measurement methodology for counting market share and market growth by segment globally.• Articulated Juniper strategy and messaging to press and analyst community and spoke to industry trade groups and trade shows. -
General Manager, JapanJuniper Networks Mar 2009 - Oct 2009Sunnyvale, Ca, Us• Following resignation of Japan General Manager was asked to oversee Japan operations until a new president could be hired.• Met or exceeded Japan sales targets for 3 quarters.• Retained key talent during exceptional time of change.• Implemented new channel and go-to-market model and negotiated with partners on implementation.• Overhauled management structure to empower director level executives in their functions.• Oversaw hiring of new GM.• Managed US based Service Provider marketing team remotely from Tokyo.
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Vice President, Worldwide Service Provider OperationsJuniper Networks Jan 2006 - 2008Sunnyvale, Ca, Us• Managed the Global Systems Engineering team.• Defined and Implemented sales strategy around global account management, deals desk, account planning and career structure.• Drove annual sales planning process and product target negotiations with business groups.• Interfaced between the sales team and product groups on customer escalation issues.• Drove account planning activities for named Enterprise and Service Provider accounts.• Built and ran “War Room” operation.• Ran cross-functional group to redefine / create workflow processes following corporate restructure (2007) with McKinsey.
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Chief Technology Officer, Asia PacificJuniper Networks Jun 2002 - Jan 2006Sunnyvale, Ca, Us• Build and managed the Asia Pacific Systems Engineering team.• Defined go-to-market and account entry strategies with regional management team.• Worked with Asia Pacific Service Providers in defining, building and rolling out broadband services.• Enabled Asia Pacific share of Juniper’s revenue to grow from ~$100m to $500m+ over 3 years.• Drove customer feature requirements and product planning activities through an Asia Product Management team.• Conducted press and analyst events as Juniper’s technology spokesperson for Asia Pacific.• Four years spent in regional headquarters offices in Hong Kong, two years in Tokyo.
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Technical Director, Asia PacificUnisphere Networks Jun 1999 - Jun 2002• Cofounded Unisphere’s Asia Pacific operation.• Jointly responsible for hiring country managers and senior staff across Asia• Worked directly with customers and partners to close first broadband access projects (PCCW, NTT-C, NTT West, Chungwha Telecom, Korea Telecom).• Built and managed Systems Engineering (pre-sales) and Customer Support (post-sales) teams.• Company acquired by Juniper Networks in 2002.
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Solutions Marketing Manager, Asia PacificNortel Networks Jul 1998 - May 1999CaBased in Hong Kong, managing Nortel Networks solutions portfolio for Asia Pacific -
Senior Systems EngineerBay Networks Jan 1996 - Jul 1998Based in Hong Kong, responsible for Carrier engineering across APAC
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Systems EngineerXylogics Inc. Feb 1994 - Jan 1996Based in the UK and responsible for non-US customers world-wide
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Consulting EngineerXylogics International 1994 - 1996
Andrew Coward Skills
Andrew Coward Education Details
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Nene College, Northampton
Frequently Asked Questions about Andrew Coward
What company does Andrew Coward work for?
Andrew Coward works for Ibm
What is Andrew Coward's role at the current company?
Andrew Coward's current role is GM, Software Networking at IBM.
What is Andrew Coward's email address?
Andrew Coward's email address is ac****@****riq.com
What is Andrew Coward's direct phone number?
Andrew Coward's direct phone number is +166923*****
What schools did Andrew Coward attend?
Andrew Coward attended Nene College, Northampton.
What skills is Andrew Coward known for?
Andrew Coward has skills like Product Management, Strategic Partnerships, Telecommunications, Go To Market Strategy, Strategy, Mobile Devices, Start Ups, Enterprise Software, Pre Sales, Ip, Cloud Computing, Wireless.
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