Dynamic, results-oriented business development manager. Twenty years experience selling video solutions to Fortune 1000 companies, multinational corporations and local, state and federal government. Effective communicator, successful in building strong working relationships with customers, partners and vendors. Reputation for identifying and successfully deploying new technologies. Excellent analytical and problem-solving skills.
EMPLOYMENT HISTORY
Consultant, Ashburn, VA
2004 to Present
Audio, data, video and telecom sales and engineering services. Specializing in end-to-end compressed digital video solutions.
* Identify and develop accounts for videoconference service and telecom cost management providers.
* Provide consulting, engineering, installation and special event services.
* Reviewed and monitored telecom network services and costs. Identified cost reduction and network optimization opportunities. Implemented moves, adds and changes. Reduced FBR costs 20%.
2002 to 2004
Vice President and Partner
National intrusion detection, access control and video surveillance service provider. Responsible for sales and operations.
* Launched engineering, programming, installation, service and finance operations of new franchise.
* Initiated and conducted lead searches and telemarketing campaigns. Represented company at networking events and seminars. Increased sales 30% in first year.
* Designed systems and managed installation, programming and repair crews.
* Designed custom video surveillance systems that provided users with local and remote access of live and recorded images over PSTN and IP networks.
2001 to 2002
Business Development Manager
Global audio, data/multimedia and video bridging service provider.
* Established sales and operations for North-America.
* Trained and directed six national account managers. Achieved 120% of quota in first year.
* Streamlined sales process and shortened sales cycle 80%.
* Led sales and engineering team to develop and implement multimedia room templates for Ford.
1999 to 2001
Sr. Consultant/Operations Manager
Telecom consulting and applications service provider (ASP). Responsible for consulting practice account development and ASP operations.
* Managed Concert Communications consulting account. Converted 6 week trial to over 80 weeks.
* Implemented and chaired reviews of service delivery with teams from US, Europe and Asia-Pac, reducing delivery time and failure rate.
* Refined ASP implementation process, applied stringent alpha testing, reducing delivery time 50%.
* Evaluated and selected new hosting provider with improved security, reliability and expansion capacity.
1998 to 1999
Vice President
International videoconference and video surveillance solutions provider.
* Recruited by Business Development Director to establish marketing, sales engineering, strategy and operations for North America.
* Identified and implemented telemarketing campaigns. Improved market awareness and increased sales 15%.
* Developed an upgrade program to improve picture quality and increase reliability with minimal down time. Increased service revenue 20%.
* Spearheaded product definition forums between R&D and key customers, resulting in new PC based architecture with IP capability and reducing cost 50%.
1992 to 1998
System Engineering Manager
International videoconference, distance learning and video surveillance solutions provider.
* Managed custom engineering and distance education products.
* Restructured distance education business that improved feature set, shortened delivery time and increased margin from 15% to 30%. Achieved 130% of quota in 1998
* Initiated and managed redesign of custom multimedia systems that refined options, incorporated new technology, added functionality and increased margin from 5% to 15%.
* Directed software development, hardware design, manufacturing, installation and test teams.
* Directed upgrade to support military encryption.
* Initiated and conducted negotiations with European and Asia Pac divisions to create more consistent product and service portfolio.
1984 to 1992
Sales Engineering and Operations Manager
International videoconference, distance learning and video surveillance solutions provider.
* Offered relocation to US to start and manage manufacturing, installation, service, repair, warehouse and administrative operations in North America.
* Developed first IR remote control, CCD camera and rollabout systems.
* Designed and implemented first multipoint videoconference network in the US.
* Pioneered use of laptop PCs by field service engineers. Reduced diagnostic and repair time 30%.
* Negotiated and implemented flexible compensation program for field engineers extending customer support hours without increasing head count.
SKILLS
* Negotiate and manage customer and vendor contracts.
* Coordinate and create price catalogs, product descriptions and proposals.
* Major account management.
* Integrate voice, data and video technologies for teleconference, distance education and surveillance applications using leased/dedicated circuit, PSTN, ISDN, TDM, ATM and IP networks.
* Develop, plan and run product, operations and maintenance training courses for customers and employees.
* Evaluate, select and coordinate subcontractors.
* Implement and manage AR, AP, payroll, tax reporting and benefit plans. Process business license and permit applications.
EDUCATION
Bachelor of Technology, Electrical Engineering, Brunel University, Uxbridge, UK.
1980 |
