Felix Phan

About

Felix Phan is an experienced Business Development Manager at Data#3 specialising in acquiring new logos within state government and education sectors. With a background in channel sales from major telcos and IT resellers, he excels at building pipeline, managing deal registration processes, and navigating complex procurement frameworks. He brings seven years of industry experience across telco, energy and utilities, federal government, and retail clients.

Experience

1. 2022-03 — Present

   Current
   Business Development Manager

   Data#3

   Focused on hunting new logos in state government and education sectors across NSW, QLD and VIC. Responsible for building and managing a healthy sales pipeline through targeted outreach, deal registration with key vendors, and leveraging whole-of-government procurement panels.

   • Consistently exceeded new logo acquisition targets by 25%+ in FY23 and FY24
   • Established relationships with key decision makers in NSW Department of Education and various TAFEs
   • Specialist in Microsoft, Cisco and AWS solutions for public sector clients
2. 2019-08 — 2022-02
   Channel Sales Manager

   Telstra

   Managed a portfolio of tier-2 and tier-3 IT resellers and integrators selling Telstra enterprise network, cloud and managed services. Focused on growing indirect sales revenue in government and enterprise segments.

   • Grew channel revenue by 38% in government vertical within two years
   • Developed and delivered partner enablement programs on Telstra's public sector offerings
   • Successfully navigated Commonwealth and State procurement processes on behalf of partners
3. 2017-06 — 2019-07
   Business Development Executive

   Optus

   Hunted new business within the energy & utilities and retail sectors, selling unified communications, mobility and network solutions. Reported into the Enterprise Sales team.

   • Secured 12 new logos in the energy sector including two tier-1 utilities
   • Achieved 145% of annual target in FY19
   • Built strong relationships with procurement teams at major retailers
4. 2016-11 — 2017-05
   Sales Account Manager

   Integria Solutions

   Early career role at a mid-market Cisco and Microsoft partner. Managed existing accounts and developed new opportunities in federal government and commercial sectors.

   • Supported major federal government tender responses
   • Managed key retail and telco customers during transition to larger telco partner

Projects

1. Digital Learning Transformation Pipeline

   2023-04 — 2024-06
   NSW Department of Education · State Government / Education · as Business Development Lead

   Established initial relationship resulting in a $4.2M multi-year deal registration for device and cloud services; pipeline value now exceeds $12M across multiple schools and TAFEs.

   Microsoft 365AzureSurface DevicesCisco Meraki
2. Cloud Migration & Collaboration Tender

   2021-05 — 2022-01
   Department of Climate Change, Energy, the Environment and Water · Federal Government · as Bid Support & Channel Liaison

   Supported partner through whole-of-government panel process resulting in $6.1M 3-year contract win; shortened sales cycle by leveraging existing Telstra reseller agreements.

   AWSMicrosoft 365ServiceNow
3. Field Services Modernisation Opportunity

   2020-09 — 2021-03
   Energy Queensland · Energy & Utilities · as Channel Sales Representative

   Facilitated partner-led sale through Optus channel resulting in $2.8M contract for IoT and field mobility solution; reduced client procurement cycle by 40% through pre-approved vendor panel.

   Cisco KineticMicrosoft Dynamics 365Azure IoT
4. Secure Collaboration Platform Expansion

   2018-11 — 2019-06
   Australian Taxation Office · Federal Government · as Account Development Manager

   Grew existing Telstra relationship into $1.9M expansion project; achieved 100% renewal rate and added education module for 8000+ users.

   Microsoft TeamsAzure ADSecurity & Compliance
5. Retail Network & SD-WAN Refresh

   2018-02 — 2018-10
   Woolworths Group · Retail · as Business Development Executive

   Secured $3.4M deal across 850+ store locations; delivered 35% improvement in branch connectivity performance and reduced operational costs by $420K annually.

   Cisco SD-WANMerakiOptus Enterprise Network Services
6. Campus Connectivity & Security Program

   2023-08 — —
   TAFE NSW · Education · as Business Development Manager

   Developed $2.7M opportunity from initial meeting to registered deal in 11 weeks; currently in final stages of procurement with expected award Q3 2024.

   Cisco CatalystPalo Alto NetworksMicrosoft Intune