Richard Curtis
Brisbane,Australia
Summary
Proven sales leader specializing in cybersecurity strategy and customer relationship management. Surpassed sales targets by creating high-value SaaS pipelines and engaging effectively with stakeholders. Committed to providing tailored solutions that enhance client satisfaction and ensure long-term loyalty.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Queensland & Northern Territory State Manager
CorpCloud Pty Ltd
Brisbane, Australia
05.2024 - Current
- Consistently exceeded new-business targets through disciplined pipeline management and strategic penetration of enterprise accounts.
- Built and scaled a high-value SaaS and cybersecurity opportunity pipeline across QLD and NT, driving strong new-business momentum.
- Expanded CorpCloud's footprint through trusted relationships with CIOs, IT leaders, and key enterprise decision-makers in cybersecurity and cloud.
- Delivered tailored cloud and cybersecurity solutions that enhanced customer outcomes, accelerated adoption, and bolstered long-term retention.
- Partnered seamlessly with SEs, Customer Success, Product, and Channel teams to deliver integrated SaaS and security value propositions.
- Leveraged market and competitive insights, including emerging cyber trends, to refine go-to-market strategy and sustain competitive advantage.
- Operated with full ownership of territory performance, demonstrating entrepreneurial drive, accountability, and a customer-centric approach.
- Thrived in fast-paced, ambiguous environments while maintaining clear communication, strong commercial execution, and consistent delivery.
Senior Account Director
Vocus
Brisbane, Australia
08.2022 - 03.2024
- Consistently exceeded new-business targets through disciplined pipeline management, structured account planning, and effective engagement of public-sector stakeholders.
- Strengthened Vocus' position within the Queensland government sector by establishing trusted relationships with CIOs, IT executives, and senior decision-makers across cloud, security, and network transformation portfolios.
- Led and facilitated SASE and Zero Trust framework workshops for State and Local Government agencies, guiding strategic discussions, identifying opportunities, and influencing architectural direction.
- Delivered integrated cloud, SASE, Zero Trust, and advanced connectivity solutions that enhanced government security posture, modernised network environments, and supported long-term service adoption.
- Expanded high-value pipeline across Queensland, focusing on State and Local Government for telecommunications connectivity, SaaS, and cybersecurity solutions, driving engagement and opportunities.
- Collaborated with Sales Engineering, Customer Success, Product, and Channel teams to deliver cohesive, value-driven propositions that met specific government requirements and enhanced client relationships.
- Applied market, cyber-threat, and competitive insights to refine go-to-market strategy and maintain a strong competitive position within the public sector.
- Demonstrated full accountability for territory performance, operating with a high degree of professionalism, commercial discipline, and customer-centric focus.
- Excelled in dynamic and evolving environments, maintaining clear communication, strong execution, and consistent delivery of outcomes.
Security Client Executive - Global Markets - Cloud & Cognitive Solutions Sales
IBM
Queensland, Australia
07.2021 - 08.2022
- Delivered tailored security solutions that resulted in a 30% reduction in incident response times for major enterprises.
- Collaborated with cross-functional teams to assess and quantify cybersecurity risks, improving client readiness for potential threats.
- Developed and implemented SaaS security strategies focusing on zero trust frameworks to strengthen client security posture.
Major Account Manager
Fortinet
Brisbane, Australia
01.2019 - 05.2021
- Managed the Public Sector go-to-market strategy, achieving a US$4m annualized quota.
- Led a virtual pursuit team for large opportunities exceeding $10m, enhancing collaboration and strategy development.
- Enhanced relationships with incumbent agency customers, driving market penetration and improving customer experience.
- Acted as trusted cyber security advisor to Queensland Government, engaging C-level stakeholders to influence security strategy.
Enterprise Specialist - Data Centre Group
Lenovo
Brisbane, Australia
12.2016 - 01.2019
- Led a virtual team to secure multi-million dollar contracts across various sectors, including Health and Education.
- Exceeded all performance metrics, earning the Chairman's Award for exceptional contributions.
- Collaborated with Tier 1 partners to develop strategies that enhanced engagement in Public Sector and Enterprise accounts.
- Managed incumbency to strengthen customer advocacy and create key reference points.
State Sales Manager
Nextgen Group.
05.2015 - 10.2016
- Acquisition and management of one of the company's largest wholesale Government accounts.
- Led team in acquiring large regional utilities projects, enhancing market presence.
