About Wayne Clarke
Hello, I am Wayne Clarke, and I am the Principal of Clarke Innovative Solutions. After 36 years in the High-Tech business in a variety of roles across various sectors, I'd like to help small and medium sized companies with those key challenges in any way I can. Please feel free to review my resume (below)f my experience can be of value to your company
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An experienced, self motivated professional, with excellent Management skills, strong communications abilities and recognized inter-personal skills. A proven track record in building and managing teams in Network Management, Customer Engineering, Professional Services, Customer Care, Project Management, Product Management, Sales, Sales Management and Marketing within the Telecom, IT Services, Satellite Communications, Software, Business Process and Network Security fields.
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Accenture (June 2010 to June 2011)
•Director of Sales within Accenture’s Federal Sales Team, responsible for expanding Accenture’s Federal Government business in Canada. Prime Services included Management Consulting, Technology and Infrastructure Consulting, Security, System Integration and Business Process Outsourcing solutions. Major Accounts included; RCMP, DND, Transport Canada, Nav Canada, Bank of Canada, CBC, Citizenship and Immigration Canada (CIC) and HRSDC. Experience with Accenture’s Network Alliances including; SAP, SAS, Oracle, CA, Microsoft, Cisco, Cognos, IBM, HP, OpenText and Avanade as part of proposed solutions. Acted as Prime Capture Lead for a major Biometric proposal in response to a significant Federal Government RFP over a 4 month period, involving 75+ contributors as part of a large opportunity.
Clarke Innovative Solutions (July 2009 to June 2010 and July 2011 to present)
• Principal of Clarke Innovative Solutions (CIS), a consulting company formed by Wayne Clarke to provide Sales and Business Management services to small and medium sized companies and public sector customers in the Telecom, Satellite, Security, Business Process and IT Services sectors. CIS represents a number of companies providing sales representation throughout Canada, assisting those companies with expanding their commercial footprint. In addition, CIS provided consulting services including RFI/RFP support, professional services, work planning, IT and strategic planning plus a variety of professional services to help companies increase effectiveness and streamline their operations. One such contract was with the City of Hamilton, providing Work Planning, IT planning and long term Strategic Planning services for their IT Department, reporting to their CIO. Another major contract was with Datalink Systems, an internal wireless communications company, for Business Development and Sales Management services. In addition, currently providing RFP support to a major corporation with a number of Federal Government RFP bids.
TELUS (Oct 2007 to July 2009) Director, Sales Specialist Team, Public Sector East
•Director of Sales, responsible for managing an 11 person Sales Specialist Team throughout Ontario, with the sale of complex Voice (VoIP), Data, Wireless and Managed IT Services to a wide variety of Public Sector clients. Customers included Canadian Government departments and agencies across Canada, Ontario Provincial Government as well as Municipal Governments, Health Care and Educational facilities across the province of Ontario plus Enterprise Accounts in Eastern and Southwestern Ontario. As Director of a Sale Specialist team, was responsible for approximately $60 Million revenue growth per year as part of the high performance TELUS Public Sector East organization. Wayne consistently exceeded revenue targets in 2007, 2008 and first half of 2009.
Telesat Canada (Oct 2003 to Oct 2007) Manager Enterprise Sales (March 2006 to Oct, 2007)
•Manager Enterprise Sales, responsible for managing Telesat’s Enterprise Sales opportunities within the Business Development organization, specializing in broadband VSAT and terrestrial service offerings throughout Canada and the US as part of a $30M per year business unit. Major accomplishments included leading contract negotiations, writing and closing contracts with the following key customers:
- Petro-Canada,1100 node network (VSAT and DSL) 5 year contract worth $12M
- Canadian Tire, 300 node network (VSAT) 5 year contract worth $4M
- Shell Oil, 700 node network (VSAT) 5 year contract worth $5M
- ExxonMobil/Imperial Oil, 2300 node network, 5 year contract worth $13M
- BC Lottery Corporation, 500 node network, 5 year contract worth $3M
- Suncor Energy Services, 400 node network, 5 year contract worth $3 M
- Verizon Service Contract extension, worth $2M+ per year Manager US Sales Group (October 2003 to March 2006)
•Manager US Sales, responsible for managing the Business Development US Sales team as part of a $35M per year business unit. Services being provided included VSAT Installation and Maintenance Services, Repair Services, Level 1 Help Desk support and Level 2 Technical Support as well as end-to-end VSAT and IDL services to a number of US Enterprise customers including General Motors and Ford. Major accomplishment included the award of a $100M + contract with General Motors for a Satellite Interactive Distance Learning System (IDL), where Wayne assumed the role of Proposal Manager for the successful bid. Another important deal closed was with Verizon Business for a $5M+ contract which involved the provision of a variety of services including the rollout of a 2200 node network for Home Depot across North America.
