Summary
Overview
Work History
Skills
Timeline
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Anthony Cunial

Anthony Cunial

Brisbane,QLD

Summary

Highly experienced IT and Communications professional, boasting over 25 years of impressive achievements in nurturing business alliances and concluding multimillion-dollar deals. With a reputation for delivering solutions that surpass customer expectations, my approach stems from a deep understanding of client challenges. Unwavering commitment to upholding honesty, ethics, and transparency allows me to cultivate trust and foster strong professional relationships.

Proficient in cultivating global enterprise relationships with unwavering integrity and follow-through, being consistently relied upon by top executives for the development of effective strategies. Demonstrated ability to drive significant growth, enhance deal value, and secure notable win rates through adept business development. Expert at guiding customers towards informed decisions that surpass their ambitions and successfully navigating complex, global, cross-functional environments.

Driven by three fundamental passions: understanding and addressing people's needs, fostering connections for improved results, and creating lasting impacts.

Overview

26
26
years of professional experience

Work History

Senior Account Director

Ethan Group
07.2021 - Current
  • As an Account Director, I work with IT leaders to develop strategic solutions, transforming their organisation utilising the latest in next generation technology. I'm passionate about my role with Ethan Indigenous focusing on participation and creating pathways for Indigenous employment.
  • Directing a team to deliver exceptional client service, simultaneously enhancing Ethan Group's capabilities to effectively serve new clients in a more mature and client focused way
  • Establish, sustain, and nurture robust relationships with multiple senior client stakeholders, adding value to services and addressing their business challenges.
  • Propel business expansion with new and existing clients while leading a team towards elevated service delivery.
  • Promoting the expansion of business with existing clients
  • Work with management in identifying business success factors and risks for new and existing clients.
  • Manage day-to-day activities of Account Managers and Account Coordinators.
  • Compile monthly overviews of client activities, revenue forecasts, and future planning.
  • Advancing Indigenous Youth Pathways & Client Engagement: Fostered strategic partnerships through Ethan Indigenous, a profit-for-purpose entity, harmonizing clients' Reconciliation Action Plans and Environmental, Social, and Governance (ESG) goals with the empowerment of Indigenous youth pathways. This initiative cultivated a reciprocal relationship, augmenting social responsibility and satisfying client demands, thereby enriching the broader objectives of our collaborating organizations.

Senior Client Director

Dimension Data/NTT
08.2010 - 06.2021
  • Strategic Account Management: Managed a portfolio of over 20 high-value accounts, driving revenue growth and customer retention through consultative selling, tailored customer solutions, and the promotion of compelling business opportunities based on Dimension Data's broad solution offerings.
  • Global Team Leadership: Led a global virtual team of account managers serving multinational accounts, ensuring coordinated service delivery, meeting account objectives, and enhancing client engagement across multiple geographies.
  • Account Planning and Strategy: Developed bespoke account plans encompassing annual and quarterly goals, marketing support, and customer-specific requirements. Regularly reviewed and revised plans to ensure alignment with dynamic business needs and market trends.
  • Able to create business plans, proposals, document strategic solutions, manage P&Ls, manage vendor contracts and negotiations.
  • Competent in presenting to boards, collaborating with senior management and internal and external stake holder groups.
  • Relationship Development: Cultivated and expanded relationships within Tier 1 and Tier 2 accounts, improving customer satisfaction, trust, and loyalty. Employed a customer-centric approach that prioritised client outcomes and built long-term partnerships.
  • Industry Trends Analysis: Conducted regular research on emerging industry trends, new applications, concepts, and solutions relevant to clients based on their vertical industry. Leveraged insights to inform account strategies and offer innovative solutions that address clients' unique business challenges and opportunities.
  • Built a portfolio if clients revenue from AUD$7.8M pa to $32M pa over the course 4 years

Client Development Manager

Touchbase ANZ
06.2008 - 07.2010
  • Day to day account management of top tier accounts
  • Business Development for new accounts/opportunities
  • Building C+/Senior Level Relationships in all areas of the client
  • Understanding clients Business strategy-focussing opportunities in parallel
  • Working with major partners/vendors (IBM Global Services, Telstra, Cisco, Calabrio & Verint) to capitalise on further client growth
  • Delivered ITaaS to our clients - full end
  • Developed comprehensive account plan for designated key accounts that included account set up and on-going customer support and training on data, software, and custom solutions resulting in the discovery of major up-sell opportunities
  • Developed account planning strategies, sales opportunities and accounts with growth potential.
  • Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
  • Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.

