Jeff Brown

An award-winning channel sales manager who has built and developed high performing sales channels and turned around pre-existing sales channels to consistently drive growth and exceed sales targets in the IT&T and Energy industries. The ability to forge strong stakeholder relationships, a comprehensive knowledge of the IT&T industry and an aptitude for technical sales are key strengths which have resulted in a proven track record of growing and developing new business and exceeding performance targets.

National Dealer Manager Telstra Fixed network

Optus Pacesetters x 3 years

• Hanwha Energy, 11/01/23, present, Sydney, Sales Manager – C&I Decentralised Energy- Merchant Energy, Special project to get a new concept of the ground, Taking the lead on finding large commercial solar and battery projects in Merchant Energy for arbitrage through channel partners, Working with C&I brokers for retail pricing opportunities, Managing key accounts for DE opportunities
• Energy Australia, 05/01/22, 06/30/23, Melbourne, Senior Account Executive- Acquisition C&I partners, Invited back to Energy Australia into the Commercial and industrial team, Work with key partners and consultants for energy tenders and Commercial Solar + battery partnering, Take leadership of the team as required, Work closely with the trading team on pricing, Tender responses for large energy opportunities, Launch Insights Pro-a customer portal that shows energy usage patterns, carbon emission and understanding of load shapes and green power, Develop strategy for channel partners and consultants, Work with management on customer strategies, events and hedge margin
• Pacific Hydro/Tango Energy, 07/01/21, 03/31/22, Melbourne, Channel Manager, 100% renewable generator through Hydo power + energy retailer, Build a SME & Multisite team, Rollout new pricing platform to partners, Manage outsourced business sales teams, Large tender response
• Next Business Energy, 10/01/20, 04/30/21, Channel Management Lead, Australian owned energy retailer, Build a C&I energy channel through brokers and consultants, Get the company C&I ready- the company is previously SME focussed only, Obtain market data and work with traders to model pricing, Oversee multisite SME channel, Submit major tenders, Company has only 14 C&I customers after two years. With three weeks we have our first tender won and quoting on over 130 Gwh of opportunity in C&I
• Parcel King, 01/01/20, 09/30/20, Melbourne, General Manager, White label freight company
• Energy Australia, 04/01/19, 01/31/20, Melbourne, Channel Management Lead (NextGen), Work closely with SME and C & I Sales teams (co-location) as NextGen interface, Grow new channels to market for technology-based products, Work with network providers for large commercial load shift opportunities using solar, battery and demand response, Build relationships with existing vendors for battery, storage and solar, Work with product owners to implement channel strategy, Launch Demand Response and other innovations to third party organisations using installed battery base, I was recognised for the fastest product to market in this section’s history, I took ownership of outside vendors like Redback and Echo Group and built strong relationships which had not been done before. This has increased sales and provided a stronger relationship between the two groups, Energy Australia recorded a financial profit loss late last year and as a result the partnerships team was closed in NextGen
• Simply Energy, 2017, 2019, Melbourne, Account and Broker Manager (Channel), Manage and build relationships with key accounts, Build relationships with brokers and consultants, Work with management to design a formal channel program and methodology, Working close with the BDM for solar PPA solutions to find opportunities for large solar installations as part of a corporate solution, I have earned the praise of management for quickly becoming a key member of the team selling up to 30 Gwh size deals in my first two months, Achieved 400% of sales target and generated more than 50% of the teams sales in 2018, I built strong relationships with brokers and we have started seeing business from brokers who had never given us opportunities before, I was new to the team and was the most successful account manager when I left. I took over the Energy Action relationship and platform which was very damaged, and took auction success from 1% to 28% when I left- due to building relationships with the face to face account managers and earning their trust- as well as working with our internal traders to avoid cancelling issued contracts
• Call Processing Systems, 2015, 2017, Sydney, Sales Manager NSW, Built relationships with key accounts in Transport, Healthcare and worked with staff to sell UC solutions, The company went into receivership for the second time in 2017
• NEC Australia, 2013, 2015, WA State Channel Manager - Digital Signage and Unified Communications (UC), Dissatisfied channel partners, helping them improve their businesses and grow sales
• Sala Consulting, 2009, 2013, Director & Senior IT & Energy Consultant
• IPL Communications, 02/01/08, 12/31/08, National Channels Manager – Commander & Optus Accounts, In this role, I achieved steady sales growth culminating in a record sales month in May 2008 before Commander went into receivership in August 2008. IPL went into administration in December 2008
• LG-Nortel Systems, 2006, 2008, NSW Channel Manager
• Optus Communications, 2002, 2006, National Sales Manager – Indirect Channels, Driving growth and developing new business to achieve performance targets, Developing strong and productive relationships with key internal Optus stakeholders such as Channel Account Managers, marketing managers, product managers and sales support teams to provide input on new products & processes, Full P&L responsibility ($100m in revenue and $5m in costs). I initially managed a team of 3 Channel Managers growing eventually to a total of 9 Channel managers nationally, Working with CPE suppliers and other third parties on marketing initiatives, In this role, I achieved every one of the aggressive individual and channel targets set,I was also awarded the Optus ‘Pacesetters Award’ three times in three consecutive years (first year for individual performance and second and third years for achieving group channel targets), From 2004/05 I grew national voice/data sales by 44% to $19 million, My region accounted for 53% of all sales nationally and I received the Optus pacesetter award for achievement
• Alcatel Australia, 1998, 2001, National Channel Manager- Indirect Channels, Building a new channel focussing on selling to SME’s, Recruiting selecting and training Channel Partners to sell voice and data products, Leveraged and developed Consumer Division for Small Business opportunities, Recruiting sales-based organisations from outside the Telecommunication industry to sell Optus, I consistently received high ratings from Alcatel Dealers in Surveys for my Account Management abilities (85-90% 'excellent'- compared to an industry average of 60%). These were independent six-month surveys, Nominated as VoIP product specialist for Australia on Alcatel 4200 Phone System and attended VoIP launch training in Paris France (2000)
• Telstra Corporation, 1992, 1998, Dealer Relationship Manager – Fixed Network (Indirect Sales Channel)

• Optus – Awarded Optus Pacesetters award every year during my time at Optus for exceeding performance targets (promoted to national role)
• Telstra – Awarded national dealer manager of the quarter for quarters 2, 3 & 4 in my first year
• Telstra – Awarded Telstra national channel manager of the year
• Alcatel – Nominated as voip specialist for Australia and promoted to national role after state level success
• NEC- Won national sales award in just my third month
• Simply Energy- sales person of the year (broker sales)

Alcatel Certified System Engineer

Cert IV Mortgage broking