International Datacasting (IDC), (July, 2002 to Oct 2003) Director of US Sales
• As Director of US Sales for International Datacasting Corporation, the prime responsibilities were to meet the US Sales Objectives of between $250K and $500K per quarter. Product line included; Satellite Ground Systems, Software Content Delivery Systems, IP networks, Multimedia Distribution systems, complete Satellite Delivery solutions including Head End and Remote Terminals. Extensive Sales expertise combined with strong Technical expertise resulted in increased business for IDC even in the challenging business environment at the time. Two keys successes included the closing of a major contract with PBS, which was a strategic win for IDC, resulting in potential revenues of $2M US. The second contract was with National Public Radio worth approximately $4M US.
Chrysalis-ITS (January 2001 to July, 2002) Director, Customer Engineering (Customer Support and Sales Engineering)
• As Director of Customer Support, was responsible for the management of the Customer Care organization providing 24/7 Post-sales Engineering support for all Chrysalis-ITS customers worldwide as well as System Engineering support for Strategic Partners for all Chrysalis-ITS hardware security products. Excellent level of Customer support clearly differentiated Chrysalis as a leader in the Public Key Infrastructure Hardware Security Module business.
• Was also responsible for managing the Pre-sales Engineering team, providing direct Engineering support for all Chrysalis-ITS Sales opportunities worldwide, as part of a unified Sales strategy for the key strategic accounts.
Crosskeys Systems Corporation (October 99 to January 2001) Director, Customer Engineering/Customer Care
• As Director of Customer Engineering, was responsible for the management of the Crosskeys North American Customer Engineering team, providing direct Pre-sales Engineering support for all of Crosskeys Performance Management and Service Level Management Software products. The Customer Engineering group, through Canadian and US offices, provided direct support to Crosskeys Account teams in the form of Engineering bid support, technical presentations, demonstrations, trial and evaluation programs, pilot programs and development of technical solutions to meet customers Network Management requirements. Was directly responsible for developing and implementing strategies in support of sales priorities and ensuring resources were allocated to optimize sales opportunities within the Telecommunications market. Provided leadership to a staff of 10 Customer Engineers.
• As Director of Customer Care organization, was responsible for the management of Crosskeys Customer Care group, providing 24/7, direct 1LS and 2LS Post-sales Engineering support for all Crosskeys customers worldwide. Customer Care was also responsible for the implementation, software deployment and on-going support for all new customers as part of the Post-sales implementation process. Provided leadership to a staff of 30 Customer Care Specialists located in Canada and the UK.
TMI Communications (August 97 to October 99)
• As Director of Business Development from March 1998 to October 1999, reported directly to the President/CEO of Telesat and TMI and was directly responsible for Corporate Sales, Product Management, Customer Service Engineering and Applications Development for all TMI Services.
• Wayne was General Manager of TMI Communications, reporting directly to the President/CEO of Telesat and TMI. He was directly responsible for the majority of the company operations from August 1997 to March 1998, including the following areas; Software Engineering, Systems and Spacecraft Engineering, Applications Engineering, Customer Management Information System, Technical Operations, Customer Service, Sales, Product Management and Customer Service Engineering. During this period, Wayne was responsible for managing approximately 80 employees as General Manager of the company.
