Denis Martin
Director - Business Development, Aricent
Focused and dedicated engineer/consultant with 21 years experience in IT and Telecom industry working on many different aspects of the product and services life-cycle from business development, requirements capture and technical pre-sales, through design to test, implementation, support and product training.
Extremely knowledgeable in all functional areas of OSS and network management for telecommunications networks (VoIP and Wireless).
Developed and managed sales engineering and support teams providing the leadership and motivation to maximize productivity whilst keeping a relaxed team environment.
Creative thinker always looking for ways to introduce new revenue streams and to improve existing processes.
Constantly seeking new challenges and opportunities to leverage and extend leadership, business and technical skills
Specialties:Strategy, Business Development, Leadership, Technical Pre-sales, Service Development, Program Management, Risk Management, Negotiation, Vendor Management, OSS, Network Management, GSM/UMTS, VoIP
52 contactsDevelop and close new OSS business in EMEA and expand existing OSS activities with leading accounts.
• Provide technical sales support to help respond to RFxs and close OSS integration projects
• Perform market analysis of solutions and tools, monitor industrial trends and develop business cases for new OSS solutions and services
• Initiate OSS projects by performing detailed investigation, requirements gathering, aligning resources, developing relationships with 3rd parties and producing high level delivery plans.
• Direct and perform program/project management and technical lead function as part of project transition from pre-sales to delivery liaising with customer, suppliers and internal teams
2005 - 2009Creation and ownership of the portfolio of services related to OSS and BSS
- Prime for creating Nortel's service and solution offering for Service Assurance based on IBM Tivoli Netcool products
- Define the business strategy including the business plan and business case for the new services and solution
- Partner sellections
- Negotiate OEM agreement with partners
- Work with R&D and Operations to define the strategy and process to develop deliver and support the services and solutions
- Define pricing for solutions
- Produce solution collateral, service brief, proposal text and detailed statements of work
- Business Development
- Provide presentation of the services and solutions offering
- Provide bid support
2002 - 2005Created and then managed a team of 7 engineers to extend the network management offer to develop and deliver services related to integrating the network management solutions into service providers existing OSS and IT environment.
Worked on many customer activities in EMEA, working closely with the customer, account and product teams to define and deliver the services.
Provided presentations and workshops, coordinated the bid responses and assisted in contract writing.
2000 - 2002Manager of the Wireless Network and Services Management team for Europe, Middle East and Africa working on bid opportunities and post sales Network and Services Management Architecture. The solution included Nortel’s Network Management and 3rd Party products.