Summary
Overview
Work History
Education
Skills
Training
PASSIONS
Timeline
Generic
Shayne Stead

Shayne Stead

Sydney,Australia

Summary

I am looking for my next challenging career role in a progressive organisation where I am able to utilise my key strengths to contribute to the ongoing success and culture of the business. I have over 25 years' experience as a sales professional in the ICT arena within business development and key account management for Australian corporate and business partners in enterprise, government and wholesale arenas. I have extensive direct and indirect acquisition experience where I am passionate about building relationships and always looking for the win/win sales approach. My customers have always enjoyed my professional and 'can-do' attitude. I am an excellent communicator and have an outstanding ability to form effective professional relationships with clients and colleagues alike. Both focused and flexible, I thrive in a dynamic environment where the challenges of work are constant.

Overview

28
28
years of professional experience

Work History

Enterprise & Government BDM/AM

Indara Corporation
07.2023 - Current
  • Company Overview: Australia’s leading digital infrastructure company, specialising in owning, building, operating, and managing the infrastructure that keeps the country connected.
  • Drove go-to-market strategy for Neutral Host Infrastructure as a Service (IaaS) offering, enhancing connectivity solutions.
  • Executed sales strategies, achieving 15% revenue growth beyond quarterly and annual targets.
  • Cultivated relationships with C-level executives and government officials, securing high-value contracts.
  • Identified new business opportunities, resulting in acquisition of over $2 million in deals.
  • Collaborated with cross-functional teams to customise solutions for telecommunications and IT infrastructure sectors.
  • Led RFP/RFQ processes, crafting winning proposals and negotiating contracts with key clients.
  • Delivered impactful presentations to government bodies and enterprise clients, emphasising benefits and ROI.
  • Managed one of the leading mobile network operators for a duration, facilitating initiatives and the mobile black-spot program.
  • Monitored industry trends and competitor activities to maintain market leadership in digital infrastructure.

ANZ Services BDM

Lenovo
03.2021 - 06.2023
  • Company Overview: Delivers smarter technology for all while developing world-changing technologies for direct and indirect customers
  • Achieved annual revenue quota of $17 million across Government, Education, and Large Enterprise verticals.
  • Developed and executed proactive sales strategies to meet commercial objectives for direct and indirect channels.
  • Engaged with distribution and channel partners to enhance indirect sales processes.
  • Collaborated with account teams to formulate effective account plans and respond to RFIs and RFQs.
  • Identified customer opportunities for Software as a Service and Security solutions through relationship building.
  • Proactively pursued new business opportunities while nurturing existing relationships at C-Suite level.
  • Coordinated with marketing, segment, and sales teams to drive solutions growth initiatives in territory.
  • Managed strategic pipeline to ensure alignment of opportunities 6-12 months ahead.

Sales Executive

5G Networks Pty Ltd
02.2020 - 03.2021
  • Company Overview: A licenced telecommunications carrier operating across Australia. 5GN is a market leader in Managed ICT, Infrastructure & Multi-Cloud Solutions, specialising in: Mid market Enterprise, Wholesale, Channels and Vendor partnerships.
  • Achieved over 200% of sales target in first quarter.
  • Generated new revenue through acquisition of new customer accounts achieving a $3m target.
  • Engaged with C-Suite executives to build pipeline and forecasted sales growth.
  • Managed wholesale partners to enhance service offerings and expand market reach.
  • Developed quarterly sales plans to drive activity and increase revenue.
  • Oversaw accounts, including largest customers, focusing on enterprise and government sectors.
  • Restored professional relationships with large accounts through effective management strategies.
  • Presented account and strategy plans to internal management and stakeholders for alignment.

Sales/Channel Manager

Activ ICT Networks Pty Ltd (Start Up)
11.2018 - 01.2020
  • Company Overview: Delivers comprehensive telecommunications services and business technology solutions, offering extensive IT solutions to support organisations including start-ups, established businesses, wholesalers, distributors, resellers, and government departments.
  • Developed and instituted strategic direction for business alongside structured sales processes.
  • Created reseller and distribution program, including training and enablement for channels.
  • Established team to cultivate pipeline, manage key accounts, and report on performance metrics.
  • Sold data centre, colocation, hosting, security, voice, mobile, and SDWAN solutions.
  • Cultivated executive-level relationships with customers, resellers, and partners.
  • Drove growth in ongoing revenue, profit margins, and product distribution channels.
  • Engaged in marketing initiatives to enhance partner growth outcomes.
  • Implemented broadband and voice platforms along with systems for billing, ordering, provisioning, CRM, and partner engagement.

Sales/Channel Manager

Field Solutions Group Pty Ltd
11.2016 - 11.2018
  • Company Overview: Licensed Australian Communications carrier providing comprehensive telecommunications and cloud services alongside traditional telecommunications offerings across various channels including wholesale, reseller, consumer, and business customers
  • Developed strategic direction for business, implementing structured sales processes.
  • Conducted quarterly business reviews, driving revenue increase of 104% to achieve $10 million annually.
  • Managed channel and distribution partners, enhancing relationships with resellers and strategic customers.
  • Established regional sales network, expanding telecommunications reach into remote Australia.
  • Designed and executed training programs for channel and alliance partner sales teams.
  • Forecasted reporting with gap and bridge analysis to guide decision-making.
  • Implemented solution-focused strategies in IT sectors including cloud, software, and networking.
  • Facilitated joint partner trade events to strengthen collaborations.

