SENIOR TELECOM SALES AND BUSINESS DEVELOPMENT EXECUTIVE
Performance-driven executive with a strong track record of success in developing and implementing business-to-business strategies that accelerate sales and drive top line growth in highly competitive markets. Innovative team leader, adept at identifying strategic market sector opportunities and deploying team resources to rapidly capture new revenue streams. History of accepting full strategic and tactical responsibility for leading corporate growth initiatives.
CORE LEADERSHIP QUALIFICATIONS
• Organizational Leadership
• P&L Management
• Key Account Management
• Staff Building & Development
• Sales Planning & Forecasting
• Multi-Year Contract Negotiations
• International Business Development
• Market Segment Development
• Matrix Management
• Top-Percentile Sales Performance
• Relationship Building
• Marketing/Sales Plan Development
PROFESSIONAL EXPERIENCE
2007 to present VP Sales
Venture funded, private, software company that manages the delivery of media and content files to any location across any network. Charged with building the Service Provider sales channel, includes sales to telco's, cable cos, CDN's and Satellite companies worldwide.
2002 to 2007
National facilities-based telecommunications service provider acquired in January 2007 for $1.4B. Nationwide Fiber optic based network deploying Corvis, Infinera, Nortel, Cisco, Juniper, Tellabs and others to support customer networks.
Vice President - Carrier Sales Channel (2003 – 2007)
Charged with full P&L responsibility for the “Strategic Accounts” segment of the Carrier Sales Channel that includesTier-1 domestic and international telecom carriers, the top 10 largest cable companies (MSOs), large media/satellite companies, and other key service providers. Reported to the president of sales in overseeing the planning, management and implementation of all activities that drove the development and growth of this highly visible sales channel accounting for approximately one-third of the total carrier/wholesale revenue plan at $82M per year. Directed the performance of segment to ensure that the financial objectives were met or exceeded. Managed staff of 12 Sales Directors, and their support teams, based in regional markets across the U.S.
• Built team of highly-experienced, geographically dispersed telecom sales professionals to drive new sales revenue from key vertical industry segments including Cable/MSO, IXC/Independent Telcos, International/PTT Telcos, Media/Content/Satellite, and emerging carriers. Led team to rapidly embrace new products and services and capitalize on new potential revenue streams.
- Created new industry-aligned sales focus representing the strongest market growth segments and developed focused solutions that specifically addressed the needs of these industries.
• Directed sales team to target new opportunities for core products and custom product builds that enabled the segment to the highest quota, the highest average gross margin per customer, and the 2nd highest average billing revenue per representative.
• Achieved a 123% annual growth in revenue for IP and private line service for 3 consecutive years (2004, 2005, 2006), a 155% growth in Voip services and a 110% growth in Media/content services in 2006.
• Secured the largest new VoIP services and the largest carrier Media Broadcast services contracts in 2006.
• Developed innovative interdepartmental team that drove a 12% year over year increase in international sales while lowering sales related expense and international network cost by 20%.
• Served as integration team member during the acquisition of Focal Comms in 2004.
• Won key network contracts with major international companies, list available upon request.
Sales Director (2002 – 2003)
Initially recruited by President of Wholesale Markets to manage the Eastern Region ( Maine to Florida), for the wholesale markets division. Managed team of 8 Regional Managers responsible for selling services to telecommunications companies, ISPs, resellers and VARs.
• Recipient of President’s Circle and Inner Circle annual recognition awards in 2003.
• Improved quota attainment per sales representative by 31% by repositioning and redeploying staff from a geographically-based model to a vertical/industry-focused model.
2001 to 2002
Venture-funded company (now Corente) that delivers integrated, modular software solutions that rapidly and securely simplify the delivery and management of distributed business applications over IP networks.
Director of Global Business Development
Developed and implemented marketing initiatives for developing business opportunities for IP enabled services with Service Providers, ASPs, and Fortune 500 companies located throughout North America and Europe.
• Achieved 109% to plan for 2001. Plan included number of service trials, installs, billed revenue, partnerships and referrals.
1998 to 2001
Pioneering, facilities-based, national CLEC DSL access provider founded in 1997 and brought public in 1999 with initial $3 B market cap, later acquired by ATT in 2001.
Executive Director of Sales – Eastern USA Region
Planned, developed and managed National Accounts channel sales force targeting a customer base of major Network Service Providers (NSP), Internet Service Providers (ISP), Incumbent Local Exchange Carriers (ILEC) and Competitive Local Exchange Carriers (CLEC) in the Eastern U.S. Managed team of geographically dispersed sales and service professionals responsible for the qualification and acquisition of accounts, network implementation, and ongoing relationship management.
• Negotiated large, multi year contracts with customers, including the Verizon contract which was one of NorthPoint’s largest and most strategic. Contract values ranged from $1mil to $9mill annually
• Recipient of multiple performance awards for individual and team performance including Top Regional Manager in 1999 and Top Branch for Q2 and Q3 of 1999.
• Hired and structured initial sales organization for VersaPoint, a European subsidiary headquartered in Amsterdam, one of the first pan European DSL providers in Europe.
- Launched the network with 8 partners/distributors in June 2000.
• Opened and staffed first U.S. field sales office as Regional Sales Manager.
1988 to 1998
Second largest interstate communications service provider in the US in 1999, sold to WorldCom in late 1999 and sold once again to Verizon in 2006.
Senior Manager (1995 – 1998)
Launched and managed group of 21 sales, service and technical professionals selling MCI local services to Fortune 500 companies throughout the New England area in addition to supporting 53 account managers and selling directly to end-user commercial accounts. Coordinated all activities and management functions essential for achieving sales plan that included customer support, operations, technical engineering, marketing, financial, legal, and sales management personnel.
• Achieved Highest sales plan attainment in Eastern Region in 1997 with 189% revenue growth.
National Accounts Sales (1988 – 1995)
Developed, maintained and expanded relationships with new and existing major accounts to achieve targeted sales growth for market-leading products and services consistent with the strategic business plan. Managed overall performance of account team which consisted of sales, service and technical professionals.
• Achieved 210% to sales plan in 1995, ranking in the top 15% of peer group across the country; generated account base revenues of $12 million vs. national average of $6 million.
• Recipient of multiple awards for top performance including MCI “MASTERS” winner in 1994, 1995 and MCI “Chairman’s Inner Circle Award” in 1992, 1993.
EDUCATION
Master of Business Administration
Bentley College Graduate School - McCallum School of Business, Waltham, MA
Bachelor of Science in Business Administration
University of Massachusetts - Isenberg School of Management, Amherst, MA |
