Snap shot of my experience. An industry leader

1. Resume John Ayad
M: 040 12 66 868 ¦ E: myjohnayad@gmail.com
79 Scarborough Street Monterey NSW 2217
PROFILE
An ICT industry professional and consultant, a true strategist and leader in my field. Mastering the art in
identifying customer needs and providing solutions has enabled me to maintain long term relationships with
Key Enterprise customers.
Throughout my career I have maintained one key element, the customer is the focus of everything I do,
customers internally and externally. Knowledge, Integrity and Vision has brought me to the table as a
trusted adviser in CIO Road Mapping sessions.
As a BDM, AE, CRM and Business Owner, my understanding of how to drive a successful P&L is a key factor to
ensuring profitable decisions are made. Experience in taking over failing businesses and turning them into a
success as well as developing start-ups that have become industry leaders in their field GIVES ME THE EDGE.
I would like the opportunity to discuss how my experience can help you become strategically cemented
within your customers.
KEY COMPETENCIES & RESPONSIBILITIES
o P&L o Profitable Solution Selling
o Implementing Contract Deliverables o Road Mapping with Clients
o SLA Management o Service Management
o Identifying Gaps in commercial constructs o ITIL Process implementation
o Service Improvement o Leadership through innovation
o Data Analytics o Identifying Fault patterns within a network
o Self-sufficient o Complex problem solving
o Exceeding Customer expectations o Operations Integrity Management
Professional Development
o Service and Operations Training o CEO Leaders Program (selected
employees that are high achievers in
Telstra to do this course)
o Service Management Training o Professional Selling
o Target Account Selling o How to Gather competitive intelligence
o Strategic Planning o Strategic Selling for the sales
professional
o Professional Sales Program o The differentiating factors
o Target Account Selling courses o OH&S courses

2. John Ayad
02 9593 1529
79 Scarborough Street Monterey Sydney NSW
o Profession Account Management
Planning
o Target Account Selling
CAREER PATH
Present
Business Owner and Director
income of the leading Restaurants &
Café’s in the country
As a business owner, my understanding of how to drive a successful P&L is a key
factor to ensuring the right decisions are made in business deals. Experience in
taking over failing businesses and turning them into a success, developing
start-up businesses that have become leaders in Australia gives me the edge
Jan 2011 – Dec 2014
Position
Direct Report
Role
High Light Achievement
iPass
General Manager for Channel and BD
Director
Consulting business efficiencies
Renewal of Telstra agreement as a channel
My role at iPass was to manage the relationship between Telstra and iPass. iPass
provided an application that allowed Telstra customers to roam globally as a
virtual office in a secure environment. My role was to manage Telstra staff and
provide them with Training to understand the benefits of the application and
ensure the operations for Telstra remote access met the end users expectations.
Any outages, SLA and contract implementation had been managed by me and the
technical support staff to ensure we met contractual obligations
December 2010 - Dec 2011
Position
Company Description
Direct Report
Role
High Light Achievement
Telstra
Senior Consultant & Account Executive
Telecommunications & Managed Service Provider
Director of Mining & Construction
Sales, Portfolio growth, partner alignment
Close a $120Mil contract with Leighton Holdings Telstra asked me to come back
to win this business and I did
As a lead of a large Telstra team I had the responsibility to Win Leighton Holdings
business one of the largest mining companies in the world. Negotiating SLA’s and
T’s and C’s proved to be a task. With a strong Operations and Sales team we
were able to successfully execute a $120 mil deal. My negotiations had been
directly with the CIO, Jamila Gordon, one of the toughest CIOs in the market but
also one of the most professional. Through my interpersonal skills and integrity I
was able to gain the respect and confidence from Jamila and became an advocate
to their business
June 2008 – Dec 2010
Position
Company Description
Direct Report
Role
High Light Achievement
Gen-i
Consultant Client Service Manager
ICT
Head of Client Delivery
To realign Gen-i as a challenger into CBA from the incumbent
Manage the Service Delivery of the whole CBA account and become a member of
the CBA Operations Integrity Management Board.
My task was to manage the full operations for Gen-I into CBA. This role I am
particularly proud of as I spent almost 4 days out of 5 on site with CBA which led
to a request for me to join the CBA Operations Integrity Management Board
which reported straight into the CIO Michael Harte. My role was to manage and
drive the organisation to implement new solutions, review contract obligations
and recommend new and innovative ways of growing their business through the
use of unified comms
June 2007 AAPT Acquisitions

