Stephen Salmon
Berkshire,UK
Summary
Experienced professional with expertise in IoT/IIoT, cloud/SaaS solutions, SD-WAN, and cyber security, driving digital modernisation and operational efficiency. Skilled in data analytics to provide informed business decisions and telecom network management to optimise connectivity. Adept at developing tailored enterprise solutions, value propositions, and channel partnership strategies to foster growth and innovation. Committed to leveraging advanced technologies to deliver scalable solutions that address complex business challenges.
Overview
20
20
years of professional experience
Work history
Business Development & Channel Lead – IoT, Enterprise
Alarm.com
Remote, EMEA/Asia
2022.01 - Current
- Secured high-value business opportunities with major operators and enterprise clients, expanding B2B2C markets and enhancing revenue streams.
- Motivated internal teams and channel partners, driving $8 million in annual contract value through subscription-based sales.
- Delivered AI-powered solutions for real-time asset monitoring and security, enhancing client operations and safety.
- Maintained fast-moving sales pipeline, achieving quick wins and strengthening market presence.
Business Development & Channel Lead – Enterprise, Telecom, IoT
HID PACS
Remote, EMEA/US/APAC
2020.01 - 2022.01
- Accelerated acquisition of new customers and partners, consistently achieving 100% sales targets while enhancing retention through tailored workflow solutions.
- Led sales of integrated IIoT security access solutions across EMEA, driving market presence and customer engagement.
- Collaborated with teams to refine product features and enhance customer experience, resulting in increased user satisfaction.
Business Development Manager – Mobility, Telecom, IoT Solutions
Tata Communications
Remote, EMEA/Asia/Americas
2015.01 - 2020.01
- Surpassed annual revenue target of $5 million+ through strategic partnerships and targeted sales strategies.
- Formed alliances and increased sales with major telecom and enterprise clients, including Tata, HDS, and Huawei, by delivering secure IoT solutions.
- Led international marketing and partnership programmes to enhance global presence.
Business Development/Channel/Direct Sales Lead
Hitachi Data Systems
Remote, UK/EMEA/Asia/US
2014.05 - 2015.07
- Managed sales for mobility IoT and network infrastructure, targeting key accounts to secure $5.4 million in new recurring revenue.
- Established partnerships and delivered advanced analytics and cloud solutions, enhancing market presence throughout EMEA.
- Increased market share with strategic sales techniques and thorough product knowledge.
Business Development Manager
Allot Communications
Remote, Nordics & Baltics/EMEA
2012.03 - 2014.05
- Drove revenue growth with innovative sales strategies.
- Consistently increased sales of $4m ACV
- Facilitated adoption of cloud and on-premises solutions, enhancing average revenue per user (ARPU) and elevating customer experience for leading operators.
- Managed mobile, fixed, and enterprise accounts to drive growth in smart IP service platforms.
- Executed successful product launches, driving market penetration.
- Fostered client relationships, leading to increased brand loyalty.
- Developed strategic partnerships for sustained growth.
- Led cross-functional teams to deliver complex projects on time and budget.
Telecom Business Director – TMT Lead
Pitney Bowes Software
Remote, EMEA/APAC/US
2008.09 - 2012.03
- Directed sales and strategic partnerships in Telecoms & Media sector, leveraging location intelligence and cloud-based services to enhance market positioning.
- Expanded into emerging markets through strategic alliances with mobile operators and global providers, driving growth opportunities.
- Consistently $5m+ annual growth.
- Fostered client relationships to secure business growth.
- Implemented strategies for organisational change for improved business performance.
- Negotiated favourable contracts with suppliers, reducing operational costs.
New Business Development Director, Emerging Markets & APAC
Setcom Wireless GmbH
Munich, Asia
2006.04 - 2008.08
- Increased market share in Asia-Pacific by generating sales through direct and partner channels, contributing to overall growth. $4.2m ACV.
- Established Setcom as leader in multimedia testing solutions for mobile device certification, enhancing brand recognition and credibility in the APAC market.
- Negotiated contracts, securing favourable terms for company.
- Conducted competitor analysis to stay ahead in a strong market.
- Led team meetings, resulting in enhanced communication and productivity.
- Secured new client partnerships in the APAC region, contributing to revenue growth.
Education
CAA Certified Licensed Engineer - Communications
Royal Navy College, Brunel, and Bristol
Skills
- IoT/IIoT: Connecting devices to collect and share data for improved business efficiency
- Cloud/SaaS (Software as a Service): Delivering scalable solutions via cloud
- SD-WAN: Simplifying and securing improved network management for businesses
- Cyber Security: Protecting digital assets and customer data
- Data Analytics: Using data to drive insights and business decisions
- Digital modernisation
- Telecom network management
- Tailored enterprise solutions
- Channel Partnership Strategies
- Channel partnerships
- Value Proposition Development
Accomplishments
- Developed and implemented a market strategy that increased annual revenue in EMEA by over $5 million—a 30% growth compared to previous years. Achieved this by forming targeted channel partnerships and closing large enterprise deals, which contributed to rising overall market share, with revenues of $19m, and $39m prior.
- Successfully onboarded 10 new channel partners across EMEA/Asia, resulting in contracts worth $8 million annually. This was accomplished through focused partner recruitment and channel program support.
- Earned Presidents Club honors three times for consistently exceeding sales and growth targets, reflecting top performance within the organization.
- Built a strong network of industry contacts, enabling rapid market entry and expansion into new regions and sectors.
Work availability
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Sunday
morning
afternoon
evening
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Location
Berkshire – Open to global opportunities and locations.
Timeline
Business Development & Channel Lead – IoT, Enterprise
Alarm.com
2022.01 - Current
Business Development & Channel Lead – Enterprise, Telecom, IoT
HID PACS
2020.01 - 2022.01
Business Development Manager – Mobility, Telecom, IoT Solutions
Tata Communications
2015.01 - 2020.01
Business Development/Channel/Direct Sales Lead
Hitachi Data Systems
2014.05 - 2015.07
Business Development Manager
Allot Communications
2012.03 - 2014.05
Telecom Business Director – TMT Lead
Pitney Bowes Software
2008.09 - 2012.03
New Business Development Director, Emerging Markets & APAC
Setcom Wireless GmbH
2006.04 - 2008.08
CAA Certified Licensed Engineer - Communications
Royal Navy College, Brunel, and Bristol