Joe Williams

IT Sales

I have 20 years of work experience working in Australia and US with extraordinary mix of technical and business

acumen. I fill the gap between technology and the business world. I am described as energetic, passionate, hard

working, intellectual and creative.

I have effectively evolved from software engineer to a business leader in providing IT solutions for diverse multisector

domain. Some of my key skills include but not limited to understanding of full IT solution, strategic sales,

business development, solution selling, c-level comfort, presentable, visionary, leadership, and carry an

entrepreneurial mind set.

Career highlights include:

• Served as the president of Silicon Valley Java Users Group (USA) with 400 active members

• Review committee member, YOW, Australian Software Developer Conference 2010

Key areas of expertise include

Skill Set

• New Business Development

• Superior Client Relations

• Strategic Planning

• Lead Generation

• Competitive positioning

• Superior Communication

• Sales lifecycle Management

• Sales Leadership

Business solutions covering full IT solution

• IT, Sales, Product Development

• Facilitating global relationships, Value Driven Leadership

• Planning, resourcing and management for global virtual teams

• Business operations including IT, Sales and Business Development

Technical Solution covering full IT stack

• Technical Project Management, Software Development Cost and Effort Estimation

• Product Release Management, Change and Configuration Management

• Enterprise Architecture, TOGAF, SOA, IT Security, SDLC best practice and Cloud solutions

Education

• Masters Degree in IT: Charles Sturt University, Australia

• Bachelor Degree in IT: Charles Sturt University, Australia

Sales training

• Cloud solutions (HP)

• Sales Strategy (HP)

• Negotiation Skills (HP)

• Leadership Training (IBM)

• Rational Portfolio of products (IBM)

• Technical Presentation (IBM)

Joe Williams

contactjoewilliams@yahoo.com

Career

Connexxion

Vimanic Systems

Fujitsu Australia

Hewlett-Packard

IP Australia

IBM

DEWHA

DVA

St George Bank

Australian Customs

IBM (USA)

Sales Overview

Connexxion

Sales target 2 Million

Accounts managed

Key Achievements

Microsoft

Defence

Vimanic Systems

Sales target

Accounts managed

Key Achievements

Defence

Fujitsu

Sales target 2m

Accounts managed

Key Achievements

Defence

HP

Sales target 2M

Accounts managed

Key Achievements

DIAC

DAFF

Centrelink

DEEWR

DFAT

DVA,ATO

IBM

Key Achievements

Defence

ATO

DVA

Centrelink

ABS

Joe Williams

Oct 2015 - current

Dec 2013 - Oct 2015

Aug 2012 - Dec 2013

Dec 2011 - Jul 2012

Dec 2010 - Dec 2011

Dec 2008 - Dec 2010

Jun 2006 - Nov 2008

Feb 2006 - Jun 2006

May 2004 - Feb 2006

May 2003 - Feb 2004

June 2002 - Mar 2003

Business Development Manager

Director, BDM

Sales Executive

Sales Executive

Architect

Pre Sales Architect

Senior Technical Manager

Senior Technical Manager

Senior Consultant

Technical Team Lead

Technical Team Lead

Business Development Manager

Achieved 1.1 Million new business and 2.5 Million contract extensions

Defence, service integrators and FED

Established a working relationship with Microsoft and executed a service panel

agreement.

New business unit acquired, outsourcing extension executed for 2.5M.

Director,BDM

Market penetration and green field establishment

Defence, service integrators and commercial services

Established a working relationship with service integrators like Lacked Martin,

Thales and other system integrators.

Sales Executive

Achieved 1 Million

Defence and National Security

Responsible for Defence central processing tender, and outsourcing contract.

Sales Executive

Achieved 1.8 Million

Federal Accounts, All major and minor departments excluding defence

ITSM

ITSM and Middleware monitoring tools

Testing tools and services

Testing, Application and Middleware monitoring tools

Application and Middleware monitoring tools

Cloud Application Monitoring tools and services

Sales

Sales target 10 million Achieved 11Million

Accounts managed

Federal Accounts, All major and minor departments

Enterprise Architecture tools

Automated Release tools and services

Testing tools

Testing tools, ELA

Testing tool

contactjoewilliams@yahoo.com

Connexxion (Business Development Manager)

I was brought on board to build the consulting services business unit. I have successfully,

• Developed strategies to capture market channels, Introduced improvements in consulting strategies based on

customer feedback

• Hired recruitment and bid management team

• Build relationship and executed service panel agreement with Microsoft

• Negotiated outsourcing extension worth 2.5 Million with defence

• New clients acquired and closed 500k net new business with defence

Vimanic Systems (Director, BDM)

I am responsible for expanding company’s market presence in Australia by developing new client base, representing

the company at client engagements and creating a market presence. I have successfully,

• Developed marketing strategies to capture market channels with new clients

• Developed strategies for the firm by building corporate relationships with customers

• Utilised sales and marketing tools to create brand awareness in the market

• Introduced improvements in business strategies based on customer feedback

• Expanded business along with market share for the firm

• Played key role in company initiatives for developing new projects for future use

• Negotiated with customers and clients on behalf of firm

Fujitsu Australia (Sales Executive)

Was responsible for Business Development of Fujitsu's capabilities for providing solutions in Software, Hardware

and Services to Defence and National Security. I was an advocate for IT solutions and a trusted advisor to the

customer.