3. John Ayad
02 9593 1529
79 Scarborough Street Monterey Sydney NSW
Position
Company Description
Direct Report
Role
High Light Achievement
Senior Business Development Manager
Telecommunications
Sales Manager
To sell Telco through building strong and trusted relationships with high
profile organisation and build awareness of the Corporate AAPT brand
My objective was to meet new customers and present AAPT’s market offering
and the support mechanism behind it. My main achievement was the contract
execution of 16 councils which had outsourced their IT to us.
June 2006
Position
Company Description
Direct Report
Role
High Light Achievement
Telstra
Account Executive
Telecommunications and ICT
Account Director
To oversee all relationship aspects between Finance and Insurance organisations
and Telstra KAZ
Aussie HL Win back CEO leaders program due to my extensive time at Telstra I
would like to discuss my achievements with you
June 2002
Position
Company Description
Direct Report
Role
High Light Achievement
Telstra
Westpac Account Executive
Telecommunications
Build a long term strategic relationship with the Account
Director
Westpac at all levels of the organisation. To ensure all contract deliverables are
met to the customer’s satisfaction.
Westpac Win back
June 2000
Position
Company Description
Direct Report
Role
Telstra Westpac Account
Sales Executive Support
Telecommunications
Account Director
Sales into Westpac, Westpac mobiles contract, all reporting on Sales, Debtors,
Forecast
June 1995
Position
Company Description
Direct Report
Role
Telstra Credit Management
Credit Officer
Telecommunications
Credit Manager
Debt Collection
Career Objectives
To contribute to the successful growth and management of a sales organisation through leading initiatives
that link business needs with solutions.
Skills, Experience and Personal Attributes
Senior Client Services Manager
As a Senior ICT Specialist, I am responsible for understanding the needs of the client and the needs of my
employer, through this I seek to grow my customers business, both in the short and long term. This is
achieved by linking current and anticipated business needs with technologies available within my
organisation and its partners. I have ensured that business contract deliverables are met at a highly
satisfactory level and due to the customers positive engagement sales became a natural progression for the
client. My ability to understand my customers underlying KPI’s and business needs has made my unique
skills highly sort after in the market.
Knowledge of industry

4. John Ayad
02 9593 1529
79 Scarborough Street Monterey Sydney NSW
I have worked in the communications and ICT industry since 1995. During this time I have development key
relationship and engagement skills at C levels and all other parts of the business both internally and
externally. During my time with Telstra and later Gen-i, the communications industry was transformed from
a monopoly to one with many highly competitive participants. Through all of these distraction, my
customer first approach enabled me to retain and increase sales and revenue. On many occasions it was
my strong relationship with my clients that ensured contract renewals rather than the customer going out
to tender.
Business Management
In my role as a Senior Client Services Manager, I was required to demonstrate a sound knowledge of my
customer’s business, products and market competitors. My strengths lie in my ability to perform in a results
oriented environment, to develop and maintain strong business relationships, to create a strong team of
people working with me, a commitment to quality service and the ability to set and meet targets. I have a
high level of skill in communication and training.
My most satisfying achievement
Taking over business financial structures and turning them into profitable businesses. This was achieved
through understanding what the customer needs are and matching them with the needs of the business.
Achievements
Process improvements in Operations
Increase in Profitable Sales
Ensure all contract deliverables are met at the highest standards. These standards are agreed on between
the client and myself
Increased revenue for the 2006-07 financial year by 5% over the previous year and achieved 124% of new
sales target
Over achieve Sales target yearly
Improved debt position of the portfolio to 90%
Secured 100% of my portfolio’s revenue under contract
Reduced the number of service and billing issue in the portfolio by greater than 80%
Sales adaptation to economic change
Portfolio size
Average portfolio size $14 Million over 6 years excluding Westpac and CBA
Average Acquisition of new customers over a 12 month period 2 major (>5Mil pa) 3 minor (<5Mil pa)
Target achievement consistently over 100%
Revenue Target also consistently over 100%
Retention of 100% of my clients
Customer Relationship Manager Accounts
If successful in the first round I would like to discuss how these deals were sold
Break Down of ONLY New business outside of Telstra Amount pa
Leighton Holdings *********
Leighton and Transfield **********
Laiki Bank up sell into Uecomm from Telstra **********
FuturePlus up sell into Uecomm from Telstra **********

5. John Ayad
02 9593 1529
79 Scarborough Street Monterey Sydney NSW
Avant up sell into Uecomm from Macq Telco *********
AVON up sell into Uecomm from Telstra& Macq Telc *********
CBA Managed Services *********
Relocations *********
Upgrades *********
Reporting tools *********
Licences *********
16 Councils *********
Global Financial Institution sales acquired by white ant strategy
(Confidential and currently waiting Tender)
*********
Large Software apps provider. Mobiles *********
Key Areas of Strength
Closing Sales Business Discussions at a C level
Contract Management Utilisation of Bill reporting tools
Utilisation of Network performs tools Leading Pro-active BIDS
Target Account Selling Communication Joint Management Panels
Sales Reporting Customer Briefs for CEO and Senior Management
Customer service Proposal Writing
Decision making Solution Selling
Leading successful BIDS Professional proposal writing
Relationship Building Sales Reporting
Regulator awareness Sales Strategy Building
Building a successful Strategy
Account Planning DR planning
Career Highlights
● Turning a struggling business into a profitable establishment
● Setting objectives for staff and targets and ensuring they meet the business objectives
● Dynamic change in supplier efficiencies and relationships
● Supplier and vendor contract negotiations
● Leading a team to success
● Close one of the most difficult and complex deals for Telstra 2011
● 90% of my clients have allowed me to set-up an office on the customers site
● Acceptance and completion of the Telstra CEO Leaders Program,
● Achieving targets in all aspects of my career history
● Achieving and excelling over and above my job role, recognition of this is through such company
rewards as overseas travel as part of over achievement in all aspects of my position,
● Highest sales in Telstra and in the top 5 2006-2007
● 5 million dollar per year retention signed for 5 Years at a premium rate - Whole of Business
● Win back of 5 major clients from a tier one career to a tier 3 carrier
● A Whole of Business Client with Optus, $0 with Telstra. A complete win back from Optus. Now
with Optus and *********with Telstra
● Lindeman Island Quantum Leap program

6. John Ayad
02 9593 1529
79 Scarborough Street Monterey Sydney NSW
● CEO Leaders Program – Only the highly recommended employees are nominated to go into this
course
● Entry into the Blue Ribbon Executive Program
Referee: Optus Directors, Telstra Directors Available Upon Request