Richard Richardson
Regional Sales Manager, Collaboration at Cisco Systems
- Location
- Singapore
- Industry
- Information Technology and Services
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Richard Richardson's Overview
- Current
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- Regional Sales Manager, Collaboration, Transformational Accounts at Cisco Systems
- Chairman & Board Member of ICT Group (Information Communication Technology) at British Chambers of Commerce, Singapore
- Past
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- Manager Service Sales (APAC, Japan & China) at Cisco Systems
- APAC Services Sales Manager at TANDBERG
- Sales Director, Asia at Logicalis
- Recommendations
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11 people have recommended Richard
- Connections
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500+ connections
Richard Richardson's Summary
Successful senior executive experienced in recruiting, training, and motivating sales and business development professionals whilst delivering significant YOY growth against large revenue targets. Highly motivated with a dynamic yet conscientious approach to tasks. Excellent team builder, coach and strategist.
Specialties
Strategic planning; compensation plans; lead generation techniques; people management; strong negotiating skills, global experience and expertise; strong business instinct and acumen; unified communications; enterprise social software; new business models; cloud; new competitors positioning; sales enablement; architecture selling; CXO relevance; Microsoft compete strategy.
Richard Richardson's Experience
Regional Sales Manager, Collaboration, Transformational Accounts
Cisco Systems
Public Company; 10,001+ employees; CSCO; Computer Networking industry
January 2012 – Present (1 year 6 months) Singapore
Responsible for Collaboration software and solution sales in the largest Enterprise & Service Provider customers for the Asia, India, ANZ, Greater China and Japan theatres.
Key Responsibilities:
● Manage a team of direct and indirect reports; with a target of $48m
● Focus on vertical solutions for key industries: Service Provider, FSI, Oil & Gas, IT Services and Manufacturing
● Align innovative solutions to business transformation initiatives
● Develop Hosted / Cloud Business Case and strategies for SP’s around IP Telephony, Video, Contact Centre and Unified Communications
● Service Creation workshops to clarify how SP’s should package and price offerings
● Accelerate SP success in launching new offerings through Go To Market alignment with Cisco
● Deliver a consistent programmatic approach to seed new technologies through road shows, workshops, POC’s and pilots
● Position Cisco’s innovative cross architecture solutions e.g. Remote Video Experts, UC delivered through Virtual Desktops (VXI) and BYOD
● Leverage Market Intelligence to drive competitive displacement and secure the existing install base against key competitors (Avaya, Microsoft, Genesys, Polycom)
Chairman & Board Member of ICT Group (Information Communication Technology)
British Chambers of Commerce, Singapore
Nonprofit; 1-10 employees; Nonprofit Organization Management industry
September 2009 – Present (3 years 10 months) Singapore
The British Chamber of Commerce is the pulse of British business in Singapore. Our mission is to provide added value to our members by:
• Facilitating the development of our members' business interests in Singapore and throughout the Asia Pacific region
• Raising the profile of British business in Singapore.
• Promoting members' interests with relevant government and business bodies in Singapore and Britain
• Creating productive networking and business opportunities.
• Fostering strong relationships with the Singapore government and business leaders in order to promote British business in Singapore.
• Providing information, preferential purchase schemes and other services, which bring measurable value to members.
Manager Service Sales (APAC, Japan & China)
Cisco Systems
Public Company; 10,001+ employees; CSCO; Computer Networking industry
November 2010 – January 2012 (1 year 3 months) Singapore
Working to transform the value of the network as the visual collaboration platform using a services led engagement to create world class video architectures for clients.
Ensuring Cisco has the correct market strategy, service proposition, partner alignment and scalability to accelerate the growth of TelePresence Video services across Asia Pacific, Greater China and Japan.
Key Responsibilities:
● Manage a team responsible for growing $70m service revenue
● Integrate TANDBERG service sales and delivery teams into Cisco’s organization
● Support and onboard TANDBERG Channel partner’s into Cisco’s processes, tools and culture
● Educate, update and migrate customers on to Cisco service contracts
● Create market awareness of Cisco’s enhanced TelePresence Video services capability post TANDBERG acquisition
● Develop different service models based on customer segmentation, technology maturity and partner capability e.g. Fixed Price models, VAD and AS Subscription
● Establish service led engagements to drive video usage and adoption
● Channel Enablement through education programs, driving opportunity awareness and motivating correct activity
● Improve service agreement attach rates and renewal rates
● Manage Business Process Outsourcers to achieve high service agreement renewal rates
● Increase the volume and value of Cisco Advanced Service engagements through consultative selling into strategic accounts
Key Achievements:
● 2011: Achieved 53% YOY growth; delivering $93m revenue - 113% against target
● Service Renewal Rates achieved 64% (highest ever)
APAC Services Sales Manager
TANDBERG
Public Company; 10,001+ employees; CSCO; Computer Networking industry
November 2010 – December 2010 (2 months) Singapore
Responsible for restructuring and aligning the APAC service sales organisation for optimal integration into Cisco Service Sales.
Sales Director, Asia
Logicalis
Public Company; 1001-5000 employees; Information Technology and Services industry
August 2010 – November 2010 (4 months) Singapore
Logicalis is an international provider of integrated information and communications technology (ICT) solutions and services for the world's leading vendors (Cisco, HP, IBM & Microsoft) with a superior breadth of knowledge and expertise in data dentre, communications & collaboration, and professional / managed services.
Logicalis acquired Touchbase Singapore.