- Lead the sales, technical and delivery teams to develop business engagement across key target Enterprise and Government accounts.
- Created business plan for network expansion and multi-million dollar capex projects.
- Developed solutions to engage retail and wholesale segments.
Account Director - Enterprise Solutions
Nextgen Group.
05.2013 - 05.2015
- Managed multi-million dollar Government and Utilities accounts, driving strategic initiatives and ensuring client satisfaction.
- Recognized as top sales performer for exceptional revenue generation.
- Overachieving $6m annual revenue quota.
- Secured significant client contracts through targeted outreach and negotiation, contributing to overall revenue growth.
- Developed executive stakeholder engagement strategies across key verticals, enhancing collaboration and alignment.
Account Director
Optus
01.2007 - 01.2012
- Managed overall account, strategic planning, and virtual team of 20+ for Optus's largest Queensland account valued at AU$30m/annum, ensuring alignment with client objectives.
- Oversaw budgets and resources to enhance service delivery and support client satisfaction.
- Coordinated cross-functional teams to develop and deliver integrated solutions, driving client success and fostering long-term relationships.
Major Account Manager
Uecomm
01.2006 - 01.2007
- Achieved top sales performance for three consecutive quarters, driving significant revenue increase.
- Managed and expanded enterprise customer relationships to enhance retention and satisfaction.
- Acquired new business accounts, contributing to overall revenue growth.
Senior Account Manager
Macquarie Telecom
01.2003 - 01.2006
- Developed strategic account plans to align with client business objectives.
- Managed client accounts to foster strong relationships and facilitate effective communication.
- Coordinated cross-functional teams to deliver tailored service solutions that met client needs.
- Analyzed market trends to uncover growth opportunities, enhancing client account strategies.
- Facilitated regular meetings to discuss account performance and client feedback.
- Mentored junior account managers on best practices and client management techniques.
Bid Manager
BT Group
01.1990 - 01.1995
- Led bid preparation for major telecommunications projects at a leading global services provider.
- Collaborated with cross-functional teams to develop competitive bidding strategies that enhanced proposal competitiveness.
- Analyzed customer requirements to align bids with organizational capabilities and market trends.
- Managed timelines and resources for timely submission of high-quality bid documents, ensuring alignment with client expectations.
- Facilitated stakeholder meetings to gather insights and refine proposal content and approach.
- Reviewed contract terms to identify risks, ensuring compliance with company policies and safeguarding organizational interests.
Education
Sales Academy completion of all modules - BUSINESS, MANAGEMENT, MARKETING, AND RELATED SUPPORT SERVICES
MEDDIC Academy
01-2020
Bachelor of Technology - Computer Systems Networking and Telecommunications
University of Westminster
01-1994
Network Security Expert 3 - Cyber Security
Fortinet
Skills
- Account management
- Sales pipeline management
- Sales forecasting
- Sales leadership
- Stakeholder engagement
- Customer relationship management
- SaaS solutions
- Risk management
- Strategic planning
Certification
- Microsoft Certified System Engineer
- Fortinet Network Security Expert Level 3: Certified Associate
- Lenovo Certified Storage Professional
- Data Centre Professional
- Cisco Certified Network Professional (CCNP)
- Fortinet, Network Security Expert 3, Cyber Security
Languages
- English (Native or Bilingual)
- French
Timeline
Queensland & Northern Territory State Manager
CorpCloud Pty Ltd
05.2024 - Current
Senior Account Director
Vocus
08.2022 - 03.2024
Security Client Executive - Global Markets - Cloud & Cognitive Solutions Sales
IBM
07.2021 - 08.2022
Major Account Manager
Fortinet
01.2019 - 05.2021
Enterprise Specialist - Data Centre Group
Lenovo
12.2016 - 01.2019
State Sales Manager
Nextgen Group.
05.2015 - 10.2016
Account Director - Enterprise Solutions
Nextgen Group.
05.2013 - 05.2015
Account Director
Optus
01.2007 - 01.2012
Major Account Manager
Uecomm
01.2006 - 01.2007
Senior Account Manager
Macquarie Telecom
01.2003 - 01.2006
Bid Manager
BT Group
01.1990 - 01.1995
Sales Academy completion of all modules - BUSINESS, MANAGEMENT, MARKETING, AND RELATED SUPPORT SERVICES
MEDDIC Academy
Bachelor of Technology - Computer Systems Networking and Telecommunications
University of Westminster
Network Security Expert 3 - Cyber Security
Fortinet