Deane Jessep

Privately Held; 10,001+ employees; Telecommunications industry

August 2010 – September 2011 (1 year 2 months)

Subject matter expert, solutions lead and channel developer for Huawei Enterprise New Zealand.

Since 2010 Huawei Enterprise was a global startup business within a $25 Billion established corporation. Myself and one other person were partners in directing all aspects of the establishment of a National Enterprise Business Unit.

Building internal relationships & liaising with a large and diverse multi-lingual international business was core to the role, as was understanding the Enterprise fit of Huawei's huge product range and integration across all parts of its business; including Core, Datacoms (Switching and routing), Wireless (3G/Femto/LTE/Wimax/Wi-fi), Transmission (DWDM/Microwave/etc), Application & Software (UC/FMC/Industry vertical solutions/etc), Terminals, & more.

Our tasks included:

Channel Development (Distributors and Resellers);
◦ Closed a master procurement agreement with the largest ICT company in New Zealand.
◦ Established and built many IT reseller relationships from scratch.
◦ Successfully developed, negotiated and closed a high value national channel distribution deal and successfully extended the relationship to Australia.

Product Development (market and solutions fit):
◦ Developed the national go to market plan for Huawei Enterprise products.
◦ Was involved in the global development of the company product catalog.
◦ Conducted market tests and product demonstrations to feed into the above.

Direct Sales:
◦ Worked on and developed many large opportunities.

Acting in many roles above and beyond Enterprise Solutions Manager, I also worked in sub-roles and KPI's related to tasks aligned with national channel development such as relationship, legal, commercial, and planning.

I had a great time in one of the most exciting and challenging businesses I have ever worked within and the opportunity to work within and grow a deep understanding of Chinese business culture was also one of the biggest advantages and benefits of working with this company.

June 2010 – July 2010 (2 months)

After 13 years nose to the grind stone I have finally taken a break.
This sabbatical was one of mental and physical relaxation, personal reflection and development and time spent with my family. All up it was a complete 360 degree personal and professional sabbatical and included the following activities:

◦ Two weeks in Thailand with my wife rediscovering the world between us without the children and seeing amazing contrasts between the technology of Bangkok and the poverty of East Thailand; at the same time the contrasts of pace/stress and relaxation/happiness between the two regions was quite poignant.
◦ Undertook an intensive one month personal and life development process; strategy and planning for my next ten years.
◦ (Re)read all those books I have been planning to get to for ten years; including "Flow", "Emotional Intelligence", "The Seven Habits of Highly Effective People", "The Leadership Pipeline", "Dealing With Difficult People", "Successful Negotiating", and "Unseen Academicals" by Terry Prattchet.
◦ Spent two full school holiday weeks with my sons just being there with them and enjoying (most of the time) each others company and (re)discovering a love of games.
◦ Prepared for the next challenge and addressed some interesting family situations.

This was the first time in my adult life of more than five days spent not thinking about work and I am enriched and improved by it; It is now down on my life plan as something to be done not less than once every 5 years!

Privately Held; 1001-5000 employees; Telecommunications industry

November 2007 – May 2010 (2 years 7 months)

As the Solutions Sales lead into both aquisition and retention accounts, I trained sales staff and provided technical support on bids for all of Vodafone NZ's Central Region business customers. (approx $150 million dollars of business). With me as the ICT experienced technical resource fulfilling a peer leadership role the 50 strong direct and indirect sales team consistently exceeded financial and capability targets.

Specialist in Technical Account Direction, Solution Sales, and Management across Unified Communications, Fixed to Mobile Convergence, data, security and Advanced Mobility.

During the time I was the only technical solution sales resource in the Vodafone Central Region we met and exceeded both financial and non financial targets.

◦ Technical sales, design and support.
◦ Working with applications, data, smart phone, terminals, PABX, convergence.
◦ Mobile interfacing with complex ICT environments.
◦ Solutions Sales training and mentoring.
◦ Indirect management of Vodafone Channel staff.
◦ Relationship development with technical and outsourced partners.
◦ Producing marketing and sales collateral when not available.
◦ Development and production of business analysis tools.
◦ Partner relationship lead for complicated managed service solutions
◦ Researching and developing solutions, developing and driving collaboration.
◦ RFP management; planning, designing, storyboarding, writing, formatting.
◦ Technical writing, editing and proofing.
◦ Presentation development, business analyst style flow charting and Visio workups.
◦ RFP responses, technical selling and presentation delivery mentoring.
◦ Channel competencies significantly increased over a two year period.
◦ Channel bids grown to multi million dollar account levels.
◦ Channel success in C&G has increased by an order of magnitude in size and revenue.
◦ Significant over achievement of all targets.

March 2005 – November 2007 (2 years 9 months)

GC Technologies is an exciting full service ICT company that started in the PABX and Comms space followed by expansion into Unified Comms and full service ICT consulting.

