Gary Starr Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Melbourne, Victoria, Australia

Melbourne, Australia

Melbourne, Australia

Leading the reinvention of Australia Post's GTM in the enterprise and government sector into a world class, insight based sales and solutions team. This team will partner with our customers to realise the benefits of the trusted digital solutions roadmap on offer from Australia Post.

Taking 12 months out to focus on family and find the next work challenge Currently consulting in the telco sector, providing support for an M&A activity :- risk assessment- business case ratification- assessment of breakout growth opportunities- transition planning

Responsible for business leadership in Australasia and South East Asian countries and member of Asia Pacific/Middle East Senior Leadership TeamACHIEVEMENTS• Grew business in South East Asia after a transition year in 2013 and in a tough political environment (elections, military coup, corruption, economic environment)• Developed senior government and business leader relationships across the region• Secured 15 year Queensland Government Wireless Network outsourcing contract in partnership with Telstra - TCV of >$200m for Motorola • Extended Victorian Mobile Data contract for a further two years (after 10 years of tenure) - TCV of $36m • Announced as preferred supplier for SA Government refresh and ongoing managed services ($175m) - contract was signed in April 2015• Won a 5 year Managed Wifi services contract with David Jones against stiff competition from carriers • Worked with Asia Pacific Senior Leadership Team to restructure the organisation to leverage central support functions more effectively and create a more customer focused go-to-market• Developed a strong, highly effective internal network globally to support the business’ objectives• Acted as executive mentor to emerging leaders in Motorola's top talent program

Responsible for leading Motorola's two way radio and data capture/mobile computing businessesACHIEVEMENTS• Grew business by 50% over 4 years whilst holding gross margins flat with a shifting revenue mix (product to services) • Grew service attachment in the Australasian business to >50% - highest in Motorola globally• Provided thought leadership globally on solutions business development• Cultivated and consummated a strategic partnership with Telstra which now bears significant fruit• Member of 'CEO Circle’ (exceed orders/revenue target and top 10% performers globally) in all 4 years• Secured key opportunities including WA Police Statewide expansion ($80m), Extension of Victorian government managed services contracts ($200m), Australia Post track and trace ($20m), SA Government radio subscriber refresh and Qantas managed radio service ($3m++)• Integrated the Symbol and Motorola sales teams and cross trained to sell the full solutions portfolio•Was invited to be a member of a team of 40 Motorola executives on a 5 month program to re-architect the Motorola business leading up to the separation of the mobile phone business (2009) • Led a global team (one of 9 teams) in a project to re-architect Motorola 's services organisation. The new services organisation is largely based on this team's recommendations • Chaired Motorola Australia Ply Ltd/NZ Pty Ltd board ensuring sound business governance

Responsible for direct leadership of Motorola's government sales team and virtual leadership of the government business unit (presales, engineering. SI, support services)• Provide strategic leadership for large government turnkey opportunities and customer interaction at the executive level with a particular focus on managed services• Drive run rate business of small-medium projects and subscriber sales• Develop long term funnel of major opportunities to ensure sustained top line growthACHIEVEMENTS• Grew revenues and gross margins each year (50% revenue growth in 4 years) • Won key major turnkey projects including Western Australia Police ($40m), New South Wales Government Radio Network ($28m), BHP Rail Network ($14m), Northern Territory Police, Fire and Emergency Services ($11m), and Brisbane City Council ($8m)• Won major subscriber contracts including NSW Government ($20m) and NSW Rural Fire• Developed a business case for GTM investment in Minerals and Energy sectors and exceeded business plan objectives by delivering revenue growth from $0 to $35m in 3 years• Provided leadership as Asia Pacific representative for ASTRO (digital radio) R&D team and was instrumental in launching new low tier radio for emerging Asian markets as well as other key features to ensure contract awards• Commenced sales force retooling with solutions and IP training and pursuit of non-core business opportunities (some key mobile computing wins including WA Police and NZ Police)• Chaired Asia Pacific Sales Incentive Program committee for two years and supported global efforts to develop incentive plans to better align with Motorola's evolving business model

Responsible for driving service attachment by building a new set of Practices and developing capability in the organisation to take these new service and solutions offerings to market.ACHIEVEMENTS• Built a new suite of capabilities (practices) and supported the GM Sales to drive new revenue streams from product attached services to services led sales to fully managed services• Provided strong leadership through a period of significant cultural realignment and organisational change

Responsible for channel sales, marketing, operations and partner satisfaction for all channels in the Australasian market. ACHIEVEMENTS• Executed on business plan developed at Nortel to create and build a data product and services business• Grew data business from start up to $10m in first full fiscal year• Worked with Engineering Director to productise service offerings• Turned SI services from a loss making position into a profit generating business• Successfully drove cultural change in partnership with Managing Director and HR

Responsible for channel sales, marketing, operations and partner satisfaction for all channels in the Australasian market. ACHIEVEMENT• Achieved 121% of quota target in 1999 and recognised in Circle of Excellence (>100% achievement) • Successfully retooled the channels team and consolidated all channel assets (sales, presales, marketing, operations) into one cohesive team including architecting and launching a presales call centre• Reestablished relationship between Nortel and a key partner (Netstar) & grew mutual business after a few years of mistrust• Facilitated consolidation of voice and data channels as the market evolved to VOIP solutions• Recognition as "top talent" (top 1% of employees globally) in 1999 and 2000

Expanding the business from Victoria across the southern statesACHIEVEMENTS• Recruited and developed sales and engineering team and channel partners from start up• Grew business to $2m in first year and then 375% (1994), 86% (1995) and 21% (1996)• Successfully split business into two distinct pieces (Distribution and Network Integration) whilst carefully managing channel conflict and retooled sales and engineering teams to support new integration and services business• Wins included ANZ Bank ($10m over 3 years), Vic Dept of Education ($3m), South Australia Dept of Education ($5m), Crown Casino ($2.5m), EDS ($1m - pure services) & Herald and Weekly Times ($1m)

Melbourne, Australia

Responsible for selling structured cabling, PABX and networking solutions with key wins at ANZ Bank, City of Whittlesea and ICI (Orica)