2004 – Current
NATIONAL MANAGER
ALPHAWEST (AUSTRALIA)


Alphawest Australia is one of Australia’s Top Ten IT companies providing ICT services including Technology Solutions, Business Solutions and Managed Services. The company is a wholly owned subsidiary of the SingTel Optus Group of Companies with offices in all of the Australian states.

Key Responsibilities:
  • Responsible for developing the National Vendor & Alliance Strategy and Vendor & Alliances Governance Policies. Manage and monitor Vendor and Partner Alliances.
  • Responsible for managing and streamlining the $ 120 Million National Lines of Business.
  • Responsible for IT Solutions development across key areas:

    Communications IP Telephony, Dual Mode, Digital Signage, Telepresence
    Servers & Storage Data Centre, Server and Storage Infrastructure, Virtualisation
    Connectivity   Routing and Switching, LAN/WAN, Acceleration tools
    Security Risk Assessment, Security Software, Security Infrastructure
Achievements :
  • Strategically reduced 450 vendors to 135 National Vendor Partners including IBM, HP, Sun, Hitachi Data Systems, EMC Corporation, Symantec, Microsoft and Cisco Systems.
  • Established vendor funded Market Development Funds program. Developed and implemented national marketing campaigns resulting in increasing sales nationally by 20%.
  • Implemented the company’s shift from a Technology Agnostic provider to a Solution Specific provider on a National basis resulting in improved customer service.
  • Developed and implemented on a national basis best practice approaches for various Lines of Business including the Communications, Security and Systems & Storage.
  • Developed and implemented a National Software as a Service (Saas) Policy, National Quality Assurance Policy and a National Security Council.
  • Developed Intellectual Property Communities, an Innovation Forum and appointed IT Subject Matter Experts (SME’s) in key geographic areas.
  • Developed an e-commerce solution resulting in improved productivity and increased profit.
  • Initiated the National Green IT Practice committed to reducing energy consumption and promoting e-Waste Solutions.
  • Contributed to the implementation of HR Strategies and a National Skills Matrix to develop organisational talent aligned to the company vision, optimise resource utilisation and improve employee retention. Executive sponsor of reverse integration with SingTel Optus involving over 300 employees.
  • Created and managed internal Intellectual Property Strategy to encourage information sharing with clients and partners.
  • Received Partner of the Year Awards from Hitachi, VMware, Websence, Sun & Symantec.
  • Invited to join the Partner Advisory Boards of Symantec & Hitachi Data Systems.
  • Appointed Chairman of the Board for SNIA Green IT Committee.
  • Elected to the Cisco Green Council Committee.

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PRINCIPAL 2003–2004
INDEPENDENT CONSULTANT (AUSTRALIA)

Key Responsibilities:

  • Independent Consultant providing management and IT consulting services.
  • Diagnose business processes and develop solutions and initiatives to optimised company resources, enhance economic performance and sustain growth into the future.
  • Provide industry-wide research and strategic market analysis to assist client companies gain a competitive edge.

Achievements:
  • Developed a Recovery Service Product and a Business Continuity Pack Solution that generated over $2 Million in new product revenue for a client.
  • Assisted Classic Blue and Alphawest nationalize their business models and approach.
  • Participated in the high profile business sales of Classic Blue to IBM & Alphawest for sale to SingTel Optus. Awarded a national management role at Alphawest.
  • Developed and maintained strategic "C" level relationships with Vendor Partners and Fortune 500 companies.


2001 – 2002
SENIOR MANAGEMENT CONSULTANT
HEWLETT PACKARD / COMPAQ (USA)

Hewlett Packard is a global provider of a wide range of IT hardware and software solutions to millions of customers worldwide. The company practices global citizenship values from the manufacture of reusable and recyclable components to the responsible disposal of products at the end of its life.


Key Responsibilities:
  • Responsible for assisting HP Lines of business during the merger with Compaq. Contribute to the smooth amalgamation of two separate entities.
  • Prepare the management and staff of various HP Business Units leverage existing resources whilst investigating market trends & opportunities and developing new services & solutions.
  • Responsible for providing Subject Matter Expertise in IT best practices & approaches.

Achievements:
  • Developed and implemented training programs for field sales teams and clients.
  • Developed Best Practices Policy for HP IT Professional Services.
  • Developed and conducted Data Centre Management, IT Information Life Cycle Management, Data Recovery and business continuity seminars in 23 major metropolitan markets through out North America.
  • Successfully led major account teams to win contracts with Fortune 500 companies.
  • Enhanced brand image and increased market share by 100% in the multi-national and Fortune 500 markets prior to immigrating to Australia.

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1997– 2001
INTERNATIONAL BUSINESS DEVELOPMENT
& ALLIANCE MANAGER IRON MOUNTAIN (FORMERLY CONNECTED CORPORATION) (USA)


Iron Mountain is a leading provider of records management, data protection, and information destruction solutions.  The company has major corporate clients throughout North America, Europe, Latin America and the Pacific Rim

Key Responsibilities :
  • Responsible for developing strategies to gain market share by identifying and establishing strategic alliances and partnerships.
  • Responsible for increasing the sales and volume and achieving sales targets as well as corporate objectives.
  • Responsible for building, training and managing a national sales team.

