John Ayad has over 25 years of experience in ICT sales and consulting. He has a proven track record of developing long-term, profitable relationships with enterprise customers and identifying their needs to provide strategic solutions. Throughout his career, Ayad has focused on putting customers first and exceeding their expectations through his sales skills, knowledge, integrity, and vision. He is seeking a new opportunity to help companies strategically cement relationships with customers through profitable solution selling.

1. Resume John Ayad
M: 040 12 66 868 ¦ E: myjohnayad@gmail.com
79 Scarborough Street Monterey NSW 2217
PROFILE
An ICT industry sales 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, relationships that have proven to be highly profitable for me and my
employer.
Throughout my career I have maintained one key element, the customer is the focus of everything I do,
customers internally and externally. Highly developed sales tools and techniques have made my skills highly
sort after in the market place. My knowledge, Integrity and Vision has brought me to the table as a trusted
adviser in CIO Road Mapping sessions which in most cases have modelled the customer requirements.
As a sales professional, I take great pride in my work and ensure all my agreements that are constructed are highly
profitable and long term.
I would like the opportunity to discuss how my experience can help you become strategically cemented
within your customers.
KEY COMPETENCIES & RESPONSIBILITIES
o Building a profitable 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
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
o Profession Account Management Planning o Target Account Selling

2. CAREER PATH
2013 – Present - Entrepreneur
During my career, significant sales attracted large commissions. Since 2013 I have invested my commission into
businesses, real estate and shares. I also invested a lot of time in understanding the challenges of a business owner
so when I enter into corporate again I have a better understanding of what a business owner, Director CXX faces.
My current situation is I am purely an investor.
Jan 2011 – Dec 2014
iPass, General Manager for Channel and Business Development. I reported to the Director and my role was to
train Telstra Senior Account Executives how to sell the iPass application. I also presented the solution
directly to the end customer. A lot of my training involved Sales Cycle compression, because the
environment inside any large organisation requires lengthy processes and a channel partner like Telstra is
heavily regulated by the ACCC it was necessary to train skills in reducing the length of time in an application
sell sales cycle. Since my appointment the 2 organisations iPass and Telstra become close strategic partners,
sales increased and account plans became aligned.
December 2010 - Dec 2011
Telstra Senior Consultant & Account Executive. I reported to the Sales Director of Mining & Construction.
My role was to close a $120Mil contract with Leighton Holdings and all their subsidiaries.
As the Telstra sales lead, I represented a large bid team and a considerable investment by Telstra. My negotiations
had been directly with the CIO, Jamila Gordon her team and all the CIO’s of the Leighton Holdings subsidiaries.
June 2008 – Dec 2010
Gen-i ICT Senior Client Relationship Manager
I was brought into Gen-i to strategically retain and generate new revenue from what was an exiting customer as
well as manage the full operations for Gen-i into CBA over the two year transition period into Telstra. Spending 4
days per week on site with CBA, and a member of the CBA Operations Integrity Management Board reporting
into the CIO Michael Harte I was able to make even the exiting of a client profitable for my employer. I was also
able to retain business that was discovered to be out of scope
June 2007
AAPT, Senior Business Development Manager
My role was to generate new business. To sell Telco networks to medium size businesses that have not been
visited by AAPT. The networks belonged predominantly to 3rd
parties which allowed me to sharpen my sales
skills. Aggressive targets meant strong strategical Account Planning, engagement timelines and tight
governance to ensure sales pipelines are strong and effective.
My main achievement was the contract execution of 16 councils which had outsourced their IT to us.
June 2006
Telstra Senior Account Executive, reporting to the Account Director
Managing a banking and finance portfolio consisting of 5 large Enterprise Key customers. These customers are
using Telstra services however are shared with competitors. The sixth customer is a 100% Winback customer.
My strategy was to turn all the accounts into 100% whole of business retained and to outsourced their IT&T to
Telstra. Through key engagements at C level and strategic planning, I was able to achieve my objective. Due to
my achievements I was one of a few in Telstra to be admitted into the CEO leaders program
John Ayad
0401266868
79 Scarborough Street Monterey Sydney NSW

