In this role I sculpted LAB3's Data, AI and IoT capability into a go to market focused on Mining, Utilities and Transport. Significant stakeholder management was required across the business, across our suppliers and our channel partners. With the product build complete I successfully sold into the mining, government and education markets using my partners and my wider sales team as well as directly.

As the lead for international IoT connectivity sales my role was to find and execute opportunities with non-Australian customers wanting to connect IoT devices both in Australia and overseas. I cultivated relationships with foreign manufacturers and built channels to market via select overseas mobile network operators and Telstra’s structurally separate international sales team. Flexibility in working hours, experiencing other cultures and specialized knowledge acquisition were highlights of my… Show more As the lead for international IoT connectivity sales my role was to find and execute opportunities with non-Australian customers wanting to connect IoT devices both in Australia and overseas. I cultivated relationships with foreign manufacturers and built channels to market via select overseas mobile network operators and Telstra’s structurally separate international sales team. Flexibility in working hours, experiencing other cultures and specialized knowledge acquisition were highlights of my time in this role. The most challenging aspect was creating a new business within an organization as large as Telstra. Persistence and resilience were critical in augmenting and re-engineering long-established processes across the Finance, Treasury, Pricing, Legal, Product and Sales teams. Show less

In this role I established and led a specialised team of IoT sales experts to take an industry-centric approach to market. My team focused on Supply Chain, Transport and Logistics, Utilities/Mining and Smart Buildings/Cities. In each of these verticals I supported my team to build a go-to-market, execute lead generation and enable the broader sales teams. Building awareness of our capabilities within the market and within Telstra required marketing activities such as speaking at events and… Show more In this role I established and led a specialised team of IoT sales experts to take an industry-centric approach to market. My team focused on Supply Chain, Transport and Logistics, Utilities/Mining and Smart Buildings/Cities. In each of these verticals I supported my team to build a go-to-market, execute lead generation and enable the broader sales teams. Building awareness of our capabilities within the market and within Telstra required marketing activities such as speaking at events and producing whitepapers. Show less

As the GM of IoT Sales I assembled and led a sales team of IoT generalists to focus on selling into the rapidly maturing IoT market. The team consisted of select salespeople from across the mobiles part of the business as well as new people I interviewed and hired. Despite company-wide restructuring and a geographically dispersed team, my focus on nurturing individuals and building team culture led to strong team cohesion, loyalty and performance. For FY19 we were Telstra’s highest performing… Show more As the GM of IoT Sales I assembled and led a sales team of IoT generalists to focus on selling into the rapidly maturing IoT market. The team consisted of select salespeople from across the mobiles part of the business as well as new people I interviewed and hired. Despite company-wide restructuring and a geographically dispersed team, my focus on nurturing individuals and building team culture led to strong team cohesion, loyalty and performance. For FY19 we were Telstra’s highest performing sales team achieving a $270M sales result on a $160M target, with three of my team in the top ten sales performers across the company. Show less

In this role I helped establish and coordinate a partner ecosystem leveraging Telstra’s traditional M2M capability to sell and deliver Telstra’s first IoT offerings. I started with simple projects like barcode scanning for Australia’s largest companies before moving on to more complex IoT solutions such as beer quality monitoring and smart cities. Throughout my time in this role I evangelized IoT inside and outside of Telstra while transforming Telstra’s existing salesforce into a viable… Show more In this role I helped establish and coordinate a partner ecosystem leveraging Telstra’s traditional M2M capability to sell and deliver Telstra’s first IoT offerings. I started with simple projects like barcode scanning for Australia’s largest companies before moving on to more complex IoT solutions such as beer quality monitoring and smart cities. Throughout my time in this role I evangelized IoT inside and outside of Telstra while transforming Telstra’s existing salesforce into a viable channel to market. Show less

As part of the Public Safety and Private Networks team I worked on a number of large and critical deals of national significance. My role was to certify that the solutions we engaged in would work from end-to-end, for the required lifetime and that all solution contributors were capable and committed to delivering. To achieve this I had to ensure every solution component had been assigned to a responsible party, that they would work together and had been correctly costed and priced. The… Show more As part of the Public Safety and Private Networks team I worked on a number of large and critical deals of national significance. My role was to certify that the solutions we engaged in would work from end-to-end, for the required lifetime and that all solution contributors were capable and committed to delivering. To achieve this I had to ensure every solution component had been assigned to a responsible party, that they would work together and had been correctly costed and priced. The solution I am most proud of delivering is the Emergency Alert System used by Australian government to save lives to this day. Show less

In this role I worked with customers to build and deliver mobile application-based solutions across Apple, Android, Windows and Blackberry devices. My involvement began with the initial pre-sales activity, through requirements analysis, workshop facilitation, customer interviews and ride-alongs and finished with solution design, partner management and delivery.

Working as a developer, an architect, a trainer and in pre-sales

Account ManagementTechnical LeadershipIT Staff Development

Leader of the Berty Technologies Solutions Consulting Team