I sold my ICT business to them early in 2005.

As a Generalist ICT Consultant my role was a hybrid of Senior Systems Engineer and Solution Sales Manager with Technical Account Direction responsibilities accross all ICT competencies.

◦ Solution design, sales, maintenance & retention management.
◦ Trained junior technical resources.
◦ Advising on Managed Service relationships and liaising with ISP’s & Telco’s to fill gaps.
◦ Some exciting application hosting and cloud computing work.
◦ Presales analysis & customer acquisition strategy development.
◦ Providing the sales team with information & credibility to close business.
◦ Acquisitions of new clients.
◦ Hands on deployment of hardware and software solutions.
◦ Product development and mananagement.
◦ Exceeding targets, and assisted with doubling client base.

October 2003 – November 2007 (4 years 2 months)

For a significant period of time as a local business owner I gave back to my community by acting as a trustee on a number of not for profit boards and trusts.

Many of my fellow trustees were senior business people including chartered accountants and partners in law firms; as an aside from the work completed the regular conversations held with these people further enhanced my ability to engage with key business stake holders.

Below is a cross section of some of the activities I was involved in:

◦ Trustee on Birthright Hawkes Bay (HB); Birthright is a $1.2 Million revenue trust that looks after at risk children & young people. Birthright HB has many focuses but mainly provides a large number of social workers, an early childhood education centre, & several live in caregiver homes for high & complex needs teenagers.

◦ Trustee on Roadsafe HB; Roadsafe HB is the joint stakeholder group for designing & running road safety initiatives across HB. Many of its achievements have been replicated in other regions nationally. Successfully involved in planning & execution of the integration of Roadsafe HB within the greater HB regional council.

◦ Trustee & Chairperson of several Teenage entertainment trusts that worked in the space of providing young people alternative places to spend time than roaming the streets.

◦ Leading the successful relationship development with several key stakeholder groups for projects in Road Safety, Teenager Facility developments & at risk Teen support.

October 2004 – October 2007 (3 years 1 month)

I was a city Councillor for the Napier City council. In New Zealand the city councillors essentially serve as the 'board of directors' by providing governance accross all city business.

The Napier city council has approx $1.2 Billion capital, $85 million revenue, and 1500+ employees and is in essence a publicly held and publicly accountable business. My position focused on big picture direction in all areas of business including regulatory compliance and day to day runnings.

Significant input and involvement through to completion of the Long Term Council Community Plan (LTCCP) a 10 year planning document & two bi-annual district planning processes.

I was involved in the planning & contracting oversight for several very large in-sourced/outsourced managed projects ($10million+ capital expenditure) Including but not limited to Museum Redevelopment, Sewage Treatment Facilities, & large scale council driven & owned residential & commercial subdivisions.

The council I was a part of successfully fixed annual rate increases at below inflation whilst growing delivery capabilities through increased efficiency.

◦ Developed & honed many essential skills in regulatory planning & governance.
◦ Regularaly held C-Level conversations with local business and city stakeholders.
◦ Participated in many public speaking situations & debates.
◦ Sat on many workshops, boards, societies and trusts.
◦ Liasing with all forms of media
◦ Involvement in many public consultation processes.
◦ Document preparation and significant legislative reading.

January 1997 – March 2005 (8 years 3 months)

Condensed into this description are 8 years of consulting spanning three separate businesses and some time as a private contractor.

During this period I was involved in several ICT startups and a large amount of ICT consulting. I designed, built, maintained. upgraded, and sold total end to end solutions for many customers in the Hawkes Bay region of New Zealand. I worked with everything from LAN's to WAN's, proprietary software's to customised mainstream apps, servers to laptops, cellphones to websites... you name it... during this period of my life I did it, this was a fast paced and exiciting time with many lessons learned and many hours worked.

HR and management of a technical project management & delivery team of up to fifteen people including ten engineers that looked after 100+ NZ businesses.

With business partners we grew our ICT consulting firm into the second largest ICT presence in the Hawkes Bay behind ComputerLand/Gen-I. Company performed the role of a contracted ICT department across all technical competencies.

Deployed or managed the deployment of ICT technologies across all areas of the industry, proprietary & off the shelf software & hardware solutions as well as fixed & wireless networking. Specialising in systems & process re-engineering for businesses moving from paper based systems to computerized systems & others moving onto Web 2.0 or mobile centric platforms.

◦ Technical Account Direction for entire SLA supported client base.
◦ Product Development and Management Lead.
◦ Prospected & led the development of all company relationships.
◦ Liased with Suppliers, Vendors, Contractors & Managed Service providers.
◦ Led the solutions pitch for majority of sales projects
◦ Took many varied ICT projects through to delivered with support arrangements in place.
◦ Designed & prepared sales collateral & business system processes.
◦ Oversaw HR compliance