Ivan Seguel

To deepen and broaden my sales and business development skills within the Information & Communications Technologies (ICT) industry

The role consists of providing business and technical consultancy in all areas of Information Communications Technologies (ICT) to key accounts. This means having an in-depth technical and business knowledge, with a strong focus towards the implementation of complex ICT solutions that deliver to a customer’s business needs. Key responsibilities include: Define the strategy that addresses customer business issues/challenges, and translate those to a value proposition which delivers key winning differentiators. Prepare and manage quotes, proposals, tenders and bid responses and managing the virtual team across the different business divisions. Design complex, non-standard solutions such as; converged Managed Video Conferencing, remote access via SSL solution into an IPVPN, Unified Communications deployments utilizing SIP, with Telco and ICT products wrapped into managed services, aligned with an ITIL framework. Define service levels, statement of work, and performing risk assessment on customer deals. Key Achievements: Completed resign of $48M contract, as the solution lead there were considerations that needed to be managed, such as; existing projects and a as a focus on the service issues and SLA reporting. Set the strategy to win a new name customer worth $3.6M for a large printing manufacturer. The main challenge was developing an aggressive transition plan due to commercial implication if they did not migrate over. For a large conferencing provider, I created a solution to migrate from analog/TDM service to IP/SIP voice based solution worth $20M. This will set the global strategy for this customer globally. The main challenge was getting agreement from the customer to work within a consulting framework prior to deploying a solution.

• ENS International – Advanced Negotiation and Influencing Skills Program
• Business Writing – Magneto
• Frost & Sullivan – Consultative Selling Skills
• Siebel – Target Account Selling (eTAS), BT
• Dooley Dynamics – Telemarketing/Sales Training
• VMWare – VMware Technical Sales Professional (VTSP 4)
• Cloud – Optus Elevate (Cloud)
• Optus – Internal training; IPVPN, TDM Voice, SIP, ICT Consulting
• Cisco Internetworking Design, GeoTrain
• Introduction to Cisco Router Configuration, GeoTrain
• PABX / Voice Networks and Beyond, Housley Training
• TCP/IP – Networking in Action, ALC Training Pty Ltd
• Understanding Data Networks, ALC Training Pty Ltd
• ESI International – Introduction to Project Management
• Australian Institute of Management – Finance for Non-Finance Managers
• Internal Optus training course – ITIL Introduction