Michael Grace Email & Phone Number

Melbourne, Vic, Au

Australia New Zealand (Anz)

Melbourne, Australia

Active on Wontok expansion activities in Australia-NZ / Europe / Sth Africa, focused on medium to large Telcos & Education.Wontok ONE: Cloud - LAN & Endpoint Security & Identity Protection services provisioning platforms for Telco/CSP/EDU & Large User Base entities: Anything - Anywhere - Anytime modelling. Currently expanding into the IoT Security Solutions segment: Telco Consumer & SMB.

Melbourne, Victoria, Australia

National / Regional / Global Markets hands-on engagement - executive startup - sales models - growth advisor, hands-on market engagement strategy & execution.Executive & team assessment, task modelling, skills expansion, sales & marketing modelling / execution.

Melbourne, Australia

Providing Channel & Sales Building market engagement, entry & establishment consultancy, company advisory & market development services to great early stage & expanding vendors.Regional development in Australia New Zealand, APAC, Africa, Middle East, Europe & Nordics. (NB: On-Demand when availability exists)(Additional details available below)Vendor projects in this timeframe:Wontok Inc.www.wontok.comFixed line, broadband, wireless & mobility Endpoint… Show more Providing Channel & Sales Building market engagement, entry & establishment consultancy, company advisory & market development services to great early stage & expanding vendors.Regional development in Australia New Zealand, APAC, Africa, Middle East, Europe & Nordics. (NB: On-Demand when availability exists)(Additional details available below)Vendor projects in this timeframe:Wontok Inc.www.wontok.comFixed line, broadband, wireless & mobility Endpoint Security Technologies & Systems provisioningDecember 2011 to April 2016Global Market Engagement Executive Advisor / APAC Engagement AdvisorVP Sales Australia New Zealand & EMEAService Providers / Enterprises / Financial Services & Health Networks segmentsNetsweeper Inc. www.netsweeper.comInternet & Content Filtering / Web Access Management - Security - ControlsIn-Network & Endpoint deployment & security technologies/systemsSeptember 2008 to February 2013 ANZ / APAC Regional DirectorFocus: Carrier / Telco / ISP / Government / Large education networks / Large WANAzeti Technologies www.azeti.comazeti Networks is a global provider of Security & IoT technology to a variety of verticals including telecommunications, oil and gas, manufacturing, finance and healthcare.azeti Internet of Things software is installed at more than 1,000 installations in 35 countriesContracted: October 2007 – August 2008 Strategic development role - StartUp stageBroader market / Establish markets & channels (ANZ, APAC & EMEA)Getbusi www.getbusi.com.auSegment: Web Access Security - Controls - Management Contracted, June 2007 – October 2007Strategic security services planning & products consultantRebuild the market positioning, product set, marketing and sales model. Show less

Australia & Emea

Tasked with the establishment & expansion of the Sinefa business growth in EMEA, incl. the broader direct & channel partnerships based European & Scandic markets, with a strong additional expansion in Sth. Africa.The tenure concluded with the acquisition by Palo Alto 20 November 2020.Sinefa experience exponential growth & engagement in these markets, incl. strong Enterprise/Financial Services/Banking & large scale government engagements. (1800 site GBN) Sinefa products… Show more Tasked with the establishment & expansion of the Sinefa business growth in EMEA, incl. the broader direct & channel partnerships based European & Scandic markets, with a strong additional expansion in Sth. Africa.The tenure concluded with the acquisition by Palo Alto 20 November 2020.Sinefa experience exponential growth & engagement in these markets, incl. strong Enterprise/Financial Services/Banking & large scale government engagements. (1800 site GBN) Sinefa products, technologies & services are suited to & experience high adoption rates by medium SMB thru to massive enterprise entities, active digital transformation projects, Cloud applications & services adoption projects (Azure/AWS/Cloud - O365 & similar deployments & migrations) Sinefa’s platform for real-time performance intelligence enables teams, when time is of essence, to help businesses rapidly detect issues to deliver superior user experiences, improve productivity, and drive growth. Sinefa provides a performance overlay for any network and integrates with the most popular platforms and toolsets to maximize the returns and value. Classic examples would be the 680 site '7 Eleven' deployment in Australia and the 240 site 'Froneri' (Nestlé) international deployment. Typical telco deployments for the provisioning of Networks/Applications/Performance Intelligence & Controls services to SMB thru Enterprise customers would be Telstra and AT&T.www.sinefa.com Show less