• Successfully implemented an aggressive Business Plan designed to expand the MSAT Satellite markets, enhance the number and diversity of Voice/Data services and refocus the corporate resources to meet corporate goals. This effort resulted in a 70% increase in revenues in 1999 over 1998, with reductions in operational expenses for both years.
• Responsible for managing the TMI Capital and Operating Budgets of approximately $20 Million per year.
• Planned and implemented expansion programs into the US, Mexico, Central American and South American marketplaces in 1998 and 1999. Successfully obtained signed contracts with numerous MSAT Retail Distribution organizations throughout these regions and successfully obtained a multimillion dollar contract in Mexico. Responsible for expanding Canadian MSAT Distribution networks in specific vertical markets. These opportunities involved extensive negotiations with customers and suppliers, necessitating teamwork with a variety of groups, leading to an expansion in business for TMI.
• During this period, developed and deployed new service offerings including: Dispatch Radio, Packet Data, Specialized Services, Fax, Dedicated Circuit service, STU III, 4800 bps Circuit Switched Data and an innovative Asset Management System.
• As a senior Manager, provided the leadership for the expansion of market segments, the development of new service offerings and a renewed corporate focus, which was instrumental in making 1999 a "turn around" year for TMI.
Neuma Technology Corporation (February 97-August 97)
• As the company's Product Manager, was directly responsible for Neuma's Software Configuration Management product. Provided product direction which included determining product enhancement requirements, identifying new features and prioritizing problem corrections, in order to successfully evolve and promote the Software product in an extremely competitive marketplace.
• Responsible for project scheduling, status tracking and coordination with the Software Development and Sales teams in order to manage the Product’s Software Release process.
• Directly responsible for completing Market assessments in order to direct Product developments through competitive analysis, attending trade shows and dialoging with customers.
TMI Communications (April 95-February 97)
• As the Manager of the Network Engineering Group, with a staff of 45 Engineers and Technologists, was responsible for providing direct Engineering support for TMI's MSAT voice and data network, including; Software Engineering, Application Development, Customer Engineering, Remote Terminal Type Approval, RF Engineering, System verification and test and Packet Data Engineering.
• As the Project Manager for the MSAT program, achieved successful service turn-up of the Communications Ground System (CGS) in January 1996 as part of a $40 Million contract. Also responsible for the successful turn-up of a Packet Data System ($10 Million), in support of TMI's Mobile Data Service (MDS). Directed the development of Paging, FAX, Dispatch Radio and Voice Mail Services as well as a number of Network enhancements to improve the Mobile Satellite Service portfolio.
• Established a 15 person Software Engineering team, as part of the Network Engineering Group, in order to support the Software for the CGS and MDS. Directly responsible for the design and implementation of a Software Development environment and a $4 Million Independent Test Network (ITN).
• Directly responsible for managing contracts and negotiations with various suppliers and contractors that supplied MSAT remote terminals, communications equipment, digital switches, computer equipment, software development and Engineering services. This involved contractual negotiations, and purchasing, budget control, scheduling and ongoing Project Management for numerous multimillion dollar contracts.
• Responsible for managing all Customer Engineering support for Canada’s major Mobile Satellite Service Providers. This Customer Engineering Group was responsible for providing Engineering support with the design of customer specific applications, troubleshooting and correcting technical difficulties, identifying network deficiencies, as well as providing customer training and support.
• Responsible for a Capital Budget of approximately $7 Million and an ongoing Operating Budget of approximately $8 Million per year while Manager of Network Engineering at TMI.
AT&T Canada (December 1994-April 1995)
• Held an Account Executive position with AT&T Canada, responsible for the Department of National Defence account, worth greater than $10 Million per year. After a rapid familiarization period, had a positive influence on account growth in T1, X25 and Frame Relay Services. Left after 4 months to pursue outstanding opportunity with TMI Communications.
