Michael Fullbrook
Killara
Summary
Skilled Business Development leader offering 15 years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
27
27
years of professional experience
1
1
Certification
Work History
ANZ Channel Business Development Manager, / Country Leader
Versa Networks
01.2022 - Current
- I undertook: market analysis, localisation of product solution's, development of competitive differentiations, pricing adjustments.
- Streamlined distribution from 2 Distributors and 5 multinationals DVARs to Nextgen.
- Recruited 10 SI partners 2 tier 1 national partners enlisted
- Signed an MSP to build Versa Infrastructure (POPS)
- Developed SFDC reports to analyise partner metrics
- Then as Country Leader:
- Authored an overall GTM business plan,
- Staff recruitment: Sales Rep / SESE
- Authored PR announcements
- Set up marketing and ran Versa first marketing event across 4 capitol cities.
ANZ Channel Manager NSW
Cato Networks
01.2022 - 01.2023
- Partner base was analyzed and programs put in place to re-enegise, revisit and reconsider, existing partnerships
- Recruited new partners
- Rationilised distribution, (Secktor)
- Engaged external PR
- Undertook partner marketing / roadshows
- Enablement of partner Sales + SE teams
- Q1 the channel business generated the equivalent to the total business since the arrival of Cato 5 year prior in the ANZ market
- Q2 focus was placed on accelerating business resulting in 135%, 175% and 212% of assigned metrics (Closed Won)
Territory Account Manager NSW
Arista Networks
01.2021 - 01.2022
- Account Manager for the Finance, Media/Entertainment, Utilities industry verticals,
- Defined the territory strategy and business plan.
- Positioned solutions based in Campus/Wifi, Security and Data Center products
- Lead direct Sales engagement with CxO clients and supported Channel Partners in joint Sales pursuits
- Won business at: Gravity Media,
- Expanded client base by identifying and targeting prospective customers within the assigned territory.
ANZ Channel Manager
Arista Networks
01.2019 - 01.2021
- Developed channel programs: Rebates / MDF / SPIFFs
- Launched professional service certification and partner technical certifications,
- Formulated partner business plans,
- Trained partner sales and pre-sales staff,
- Enablement of several Tier 1 System integrators,
- Formulated procedures for deal reg qualification and deal reg approval,
- Undertaken joint Sales engagements,
- Developed / ran channel marketing events
- Delivered business metrics at partner and Arista QBRs,
- Authored SFDC reports and processes to measure and forecast the ANZ business
- Signed Arista 1st Elite Partners outside the US and 30+ VARS
- Fy2020 achievement was 6.2m+ on a 3 mil target,
Senior Systems Engineer
BigSwitch Networks
01.2018 - 01.2019
- Established and enabling partners/distributors.
- Development technical presentations.
- Ran trade show events, keynote presentations at user group conferences.
- Developed material for external marketing and lead generation
- Responded to RFPs,
- Hosting onsite POCs and developing demonstration facilities at our partners locations,
- Lead sales engagements,
- Built sales reporting tools, quarterly business reports
- Liaised with headquarters re product / market fit
- From a technology perspective my area of focus was software defined control (SDN) of white box switches
- Beachhead accounts were established in Finance, Federal Government and Education verticals
- This technology was applied to data center fabrics, network packet brokers, analytics, compute virtualization, deployed on premises and in hybrid cloud environments
Technical Product Manager, Data Center Networking
Hewlett Packard Enterprise
01.2016 - 01.2018
- Escalation contact for APAC for Sales Teams,
- Authoring presentations and led CXO customer meetings
- Authored and led RFI and RFP responses.
- Enabling the HP region staff to resell HPE's technology partner products, including Arista Switching, Altoloine, Cumulus, Picca8 soft and BigSwitch software.
- Ownership of developing and enabling HPEs channel partners to build data center networking practices
Technical Strategist
Hewlett Packard Enterprise
01.2010 - 01.2016
- Define programs and process for HP to compete against Cisco
- Trained APAC HP Sales team.
- Provided Technical training to the APAC presales engineers
- Led Sales engagements to convert existing Cisco customers to HP networking architectures; wins at Massey University, Ipera and Video 8
- Presented at industry conferences and trade shows
- Appointed to HP Ambassadors program; gathered product requirements for Openflow and worked with a number of beech-head customers on Software Defined Networking projects
- Led CTO level engagements for HPE Sales Teams
- Promoted to lead the networking Telco business in APJ, subsequently growing the business from 4 - 22 mil USD over a two-year period
- Signing and enablement of a Tier One Telco (Orange Business Services) to resell HPN CPE equipment across Asia
- Led HPNs GTM for SDN and NFV technologies focusing on Telco accounts
- Owner of HPN GTM strategy for white box switching
Consulting Systems Engineer
Cisco Systems
01.2001 - 01.2005
- Produced tender responses.
- Presenting Technical content at Cisco trade shows.
- Produced and ran bespoke training for key customers
- Technical representative to Cisco corporate for ATM and Wireless technologies,
- Defined technical specification for new Cisco products
- Designing demonstrations for Cisco Networkers events
- Called in as subject matter expert at the Federal Magistrates court pertaining to the OneTel liquidation
- Designed / maintained an Internet based radio station, the Basement.com
Systems Engineer
Cisco Systems
01.1998 - 01.2001
- Met with customers to ascertain their business requirements and map these to Cisco products
- Designed AAPT's ATM network, Powertel's ATM network, OneTel's ATM, Router, ISP and Local Area Network, and in addition designed networks based on Cisco IP products for RSL, Primus, Macrocom, Eclipse and SPT
- Produced and presented customized training for customers including: OneTel, Powertel, AAPT SPT and Telstra
Education
Bachelor of Computer Systems Engineering - Computer Systems Engineering
University of Technology Sydney
Sydney, NSW10-1994
Skills
- Business development and planning
- Strategic Channel Growth
- Partner Acquisition
- Specialized Knowledge in Data Center Networking
- Enterprise architecture
- Cybersecurity (SSE/ SASE)
- Pipeline maintenance
- Technical Advisory
- Competitive intelligence
- Sales Expertise
- Territory expansion
Certification
Dual CCIE
Timeline
ANZ Channel Business Development Manager, / Country Leader
Versa Networks
01.2022 - Current
ANZ Channel Manager NSW
Cato Networks
01.2022 - 01.2023
Territory Account Manager NSW
Arista Networks
01.2021 - 01.2022
ANZ Channel Manager
Arista Networks
01.2019 - 01.2021
Senior Systems Engineer
BigSwitch Networks
01.2018 - 01.2019
Technical Product Manager, Data Center Networking
Hewlett Packard Enterprise
01.2016 - 01.2018
Technical Strategist
Hewlett Packard Enterprise
01.2010 - 01.2016
Consulting Systems Engineer
Cisco Systems
01.2001 - 01.2005
Systems Engineer
Cisco Systems
01.1998 - 01.2001
Dual CCIE
Bachelor of Computer Systems Engineering - Computer Systems Engineering
University of Technology Sydney
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