Peter Malcolm Email & Phone Number

Jefferson, Md, Us

Farnborough, Hampshire, Gb

Alexandria, Va, Us

- Business Development in GSI's Government Group- Representing the full spectrum of GSI products to a wide variety of international customers- Conducting research into a wide variety of new and emerging Telecom/IT solutions

-Advises Investment and Energy companies on satellite telecom services and products. -Subject Matter Expert (SME) of Fixed, Mobile, and Broadcast satellite systems, new & planned High-Throughput Satellites (HTS) services; Satellite Operators & Service Distributors.-Composes Requests for Proposal (RFP) for Energy, Maritime, and Mobility telecom projects. -Sales Engineering - Researches and identifies HW/SW pricing & sources; performs satellite Link Budgeting Analysis (LBA); produces technical descriptions, diagrams & illustrations; ensures Service Level Agreements (SLA) compliance

Carlsbad, Ca, Us

- Directed a global operations center for all satellite and teleport resources. Planned & executed optimization programs resulting in 15% COS reductions and increased utilization efficiencies by 12%. Improved GM and EBITDA performance for all product lines (global revenues $271MM 2015). - Negotiated and managed Master Distribution Agreements with international vendors for satellite bandwidth, data center, and earth station teleport services. Managed Key CPE Vendor agreements with Cobham, iDirect, Intellian, (et al.).-  Launched a new Maritime Broadband VSAT/Mobile Satellite service meeting 90% of 1st year revenue objectives with margin and earnings on target; 2nd-year start with 60% of sales goals met and a total 3-year backlog generated by direct sales.- Authored RFQ/RFP responses and developed Global Sales Engineering standard materials and tools.- Sales Engineering - Created original proposal copy/content, network design & system diagrams and illustrations. Composed price sheets & ROI/Cash flow models; hosted Customer RFP meetings and Design Reviews.-  Developed standard product configurations & service packages for In-Direct Sales/Channel Partners including Dealer and Customer (End-User) Incentive Programs, Fair Access/Fair Use Policies (etc.).

- Researched, evaluated, and modeled satellite, teleport, data center, and manpower resources required for company launch. Executed the E&O plan (including Customer Beta-Testing) to schedule and budget. - As a Founding Partner developed a global Maritime Broadband VSAT services (B2B). General activities included market analysis, development of collateral materials, composing global rate cards. - Developed VSAT & Network equipment standards, custom system/service configurations, vendor contracts, incentive programs, fair access/fair use policies, and custom Service Level Agreements (SLAs). - Conducted competitive analysis and generated RFQs/RFP responses in coordination with all corporate stakeholders including Finance, Legal, Marketing, Engineering, & Operations departments. - Developed global sales engineering network standards, materials, and tools including detailed proposal content, network design, systems integration, price sheets, cash flow modeling, diagrams, maps, and presentations.- Directly managed up to 22 persons, responsible for the hiring department managers, field engineers, and support/contract staff. - Instituted and documented engineering and service standards and procedures based on ISO-type process flows & swim lanes. - Established Quality Assurance controls modeled on ITIL-type principles, including ticketing systems and Incident Management (Detection, Isolation, Service Restoration, Diagnosis, Repair, and After-Actions).

- Senior member of the Stratos’ Broadband Division leadership team sharing P&L responsibilities for global operations and business development with three regional Vice Presidents, all reporting to the Division President (peak revenues $136MM USD annually, 250 employees). - Managed global capital fund for division and member of the corporate Capital Management Committee (~$26M USD/Yr.). Maintained and expanded Stratos’ Teleport facilities (“World’s largest independent teleport operator 2007-2010” - WTA); MPLS & VoIP networks; and Network Operation Centers.- Managed all global satellite assets (fixed satellite leasing) with an annual budget of over $22M USD. Planned and executed resource optimization plans reducing retained per MHz costs by 12% initially while eliminating $6M USD in obligations over a 4 year period. Activity resulted in improved gross margin and segment earnings performance for all VSAT product lines. Specified, negotiated, and approved all satellite contracts. - Directed team responsible for service rates cards, product specifications, operating standards, pricing guidelines (Sales Engineering), and service definitions tailored to each specific regional market. Produced cash flow analyses for all bids over $1M USD and conducted competitive market research for EMEA and the Americas.

Bsee Equivalent, Satellite Telecommunications, Rf/Microwave

Business Administration - Contractual Law