Melbourne, Australia

Sinefa is a Melbourne based software company founded in 2011 that is helping to transform the performance of data networks across the world. Sinefa provides visibility and control for data networks. It allows network managers to see all the applications, users, devices, and links on the network, and to easily redirect bandwidth to critical applications. Increased network performance boosts productivity, eases user frustration and reduces network management costs. Sinefa is the simplest solution… Show more Sinefa is a Melbourne based software company founded in 2011 that is helping to transform the performance of data networks across the world. Sinefa provides visibility and control for data networks. It allows network managers to see all the applications, users, devices, and links on the network, and to easily redirect bandwidth to critical applications. Increased network performance boosts productivity, eases user frustration and reduces network management costs. Sinefa is the simplest solution on the market, providing immediate total visibility and control that saves users and managers time. Show less

Melbourne, Australia

Providing sales & marketing, technologies, solutions, partnerships and vendor landscape consultancy, advice and hands-on engagement for the Australian and international markets. This very smart, innovative & rapidly growing endpoint and home/EDU networks security provisioning vendor, with a strong focus on integrated medium to large telco VAS provisioning models, is well positioned to win further ANZ & APAC telco partners, leading to a growing expansion in the USA and an imminent establishment… Show more Providing sales & marketing, technologies, solutions, partnerships and vendor landscape consultancy, advice and hands-on engagement for the Australian and international markets. This very smart, innovative & rapidly growing endpoint and home/EDU networks security provisioning vendor, with a strong focus on integrated medium to large telco VAS provisioning models, is well positioned to win further ANZ & APAC telco partners, leading to a growing expansion in the USA and an imminent establishment in the EMEA markets. . Show less

Melbourne, Australia

Wontok is a Gamoa! project.Hands-on establishment of the EMEA & ANZ markets and channels presence at Wontok. This included Endpoint and Cloud based access, malware & identity security services, products, technologies, market development and integrated solutions guidance to the Wontok Executive Group & sales teams. Providing strategic leadership and direction for the Service Provider and Cloud Platforms teams. Senior commercial model developer, products strategist &… Show more Wontok is a Gamoa! project.Hands-on establishment of the EMEA & ANZ markets and channels presence at Wontok. This included Endpoint and Cloud based access, malware & identity security services, products, technologies, market development and integrated solutions guidance to the Wontok Executive Group & sales teams. Providing strategic leadership and direction for the Service Provider and Cloud Platforms teams. Senior commercial model developer, products strategist & point negotiator for the multi-year, $$multi-million security products & services provisioning contract with Telstra Broadband nationally.Provisioning contract included high value software platforms integration components.Engaged with key stakeholders across multiple commercial, business, contracts negotiation & management, marketing, products development, engineering and operations teams. Highly competitive commercial environment.Commercial model & product analysis/development for cloud based Identity Protection & Management platform.Wontok developed network & endpoint security provisioning systems for service providers, education, medical networks users, financial services providers & enterprises. Wontok developed & deployed products and solutions provisioned both fixed line & wireless networks & users services. Show less