Telesat Canada (July 1981-November 1994)
• As the Director of the Voice/Data Product Support Division with Telesat, managed a staff of 40 professionals, covering a variety of technical disciplines including; Program Management, Marketing support, Customer Service Engineering, Network Engineering, Installation and Civil Works services. I was directly responsible for Capital Budgets in excess of $20 Million per year and Operating Budgets of approximately $5 Million per year in support of $40 Million (+) per year Voice/Data business
• Provided over 10 years of Customer Service Engineering and Program Management in direct support for more than 100 customer accounts as part of a consolidated Voice/Data Engineering and Sales team.
• Directly Managed Telesat's VSAT Customer Service Engineering section with 10 Engineers for a two year period in addition to Director responsibilities. During this period the VSAT business doubled (additional 1000 VSAT's) with record high revenues.
• Demonstrated exceptional team building abilities resulting in consistently proven results and positive revenue growth with a team committed to customer satisfaction. Consistently measured "Above Target" performance for 10 consecutive years.
• During a 3 year period, was directly responsible for the successful service development, sale and network Implementation of a Satellite Restoration system for the major Telco's resulting in greater than $45 Million in revenues for Telesat. Also, during the same period, successfully promoted satellite services and provided Account Management for most of the major Telco's as part of an ongoing $30 Million (+) per year Carrier business
• Directly responsible for the successful development of a Satellite Voice Service (TES), within a 3 year time frame. This included; Product evaluation, contract negotiation responsibility for multimillion dollar supplier contracts, service establishment with prompt CRTC approvals and direct sales to major Telcos and Private markets. Responsible for establishing pricing, service features, promotion and ensuring profitability for this $10 Million (+) per year growing business.
• Directly responsible for improving the profitability of Voice/Data business units through implementation of improved expense control, incorporation of competitive pricing, Implementation of a more effective Program Management group and improvements in Engineering design and Implementation practices. These improvements were successfully accomplished in face of a 60 % staff reduction, necessitating the successful rebuilding of the Voice/Data support infrastructure.
Transport Canada (1975-1981)
• As part of the Air Administration Division of Transport Canada, was responsible for maintaining Aviation ground stations providing Communications and Navigational Aid aeronautical services.
• As Station Maintenance Supervisor (1979-1981), was responsible for ground station maintenance for the North Bay Region, supervising 8 Technologists and providing Technical Training for the Northern Ontario Region.
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An experienced, self motivated professional, with excellent Management skills, strong communications abilities and recognized inter-personal skills. A proven track record in building and managing teams in Network Management, Customer Engineering, Professional Services, Customer Care, Project Management, Product Management, Sales, Sales Management and Marketing within the Telecom, IT Services, Satellite Communications, Software, Business Process and Network Security fields.
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Accenture (June 2010 to June 2011)
•Director of Sales within Accenture’s Federal Sales Team, responsible for expanding Accenture’s Federal Government business in Canada. Prime Services included Management Consulting, Technology and Infrastructure Consulting, Security, System Integration and Business Process Outsourcing solutions. Major Accounts included; RCMP, DND, Transport Canada, Nav Canada, Bank of Canada, CBC, Citizenship and Immigration Canada (CIC) and HRSDC. Experience with Accenture’s Network Alliances including; SAP, SAS, Oracle, CA, Microsoft, Cisco, Cognos, IBM, HP, OpenText and Avanade as part of proposed solutions. Acted as Prime Capture Lead for a major Biometric proposal in response to a significant Federal Government RFP over a 4 month period, involving 75+ contributors as part of a large opportunity.
Clarke Innovative Solutions (July 2009 to June 2010 and July 2011 to present)
• Principal of Clarke Innovative Solutions (CIS), a consulting company formed by Wayne Clarke to provide Sales and Business Management services to small and medium sized companies and public sector customers in the Telecom, Satellite, Security, Business Process and IT Services sectors. CIS represents a number of companies providing sales representation throughout Canada, assisting those companies with expanding their commercial footprint. In addition, CIS provided consulting services including RFI/RFP support, professional services, work planning, IT and strategic planning plus a variety of professional services to help companies increase effectiveness and streamline their operations. One such contract was with the City of Hamilton, providing Work Planning, IT planning and long term Strategic Planning services for their IT Department, reporting to their CIO. Another major contract was with Datalink Systems, an internal wireless communications company, for Business Development and Sales Management services. In addition, currently providing RFP support to a major corporation with a number of Federal Government RFP bids.
