Paul Mulvenna Sales, Business, & Technology Consultant

Paul Mulvenna
Sales, Business, & Technology Consultant
● Mobile ● Messaging ● Middleware ● Crm ● Service Provider ● Enterprise ●
ABN: 96 381 921 515
Mailing Address: PO Box 192
North Sydney 2060
New South Wales
Australia
9Box Consulting
tel:
email:
skype:
twitter:
web:
+61 2 8007 5305
paul@9boxconsulting.com
paulmulvenna
@pmulvenna
www.9boxconsulting.com
linkedin: www.linkedin.com/in/paulmulvenna
October 2014
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Table of Contents
ABOUT 9BOX CONSULTING ............................................................................................................ 3
ABOUT PAUL ................................................................................................................................. 3
MOBILE NETWORK TECHNOLOGY & VAS – DOMAIN EXPERTISE ..................................................... 4
MESSAGING SYSTEMS & SECURITY – DOMAIN EXPERTISE .............................................................. 4
CRM SYSTEMS & VAS – DOMAIN EXPERTISE .................................................................................. 5
LEGACY SYSTEM MODERNIZATION & ENTERPRISE MIDDLEWARE – DOMAIN EXPERTISE ................ 5
CONSULTING & DELIVERY – DOMAIN EXPERTISE............................................................................ 5
TYPICAL SCOPE OF WHAT A CLIENT CAN EXPECT FROM 9BOX CONSULTING .................................. 6
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ABOUT 9BOX CONSULTING
 Leveraging extensive business, technology, and sales skills, and operating through a global
network of associates; 9Box Consulting is a retained boutique organization providing innovative
Telecom, and Enterprise solutions on behalf of international software companies (our clients).
 Working with our clients, 9Box Consulting takes ownership of the complete pre and post sales
solution lifecycle on their behalf.
 The 9Box Consulting model enables our clients to explore new markets, develop competitive
separation, and better serve existing markets without making an immediate investment in local
company setup.
 The 9Box Consulting brand is not promoted to our clients’ customers and prospects, instead 9Box
Consulting operates solely as an extension of our client.
 Specialist areas include Mobile Network Technology & VAS, Messaging Systems & Security,
Legacy System Modernization & Enterprise Middleware, and CRM Systems & VAS.
 Founder & Principal Consultant, Paul Mulvenna currently concentrates on the Australia, New
Zealand, and South East Asia markets.
ABOUT PAUL
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B.Sc. (Hons) Comp. Sci., JP, MACS(Snr) CP
Seasoned business hunter, market builder, educator & conference speaker.
History of leadership (VP) & individual contributor success in the EMEA/APAC
Service Provider-Telco, & Corporate-Enterprise sectors.
Unbroken career has included strategic business, technology, and sales roles
with both public & private international software & services vendors.
Extensive experience in channel & partner management.
Proven M&A experience (both directed, and participant).
Citizen of Ireland, UK, Australia, and an Employment Pass Holder for
Singapore.
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 Mobile Network Technology & VAS skills in Unified Communications, Devices, Data &
Optimization, Security, M-commerce, OS, UX, M2M, OTT, and APIs.
 Solid understanding of Messaging Systems, Cloud, and SaaS.
 Expertise in Radio, Packet Core, Middleware, SOA & Enterprise architectures.
 Experienced in Discovery, Dependency-mapping, Build, & Test Tools for Legacy System
Modernization.
 CRM Systems & VAS skills.
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Highly refined sales 2.0 skills.
Sales Methodologies utilized have included Miller Heiman, Holden, & Solution Selling.
Possesses extensive Consulting & Delivery practice, and Sales Management skills.
P&L accountability across multiple countries, & continents.
Highly developed pipeline generation, deal size, staff utilization, revenue, margin, & working
capital skills.
 Comfortable working as part of an in-country team, or remotely as the company representative.
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 Board member of the New South Wales ACS, which advances professional excellence in
Information and Communications Technology. Over 20,000 ACS members work in business,
education, & government within Australia, with 40% of those members based in NSW.
 Active in industry groups such as Enterprise Ireland, Australian Information Industry Association,
Telecoms Australasia, the Australian Information Security Association, Irish Chamber of
Commerce Singapore, and the Lansdowne Club.
 Acts in a voluntary role as a Justice of the Peace.
MOBILE NETWORK TECHNOLOGY & VAS – DOMAIN EXPERTISE
 Mobile Devices (handsets, tablets)
 Mobile Data & Optimization/Congestion Management (technology and application)
 Mobile Messaging (technology and application)
 Mobile Security (anti-spam, anti-virus, anti-phishing)
 Unified Communications (UC) & M-commerce
 Mobile OS (iOS, Android, Windows, Symbian, Series40, Java MIDP)
 Mobile UX (architecture, design, content, usability)
 M2M (technology and application)
 OTT (technology and application)
 APIs
 In addition to having a deep, and practical knowledge of 'what makes the mobile ecosystem work',
Paul also brings skills in GSM/CDMA radio and core network architecture (including 2.5G, 3G,
3G+, 4G/LTE, IP, SIP, IMS), wireless device operation, switching, multiplexing, and routing
concepts, firewalls, active traffic management techniques and tools (including NATing, caching,
optimization, compression), network security (including SSL, IPSEC), WiFi, and xDSL.
