Mark Raviola Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Procept is an independent product design firm focused on product and business advisory and product development for IoT-connected devices. Procept delivers product-as-a-service and software-as-a-service solutions implemented as a digital twin. As a valuable customer success team member, I fostered strong relationships with each client. This allowed me to deeply understand their needs, enhance user experience, identify and mitigate risks, and propose effective solutions. I then used these… Show more Procept is an independent product design firm focused on product and business advisory and product development for IoT-connected devices. Procept delivers product-as-a-service and software-as-a-service solutions implemented as a digital twin. As a valuable customer success team member, I fostered strong relationships with each client. This allowed me to deeply understand their needs, enhance user experience, identify and mitigate risks, and propose effective solutions. I then used these insights to develop comprehensive business and product strategies, which I executed in collaboration with the delivery team.Key Responsibilities• Business Development, Account Management.• Presales Value Added Solution Selling. • Client strategy generation in Industry 4.0 for enterprise clients.• Brownfields and Greenfields IoT Edge and SaaS adoption.• Market Analysis, Trends, and Competitive Breakdowns. • Stakeholder Requirements, Product Specification, SoW.• Pre-Architecture System Design. Pretotyping (a cost reduced method of delivery before prototyping PoC). • Customer Journey Mapping, Client validation• Work Breakdown Structure and Responsibilities.• Financial Analysis, Project Estimation and Milestone Delivery Plan.• Bid tender generation and contract negotiation.• Conduit between client and product delivery team.• Collaboration Partner expansion driver. Show less

Melbourne, Australia

Executive Customer Engagement driving Avnet's value-added services from Finance to Design to Manufacturing with Avnet's Platform IoT Cloud SaaS Services. Determining my customer's desirability matrix while addressing their tight time to market and total cost of ownership limitations. Creating and negotiating customer contracts and liaising between Avnet and customer legal teams. Providing clear and concise messaging and developing client confidence in Avnet's Services through multi-level client… Show more Executive Customer Engagement driving Avnet's value-added services from Finance to Design to Manufacturing with Avnet's Platform IoT Cloud SaaS Services. Determining my customer's desirability matrix while addressing their tight time to market and total cost of ownership limitations. Creating and negotiating customer contracts and liaising between Avnet and customer legal teams. Providing clear and concise messaging and developing client confidence in Avnet's Services through multi-level client engagement.Supplier and Partner contract creation to expand the resources required to satisfy the needs of both traditional and non-traditional customers.Maximising revenue growth via overarching supplier alignment while addressing the system architecture needs of the customer.New Product Introduction, manufacturing process management and delivery schedule management. Proactive manufacturing location transition to minimise tariff and provide choice to meet end customers expectations. Continual Process Improvement.Regular reviews with Customers, Suppliers and Avnet Management within ANZ and overseas. Show less

Melbourne, Australia

Heavy Supplier Engagement from budget, pipeline setting, pricing negotiation and go to market strategy.Managing and implementing marketing programs, advertising and promotion of Avnet core products to the ANZ market place. Organising and running seminars, public speaking and promotional pitches to wide audiences.Driving the seven steps of the sales process within the direct reporting and non-direct reporting team structure.Collaboration with Product Management… Show more Heavy Supplier Engagement from budget, pipeline setting, pricing negotiation and go to market strategy.Managing and implementing marketing programs, advertising and promotion of Avnet core products to the ANZ market place. Organising and running seminars, public speaking and promotional pitches to wide audiences.Driving the seven steps of the sales process within the direct reporting and non-direct reporting team structure.Collaboration with Product Management teams spearheading attach programs, along with Avnet ANZ core pillars of success. Show less

Bayswater, Melbourne

Supplier Key Performance Indicator target setting and monthly alignment. Market and Customer breakdown. Pipeline management. Customer and Supplier negotiation. Weekly, monthly and quarterly supplier reviews.Device level scheduling and stocking. Return on Working Capital calculation. Device and operations profitability modeling.

Melbourne, Victoria, Australia

New vertical market generation spawned from global telco bubble bust.New customer generation, opportunity identification, value proposition, competitive analysis. Strategic planning and execution process between account manager and generalist field application engineer.Heavy technical training regime. Technical presentation generation and hands on delivery for new and experienced engineers.Architectural design reviews with customers.Design, debug and problem… Show more New vertical market generation spawned from global telco bubble bust.New customer generation, opportunity identification, value proposition, competitive analysis. Strategic planning and execution process between account manager and generalist field application engineer.Heavy technical training regime. Technical presentation generation and hands on delivery for new and experienced engineers.Architectural design reviews with customers.Design, debug and problem solving of customers implementation. Show less

Christchurch Metropolitan Area

Successfully pioneered FAE Model in New Zealand.

Melbourne, Victoria, Australia

Cold calling demand creation. Joint and sole customer visits. Weekly CRM reporting.

Executive Mba

Bachelor Of Engineering, Electronics And Communications