Stephen Brasher

Experience

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  Australian Eagle Insurance

  Jan 1985 - Jan 1994

  Analyst Programmer/DBA
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  QSP Financial Information Systems

  Jan 1994 - Jan 2000

  Technical Services Team Leader

  National leadership role for the Technical Services group responsible for all technical functions within the company ranging from Network management to O/S administration and Database administration. Incorporates sizing customer hardware, helping in the selections of hardware for clients when required, installation, configuration and support of associated 3rd party products such as Oracle, Sybase, MF Cobol, and connectivity of the Unix systems into the clients corporate networks. All of which requires an in-depth knowledge of DBA functions and Unix systems administration.• Liaise with other groups within the company to deliver value added service both internally and to external clients involving pre and post sales/implementation.• Project management of technical aspects of QSP Financials implementations, allocating and prioritising resources.• Build client relationships in relation to technical support of systems and networks. Show less

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  LogicaCMG (was MITS Ltd)

  Oct 1997 - Apr 1998

  Senior Technical Consultant

  My main role was to co-ordinate & consult in the areas of Unix and database administration. This included hands on in the areas of performance tuning and general health checks on the various clients systems (including Eastern Energy, Victorian Cytology & Melbourne Port Corporation)

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  Sun Microsystems

  Sept 2000 - Apr 2009

  Part of the Sun Systems Product Practice. Main responsibilities were helping account teams develop the Systems Product sales pipeline for Vic, SA, WA and N.Z. The areas of responsibility for this position were:-• Provided end-to-end solution and product expertise, including Systems products and solutions.• Provided specialised pre-sales leadership, knowledge and deep expertise in specific solutions or products including enterprise consolidation, virtualisation and systems (unix, linux and windows).• Built credibility with customer's executive management team by articulating a crisp understanding of their business issues and the positive impact of Sun's solutions. • Helped account teams drive the sales pipeline development and engagement by focusing on account planning and forecasting of the Systems opportunity pipeline.• Articulated main value propositions for System Solutions as well as product features and functions and comparatively position with competitor products.• Worked with the regional sales teams to identify and create opportunities for Systems Solutions within existing and new accounts. Show less Helped the Systems Product sales pipeline development and engagement nationally:-• Provide technical end-to-end solution or product pre-sales experience and expertise.• Provide specialised technical pre-sales leadership, knowledge and deep expertise in a specific solutions or products to including enterprise consolidation, virtualisation and systems (unix, linux and windows).• Articulate main value propositions for the Practice Solutions as well as product.• Work with the regional sales teams to create and progress opportunities for Practice Solutions within existing and new accounts.• Build client relationships in relation to technical support of systems and networks.• Successful consolidation/virtualisation projects at a number of Sun customers resulting in Enterprise system sales following Sun's consolidation/TCO/ROI modeling methodology. Show less Senior Systems Engineer assigned to the Telstra Account team. Responsibilities included:-• Technical account management consisting of liaising with Telstra technical and management staff.• Delivering Product updates to management and technical audiences within Telstra.• Customer Needs Analysis, System Design and Sales support.• Demonstrate understanding of basic customer business and architecture issues.• Map moderately complex customer architecture and technical problems to technical solutions.• Knowledge of Sun and industry technologies.• Help qualify sales opportunities and establish Sun's position relative to the competition.• Able to articulate the value proposition of Sun products being presented or demonstrated.• Conduct demonstrations of basic functionality and user interfaces of core technology products to small audiences of technical individual contributors and managers.• Knowledge the account organisational structure, decision making process, business goals/objectives, and political landscape.• Influence customers who are making key architectural, and technical decisions.• Maintain a working knowledge of the Sun product line and the competition.• Collect and prioritizes customer requirements with the customer.• Provide product / solution / services expertise in pre-sales, including solution positioning vs. competition, technical and business value propositions, expected selling tactics by competition and recommended counter tactics, solution business value propositions. Show less

  • Technical Product Specialist

    Jul 2007 - Apr 2009

  • Senior Solution Architect

    Oct 2003 - Jun 2007

  • Senior Systems Engineer

    Sept 2000 - Oct 2003
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  NSC

  May 2009 - Aug 2009

  Account Executive

  Responsibility for meeting revenue and Gross Profit targets by:• Identifying Information & Communication Technology (ICT) needs of targeted customers, and drive the sales process to a successful closure.• Develop Account Plans to a suitable standard for all key targeted customers, and update on a regular basis.• Develop short and longer term opportunities within key targeted customers, developed within the framework of an overall Account Plan.• Develop industry specific expertise for nominated target market/s.• Leverage from relationships developed at the NSC corporate level with consultants, carriers, business partners and other relevant third parties.• Adopt a ‘consultative’ approach to the process of analysing, understanding and responding to customer’s requirements.• Prepare and present business proposals (written and verbal).• Produce accurate and timely forecasts on a weekly basis or as otherwise requested by the Sales Manager.• Maintain accurate and up-to-date customer information.• Provide relevant feedback pertaining to the strengths and weaknesses of competitors in the marketplace, eg an analysis of products and services, pricing policies, etc. Show less

• 

  Telstra

  Oct 2009 - Feb 2010

  Infrastructure Architect
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  EB Services

