The Partner Success Specialist, or Partner Manager, is a complete role for Partner engagement and management, from systems, processes, commercial, sales, support, everything for a Partner is the responsibility of the Partner Success Specialist. The role included aligning the Partner to Telstra objectives and selling of Telstra products and services, to sell with and to Telstra’s customers across all verticals. I took on board the need to build a trust and transparency culture between the Partner and Telstra. Ultimately, I believe the role was to enable Partners to be successful!

I am a Technical Sales Specialist with the Telstra Business team across all the companies capabilities. I work with the Account Executives and other capability leads to provide the right solution to the clients needs.This will include the discussion, scoping, design, pricing and project involvement with the direct customer and in some cases via the indirect Channel Partners.With Telstra showing commitment and leadership in Cloud Computing, I am across all aspects of IaaS (Infrastructure), SaaS (Software), Taas (Telephony) and NaaS (Network) to define strategy and direction as ICT develops for our clients.This has included Telstra's "Customer Forums", a number of customer based interactive sessions I have been leading with management in Telstra Business. Customers will have an understanding of Cloud, the business drivers, what it means for them, and of course, the complete solution and portfolio Telstra has to offer.

I am the Senior BDM as well as having responsibility for a small sales team within a local System Integrator and Technology Services company. We pride ourselves in our ability to provide a complete end to end solution and service capability through our dedicated and well skilled engineering team.My role includes business development from existing and new accounts, aligning the sales team planning, engagement and goals to the company directions and strengths, working with the distributors and tier one (IBM, HP, Cisco, EMC, Trend, Symantec, Lenovo, T-Suite...) vendors of choice, working both internally and externally on marketing initiatives, and having partnerships with service providers to offer a complete solution to the SMB market in South Australia.

Verizon Business employed me as a new Business Development & Account Manager in South Australia (dual roles) to work with retail and wholesale clients. The role required me to take the value proposition of Verizon Business and develop new opportunities and business growth in South Australia. I established and managed a number of local and global clients as well as key Internet Service Provider’s.I was then appointed Regional Account Manager for one of the company’s leading global clients, Electronic Data Systems (EDS). I reported to the account VP in the USA and had responsibility for all Asia Pacific business between the two companies as part of the global contract worth $US330M p.a. This role again was both to “sell to” EDS as an existing client, and then develop new business opportunities with EDS’s clients as a “sell through” model. Within Asia Pacific I had a team who supported the day to day sales business and service needs as well as support my account strategy, objectives and ongoing business relationships.It was necessary to strategic relationships throughout all levels of EDS from service delivery to capability management and sponsor executive-executive meetings at the highest levels. The South Australian business was still part of my portfolio to continue new business development as well as manage the existing client base. Responsibilities include:•Maintain account plans and CRM databases.•Regular internal meetings with all company stakeholders.•Updates and presentations to all client stakeholders, re company’s new services with regards to strategic directions, product development etc.•Build on Managed Services business as required.•Updating internal capability and certificate training.•Closing new business in region and supporting out of region led business.•Minimise revenue and service churn.•Customer management and conflict escalation.•Compliment global client strategy to Asia Pacific.

I was employed as Channel & Business Development Manager to establish new business opportunities and strengthen the drive by Nortel Networks in Australia and in particular South Australia through a “reseller model”. A number of local telecom and hardware resellers were engaged to become Nortel Channel Partners and together build and capture new business away from many incumbents (ie, NEC, Fujitsu, and Cisco). I was then promoted to State Manager to overview the existing service and sales operations and build new sales opportunities presenting themselves in Adelaide.

Applied Data Control was one of South Australia’s first data communications and technology providers. I was Sales Manager for Applied Data Control driving sales through a dedicated sales team to Corporate and Government clients.My role was to provide direction and support to the team. I was also responsible for establishing and building relationships with the company’s suppliers, vendors and building a strategy that would include the company’s engineering and technological strengths in selling a complete end to end solution.