Strategic Account Manager

Optus
11.2006 - 06.2008
  • Day to day account management 6 Primary accounts (Morgan Stanley, Genworth Financial, Toyota Finance)
  • ICT Focus – Work Flow Applications, BCP, IPTel, Managed Services (MRS) + Mobility data positioning
  • Increased client retention whilst competing against a competitive marketplace
  • Working closely and building strong relationships with partners/3rd parties - Cisco, Avaya, Juniper, Microsoft, HP & EMC (Now Dell)
  • 145% Order YTD, 101% Revenue YTD (Financial Year April – March)

Account Development Manager (IAG/NRMA)

Touchbase ANZ
01.2005 - 11.2006
  • Day to day account management of IAG and NRMA
  • CallCentre technologies- CISCO/AVAYA/Genesys/Nice/Witness/IBM GS
  • Managing Virtual team made up of 12 Touchbase people dedicated to IAG
  • Building Account Development Plans 3/6/12/24 Months
  • Relationships building all aspects of IAG/NRMA
  • Understanding clients Business strategy-focussing opportunities in parallel
  • Working with Optus (incumbent) in joint opportunities
  • 165% YTD on GP Target ($1.2M GP pa)

Account Director

Colt Telecom
02.2002 - 12.2004
  • Sale of IP Transit, Collocation, Dark Fibre, Voice, Ethernet, VOIP, Call Centre App’s and IPL services
  • Wholesale market partnership selling
  • Vendor relationships Cisco, Alcatel, Avaya and Nortel
  • Management of European Team across 16 regions
  • Building sales channels with client positioning the Colt Wholesale portfolio
  • Achieving 185% Order & Revenue target – GBP3.5M
  • Working closely at COO/CFO/Financial Directors and Strategy Teams
  • White labeled solutions for clients to on-sell to their consumer brands

Account Director

Level 3 Communications, Inc.
02.2001 - 02.2002
  • Negotiation at CTO/MD level for NTL and other Strategic Wholesale accounts within Level 3
  • Sale of IP Transit, Collocation, Dark Fibre, Voice and IPL services
  • Proven ability to establish strong working relationships with key decision makers
  • Management of global virtual team
  • To identify and work with product marketing and finance to create compelling service offerings to NTL, Tyco, Dynergy, Cable & Wireless
  • Ensure the preparation and publication of fully documented Account development plans for each carrier setting out account penetration strategy; product fit report, asset recognition report, contact schedule and sales forecast
  • On a smaller scale instigate and manage negotiations for both the sale and acquisition of Network infrastructure between Level 3 and Tier 1 carriers
  • Achieve sales revenue and margin targets in line with company expectations
  • Sales Order value sold USD$14.5 million against a target of USD$11 million

Global Account Manager

BT Global Services
01.2000 - 01.2001
  • Oversaw global product development and partner relationships, enabling footprint expansion into new markets.
  • Management of European Sales/Pre Sales operations and Service Management for selected Global Accounts
  • Global responsibility for ANZ, CBA & Westpac (Outside AU)
  • Management of virtual teams in Europe/NY/Tokyo
  • Yearly Sales Forecast £13M (Achieved 102% Revenue, 124% Order target)
  • Global sales of financial trading systems, WAN and Voice Solutions

Global Account Manager

BT Global Services
12.1996 - 12.2000
  • Management of European Sales/Pre Sales operations and Service Management for selected Global Accounts
  • Global responsibility for ANZ, CBA & Westpac (Outside AU)
  • Management of virtual teams in Europe/NY/Tokyo
  • Yearly Sales Forecast £8M (Achieved 123% Revenue, 180% Order target) 15% growth YOY
  • Global sales of financial trading systems, WAN and Voice Solutions
  • Serviced accounts on regular basis to propose new products or services and maximize revenue
  • Oversaw international sales in eight different markets
  • Managed accounts to retain existing relationships and grow share of business
  • Drove sales by developing multi-million dollar contract sales

Skills

  • Integrity: Upholds utmost honesty, ethics, and transparency, nurturing trust and robust professional relationships
  • Sales Excellence: Consistent track record of surpassing sales targets through strategic planning, compelling communication, and customer-centric approaches
  • Professionalism: Exhibits a refined demeanor that instills confidence in clients and team members alike
  • Collaboration: Works seamlessly with cross-functional teams to foster a cooperative work environment
  • Adaptability: Demonstrates quick understanding of complex concepts and acclimatisation to emerging industry trends
  • Networking: Capitalizes on a robust network within the communications/IT sector to accelerate business growth and establish strategic alliances
  • Strategic Mindset: Identifies new opportunities and delivers innovative solutions with a forward-thinking approach
  • Creativity & Innovation: Adopts a dynamic approach to problem-solving, yielding effective solutions and improved results
  • Analytical & Conceptual Problem Solving: Specializes in dissecting complex issues, devising insightful strategies, and executing effective solutions
  • Account Management & Retention: Expert in managing key accounts, ensuring customer satisfaction, and fostering lasting partnerships

Timeline

Senior Account Director

Ethan Group
07.2021 - Current

Senior Client Director

Dimension Data/NTT
08.2010 - 06.2021

Client Development Manager

Touchbase ANZ
06.2008 - 07.2010

Strategic Account Manager

Optus
11.2006 - 06.2008

Account Development Manager (IAG/NRMA)

Touchbase ANZ
01.2005 - 11.2006

Account Director

Colt Telecom
02.2002 - 12.2004

Account Director

Level 3 Communications, Inc.
02.2001 - 02.2002

Global Account Manager

BT Global Services
01.2000 - 01.2001

Global Account Manager

BT Global Services
12.1996 - 12.2000

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Anthony Cunial