MESSAGING SYSTEMS & SECURITY – DOMAIN EXPERTISE
 Email (technology & application)
 Security (anti-spam, anti-virus, anti-phishing)
 SMS (technology & application)
 MMS (technology & application)
 IM (technology & application)
 Voicemail (technology & application)
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CRM SYSTEMS & VAS – DOMAIN EXPERTISE
 Sage (technology & application)
 Salesforce.com (technology & application)
 Microsoft Dynamics (technology & application)
 Sugar (application)
 Zoho (application)
LEGACY SYSTEM MODERNIZATION & ENTERPRISE MIDDLEWARE – DOMAIN EXPERTISE
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Paul has acted as an eBusiness Technology Adviser to Corporate clients (EMEA), and spent
many years as a Qualified Compuware (NASDAQ: CPWR) Educator, instructing Compuware’s
Consultants and Trainers (US, EMEA, APAC) on Application Model Development & Automated
Software Construction, Network Connectivity, and Distributed Computing.
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With an extensive ERP, Financial Systems, Plant Floor Automation & SCADA, HR & Payroll
background – Paul is well placed to provide Sales, Business, and Technology expertise on
Legacy System Modernization & Enterprise Middleware, and Software Transformation.
CONSULTING & DELIVERY – DOMAIN EXPERTISE
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Running an ICT Consulting & Delivery Practice (EMEA, APAC) for those companies he
represented, Paul’s key responsibilities included:
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Recruitment and staff management, across multiple countries and continents.
Managing the customer lifecycle, which included executing on program plans to aid product
insertion, drive operational excellence, and accelerate market uptake.
Overall responsibility for coordinating teams to meet customer expectations and needs.
Application of continuous improvement methodologies, and best practice to program and
project delivery.
Providing advice, and guidance to the company based on field and customer experience.
Aligning company HQ toward the delivery of products and services to new customers.
Providing immediate, concentrated and sustained focus on urgent customer matters that, if
left unresolved, would severely damage the company's customer relationship.
Working with the company’s partners to maximize the effectiveness of the company’s product
deployments, and revenue growth.
Advised, and guided the company’s account teams in Pilot and Production customer
deployments.
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TYPICAL SCOPE OF WHAT A CLIENT CAN EXPECT FROM 9BOX CONSULTING
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Build a strong relationship with customers and prospects (accounts) at all management levels,
and introduce CLIENT to a network of decision makers within the target organisations.
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Develop and drive a focused strategy towards the account by knowing the account and market;
able to differentiate CLIENT’s solutions, delivery capabilities and service offerings to win adjacent
and repeatable work, and translate the chosen strategy into an action plan.
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Actively involved in identifying, qualifying and developing CLIENT sales opportunities in the
Territory.
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Provide early visibility of opportunities to ensure proactive CLIENT sales efforts can be mobilised,
as well as driving bids and closure of deals.
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Proactively engage face to face within each account, and ensure consistent CLIENT messages in
every aspect of the account relationship at all appropriate levels.
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Actively monitor and ensure CLIENT customer satisfaction.
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Proactively and strategically develop and execute a CLIENT business development plan across
the Territory, including providing regular updates, revisions and modifications to the plans.
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Work with CLIENT’s HQ team to tailor and position CLIENT’s solutions to the designated
Territory. Actively take the lead on generating sales, marketing and technical material as needed.
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Act as the primary CLIENT focal point for each account within the designated Territory, and
proactively identify and penetrate new accounts for CLIENT within the designated Territory.
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Develop CLIENT relationships with each account at all management levels.
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Develop a network within each account at strategic and tactical level in order to retain and expand
the CLIENT client base.
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Understand each account’s business issues, strategies and capabilities and communicate these
internally within CLIENT at various levels.
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Define and drive CLIENT’s strategy for propositions, alliances and partnerships into each
account.
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Work with CLIENT’s other team members and recognized partners to identify sales opportunities,
and establish entry points in each account for the Practice Leads and Subject Matter Experts SME.
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Work with CLIENT’s Delivery Practice to maximise delivery of the agreed services and products
to each account, and ensure the correct billing and account receivable status.
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Work with key stakeholders in legal, commercial and procurement functions to ensure risks are
identified and managed, and bids are compliant with CLIENT’s internal policies and processes.
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Monitor all CLIENT delivery projects for each account, with the aim to achieve successful (and
repeatable) sales results, and maximise customer satisfaction.
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Build and maintain relationship with local Legal representation if required, and monitor compliance
with CLIENT’s paperwork.
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