Hammad Khan
MBA| ITIL | Accredited Solution Architect
Sydney, Australia |Email|
+61413431399 | Professional Portfolio| LinkedIn
CONSULTING SALES ENGINEER - INFORMATION AND COMMUNICATION TECHNOLOGY
Dynamic experienced technical sales professional and expert relationship builder for mid-to-large ICT companies
Facilitating successful entry into target markets and expansion of existing revenue
A top ranked sales leader with proven success driving multi-million dollar sales growth and improving margins across high-value
global accounts. Leverage an expert ability to cultivate strategic business partnerships to maximize immediate and long-term
revenue potential.
Bring to the table an established network and book of business with C-level executives and decision-makers globally.
Demonstrated ability to achieve technical and commercial closure on large complex deals, and build long-standing trusted advisor
relationships with key stakeholders.
PROFESSIONAL COMPETENCIES
Consultative Sales Approach
Technical Sales Methodologies
Identifying Strategic Opportunities
Solution Architecture
Professional Services Sales
Strategic Planning & Execution
Alignment of Solutions to Market Needs
Exceptional Customer Advocacy
Cross-Functional Group Leadership
SELECTED ACHIEVEMENTS AND SKILLS
 Provided technical sales leadership with ANZ tier 1 and 2accounts, with responsibility of annual product/services sales quotas
of above $50 M.
 Ownership of all technical and services sales relationships within assigned accounts throughout New Zealand, Pacific Islands
and Australia, managing a growing pipeline of above $15 M.
 Experienced in supporting and winning Multi-year Manage, Operate and Support Deals valued at or above. $5 M.
 Identified, built and strengthened CEO/CTO relationships throughout ANZ market.
 Trained in owning and responding to multi-million dollar RFXs including full responsibility of pricing and up sell strategy.
 Experienced in creation and management of long term sales pipeline and forecasts.
 Cisco Sales Champion FY15 (~203% of assigned quota) & Chairman’s Club Nominee.
 Cisco Sales Achiever FY14 (~126% of assigned quota).
PROFESSIONAL EXPERIENCE
CISCO SYSTEMS INC.
2013 – Present
Cisco Systems is a $48 billion telecommunications networking company with 75,000+ employees globally. Recruited from New
Zealand by Cisco Systems Australia to drive revenue and sales growth across the Service Provider (SP) accounts in ANZ Region.
Presales Solutions Sales Consultant | GSP Services Sales | Australia & New Zealand (2013 - Present)
 Working in close partnership with Product and Services Account Managers to build and grow pipeline and achieve sales targets
on named accounts.

Responsible for all sales relationships within assigned accounts in Australia and New Zealand

Managing and growing pipeline of between $15-20 M in professional services.

Ownership of technology-specific strategic and tactical solutions for proactive proposals, RFP/RFI/RFT responses, end-to-end
ownership of sales cycle and pricing strategy.

Leadership of solution sales teams to assess customer’s problems and to create complex proposals (proactive, RFP/RFI/RFT)
under tight timeline, managing global teams comprised of solution architects, product management, professional services,
R&D, finance, legal and other team members to create best in class proposals.

Responsible for ensuring a successful implementation of the solution and driving continuous improvements of Advanced
Technologies (AT) services portfolio and customer satisfaction through cross-functional leadership with Marketing, Delivery,
and the AT Practice teams.

Identification, building and strengthening of CEO/CTO/COO relationships within the assigned accounts.

Responsible for improving margins and exceeded satisfaction targets by positioning product lifecycle with customers and cost
optimization.
HAMMAD KHAN
hammadkkhan@yahoo.com| +61413431399
Page 2 of 3
ALCATEL-LUCENT
2008 – 2013
Alcatel-Lucent, a $16 billion telecommunications equipment company with 60,000+ employees doing business globally. Started in
Project Delivery and then moved into Sales.
Pre-Sales Customer Solutions Manager | ANZ & PI Solutions and Marketing | New Zealand & Pacific Islands (2011 - 2013)
 Was responsible for pipeline forecasting, meeting sales targets in excess of $10M.

Was responsible for New Zealand and Pacific account Pre-sales and Business Development.

Owned solution scoping, consulting, representation and pricing for the customer base in New Zealand and Pacific Islands.

Lead the establishment and tracking of architectural customer needs and commitments.

Lead large teams to create complex proposals (proactive, RFP/RFI) under tight timeline, managing global teams comprised of
solution architects, product management, professional services, R&D, finance, legal and other team members to create best in
class proposals.

Executed high-level and deep dive technical workshops to promote company products, solutions and services, presentation of
proposal defense, and negotiation of commercial and technical solutions.

Acted as a point-of-escalation for operational and engineering issues to ensure run rate accounts expectations and needs are
exceeded while identifying new opportunities for growth.
Consulting Sales Solutions Architect | IP Transformation Center (IPTC) | Singapore (2010 – 2011)
 Provided technical sales leadership to assigned accounts with responsibility for large tier 1 operators from India, Sri Lanka and
Taiwan. Annual quotas in excess of$70M.

Closed two large end-to-end Greenfield IP/IMS based wireless network builds worth $154M and $90M respectively.

Ensured accuracy in pipeline and forecast management, exceeding allocated target.
Network Solutions Manager (NSM) | New Zealand (2008 – 2010)
 Provided technical delivery and solutions leadership for Telecom NZ IMS based full IP Transformation program.

Ownership of the technical solution from pre-sales and planning phase through to delivery and handover to operations.

Responsible for scoping and management of the technical project deliverables including architecture, design and delivery.

Ensuring completion and quality management of the Technical Acceptance and Production Readiness Documentation and
Solution Presentation to the customer and ALU Solution Review Council.

