Nokia Siemens Networks
Head of Strategy and Business Development Group - Asia North
Drive and manage new customer/segment development for the Asia North Region.
P&L Management, Strategic Alliances, High Matrix Organization Leadership, Strategic Planning, Customer Relationship Management, Business Planning, Operations Management, Build Senior Level Relationship, Team Competence Development.
Onsites Systems Inc. 2006-Present
OnSite offers carriers and service providers a unique, simple and low cost migration path towards a pure IP/Gigabit Ethernet packet network that delivers, flexible, high-bandwidth aggregation over TDM or IP/Gigabit Ethernet networks, universal interfaces for Quad-Play connectivity (voice, data, video, mobility) over fiber, copper and Microwave radio networks, Secure and scalable carrier-class Ethernet for PBT transport , and Multi-protocol backhaul and aggregation of 3G/4G mobile network services.
Vice President of Business Development, Asia Pacific Region
Business Consultant to Onsite Systems at the request of my previous management from Ditech Networks. Focus is to penetrate the market place and create a positive environment to sell the company to a major player.
Kodiak Networks Inc. 2005-2006
Kodiak Networks delivers instant wireless voice systems that enable premium cellular services to carriers worldwide. These services boost the productivity of business professionals and consumers, while providing significant and immediate financial benefits to carriers. These services included Instant Calling (Push-to-Talk), Instant Conferencing, Voice SMS, Group SMS, Group Chat and Voice IM.
Vice President of Business Development, Asia Pacific Region
Responsible for marketing, sales and customer support across South East Asia. The geographic territory is India, Australia and New Zealand, and South East Asia. Reported to Kodiak’s President and Chief Executive Officer (CEO)
Developed sales strategies and customer-facing programs for wireless carriers of all sizes across SE Asia Region, which resulted in first year revenues of $6.5M in sales for the Telstra account plus revenue sharing structures within India
Responsible for all aspects of establishing and driving system sales operations in Southeast Asia including Philippines, Thailand, Malaysia, Indonesia, Singapore, India and Australia/New Zealand.
Created interest, establish a customer base and grow the wireless voice services market and sectors in SE Asia/India/ANZ Region.
Adapted the Company’s market and brand identity, PR strategy, sales and distribution channel strategy, pricing strategy and product roadmap to fit the business practices, competitive environment and specific carrier customers in the SE Asia Region.
Established indirect sales channels to specific SE Asia customers through Distributors, Resellers and Systems Integrators.
Ditech Communications Corp. 2003-2005
Ditech Communications' echo cancellation and voice processing solutions improve the quality of wireless, wireline, and voice-over-packet connections, enabling service providers to deliver consistently clear voice communications to their customers worldwide
Director of Sales – Southeast Asia
Provide Strategies and Sales for South East Asian business. This includes Australia, Brunei, Indonesia, Malaysia, Philippines, Singapore, Thailand, and Vietnam.
Develop and nurture new accounts for Ditech throughout SE Asia.
Business Consultant for Southeast Asia
Provide Strategies and Introductions for ASEAN business.
CommVerge Solutions (Thailand) Co. Ltd., Bangkok, Thailand 2000-2002
A systems integrator of technology and business solutions serving communications service providers throughout Asia.
Country President
Led country marketing, implementation and sales activities for advanced best-of-breed communications solutions. Managed a staff of 20 professionals plus sub-contractors, as needed, with profit and loss responsibility. Bridged the gap between service providers in Thailand, generally wanting turnkey solutions, and technology vendors, having no service ability in country, to provide advanced telecommunications solutions to solve the most complex network problems encountered by telephone and data service providers.
Managed Profit & Loss of a business tied into a regional network of support managing marketing, implementation and sales functions. Revenues were $3M with operational expenses of $600K in 2002, and $2M with operational expenses of $800K in 2001, with a COGS of $600K.
Supplied pre-paid wireless systems to Asia Wireless Communication Co. Ltd. from Telemedia, for $2M, with a COGS of $600K.
Introduced IVR Top-Up to Advance Info Services GSM 900 mobile system for a revenue of $140K and a cost of $50K.
Provided project management resources for Tellabs project to Orange’s 1800 GSM network for $20K/month at a cost of $10K/month.
Presented Cisco’s ADSL solution to the Communication Authority of Thailand for $1.7M in revenue and 10% margin.
Represented Convergys at AIS for 5% of software sales or $300K.
Tellabs (Thailand) Co. Ltd., Bangkok, Thailand 1995-2000
Tellabs, Inc. designs, manufactures, markets and services optical networking, broadband access and voice-quality enhancement solutions.
Thailand Country Manager/IndoChina Regional Director
Generated revenue for Tellabs by being a communications infrastructure builder for service providers in IndoChina. Customers used Tellabs products and services to provide phone and data services to customers. Tellabs products and service solutions satisfy a dual objective, allowing customers to offer new revenue generating services while reducing operating costs.