Key Responsibilities:
● Managed client and contract novation from Touchbase Singapore to Logicalis
● Successfully integrated the sales teams of Touchbase Singapore and Logicalis
● Developed account plans to quickly align the correct people to all major clients across Asia
● Identify knowledge gaps in sales team and address with training sessions
● Accelerated inter team collaboration by rewarding solution selling across full technology portfolio
Key Achievements:
● Successful outsourcing contract and business process re-engineering ANZ Bank’s global Contact Centre worth $2.1m; Won in conjunction with SingTel Optus
● Won supply and managed service agreement for ICAP, a global brokerage company, worth $520k
● Successfully engaged with Medtronic, a global healthcare company, for the consolidation of their three IPT cluster and 30 server rooms into a regional data centre. Project worth $3.4m
Sales Director, Asia, Equity Partner
Touchbase
Privately Held; 201-500 employees; Information Technology and Services industry
May 2009 – August 2010 (1 year 4 months) Singapore
Touchbase is a global systems integrator that focuses on business case generation, subsequent implementation and delivery of managed services around voice, collaboration and contact centre solutions to multinational companies.
Key Responsibilities:
● Led a team of 7 sales people and solution architects
● Direct responsibility for managing Touchbase’s largest global accounts in Asia Pacific
● Selection, development and management of strategic alliances across Asia-Pacific
● Mentored sales team on services led engagements, deal structuring and account planning
● Reporting on contribution and profitability of different managed service components
● Improve Touchbase brand awareness through networking, events and marketing
● Package innovative new solutions to maintain competitive advantage e.g. video enablement of contact centre
● Process optimisation for deal bookings
● Co-develop the business case and value proposition for the sale of Touchbase Singapore to Logicalis
Key Achievements:
● 2009: Achieved 21% YOY growth, delivering $8.5m revenue - 103% against target
● Increased gross margin to 47% and net margin to 9.2%
● Developed managed services business to 55% of total revenue
● Won Cisco contact centre project for Barclays Capital worth $800k. Solution involved work flow enhancement and integration to CA CRM, workforce optimisation and quality monitoring
● Won the APAC regional Cisco IPT deployment for 4,500 people at Barclays Capital worth $3.6m with Cisco Meeting Place for a video, audio and web Conferencing Bridge.
● Arranged a contact centre seminar to increase awareness of Touchbase and Cisco’s capabilities in this area, resulting in $3.8m of pipeline
VP New York, Equity Partner
Touchbase
Privately Held; 201-500 employees; Information Technology and Services industry
December 2005 – February 2009 (3 years 3 months) Greater New York City Area
Key Responsibilities:
● P&L responsibility including growth forecast, projected cash flow and net profit expectations
● Redefined company value proposition and messaging with CEO after realignment of strategic partner from Avaya to Cisco
● Led a team of 14 sales people, project managers, solution architects and engineers
● Manage global teams for strategy development, alignment and execution on complex multinational customers
● Executive sponsorship of all major deals
● Incentivise sales people on the acquisition and retention of global clients
● Leveraged Cisco’s promotional programs to maximise profit margins
● Strong focus on employee retention through the provision of clear individual developmental paths in line with company vision
● Creation and development of a team focused on market intelligence and demand generation
● Gained experience in start-up environment
Key Achievements:
● Awarded #1 Business Leader globally in 2008 by CEO
● 2008: Achieved 96% YOY growth; delivering $16.9m revenue - 135% against target
● 2007: Achieved 59% YOY growth; delivering $8.6m revenue - 106% against target
● 2006: Achieved 31% YOY growth; delivering $5.4 revenue - 118% against target
● Increased gross margin to 49% and net margin to 12% by 2008 (primarily through professional service revenue growth)
● 97% renewal rate of managed service contracts
● Client Satisfaction increased to 91%
● Won global supply and managed services agreement with Viacom, one of the world’s largest media companies, for its migration to Cisco IP Telephony and integration to Microsoft OCS for an initial 6,000 users, worth $2.4m
● Won a consultative led disruptive sales campaign resulting in the supply and managed services for Cisco collaboration and enhanced mobility solution at AllianceBernstein (part of AXA group) worth $1.3m
● Won global supply and managed services agreement for PRG (a leading entertainment technology company) for its migration to Cisco Unified Communication worth $1.2m
Senior Business Development
Touchbase
Privately Held; 201-500 employees; Information Technology and Services industry
June 2000 – November 2005 (5 years 6 months) London, United Kingdom
Key Responsibilities:
● Positioning Avaya and Nice technology into a targeted list of financial multinationals
● Managing strategic client relationships to develop new revenue opportunities
● Developed managed services proposition to achieve success without an already established customer base
● Strong sales pipeline management through referral’s, business networking, independent consultancy alignment and cold calling
● Quote generation and order processing
Key Achievements:
● Awarded Equity Partner Status in 2003
● Top Sales Person globally in 2005, achieving £823k (168%) against a target of £490k gross profit
● Top Sales Person in Europe in 2004, achieving £542k (129%) against a target of £420k gross profit
● Won IP Telephony and Call Centre supply and full service outsourcing for Tube Lines, a service provider to the London Underground, worth £800k gross profit
● Won supply and managed services agreement for European customer service helpdesk to Avid, a leading digital media company, worth £325k gross profit
● Won £700k of managed service contracts in 2004, including European contracts for Goldman Sachs and Lehman Brothers
Richard Richardson's Skills & Expertise
- Solution Selling
- Consultative Selling
- Sales Management
- International Sales
- Account Management
- International Business
- Unified Communications
- Managed Services
- New Business Development
- Strategic Partnerships
- Direct Sales
- Channel Management
- Cloud Computing
- Negotiation
- P&L Management
- Team Leadership
- VoIP
- Business Planning
- Cisco
- Telepresence
- Cisco Technologies
- Channel Partners
- Selling
- Go-to-market Strategy
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