Michael De Santis

Experience

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  NEC Australia

  Feb 1989 - Jan 1991

  System Engineer
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  Mainly Phones Australia

  Feb 1991 - Feb 1993

  System & Sales Engineer
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  Ericsson

  Mar 1993 - Dec 1995

  System & Sales Engineer
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  Crazy John's

  Jan 1996 - Dec 2002

  ICT Sales Manager / Events Management

  Key Responsibilities: ICT Sales Manager & Events Management (Reporting to John Ilhan)In my role as ICT Sales Manager with a focus on Events Management, I project manage the development of new and refurbished retail stores, working directly with State Managers, vendors, and the Managing Director on a national level. I also collaborate with marketing departments and senior sponsorship managers at Hawthorn and Collingwood Football Clubs, organizing B2B events and Corporate Golf Days.A key responsibility is securing funding through partners such as Telstra, Nokia, Motorola, Audi Australia, LG Aria, and Alcatel. I manage sales and accounts for a range of PABX and mobile products, as well as associated peripherals, delivering end-to-end ICT and telecommunications solutions.I focus on promoting the Telstra Business & Government network (Voice, Data, Mobile, and Cloud), driving the design, implementation, and support of Unified Communications, Network Infrastructure, and IT Managed Services. I work with leading technologies, including NEC, Panasonic, and LG-Ericsson, to support SME, Enterprise, and Government projects through presales architecture, solution sales, and the delivery of voice (ISDN and IP Telephony) solutions.I service major accounts across vertical markets, including Health and Medical, Hospitality, Manufacturing, Transport, Sports and Recreation, Enterprise, and Government. Show less

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  CDM Australia

  Dec 2002 - Dec 2004

  National Business Development Manager

  Key Responsibilities: Development Manager – SME to Tier 1 Clients (B2B Corporate Sales)In my role as Development Manager within CDM’s B2B Corporate Sales Division, I manage sales operations and drive business growth through both new and existing client relationships. My responsibilities encompass sales management, business development, product development, lead generation, and targeted marketing. I also coordinate vendor relations, customer service, and below-the-line advertising services to enhance market presence.I oversee the implementation and support of Unified Communications, Network Infrastructure, and IT Managed Services for a range of clients, including Bendigo Bank, Australian Wheat Board, and Bob Jane T-Marts, with a focus on Enterprise and Government sectors. Show less

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  Telstra

  Jan 2005 - Oct 2006

  Senior Business Development Manager

  Key Responsibilities: ICT & Telecommunications SolutionsAs a Senior Business Development Manager, I am responsible for building strong relationships and driving the sales and delivery of ICT and telecommunication solutions. My focus is on promoting the Telstra Business & Government network across Voice, Data, Mobile, and Cloud services, covering the full lifecycle from design to implementation and support.I specialise in Unified Communications, Network Infrastructure, and IT Managed Services, collaborating with leading technologies such as NEC, Panasonic, and LG-Ericsson. In partnership with SME, Enterprise, and Government clients, I oversee presales architecture, solution sales, and the seamless delivery of Telstra’s traditional Voice, SIP, and IP Telephony solutions. Show less

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  Datamini Communications

  Oct 2006 - Sept 2009

  Sales Manager

  Key Responsibilities: Strategic Government Accounts & Key CustomersIn my role as Sales Manager, I am responsible for leading and managing the Sales Team while overseeing a portfolio of strategic State Government departments and key customers. My primary objective is to develop and grow revenue streams by delivering voice, mobile, and data products, along with a range of Managed Services.I collaborate closely with Telstra Senior Management, aligning strategies to achieve annual budgets and drive business growth. This includes preparing yearly sales budgets, managing monthly forecasts, and ensuring alignment with marketing initiatives. Through proactive engagement and strategic planning, I work to strengthen relationships, identify new opportunities, and enhance service delivery to key clients. Show less

