Australia
I'm a senior commercial leader with 28+ years of experience driving market expansion, strategic partnerships, and revenue growth across Oceania, EMEA, and Asia Pacific. My career has been built at the intersection of complex technology and high-stakes commercial execution — translating deep technical capability into scalable business outcomes across enterprise, heavy industry, and telecommunications markets. I've held senior BD and sales leadership roles at Viasat, Inmarsat, Intelsat, ABS, and PanAmSat, and have operated across Agriculture, Mining, Energy, Transportation, Utilities, and MNO sectors. What I do well — regardless of the technology: 🤝 Partnership Architecture and Global Key Account Management : I build multi-million dollar commercial ecosystems from the ground up — structuring deals with Tier-1 MNOs, OEM vendors, system integrators, and enterprise accounts that create long-term organisational value, not just one-off wins. This includes co-selling frameworks, joint solution design, and channel enablement at scale. 🔬 Engineering-to-Revenue Bridge. My core differentiator is the ability to take complex, often misunderstood technology — whether satellite broadband, IoT, 5G NTN standards, or next-generation connectivity — and translate it into commercial propositions that resonate with technical buyers and C-suite alike. 🎯 Hunting & Farming, at scale. I've built $15M+ annual net-new pipelines from scratch (Viasat, Oceania) and managed global key accounts generating $1M–$20M per year (Intelsat, EMEA). I know how to open markets that don't yet exist and how to grow and protect accounts once they do. Secured $150M+ TCV with a Tier 1 Europe Telco across multiple verticals — recognised with Intelsat's CEO Excellence Award. My expertise is in satellite broadband and narrowband connectivity — GEO, MEO, LEO, and the emerging 5G NTN/D2D ecosystem (3GPP Releases 17–19). But the skills I've built — strategic account management, ecosystem development, complex deal structuring, and cross-functional commercial leadership — are directly transferable to any technology market where long sales cycles, technical complexity, and multi-stakeholder partnerships are the norm. If you're building a commercial team that needs someone who can both hunt and strategically grow an installed base — across enterprise, telco, or industrial technology — I'd welcome a conversation.
Led Viasat's enterprise land mobile and IoT commercial operations across Australia, New Zealand, Papua New Guinea, South Pacific Islands, and Indonesia — building the region's D2D and Satellite IIoT ecosystem from the ground up. Served as the commercial and technical bridge between Viasat's global engineering roadmap and local MNO, OEM, and enterprise partners — translating 3GPP NTN architecture into actionable, revenue-generating market propositions. Key achievements: - Built a $15M+ annual net-new pipeline ($30M TCV) from scratch — targeting OEM module and chipset vendors, Tier-1 MNOs (Telstra, Spark NZ, TPNG, Digicel Pacific), and enterprise accounts across Agriculture, Mining, Energy, Utilities, Fisheries, Telematics, and Logistics. - Architected, closed and managed a multi-year, multi-million dollar commercial partnership with Myriota (AU-based NTN IoT operator) — a landmark deal demonstrating the ability to manage complex, multi-stakeholder NTN ecosystem negotiations. - Accelerated D2D time-to-market by converting 3GPP R17/R18/R19 NB-NTN and NR-NTN architecture into commercial propositions — positioning Viasat as the preferred Licensed Spectrum NTN partner for OEM, chipset, and solution provider ecosystems across Oceania and part of Asia. - Maintained strategic MNO/MVNO relationships with Telstra, Vodafone, Spark NZ, TPNG, Digicel Pacific, and regional operators across Oceania and SE Asia — foundational infrastructure for NTN roaming and wholesale partnership development. - Established Viasat as a thought leader in Oceania's NTN/IoT space through engagement with peak bodies such as IOT Australia Alliance, Meat & Livestock Australia, government stakeholders, and industry events — positioning Licensed Spectrum D2D as critical national infrastructure.
Led satellite broadband trunking sales across Oceania, establishing Ku/C-Band channel partner relationships for MNO backhaul and enterprise broadband connectivity. Developed the regional partner and channel framework for ABS's APAC commercial expansion.
Drove APAC regional revenue through proactive channel collaboration, expanding the regional pipeline by 25% and delivering 20% revenue growth across enterprise satellite and GEO trunking verticals. Managed channel relationships across multiple country markets, translating Intelsat's global product portfolio into locally relevant commercial propositions.
Managed a portfolio of strategic EMEA accounts with revenue per client ranging from $1M to $20M annually — consistently exceeding targets by 15–25% across a seven-year tenure. Key achievements: - $120M+ TCV Strategic Wins — directed cross-functional teams to secure two consecutive multi-sector RFPs with Orange Group, spanning Maritime, Cellular Backhaul, VSAT Enterprise, and Internet Trunking. Recognised with Intelsat's CEO Excellence Award. - Best Deal of the Year — 2011 2014 and 2015. - Built deep executive relationships across Orange Group's global satellite procurement team — a model for how patient relationship investment converts to landmark multi-year commercial outcomes.
Pioneered the cellular backhaul via satellite market in Southern Europe, developing the commercial frameworks that enabled African mobile network deployments for Orange Group and Mednet/NTN Group. Delivered 4× revenue growth over five years in a market that did not exist at the start of the tenure. Recognised with the Intelsat CEO Excellence Team Award in 2004.