• Collaborated with organisations like Thales, IBM, Microsoft, and Oracle in identifying and selling innovative

and cost effective solutions to Defence

• Lead Fujitsu team with IBM for the large Defence tender

• Designed solutions for customer to optimise technology reuse, Minimise cost and innovate

• Provided technical support for the defence contract extension

Hewlett-Packard (Sales Executive)

As an Account Executive, I was accountable for all aspects of sales, business development, and client management.

I was responsible for the HP Software Solutions sales within the Australian Federal Government and linking with

other elements of HP to achieve a coherent strategy and positioning HP Software solutions into Federal Government

departments like DHS, ATO, ADFF, DFAT, AFP, DVA, IPA, DIMIA and others. I effectively prospected clients

and pursued leads to generate revenue growth. Wrote sales contracts, responded to RFTs and negotiated offers and

prepared closing documents.

• Generated increase in revenue, and achieved 200% target for a quarter

• Qualified clients and achieved 80% closing ratio

• Provided customer service and converted leads into sales

• Successfully closed single $900k deal in a quarter

• Collaborated and lead sales initiatives with business partners

• Engaged and built relationship with C level executives at various departments

• Developed, go to market strategy for new HP Software products

• Worked with product managers to define product road map

Intellectual Property Australia (Enterprise Architect)

As an Architect my responsibilities was to advice IT strategic solutions to business units and align IT systems to the

CIO’s strategic plans. This is to facilitate high level of adoption and realisation of EA strategy across Program /

Project level.

• Worked with multiple vendors, performed product evaluation and cost benefit analysis

• Build executive reports and developed suggestion papers

• Developed AS-IS and TO-BE States for business systems

• Developed Security standard and architecture

Joe Williams

contactjoewilliams@yahoo.com

IBM (Pre Sales Architect)

I was responsible for presales sales support for IBM’s Rational Software solutions across Federal Government

departments including Defence. Portfolio of tool-sets included, Enterprise Architecture modelling, Testing, Content/

Assert Management, Development Tools and cloud solutions.

• I have conducted several workshops and presentations to various C level executives in federal government

departments

• Have helped close large Enterprise wide deals valued at $5 Million

• Achieved 110% on target

• Developed strong referral system, which provided continuous, leads for new business development

• Represented in multiple trade shows including Granter

• Registered customers for beta testing of new products

Department of the Environment, Water, Heritage and the Arts (Sr Technical Manager)

The National Pollutant Inventory (NPI) is a collaborative state/territory and commonwealth programme that

Collects, reviews, analysis and publishes emissions data from industrial facilities as well as aggregated diffuse

sources

• As a Technical Project Manger I managed a team of developers, testers and Business analyst

• Facilitated workshops for soliciting domain model, process models and validating high-level requirements

against models

• Lead discussion groups between business and technical teams

Department Of Veteran’s Affairs (Sr Technical Manager)

As a Senior Technical Manager I managed and developed the data matching service between DVA and Centerlink,

the service was provided over the ICON link infrastructure

• Liaison with Infrastructure team, policy team, and security teams to develop system requirements

• Collaborated with stakeholders to design solutions and managed the team of ten members

• Completed the project on time and on budget

St George Bank May (Technical Manager)

As a senior consultant my responsibilities were to manage and support the existing critical system by addressing

various issues like performance optimization, enhancement and add further functionalities as driven by the business

needs.

• Coordinated with internal and external stakeholders and managed software release. Developed functionalities for

Internet Payment Gateway application

• Implemented Visa 3D secure and MasterCard Secure code for Internet Payment Gateway application

• Implemented security module using ERACOM and implemented Disaster Recovery System for IPG

Australian Customs May (Technical Team Lead)

As a Technical Team Lead I facilitated the development team to integrate applications within custom’s domain. It

was integrated using Messaging system, and provided a high level of interoperability and reduction of process time.

• Facilitated discussions between technical and non-technical team members

• Developed High and Low level designs documents for the management and technical developers

IBM (USA) (Technical Team Lead)

IOI was developed to facilitate the semiconductor chip-manufacturing units by providing integrated operating

environment by Implementing messaging system, work flow and rules engine.

• As a technical team leader I mentored the team to CMMI processes and prepared coding and documentation

standards. My responsibilities included building offshore development unit from USA to India

• Interacted with multiple clients, both in technical and business areas.

_____________________________________________________________________________________________________

A RESUME OUTLINING IT EXPERIENCE PRIOR TO 2002 AND UP TO 1995 IS AVAILABLE UPON REQUEST

_____________________________________________________________________________________________________

Joe Williams

contactjoewilliams@yahoo.com