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  24/7 Distribution

  Sept 2009 - May 2010

  National Account Manager Channel Sales

  Key Responsibilities: National Account Manager Channel SalesIn this position, I was directly responsible for Pre and Post-Sales support for all 24/7 Unified Communications solutions sold through 24/7’s inDirect and Channel divisions. As the Technical Account Manager, I was required to provide leadership and guidance to a systems engineering team in support of sales and development efforts. I planned the technical direction for the team, identifying expertise to grow the team as needed, and facilitated key partnerships between internal, partner, and client organisations. (Seek, Alpha West & Optus) Specifically, I needed to be people-focused, and a technical sales professional with a broad knowledge of 24/7 Distribution and its Partners products, solutions, technologies and related programs. Apart from the support aspects, I also provided technical direction and business guidance/support to the regional sales teams; drove revenue through upselling of solutions, and proactively developed and maintained a team of high-performing SE’s. I continuously sought innovative methods for improving our team’s performance, and helped meet regional revenue goals by driving innovative technical programs and overseeing day-to-day account-level support activities. Show less

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  BJ Communications Pty Ltd

  May 2010 - Feb 2012

  Sales Manager

  Key Responsibilities: Sales ManagerIn my role as a Sales Manager for Tier 1 customers based in Melbourne, I am responsible for preparing, managing, and achieving forecast sales budgets, while also developing sales expense budgets as required. I monitor and compare actual sales performance against forecasts, providing monthly reports that include variance analysis and updated projections.I ensure all sales and marketing expenses align with budget guidelines, reporting any deviations on a monthly basis. Additionally, I oversee the quality and content of client proposals to ensure they meet expectations before submission.A key part of my role involves identifying new business opportunities and developing prospect lists, implementing strategies to pursue and follow up on leads in line with the marketing plan. I also ensure service contracts and customer records are maintained accurately to support long-term client relationships and business growth. Show less

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  Fonespares

  Mar 2012 - Oct 2014

  Sales Manager - Sales Engineer

  Key Responsibilities: Sales Manager & Sales Engineer – ICT SolutionsIn my dual role as Sales Manager and Sales Engineer, I focus on identifying new business opportunities, developing prospect lists, and implementing strategies to pursue and follow up on leads in alignment with the marketing plan. I ensure that service contracts and customer records are accurately maintained to foster long-term relationships and drive business growth.I am actively involved in the end-to-end delivery of ICT solutions, covering pre-sales architecture, solution sales, and overseeing the seamless implementation of projects. My expertise spans a wide range of services, with a primary focus on promoting Telstra Business & Government solutions across Voice, Data, Mobility, and Cloud networks. Through my technical and sales leadership, I deliver comprehensive solutions that meet the evolving needs of clients. Show less

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  Telstra - ICT Sales Consultant

  Nov 2014 - Apr 2015

  Communications Specialist

  Key Responsibilities: Communications SpecialistAs an ICT Consultant, I play a vital role in Relationship Development and Business Planning, focusing on the Corporate and Enterprise sectors. I work closely with key stakeholders such as Telstra Senior Account Directors, Account Managers, Mobile Specialists, and various vendors to foster strategic connections and drive business growth.I am deeply involved in the end-to-end delivery of ICT solutions, including pre-sales architecture, solution sales, and overseeing implementation. My expertise spans a broad range of services, with a focus on promoting Telstra Business & Government solutions across Voice, Data, Mobility, and Cloud networks.A significant part of my role includes the design, implementation, and support of Unified Communications systems, leveraging technologies like SIP/IP Telephony and Network Infrastructure. I collaborate with leading providers, including Ericsson-LG, Cisco, NEC, Panasonic, Mitel, Avaya, and Telstra Enterprise, to deliver comprehensive solutions.With a client-centric approach and a focus on innovation, I ensure the seamless integration and support of advanced ICT solutions, helping Corporate and Enterprise clients thrive within the Telstra ecosystem. Show less