TELUS (Oct 2007 to July 2009) Director, Sales Specialist Team, Public Sector East
•Director of Sales, responsible for managing an 11 person Sales Specialist Team throughout Ontario, with the sale of complex Voice (VoIP), Data, Wireless and Managed IT Services to a wide variety of Public Sector clients. Customers included Canadian Government departments and agencies across Canada, Ontario Provincial Government as well as Municipal Governments, Health Care and Educational facilities across the province of Ontario plus Enterprise Accounts in Eastern and Southwestern Ontario. As Director of a Sale Specialist team, was responsible for approximately $60 Million revenue growth per year as part of the high performance TELUS Public Sector East organization. Wayne consistently exceeded revenue targets in 2007, 2008 and first half of 2009.
Telesat Canada (Oct 2003 to Oct 2007) Manager Enterprise Sales (March 2006 to Oct, 2007)
•Manager Enterprise Sales, responsible for managing Telesat’s Enterprise Sales opportunities within the Business Development organization, specializing in broadband VSAT and terrestrial service offerings throughout Canada and the US as part of a $30M per year business unit. Major accomplishments included leading contract negotiations, writing and closing contracts with the following key customers:
- Petro-Canada,1100 node network (VSAT and DSL) 5 year contract worth $12M
- Canadian Tire, 300 node network (VSAT) 5 year contract worth $4M
- Shell Oil, 700 node network (VSAT) 5 year contract worth $5M
- ExxonMobil/Imperial Oil, 2300 node network, 5 year contract worth $13M
- BC Lottery Corporation, 500 node network, 5 year contract worth $3M
- Suncor Energy Services, 400 node network, 5 year contract worth $3 M
- Verizon Service Contract extension, worth $2M+ per year Manager US Sales Group (October 2003 to March 2006)
•Manager US Sales, responsible for managing the Business Development US Sales team as part of a $35M per year business unit. Services being provided included VSAT Installation and Maintenance Services, Repair Services, Level 1 Help Desk support and Level 2 Technical Support as well as end-to-end VSAT and IDL services to a number of US Enterprise customers including General Motors and Ford. Major accomplishment included the award of a $100M + contract with General Motors for a Satellite Interactive Distance Learning System (IDL), where Wayne assumed the role of Proposal Manager for the successful bid. Another important deal closed was with Verizon Business for a $5M+ contract which involved the provision of a variety of services including the rollout of a 2200 node network for Home Depot across North America.
International Datacasting (IDC), (July, 2002 to Oct 2003) Director of US Sales
• As Director of US Sales for International Datacasting Corporation, the prime responsibilities were to meet the US Sales Objectives of between $250K and $500K per quarter. Product line included; Satellite Ground Systems, Software Content Delivery Systems, IP networks, Multimedia Distribution systems, complete Satellite Delivery solutions including Head End and Remote Terminals. Extensive Sales expertise combined with strong Technical expertise resulted in increased business for IDC even in the challenging business environment at the time. Two keys successes included the closing of a major contract with PBS, which was a strategic win for IDC, resulting in potential revenues of $2M US. The second contract was with National Public Radio worth approximately $4M US.
Chrysalis-ITS (January 2001 to July, 2002) Director, Customer Engineering (Customer Support and Sales Engineering)
• As Director of Customer Support, was responsible for the management of the Customer Care organization providing 24/7 Post-sales Engineering support for all Chrysalis-ITS customers worldwide as well as System Engineering support for Strategic Partners for all Chrysalis-ITS hardware security products. Excellent level of Customer support clearly differentiated Chrysalis as a leader in the Public Key Infrastructure Hardware Security Module business.
• Was also responsible for managing the Pre-sales Engineering team, providing direct Engineering support for all Chrysalis-ITS Sales opportunities worldwide, as part of a unified Sales strategy for the key strategic accounts.