New Business Manager

AAPT WHOLESALE (A TPG Telecom Company)
10.2012 - 10.2016
  • Company Overview: Australia's leading telecommunications infrastructure provider, delivering data, cloud, voice, internet, and mobile solutions for business, government, and wholesale clients through an expansive national network.
  • Cultivated strategic relationships within distribution and wholesale sectors to address business needs.
  • Achieved monthly and annual revenue targets across all wholesale IT networking products.
  • Maintained accurate sales pipeline utilizing Salesforce to track performance effectively.
  • Conducted strategic account and territory planning to optimize market reach.
  • Collaborated with internal support teams to facilitate seamless onboarding and delivery processes.

Business Development Manager

Macquarie Telecom
06.2009 - 10.2012
  • Company Overview: Delivers comprehensive Information and Communications Technology (ICT) solutions, encompassing voice, mobile, data, and hosting, while specializing in business, corporate, and government sectors.
  • Secured new business by delivering managed telecommunication services and dedicated cloud solutions in competitive corporate market.
  • Prepared and presented customized proposals to C-suite executives and IT Managers, focusing on voice, data, mobile, and cloud solutions.
  • Achieved revenue growth by selling integrated solutions across all business lines including voice, data, unified communications, cloud, and hosting.
  • Led opportunity development through effective management of virtual teams.
  • Increased client base by identifying business opportunities and nurturing relationships with key decision-makers.
  • Facilitated regular client communication to address needs, fostering trust and respect in partnerships.

Senior Account Manager

POWERTEL Limited/AAPT
02.2007 - 06.2009
  • Company Overview: A new Australian publicly listed, Tier 1 national telecommunications carrier, delivering products and services to fulfill corporate business telecommunications needs.
  • Developed and managed customer base within corporate and strategic sectors across multiple markets.
  • Achieved 100% client retention through strong relationship building and trust.
  • Implemented comprehensive client management programs to enhance account planning.
  • Conducted presentations at trade fairs and exhibitions to promote services.
  • Managed full cycle business opportunities from lead generation to closing deals.
  • Provided exceptional customer service to foster long-lasting client relationships.
  • Enhanced interdepartmental communication for efficient problem-solving and collaboration.

Senior Sales Executive

POWERTEL Limited
08.1997 - 02.2007
  • Company Overview: An Australian publicly listed, Tier 1, national telecommunications carrier, providing products and services to meet all the telecommunications needs of corporate business.
  • Developed and managed customer base in corporate and strategic sectors across various markets.
  • Utilized consultative selling techniques to deliver tailored solutions and presentations to clients.
  • Achieved and exceeded preset sales targets consistently, demonstrating strong performance.
  • Created customized proposals addressing specific client needs, securing commitment and loyalty.

Education

Post Graduate Certificate - Management

Macquarie Graduate School Of Management

Associate Diploma - Applied Science (Exercise Science)

Sydney College of Advanced Education

Higher School Certificate -

Katoomba High School

Skills

  • New Business Development
  • Channel & Distribution Partnerships
  • Strategic Account Management
  • Enterprise & Government
  • ICT / Data Centre Solutions
  • SD-WAN/Data Connectivity Solutions
  • Software & Security Solutions
  • Mobile & Unified Communications
  • Customer service
  • Team leadership
  • Client relationship building
  • Negotiations

Training

  • SPIN Selling, Sales Impact
  • Blackbelt Training – Hosting/Cloud
  • Battleplan Opportunity Management
  • Target Account Selling (TAS)
  • Conflict Resolution & Negotiation Skills Program
  • Platinum Selling
  • Cisco Based Internetworking
  • Cisco Powered Networks – Service Provider Training
  • How to Create Mental Toughness and Eliminate Procrastination
  • Preparing and Delivering Perfect Presentations

PASSIONS

  • Customer satisfaction
  • Mentoring & developing people
  • Cohesive working environments
  • Family & friends
  • Sport
  • Travel
  • Networking & building relationships

Timeline

Enterprise & Government BDM/AM

Indara Corporation
07.2023 - Current

ANZ Services BDM

Lenovo
03.2021 - 06.2023

Sales Executive

5G Networks Pty Ltd
02.2020 - 03.2021

Sales/Channel Manager

Activ ICT Networks Pty Ltd (Start Up)
11.2018 - 01.2020

Sales/Channel Manager

Field Solutions Group Pty Ltd
11.2016 - 11.2018

New Business Manager

AAPT WHOLESALE (A TPG Telecom Company)
10.2012 - 10.2016

Business Development Manager

Macquarie Telecom
06.2009 - 10.2012

Senior Account Manager

POWERTEL Limited/AAPT
02.2007 - 06.2009

Senior Sales Executive

POWERTEL Limited
08.1997 - 02.2007

Post Graduate Certificate - Management

Macquarie Graduate School Of Management

Associate Diploma - Applied Science (Exercise Science)

Sydney College of Advanced Education

Higher School Certificate -

Katoomba High School
Shayne Stead