Melbourne, Australia

Netsweeper is a full time Gamoa! consultancy project.This role entailed hands-on engagement with telecoms, carriers, ISPs, channels players, governments, OEM and regional education management stakeholders on large scale, "whole of entity" content security & controls provisioning and web access control projects in the Asia Pacific/Australia New Zealand regions.The Netsweeper technologies encompassed integrated endpoint, network edge & in-network/cloud based deployments across… Show more Netsweeper is a full time Gamoa! consultancy project.This role entailed hands-on engagement with telecoms, carriers, ISPs, channels players, governments, OEM and regional education management stakeholders on large scale, "whole of entity" content security & controls provisioning and web access control projects in the Asia Pacific/Australia New Zealand regions.The Netsweeper technologies encompassed integrated endpoint, network edge & in-network/cloud based deployments across larger education & service provider fixed line, broadband & wireless/mobile networks.Typical engagements were senior/key stakeholders across multiple commercial management, contracts management, business, marketing, products, engineering and operations teams.Key wins & major projects included Telstra Wireless nationally, XLcom Indonesia, Malaysian Government Rural Networks & Catholic Education Networks. Show less

Melbourne, Australia With International Apac & Emea Engagements.

Facilitated executive consultancy, acquisition advice & initial hands-on international expansion for this early stage Security & IoT platform vendor.Distribution was established in Sweden, Finland, Austria, Germany, Australia, Singapore, China & Malaysia.azeti Networks today is a global provider of IoT technology to a variety of verticals including telecommunications, oil and gas, manufacturing, finance and healthcare.azeti Internet of Things software is installed at more… Show more Facilitated executive consultancy, acquisition advice & initial hands-on international expansion for this early stage Security & IoT platform vendor.Distribution was established in Sweden, Finland, Austria, Germany, Australia, Singapore, China & Malaysia.azeti Networks today is a global provider of IoT technology to a variety of verticals including telecommunications, oil and gas, manufacturing, finance and healthcare.azeti Internet of Things software is installed at more than 1,000 installations in 35 countries Show less

Melbourne, Australia

International markets establishment & Marketing VPThis role and the activities were outsourced to Imagineering Market Solutions. (see Imagineering IMS)Exinda is a WAN Optimization and WAN Acceleration developer / vendor, supplying the medium to enterprise markets, as well as the telco, ISP, satellite, mobile and wireless network provider services sector.This role entailed the responsibility for growing Exinda's global marketing, sales and strategic relationships. Focus… Show more International markets establishment & Marketing VPThis role and the activities were outsourced to Imagineering Market Solutions. (see Imagineering IMS)Exinda is a WAN Optimization and WAN Acceleration developer / vendor, supplying the medium to enterprise markets, as well as the telco, ISP, satellite, mobile and wireless network provider services sector.This role entailed the responsibility for growing Exinda's global marketing, sales and strategic relationships. Focus initially on market expansion and channel development, then on corporate development, marketing, PR, lead generation, strategic relationships and strategic business development. Established channels in over 10 markets, facilitated press and analyst tours, initiated corporate advisory presence in the USA, identified and hired management, PR and support staff in EMEA, USA and Australia. Activities included advising on market & channel establishment, corporate developments, funding programs and strategy, as well as being a member of the 4 man core executive team involved in securing USD$6mio equity funding in early 2007. (Pitch & due diligence)Exinda relocated the company HQ to the USA in June 2007. Show less

Melbourne, Australia

Imagineering Market Solutions transitioned to Gamoa! in May 2007.Acquired by Primus Telecommunications (Now M2 Group) in September 2008 as a part of the Imagineering business group, Imagineering Market Solutions (IMS) assisted emerging and expanding technology vendors to establish and grow their regional presence in the EMEA, Nth American, APAC/SE Asian & Australia New Zealand (ANZ) regions.Conversely, IMS enabled Australian IT vendors to productise and launch into international… Show more Imagineering Market Solutions transitioned to Gamoa! in May 2007.Acquired by Primus Telecommunications (Now M2 Group) in September 2008 as a part of the Imagineering business group, Imagineering Market Solutions (IMS) assisted emerging and expanding technology vendors to establish and grow their regional presence in the EMEA, Nth American, APAC/SE Asian & Australia New Zealand (ANZ) regions.Conversely, IMS enabled Australian IT vendors to productise and launch into international markets. These markets included the APAC/SE Asian, broader European, UK, Nordics and Nth American regions.Initially launched as Imagineering Security to provide advanced security advisory, technologies & services. Several vendor relationships developed beyond the channel focus to regional market representation & expansion strategies. (IMS)Major vendor project in this timeframe:Exinda Networks www.exinda.comWAN Optimization & Acceleration / Network & Applications VisibilityContracted progressing to full time March 2006 – May 2007VP International Business DevelopmentSmall to very large WAN segment / International & regional expansionFixed line & integrated wireless networks management, controls & optimisationDeveloped Unified Performance Management (UPM) Show less