  Feb 2010 - Aug 2010

  Senior Infrastructure System Designer

  Responsible for the provision of high level design, development of Infrastructure product strategy and roadmaps. Some key activities were:• Provide standardisation through the creation of repeatable design patterns• Provide high level design consistent with industry best practice• Establish and maintain Infrastructure Design Methodology• Establish and maintain Infrastructure Design Toolset• Prioritise workloads across infrastructure projects• Provide quality reviews of infrastructure designsResponsibilities included:• Maintaining knowledge of IT trends• Consideration of operational cost and supportability for high level designs consistent with industry best practice• Working with vendors to keep abreast of product strategies• Provide updates to Infrastructure team members of current methodologies and toolsets• Provide QA of new proposal designs, quotes, and estimates Show less

• 

  Oracle Corporation

  Aug 2010 - Dec 2014

  Principal Sales Consultant

  The Principal Sales Consultant is the senior strategic technical consultant to customers and the sales force. Expertise in multiple architectural approaches and technical disciplines acting as a leader, role model and mentor to other pre-sales professionals across the region. The role is to work as a senior team member requiring a deep understanding of the Industry, technologies and product roadmaps.Recognised as a general expert in Oracle and industry technologies with responsibilities in:• Proficiency in specific markets / domains• Mapping customer business problems to technical solutions• Owning the overall architecture of a solution or proposal• Coordinating the architecture and execution with practice specialists, customers and partners• Contribute to the technical communities inside and outside of Oracle• Gathering Customer Needs Analysis and Definition, and provide Cross-System Design• Provide Sales Strategy Support• Key contributor to Account Management• Support Technical and Professional Growth within the team Show less

• 

  VCE

  Jan 2015 - Mar 2016

  Senior Pre-sales Architect

  A consulting Pre-Sales Architect working with various investor companies (Cisco, EMC, VMware) specialising in hybrid cloud and managed services solutions based on converged and hyper-converged infrastructure while incorporating virtualisation/consolidation architectures into Enterprise System sales. Demonstrating how customers can reduce their IT Total Cost of Ownership (TCO) and how VCE’s solutions can improve their Return On Investment (ROI).Recognised as a general expert within VCE and industry technologies with responsibilities in:• Proficiency in specific markets / domains• Mapping customer business problems to technical solutions• Owning the overall architecture of a solution or proposal• Coordinating the architecture and execution with customers and partners• Contribute to the technical communities inside and outside of VCE• Gathering Customer Needs Analysis and Definition, and provide Cross-System Design• Provide Sales Strategy Support• Key contributor to Account Management Show less

• 

  DXC Red Rock

  May 2017 - Dec 2018

  Advisor Sales Solutions

  A consulting Pre-Sales Architect working with Cloud Technologies (including Oracle & AWS) specialising in hybrid cloud and managed services solutions based on converged and hyper-converged infrastructure. Demonstrating how customers can reduce their IT Total Cost of Ownership (TCO) and how Redrock’s solutions can improve their Return On Investment (ROI).Responsibilities include:• Technology and Infrastructure Pre-sales advisor for Sales & Go-To Market Strategy.• Technical Pre-sales for Cloud Solution implementations on Oracle & Amazon Web Services (AWS) platforms.• Hosting customer workshops to extract functional and non-functional requirements.• Develop Oracle Technology architecture solutions aligned to business requirements.• Develop Technology and Infrastructure strategic roadmaps for customers.• Promote innovations in Technology which align with customers business objectives.• Mentoring team members and providing guidance and knowledge transfer in alignment with industry best practices.• Multi-vendor management.• Developing good relationships with business stakeholders.• Applying creative thought to problems and issues. Show less

• 

  Kyndryl

  Jul 2021 - Aug 2023

  Support Kyndryl’s Partner strategy by helping to manage, build, and drive the business partner channel. Responsible for building and maintaining strategic relationships with business partners while managing all the contracts and led generation efforts. Maintain clear lines of communication between AU Market teams and our external business partners.Key AccountabilitiesDrive an efficient and successful business partner relationship, that will result in increases in new pipeline opportunities, performing the following:Manage the business partner channel strategy including all relationships, contracts, sales efforts, GTM strategies, etc. forging long term strategic relationships with Business PartnersDrive new business partner relationships while managing existing pipeline of opportunitiesEffectively enable your assigned Business Partners on how to position Kyndryl Services and sell value while deep understanding where Kyndryl/said Business Partner wins in the marketplace vs competitionServe as the face of Kyndryl to your assigned Business Partners, own local partnership relationships, lead Business Partner and Kyndryl collaboration, manage local processes, and support partnership GTM strategy by sourcing deals and converting leads through partnersCollaborate with Global Alliance Lead and Business Development Executives to identify and scale best practicesEnsure client satisfaction at each step during the pre-sales process and participate in win/loss reviewSupport Account Managers in driving overall account strategy & growth agenda with respect to alliance partners Show less

  • ANZ Alliance Partner Development Manager

    Feb 2022 - Aug 2023

  • Solution Manager

    Jul 2021 - Feb 2022
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  Retired

  Aug 2023 - now

  Retired