Peter Zanatta

Carrier Relations Manager, responsible for setting company partnering and purchasing strategies and managing risk through partner portfolio balancing activity and relationship management.
• Drove measurable step changes in relations with strategically important partners: led senior-level dialogue to raise the importance of Adapt, a small VNO, within key partners’ client rankings.
• Delivered cost savings of £500k in 2006 through negotiation of terms with partners.
• Streamlined company purchasing operations to drive cost out of the business, where appropriate, without damaging service levels.
• Renegotiated Master Service Agreements with key partners to establish a continuous performance improvement regime and to lock in long term performance guarantees.
• Managed joint working groups between Adapt and partners to enhance Adapt’s product portfolio with innovative new products.

Sector: Telecom - Internet Products and Services

Business Development Manager – Indirect Sales Channel
October 2002 – December 2004
Business Development Manager for the Norway, Netherlands & UK Sales Director, tasked with support in all areas to maximise revenue streams and minimise obstacles to sale.
• Creating business processes to streamline sales and maximise order processing.
• Revenue analysis and reporting to understand UK sales channel profitability and to set direction and priorities.
• Contract, pricing and service offering negotiation.
• Working at all levels with under-performing dealers to revitalise relationships and encourage growth.
• In-depth analysis of customers’ complex solution requirements and MCI’s ability to add value.

EMEA Carrier Relations Manager
March 2001 – October 2002
• Wrote the business case to support the development of xDSL in EMEA, to fulfill the business requirements of AOL – MCI’s largest global customer.
• Negotiated contracts and rates with local PTTs in Europe. Responsible for $95m of services.
• Provided strategic input into the product management organisation on customers’ future requirements.
• Project-managed the development of a billing tool to ensure accurate and detailed usage reporting for a key wholesale customer.
• Provided technical and commercial input into customer contract negotiations.

AOL EMEA Project/Network Manager
March 1999 – March 2001
• Programme-managed the design and delivery of new network solutions for AOL, including Netscape Online and the migration of legacy networks onto the MCI Dial Access Network.
• Designed custom processes to support AOL’s requirements (e.g. lifecycle support, escalation channels).
• Worked directly with C-Level executives on both sides, managing costs whilst ensuring business objectives of high quality services were met.
• Led technical specification negotiations on new contracts, ensuring that the interests and requirements of both parties were met.
• Delivered an increase in revenue over a 2-year period from $45m to $95m.


Engineering Manager
August 1998 – March 1999
• Programme-managed the successful integration of operational processes of the UK into the rest of UUNET US and Asia Pacific, delivering “follow-the-sun” operations.
• Designed and introduced a UK Network Change Management system to eliminate cases of unauthorised downtime, which were adversely affecting SLAs (Service Level Agreements).
• Responsible for the management of the Field Network Engineering and Network Service Co-ordination departments, managing a team of thirteen to deliver UK network expansion in line with company growth aspirations.
• Supplier/carrier relationship management (Sun Microsystems, Computacenter, WorldCom, BT and C&W).

Network Operations Manager
September 1996 – August 1998
• Programme-managed the formation of the UUNET UK Network Operations Centre (NOC), monitoring UUNET UK and EMEA networks.
• Implemented network monitoring support and escalation processes for the new department.
• Responsible for day-to-day NOC management, managing customer escalations and network fault issues.
• Managed third party contractors and led operational projects including resource allocation and budgeting (budget $1million).

Sector: Telecom Operators