Michael Finn

• Manage all aspects of Customer Experience for Optus and TPG Accounts
• Collaborated with executive leadership to establish long-term objectives, drive growth initiatives, and align regional efforts with corporate goals.
• Increased customer satisfaction with timely resolution of escalated issues and proactive communication.
• Promoted a culture of continuous improvement through ongoing process reviews, employee engagement initiatives, and open channels of communication.

Reporting to the CEO

• Sat.One delivers Satellite Services for customers across all orbits, though its business predominance is the delivery of LEO (Low Earth Orbiting) services to the ANZ and Global Market.
• I lead a team that delivers indirect sales and technical integration, however my primary function is:
• - Built Indirect Sales Strategy and Sales team, before handing Sales off to another VP who subsequently joined the organisation
• - Responsible for defining and delivering the Indirect Sales and Alliances model for the organisation (Sat.One were largely a direct Sales organisation before I joined)
• Developing partner GTM / Enablement and Operationalisation strategies across all verticals and markets in ANZ
• Responsible for Contract negotiation with all Sat.One indirect partners
• Responsible for productisation of Sat.One services within the SP and SI indirect channel frameworks
• Responsible for defining and delivering Value Add strategies with third party vendors to enhance the Sat.One network service offering - selected vendors include: Cradlepoint / Fortinet / Cisco / Mitel
• Responsible for adjacent partnerships strategy development as Sat One looks to develops additional service and orbit offerings
• Led and manage all Customer Experience activity
• Grew Indirect Partnerships incorporating T1 and T2 Service Providers, coupled with T1 and T2 Systems integrators to what it currently is today. Delivering a significant pipeline of business for Sat.One and their partners.

• Company Overview: SecureCo are an independent Australian owned ISV specialising in the delivering of leading edge voice services to the enterprise market

Responsibilities

• Build and executed GTM strategy for International growth, drawing upon Senior International Executive Contacts
• Engaged with multiple organisations: Cisco / Mitel / Atos to drive SecureCo brand and messaging to enhance their European and North American strategies
• Signed Mitel’s largest distribution partner (ScanSource) – managing all aspects from first contact to contract negation culminating in GTM strategy delivery
• Engaged with multiple organisations in Europe and North America to build out the international SecureCo ISV strategy
• Delivered SecureCo’s first international customer, and significant pipeline form a $0 start point within 6 months
• Led SecureCo’s relationship globally with their hosting partner IBM

• Built and led team to grow MSSP business in region for 6 SP’s (Telstra/AT&T/Verizon/OBS/Vodafone/British Telecom) building upon the success delivered in the Telstra business in ANZ
• Collaborated with executive leadership to establish long-term objectives, drive growth initiatives, and align regional efforts with corporate goals.
• Streamlined operational processes for increased efficiency by identifying areas of improvement and implementing necessary changes.

• Managed 2 of PANW National Strategic Partners (There are only 3 in ANZ)
• Established trusted relationships with key stakeholders by providing consistent communication and exceptional service throughout the account lifecycle.
• Responsible for all GTM and Service creation activities delivered through both partners
• Delivered measurable success by consistently meeting or exceeding client expectations, solidifying reputation as a reliable account partner.
• Responsible for all Executive engagement and strategic direction
• Developed and implemented a Telstra Engagement Framework, which Telstra and PANW adopted as best practice
• Drove significant (30+) YoY revenue growth in a mature market
• Delivered 5 x MSSP services to market, making Telstra the best performing SP partner Globally in this regard
• Regular speaker at industry and Telstra events

