Andrew Coward Email & Phone Number

Armonk, New York, NY, US

We'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.

Boston, MA, US

At 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.

San Jose, CA, US

I 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.

Saratoga, CA, US

Providing go-to-market consulting to start-ups and mid-tier companies looking to enter or expand sales to Mobile and Fixed-line Service Providers.

Sunnyvale, 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.

Sunnyvale, 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.
• 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

Sunnyvale, 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.

Sunnyvale, 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.

Sunnyvale, 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.

• 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.

CA

Based in Hong Kong, managing Nortel Networks solutions portfolio for Asia Pacific

Based in Hong Kong, responsible for Carrier engineering across APAC

Based in the UK and responsible for non-US customers world-wide