Managing communication with the customers, internal stakeholders, 3rd party contractors and project teams to ensure
technical delivery of the solution on time and in budget.
MOTOROLA SOLUTIONS INC.
2006 - 2008
Motorola Solutions, Inc. is an American data communications and telecommunications equipment provider that succeeded
Motorola Inc. following the spinoff of the mobile phones division into Motorola Mobility in 2011. The company is headquartered
in Schaumburg, Illinois with 22,000+ employees doing business globally.
Design Architect (DA) | Spain & Bahrain (2007 - 2008)
 Design authority for IMS Core with design ownership for the core networks in multiple WiMax based deployments in the
region.

Responsible for organizing and conducting design requirement workshops with the customer solution architecture and
technical teams and scoping of the project deliverables based on the gathered requirements.

Presentation and approval of the High Level and Low Level design to the customer for review and approval prior to the
initiation of the deployment phase.
Senior Systems Engineer (System integration Lead) | Pakistan (2006- 2007)
 Acted as Lead Systems Engineer in a high profile complex transformation of a tier 1 EMEA carrier's IP/MPLS and IMS core
network.

Rewarded with a significant achievement bonus awarded to 5% of Engineers working on the project.

Boosted speed to recognize revenue by decreasing the integration interval to ensure rapid project acceptance with electronic
documentation sign off.
HAMMAD KHAN
hammadkkhan@yahoo.com| +61413431399
Page 3 of 3
NORTEL NETWORKS
2004– 2006
Nortel Networks Corporation was a multinational telecommunications and data networking equipment manufacturer headquartered
in Mississauga, Ontario, Canada. At its height, Nortel accounted for more than a third of the total valuation of all the companies
listed on the Toronto Stock Exchange (TSX), employing 94,500 worldwide.
Senior Field Service Engineer (FSE) (Deployment Lead) | Pakistan (2004- 2006)
 Acted as lead deployment engineer fir the first ever WiMax based NGN packet core for a Tier 2 operator.

Lead a newly formed team of 9 engineers and 4 technicians covering the deployment in two major regions of the country.

Lead the acceptance testing with the customer including core functionality, quality and assurance/fulfillment of the overall
core network.
WORLD CALL TELECOM LTD. (OMANTEL)
2004 – 2004
Executive Engineer-Intelligent Networks (IN Prepaid) | Pakistan (2004- 2004)
9278 COMMUNICATIONS INC.
2003 – 2003
Network Design Engineer | New York, USA (2003- 2003)
ADVANCED COMMUNICATIONS LABORATORY, OKLAHOMA STATE UNIVERSITY
2001 – 2003
Research Assistant | IP and Networks Division | Oklahoma, USA (2004- 2004)
TECHNICAL COMPETENCIES
Professional Services, LTE ePC Core, LTE end-to-end architecture, UMTS/HSPA Core, Metro/Small cells, Network Function
Virtualization, Cloud Computing, Software Defined Networking (SDN), Service Routing, IP/MPLS solutions, Digital Microwave Radio,
ACME Session Border Controllers (SBC), RAN Backhaul Solutions, Optical networking, GPON, VoLTE, IMS Networks, OSS Networks,
Trusted Wi-Fi Access solutions, Wireless Performance Management, Wireless OA&M solutions, Big Data, IP/Ethernet OA&M,
Diameter Routing, SIP,Prepaid Billing, TR069 Device Management
SALES & LEADERSHIP TRAINING
An Introduction to Marketing, by Dr. David Bell, Dr. Peter Fader, Dr. Barbara E. Kahn, Wharton School of Business, University of
Pennsylvania, USA; Organizational Analysis, by Dr. Daniel A. McFarland, Graduate School of Business, Stanford University USA; The
Art of Public Speaking, by Dr. Matt McGarrity, University of Washington, USA; Innovation and Commercialization by Dr. Eugene
Fitzgerald, Sloan School of Business, Massachusetts Institute of Technology (MITx), USA; Relationship Selling, Financial and Business
Acumen, Strategic Multi-level Solution Selling, Leadership in High Performance Global Teams, Selling the Business Impact of
Solutions, Decisiveness and Problem Solving in Telecommunication Projects, Leadership Development for Technical Professionals
Alcatel-Lucent Solution Architect Accreditation Program, New Zealand
PUBLICATIONS
Jong-Moon Chung, Hammad Khan, Hooi-Miin Soo, and Jose Soriano Reyes, “Analysis of GMPLS Architectures, Topologies and
Algorithms,” Proceedings of 45th IEEE Midwest Symposium for Circuits and Systems 2002 (45th IEEE MWSCAS’02), Tulsa Oklahoma,
August 4 -7, 2002.
Jong-Moon Chung, Bon-Jin Ku, Hammad Khan, and Whasil Lee, “ Performance Analysis of Interactive Concatenated Coding
Applying Diversity Reception in Mobile Communication Systems,” Proceedings of 45th IEEE Midwest Symposium for Circuits and
Systems 2002 (45th IEEE MWSCAS’02), Tulsa Oklahoma, August 4 -7, 2002.
INDUSTRY CERTIFICATIONS
Alcatel-Lucent Certified Sales Solution Architect; Alcatel-Lucent LTE Certified Network Associate (LTE-CNA), ITIL® Foundation
Certified, Cisco Certified Network Associate (CCNA), Oracle Database 9i Administrator Certified Associate
EDUCATION
MASTER OF BUSINESS ADMINISTRATION (MBA)| Victoria University of Wellington New Zealand
MASTER OF SCIENCE IN ELECTRICAL ENGINEERING (MSEE)| Oklahoma State University USA
BACHELOR OF SCIENCE IN ELECTRICAL ENGINEERING (BSEE) | UET Pakistan