• Manage Indirect Sales business for all ANZ partners across security portfolio (also managed Route/Switch/Wireless prior to security being spun out in FY14)
• Delivered significant double-digit growth for Cisco in each year that I have performed the role
• Responsible for all GTM market activity to maximise the partner’s capability to deliver against their targets and drive profitable business – particularly via Telstra – Cisco’s largest partner in ANZ
• Responsible for delivering a differentiated business planning and strategy in conjunction with the Partners Senior Leadership team
• Manage a globally matrixed business both internally in Cisco and externally into the partner
• Responsible for driving business analysis and market analysis to maximise potential
• Vocal advocate for delivering security outcomes through “Integrated Threat Defence” architectural approaches, no company needs more standalone firewalls to solve complex cyber security problems!
• Responsible for delivering differentiated business to the ANZ market, though our partners, predicated on sharing threat intelligence Before, During and After a Cyber attack - to drive down the “Time to Know” metric from months to hours

• Responsibilities:
• Responsible for partner led Hosted Collaboration Service (HCS) GTM strategy in Europe at partner and end user CxO levels (Cloud based UC). Advocate for all Cloud based UC business, including business and market analysis to assist account team in position HCS (Partner and end user)
• Actively work across theatre with field teams, active engagement with the field sales teams, specialists and functions to identify, develop and execute on creative GTM strategies to maximize Cisco’s revenue opportunity
• European Lead for “Cloud Big Bets” partner GTM development – managing incentives program and strategy geared to Training, Marketing, Demand Creation and Pipeline growth and execution plus ROI revenue plans.
• Responsible for European Wholesale HCS partner Strategy – working to identify, model and deliver Wholesale partners and introduce selected VARs to Wholesale partners
• Drive cross architecture collaboration to deliver One Cisco approach – Data Centre Virtualisation, Borderless Networks to increase Cisco relevance in End user account
• Strong understanding of the broader Cloud (XaaS) position from Cisco towards the market place, act as advocate for HCS as part of this in theatre and globally
• Led the SMI (Strategic Migration Initiative) in Europe for all service provider business. This program has delivered upwards of $80M incremental business – SP’s delivering more than 50% of this number

Responsibilities:

• Led and delivered one of the most strategic pieces of business in BT namely the move towards content distribution introducing newly developed technology to drive bottom line growth for BT Wholesale in a field they have traditionally not played in (c$25M deal growing to 3x that size over time)
• Led liaison with BT strategic team in the US to define and develop application strategy into BT both Wholesale and BT Vision (Retail)
• Define and drive BT Infrastructure pipeline through Vision, Strategy and Execution for Cisco for BT Broadband and Media business – including Broadband Voice
• Led the team responsible for the controversial Phorm Ad-Insertion business introduction
• Led successful business into BT Media and Broadcast – an area of BT where previously Cisco had struggled creating a new franchise.
• Responsible all aspects of BT Broadband and Media business development
• Led growth in Retail platform in both 20C and 21C networks (c$10M YoY)
• Recognised in Q4 for an outstanding achievement award for work in FY08

Responsibilities:

• Global lead for IP Core business, (Delivered 13 Core business wins from 17 Countries)
• Led European Network Evolution Business, Converged Integrated Hosting Business (Deal $8M in year 1)
• Lead IP Core business in Vodafone UK (c$10m YoY of point presence growth)
• Led CN05 (first ever 2G VoIP solution) program in VF UK (Deal $10M)
• Develop and enhance relationships at all levels within Vodafone UK and Vodafone Global to CxO level.
• Responsible for supporting Cisco Vodafone Account Teams around the world making sure there is consistency of message and pricing etc.
• Responsible for creating and relationships across the board in Cisco Business units.
• Work closely with Vodafone to define business benefit through the Cisco relationship
• Work hand in hand with Customer Advocacy to deliver a joined up approach to Vodafone
• Performed interim RSM role in parallel with AM for period when the role was in transition

• Worked in the recruitment industry on a pan-European basis, with numerous high tech companies expanding their management teams across Europe

• University days

• Returned to customer engineering for Customer Engineering Services.

• Travelled extensively, played a season of rugby in Australia

• Worked for IBM and Data General as a Customer Service Engineer maintaining Computer Equipment for various customers around the UK