Crosskeys Systems Corporation (October 99 to January 2001) Director, Customer Engineering/Customer Care
• As Director of Customer Engineering, was responsible for the management of the Crosskeys North American Customer Engineering team, providing direct Pre-sales Engineering support for all of Crosskeys Performance Management and Service Level Management Software products. The Customer Engineering group, through Canadian and US offices, provided direct support to Crosskeys Account teams in the form of Engineering bid support, technical presentations, demonstrations, trial and evaluation programs, pilot programs and development of technical solutions to meet customers Network Management requirements. Was directly responsible for developing and implementing strategies in support of sales priorities and ensuring resources were allocated to optimize sales opportunities within the Telecommunications market. Provided leadership to a staff of 10 Customer Engineers.
• As Director of Customer Care organization, was responsible for the management of Crosskeys Customer Care group, providing 24/7, direct 1LS and 2LS Post-sales Engineering support for all Crosskeys customers worldwide. Customer Care was also responsible for the implementation, software deployment and on-going support for all new customers as part of the Post-sales implementation process. Provided leadership to a staff of 30 Customer Care Specialists located in Canada and the UK.
TMI Communications (August 97 to October 99)
• As Director of Business Development from March 1998 to October 1999, reported directly to the President/CEO of Telesat and TMI and was directly responsible for Corporate Sales, Product Management, Customer Service Engineering and Applications Development for all TMI Services.
• Wayne was General Manager of TMI Communications, reporting directly to the President/CEO of Telesat and TMI. He was directly responsible for the majority of the company operations from August 1997 to March 1998, including the following areas; Software Engineering, Systems and Spacecraft Engineering, Applications Engineering, Customer Management Information System, Technical Operations, Customer Service, Sales, Product Management and Customer Service Engineering. During this period, Wayne was responsible for managing approximately 80 employees as General Manager of the company.
• Successfully implemented an aggressive Business Plan designed to expand the MSAT Satellite markets, enhance the number and diversity of Voice/Data services and refocus the corporate resources to meet corporate goals. This effort resulted in a 70% increase in revenues in 1999 over 1998, with reductions in operational expenses for both years.
• Responsible for managing the TMI Capital and Operating Budgets of approximately $20 Million per year.
• Planned and implemented expansion programs into the US, Mexico, Central American and South American marketplaces in 1998 and 1999. Successfully obtained signed contracts with numerous MSAT Retail Distribution organizations throughout these regions and successfully obtained a multimillion dollar contract in Mexico. Responsible for expanding Canadian MSAT Distribution networks in specific vertical markets. These opportunities involved extensive negotiations with customers and suppliers, necessitating teamwork with a variety of groups, leading to an expansion in business for TMI.
• During this period, developed and deployed new service offerings including: Dispatch Radio, Packet Data, Specialized Services, Fax, Dedicated Circuit service, STU III, 4800 bps Circuit Switched Data and an innovative Asset Management System.
• As a senior Manager, provided the leadership for the expansion of market segments, the development of new service offerings and a renewed corporate focus, which was instrumental in making 1999 a "turn around" year for TMI.
Neuma Technology Corporation (February 97-August 97)
• As the company's Product Manager, was directly responsible for Neuma's Software Configuration Management product. Provided product direction which included determining product enhancement requirements, identifying new features and prioritizing problem corrections, in order to successfully evolve and promote the Software product in an extremely competitive marketplace.
• Responsible for project scheduling, status tracking and coordination with the Software Development and Sales teams in order to manage the Product’s Software Release process.
• Directly responsible for completing Market assessments in order to direct Product developments through competitive analysis, attending trade shows and dialoging with customers.
TMI Communications (April 95-February 97)
• As the Manager of the Network Engineering Group, with a staff of 45 Engineers and Technologists, was responsible for providing direct Engineering support for TMI's MSAT voice and data network, including; Software Engineering, Application Development, Customer Engineering, Remote Terminal Type Approval, RF Engineering, System verification and test and Packet Data Engineering.