Achievements:

  • Executed an agreement with Western Digital to ship 12M trial copies of the firm’s software on a 30-day free trial which resulted in doubling its number of users/subscribers, reducing its cost of operation by $6 Million and creating $15 Million annual revenue opportunity.
  • Established a marketing relationship with the California State University (CSU) to enable 300,000 students and faculty to subscribe to the connected on-line ASP service at a 20% discount, saving CSU 30% in helpdesk expenses and substantially increasing Connected Corporation subscriber base revenue to $2M in over 16 months.
  • Successfully generated $4 Million a year in new revenue by penetrating, through partnerships, channel relations and direct entry, international markets including major institutional clients and leading Fortune 500 companies such as Intel, Visa, and GE.
  • Established international vendor partnerships with Singapore Computer Systems, Qantec, HP and other well renowned companies.

1993– 1997
DIRECTOR STRATEGIC PRODUCT & SERVICE DEVELOPMENT
SUN MICROSYSTEMS (FORMERLY STORAGE TEK) (USA)


Sun Microsystems is a leading provider of IT Solutions throughout the world. Sun acquired Storage Tek, a $ 2 Billion computer peripheral manufacturer to supplement its range of products and services.

pKey Responsibilities

  • Responsible for developing Data Storage and Security products and services to cater for the needs of Fortune 500 companies.
  • Responsible for establishing two tier and three tier distribution channels, marketing & sales strategies, remuneration and monitoring infrastructure.

Achievements:

  • Successfully planned and implemented strategies and launched products which resulted in increased market share and improved Return on Investment (ROI).
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1990 – 1993
MANAGING DIRECTOR – ASIA PACIFIC
SUNGARD (SINGAPORE)


SunGard is a global leader in software and processing solutions for financial services, higher education and the public sector. The company has $ 5 Billion in annual revenue and serves customers in more than 50 countries, including the world's 50 largest financial services companies.

Key Responsibilities:
  • Responsible for researching the Asia Pacific market to determine opportunities and plan how to establish a presence in the area and build the company’s image.
  • Responsible for establishing an office in Singapore and gain a major share in the competitive IT market. Recruit, train and direct staff.
  • Responsible for planning, developing and implementing marketing and operational strategies including the selection of alliance partners and channel distributors.

Achievements:
  • Established a Singapore office catering for the needs of clients within the Asia Pacific region.
  • Started the company from start-up and successfully signed up new major clients generating an annual income of $ 32 Million within 3 years.
  • Established strategic alliances with IBM, Hong Kong Telco, Qantec, Maybank & other partners.
1986 – 1989
DIRECTOR – BUSINESS DEVELOPMENT
SUNGARD (USA)


Key Responsibilities

  • Responsible for researching the US Western Region market to determine opportunities for establishing a presence in California and build the company’s image.
  • Responsible for establishing an office in California and gain a major share in the IT Disaster Recovery market. Recruit, train and direct staff.
  • Responsible for planning and implementing marketing and operational strategies.

Achievements:

  • Established a western regional recovery facility offering the largest off-site mainframe disaster recovery services in California.
  • Broke into virgin territory when I negotiated contracts with Fortune 500 companies including Transamerica, America Honda, Southern California Edison and Cal Fed Savings.
  • Recruited, developed and motivated a highly-productive and effective Western Region Sales Team who consistently met all team and corporate sales targets.
  • Constantly met and exceeded my individual sales targets and achieved the Salesman of the Year Awards in 1987, 1988 and 1989.
  • Promoted to Managing Director – Asia Pacific.
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1979 – 1984
DIRECTOR – BUSINESS AND PRODUCT DEVELOPMENT
HEWLETT PACKARD (FORMERLY DIGITAL EQUIPMENT CORPORATION) (USA


Digital Equipment Corporation (DEC) was an innovative manufacturer of computer hardware and software. It was a proponent of virtualisation and introduced pioneering operating systems, networking protocols, clustering and the first commercial Ethernet. DEC was acquired by Compaq which eventually merged with Hewlett Packard.

Key Responsibilities:
  • Responsible for setting up an off-site storage and hot recovery data centre business scratch. Responsibilities include selecting an appropriate site, designing the layout and workflow of the centre, recruiting & training staff, and developing & implementing policies, systems and standard operating procedures and quality standards.
  • Responsible for researching, planning and obtaining venture capital for the project.
  • Responsible for the marketing and promoting the services of the centre. Participate in trade shows, industry forums, exhibitions and other promotional campaigns.
  • Responsible for recruiting, training and directing a sales team.
  • Responsible for the management of the daily operational activities of the centre.
Achievements:
  • Obtained $3 Million venture capital to initiate the project and convert a 60,000 square feet warehouse into a state-of-the-art data storage and recovery facility.
  • Created industry benchmark standards for the storage, protection, and preservation of magnetic media. Complied with published ANSI standards.
  • Established a multi-million dollar revenue stream with a 27% profit margin and 98% customer retention rate in four years.
  • Recognized as the first division of Digital Equipment to take accounts away from IBM. Recruited by SunGard to start their western region facility.
Unit 508, 168 Kent Street,
Sydney, NSW 2000
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Website: www.edjeffers.com.au
E-mail: exec.intl@gmail.com
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