Oversaw Profit & Loss for Thailand business. Thailand served as a base for the ASEAN operations for Tellabs during my time. In our case, we had $13M/year in revenue with an operating cost of $500K and COGS of $4M/year.
Managed sales for Thailand, Indonesia, Malaysia, Philippines, Singapore, and Vietnam generating $50M in revenue.
Sold Tellabs VQE solution to Singapore Telecoms for S$5M.
Delivered Tellabs 532 to Ericsson for $2M in revenue.
Arranged financing for UIH after the collapse of the Asian economics in 1997.
Equipped the Tellabs MartisDXX to Telecom Malaysia. (TMB)
Fitted the Tellabs VQE products to Maxis in Malaysia via Motorola.
Worked with Salix and other next generation products from Tellabs.
AT&T (Thailand) Co. Ltd., Bangkok, Thailand 1990-1995
Part of AT&T Network Systems (later to become Lucent), which operated in the global communications networking industry, and designed and delivered networks for major communications service providers.
Contract Administrator Director (1995-1995)
Oversaw the management of all contracts between AT&T Network Systems and all customers in Thailand.
Managed and negotiated bills of quantities for project completions. Collected over $100M in revenue.
Provided change management control process for contractual changes.
Negotiated contractual disputes as they developed.
Ensured that work provided was in harmony with the contractual obligations of the company.
Reviewed and provided new contracts.
Account Sales Director (1990-1995)
Accountable of all sales activities for all product lines.
Provided 5ESS Switch Infrastructure to TelecomAsia group. This represented approximately 30% of a $300M contract.
Supplied 5ESS Switch Gateway to CAT via the Shinawatra group for $5M.
Produced associated infrastructure such as DACS and multi-distribution frames from $5M-$10.
Furnished outside plant commercial support and negotiations.
AT&T Bell Laboratories, Lisle, Illinois and Singapore 1984-1990
Telecommunications Manager (1987-1990)
Provided the AT&T/Singapore Telecoms customer interface for all issues relating to the first office gateway applications of the 5ESS Switch. This was the first truly international product, complying with international standards, following the divestiture of AT&T in 1984 and was critical to its strategy of going to non-U.S. markets.
Managed and tracked customer dissatisfaction issue. Had weekly meetings with SingTel management to discuss all open items and to update with status and progress.
Scheduled First Office Application installation and testing. Worked with SingTel staff to install and test with other worldwide representatives.
Communicated with AT&T and Singapore Telecoms on company procedures. Learned that most technical issues were people based. Was the interface between the monopolistic bureaucratic nationalist Singapore Telecoms and post-monopolistic bureaucratic nationalistic AT&T.
Installed software generic updates to the 5ESS Switch infrastructure.
Development Team Leader (1984-1987)
Headed software development teams for AT&T switching international development projects. At this point in time, AT&T was modifying its domestic products since the divesture of AT&T allowed it to enter international markets in full force.
Produced software for the development of the CCITT Number 5 International Signaling System.
Communicated with other development teams and hastened the development of the CCITT number 6 and number 7 signaling system.
Designed and implemented the echo control software for international calls in conjunction with the hardware developers in New Jersey.
Performed network measurement evaluation in Moscow, Russia.
System Development for networks in Spain and Holland.
McKay Institute, Provo, Utah 1982-1984
Software Programmer
Programmer for research and development projects belonging to the McKay Institute.
* Developed multimedia software for a contract with the Department of Defense.
* Programmed in the C programming language.
* Performed a variety of additional programming assignments.
EDUCATION AND PROFESSIONAL TRAINING
Masters of Management, Sasin of Chulalongkorn University – 1999
* Sasin is a joint two-year executive academic business endeavor of Chulalongkorn University, the J.L. Kellogg Graduate School of Management of Northwestern University and the Wharton School of the University of Pennsylvania.
Master of Science in Engineering, University of Pennsylvania – 1985
* Computer and Information Science Studies included both firmware and software design.
Bachelors Degree in Science, Brigham Young University – 1984
* Studies revolved around software design.
University of California at Irvine, Chemistry/Biology – 1979
* Studied for two years, but changed majors and finished at BYU.
William N. Neff High School – La Mirada, Ca. - 1977
AT&T PQP Contract Management Training, George Washington University – 1995
Strategic Marketing Planning, The University of Michigan – 1994
AT&T PQP Sales Training & Insight Training – 1990-1994
INFORMAL TRAINING & PROFESSIONAL AFFILIATIONS
Ditech President’s Club – 2004
Conversant in the Thai Language.
Tellabs Achievers’ Club – 1996
American Chamber of Commerce/Thailand
Economist Intelligence Unit Forum/Thailand |