• As the Project Manager for the MSAT program, achieved successful service turn-up of the Communications Ground System (CGS) in January 1996 as part of a $40 Million contract. Also responsible for the successful turn-up of a Packet Data System ($10 Million), in support of TMI's Mobile Data Service (MDS). Directed the development of Paging, FAX, Dispatch Radio and Voice Mail Services as well as a number of Network enhancements to improve the Mobile Satellite Service portfolio.
• Established a 15 person Software Engineering team, as part of the Network Engineering Group, in order to support the Software for the CGS and MDS. Directly responsible for the design and implementation of a Software Development environment and a $4 Million Independent Test Network (ITN).
• Directly responsible for managing contracts and negotiations with various suppliers and contractors that supplied MSAT remote terminals, communications equipment, digital switches, computer equipment, software development and Engineering services. This involved contractual negotiations, and purchasing, budget control, scheduling and ongoing Project Management for numerous multimillion dollar contracts.
• Responsible for managing all Customer Engineering support for Canada’s major Mobile Satellite Service Providers. This Customer Engineering Group was responsible for providing Engineering support with the design of customer specific applications, troubleshooting and correcting technical difficulties, identifying network deficiencies, as well as providing customer training and support.
• Responsible for a Capital Budget of approximately $7 Million and an ongoing Operating Budget of approximately $8 Million per year while Manager of Network Engineering at TMI.
AT&T Canada (December 1994-April 1995)
• Held an Account Executive position with AT&T Canada, responsible for the Department of National Defence account, worth greater than $10 Million per year. After a rapid familiarization period, had a positive influence on account growth in T1, X25 and Frame Relay Services. Left after 4 months to pursue outstanding opportunity with TMI Communications.
Telesat Canada (July 1981-November 1994)
• As the Director of the Voice/Data Product Support Division with Telesat, managed a staff of 40 professionals, covering a variety of technical disciplines including; Program Management, Marketing support, Customer Service Engineering, Network Engineering, Installation and Civil Works services. I was directly responsible for Capital Budgets in excess of $20 Million per year and Operating Budgets of approximately $5 Million per year in support of $40 Million (+) per year Voice/Data business
• Provided over 10 years of Customer Service Engineering and Program Management in direct support for more than 100 customer accounts as part of a consolidated Voice/Data Engineering and Sales team.
• Directly Managed Telesat's VSAT Customer Service Engineering section with 10 Engineers for a two year period in addition to Director responsibilities. During this period the VSAT business doubled (additional 1000 VSAT's) with record high revenues.
• Demonstrated exceptional team building abilities resulting in consistently proven results and positive revenue growth with a team committed to customer satisfaction. Consistently measured "Above Target" performance for 10 consecutive years.
• During a 3 year period, was directly responsible for the successful service development, sale and network Implementation of a Satellite Restoration system for the major Telco's resulting in greater than $45 Million in revenues for Telesat. Also, during the same period, successfully promoted satellite services and provided Account Management for most of the major Telco's as part of an ongoing $30 Million (+) per year Carrier business
• Directly responsible for the successful development of a Satellite Voice Service (TES), within a 3 year time frame. This included; Product evaluation, contract negotiation responsibility for multimillion dollar supplier contracts, service establishment with prompt CRTC approvals and direct sales to major Telcos and Private markets. Responsible for establishing pricing, service features, promotion and ensuring profitability for this $10 Million (+) per year growing business.
• Directly responsible for improving the profitability of Voice/Data business units through implementation of improved expense control, incorporation of competitive pricing, Implementation of a more effective Program Management group and improvements in Engineering design and Implementation practices. These improvements were successfully accomplished in face of a 60 % staff reduction, necessitating the successful rebuilding of the Voice/Data support infrastructure.
Transport Canada (1975-1981)
• As part of the Air Administration Division of Transport Canada, was responsible for maintaining Aviation ground stations providing Communications and Navigational Aid aeronautical services.
• As Station Maintenance Supervisor (1979-1981), was responsible for ground station maintenance for the North Bay Region, supervising 8 Technologists and providing Technical Training for the Northern Ontario Region.