Michael Hilsenrath Email & Phone Number

Responsible for building and managing BT’s 5G (Private Network and enabled solutions, Edge) partner ecosystem including Ericsson, Nokia, Celona and OnWave. Inheriting challenging relationships with key partners, with one at risk, I successfully realigned them to deliver mutually beneficial business outcomes, including wins, pipeline and development of joint plans that underpin BT's longer-term growth objectives. Prior to this role, I led the Enterprise partner relationship with Cisco. In the last few months of this role, I assumed additional responsibilities for on-boarding Fortinet, introducing Juniper and managing VMware as strategic partners.

Uk And International

A non-Executive Director and Trustee of various international and local grant giving charities (total value of annual grants in excess of £400m). I have a network of relationships with Co-directors including leaders from industry, professional and policy sectors. I am involved in Board Oversight and Strategic decisions including the distribution of grants and investments.

United Kingdom

Providing strategy/business development advice to security, SaaS and other technology companies.

Uk

Working both in Vodafone Global Enterprise (“VGE”) and Vodafone UK I was responsible for developing strategic partnerships with IBM, HP, BAE/Detica, Cisco and Huawei. I built sales pipelines, organised joint product and proposition development and delivered strategic collaboration. Relationships developed at Group Exec level. Established governance framework including Exec Reviews setting and reviewing strategy and objectives of partnership.- Led development of joint solutions with IBM ready for launch in FY 19/20. Projected pipeline €50m - Positioned Vodafone as preferred service provider to IBM enabling access to spend of >£300m. - Restored damaged relationship with HP delivering AOV of £8m and pipeline of £20m in year 1- Managed a joint pipeline with Cisco with a TCV value in excess of £200m within 12 months- Actively supported Cisco channel wins with a TCV value in excess of £70m in year 1- Negotiated global strategic partnering agreements with Huawei: wins >£30m, pipeline >£50m- Generated £15m TCV/£1m IYR winning bid for BAE/Detica.

Held business development and commercial positions for small and start-up organisations in the UK and abroad and for overseas companies planning to enter the UK market. Sample assignments included negotiating the initial sales agreement with leading mobile operator (TCV £6m), creating first e-commerce partner for PGA, building a VoIP service and starting two new telco service providers.

Certificate, Marketing Management

Ma, History