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  Samsung Communications

  Apr 2015 - May 2018

  Channel Development Manager Vic / SA

  Key Responsibilities: Channel Development ManagerAs a Channel Development Manager, I focus on Relationship Development and Business Planning with Channel Partners and Resellers, working with products such as Samsung IP Telephony, Unified Communications, WLAN, CCTV, and Cytrack.I hold direct responsibility for Tier 1 and Tier 2 Channel go-to-market strategies and expansion efforts across Victoria and South Australia. I manage weekly forecasts and compile pipelines from both direct and indirect Channel reports to monitor performance and identify opportunities.A key objective is increasing market penetration through strategic Channel recruitment and enablement, supported by in-depth analysis of sales and Channel performance. I also collaborate with vendors and partners to generate and promote targeted sales and marketing programs.I engage regularly with Telstra Business Centres, Senior Account Directors, and Account Managers to strengthen partnerships. Additionally, I lead customer and Channel Partner presentations, workshops, demonstrations, product sales training, pre-sales architecture, and solution sales to ensure the successful delivery of ICT solutions. Show less

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  Plant Communications - Samsung Communications

  Apr 2015 - now

  Channel Development Manager Southern Region

  Key Responsibilities: Channel Development ManagerAs a Channel Development Manager in the ICT industry, I focus on Relationship Development and Business Planning with Channel Partners and Resellers. My expertise spans a variety of advanced products, including Samsung IP Telephony, Unified Communications, WLAN, CCTV, and Cytrack.I oversee Tier 1 and Tier 2 Channel go-to-market strategies, leading expansion initiatives across the Southern Region—Victoria, Tasmania, South Australia, and Western Australia. I manage weekly forecasts and compile pipelines from both direct and indirect Channel reports, offering key insights into market trends and dynamics.A core part of my role is driving market penetration through strategic Channel recruitment and enablement, supported by detailed sales and Channel performance analysis. I collaborate with vendors and partners to design and promote sales and marketing programs that foster growth and build long-term relationships.Effective communication is essential, and I engage regularly with key stakeholders such as Telstra, Commander Business Centres, and Telstra Senior Account Directors and Managers. I also lead customer and Channel Partner presentations, workshops, demonstrations, product training, pre-sales architecture, and solution sales, ensuring seamless delivery of ICT solutions.Key Skills:◾ Channel Relationship Management◾ Sales Channel Development◾ Vendor Management◾ Sales Management◾ Channel Strategy◾ Unified Communications◾ Solution Selling◾ Key Account Management◾ Telecommunications Show less

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  CommsPlus Distribution

  Apr 2015 - now

  Channel Development Manager Southern Region

  Key Responsibilities: Channel Development Manager As an experienced ICT professional, I manage relationship development and business planning across a diverse portfolio of products, including Panasonic IP Telephony, Avaya Cloud Office, NEC Unified Communications, Yealink, Grandstream, Fanvil, Access4, CCTV, and other technology solutions.I oversee Tier 1 and Tier 2 Channel go-to-market strategies and drive expansion across the Southern Region—covering Victoria, Tasmania, South Australia, and Western Australia. This includes compiling weekly forecasts and pipelines from direct and indirect Channel reports to identify market trends and growth opportunities.A core focus is strategic Channel recruitment, enablement, and market penetration. I analyze Channel performance to develop targeted sales and marketing programs in collaboration with vendors and Channel Partners.Communication is central to my role, working with key partners like Telstra, Optus, Vocus Group, and Telstra Business Channels, including Direct, Business Centres, and Business Technology Centres. I engage with professionals such as Account Directors, Business Technology Advisors, IT Managers, and Engineers to build strong networks and drive results.Additionally, I actively lead customer and Channel Partner presentations, workshops, demos, product training, pre-sales architecture, and solution sales. My expertise lies in delivering ICT and Cloud Solutions, ensuring alignment with industry trends and empowering partners to achieve success. Show less