Network Box provided a fully managed network security service based on in-house developed multi-functioned security appliance platforms, with 24x7 security operations centre (SOC) monitoring and control.Based out of Hong Kong, Network Box had a franchised regional business ownership model with localised or central Hong Kong SOC deployment.I was brought on board to develop and implement a channel centric sales model to expand and then supercede the direct sales in Australia. Distribution… Show more Network Box provided a fully managed network security service based on in-house developed multi-functioned security appliance platforms, with 24x7 security operations centre (SOC) monitoring and control.Based out of Hong Kong, Network Box had a franchised regional business ownership model with localised or central Hong Kong SOC deployment.I was brought on board to develop and implement a channel centric sales model to expand and then supercede the direct sales in Australia. Distribution established in this period continues today.Recommendations to internationalise the business model have been followed, with this vendor now consolidating the Hong Kong, UK and Australian operations under a single ownership and business plan. Show less

VP Europe, UK, MEALaunched and established the Fortinet EMEA markets.Established the organisation in Europe, engaging at all market levels, including telco/carriers, ISPs, enterprises, SMBs models, distribution & channel partners, servcies and training partners, PR, staff hiring and development and adminstration services.Fastest revenues and partners growth globally for Fortinet in this period, including strategic customer and partner development.Relocated back to Australia in… Show more VP Europe, UK, MEALaunched and established the Fortinet EMEA markets.Established the organisation in Europe, engaging at all market levels, including telco/carriers, ISPs, enterprises, SMBs models, distribution & channel partners, servcies and training partners, PR, staff hiring and development and adminstration services.Fastest revenues and partners growth globally for Fortinet in this period, including strategic customer and partner development.Relocated back to Australia in January 2004, after extending the initial 2 month consultancy to a nearly 18 months full-time role. Show less

Netscreen was an exciting, exponentially growing security appliance vendor experiencing global expansion and success. The ANZ region required a re-alignment of the direct telco and indirect, channel based broad market engagement strategy, in order to match this global growth. We achieved these strategy and execution goals in my time in Australia, prior to returning to Europe in August 2002.

Germany / Emea

Sold WatchGuards first enterprise Firewall System into a major regional/global player: NEC APAC.NEC followed up with a 70 WG systems acquisition for their APAC Networks Grids and mobile sales force protection.Subsequently established & grew the WatchGuard firewall appliance and managed security services business across UK, Europe, Scandanavia, MEA, at a rate of 40% QTR on QTR for 3 years to $4.78mioUSD/QTR.Top performing region (%Quota & Revenues) & highest growth globally… Show more Sold WatchGuards first enterprise Firewall System into a major regional/global player: NEC APAC.NEC followed up with a 70 WG systems acquisition for their APAC Networks Grids and mobile sales force protection.Subsequently established & grew the WatchGuard firewall appliance and managed security services business across UK, Europe, Scandanavia, MEA, at a rate of 40% QTR on QTR for 3 years to $4.78mioUSD/QTR.Top performing region (%Quota & Revenues) & highest growth globally 1999/2000Strongest channel growth globally 1999/2000/2001. (46 VADistribution Network Partners across EMEA.Massive EMEA wide channel partner networks developed and grown. Show less