3. June 2002 - Telstra Westpac Account Executive
The Telstra Westpac Account Team had just won the Westpac WOB. My role was to build a long term strategic
relationship, at all levels within Westpac. My skills developed in managing the delivery of the agreement by
Telstra into Westpac. A key part of my role was to identify any missed business outside the scope of the
agreement and negotiate it back into the agreement as an amendment.
Westpac had an old network which needed to be updated to meet regulatory requirements particularly around
redundant networking. Most of my time was taken by designing a new network that mirrored the old to ensure
Westpac reduced the risk of down time. New agreements were drawn and signed ensuring the customer
requirements had been met and Telstra grew the portfolio considerably over a short period of time.
June 2000
Telstra Westpac Account, Sales Executive Support to the Account Director
As part of a sales team my key role was to support a common goal to winback Westpac from our competitors. I
was given segments of the Westpac account to compete in and was successful in signing up such a large client
back into Telstra. At the time the Mobile agreement was the largest Mobile agreement in the company. This
allowed me to have a great start in my sales career.
Due to my achievements in this role I was promoted to an Account Executive.
June 1995 - Telstra Credit Management – Responsible for collecting debt from Key customers. My role was to
reconcile all the accounts for large customers like Westpac. Analyse each account and make sure billing was
correct to ensure we maximised Telstra’s cash flow. My negotiating skills had to be sharp
Career Objectives
To be the pinnacle of a sales professional, a master of all things sales, with a focus on sales cycle
compression. To lead by example, to be respected for my sales achievements and how I achieve my sales. I
am able to develop and uncover significant opportunities and influence teams around me why these
opportunities are profitable enough to build a strategy to pursue. I have developed a new sales cycle that
shortens the length of time, from meet and great, to signing of a new agreement.
Knowledge of industry
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.
My most satisfying achievement
Bidding for business worth $120Mil to an organisation which owned a competitor bidding for the same
business and winning.
Other 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
John Ayad
0401266868
79 Scarborough Street Monterey Sydney NSW

4. 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
New Sales
If successful in the first round I would like to discuss how these agreements were successfully signed
Successful BIDS Approx
Leighton Holdings $120,000,000
Transfield $6,000,000
Laiki Bank up sell into Uecomm from Telstra $1,000,000
FuturePlus up sell into Uecomm from Telstra $2,500,000
Avant up sell into Uecomm from Macq Telco $2,100,000
AVON up sell into Uecomm from Telstra& Macq Telc $780,000
CBA Managed Services $4,000,000pa
Relocations 780,000
Upgrades 514,000
Reporting tools 200,000
Licences 150,000
16 Councils $5,000,000
Large Software apps provider. Mobiles $700,000
Key Areas of Strength
Sales Cycle Compression
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
● Creating a new business and concept in an aggressive competitive environment, building a strategy
and taking it into success
● Setting objectives for staff and targets and ensuring they meet the business objectives
John Ayad
0401266868
79 Scarborough Street Monterey Sydney NSW

5. ● Dynamic change in supplier efficiencies and relationships
● An expert in supplier and vendor contract negotiations
● Leading through example
● Close one of the most difficult and complex deals for Telstra 2011 and 2013
● 90% of my clients have allowed me to set-up an office on the customers site due to being a trusted
advisor
● 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 $0
with Optus and $2.8 with Telstra
● Lindeman Island Quantum Leap program
● CEO Leaders Program – Only the highly recommended employees are nominated to go into this
course
● Entry into the Blue Ribbon Executive Program
Referee: Available Upon Request
John Ayad
0401266868
79 Scarborough Street Monterey Sydney NSW

6. ● Dynamic change in supplier efficiencies and relationships
● An expert in supplier and vendor contract negotiations
● Leading through example
● Close one of the most difficult and complex deals for Telstra 2011 and 2013
● 90% of my clients have allowed me to set-up an office on the customers site due to being a trusted
advisor
● 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 $0
with Optus and $2.8 with Telstra
● Lindeman Island Quantum Leap program
● CEO Leaders Program – Only the highly recommended employees are nominated to go into this
course
● Entry into the Blue Ribbon Executive Program
Referee: Available Upon Request
John Ayad
0401266868
79 Scarborough Street Monterey Sydney NSW