GLOBAL SALES LEADER / ACCOUNT MANAGER
Successful in leading a large service sales organization to meet revenue and profit objectives by building long-term customer relationships, setting strategic direction, and selling solutions to strategic business partners and Fortune 100 customers. Extensive network communications industry knowledge and experience. Key competencies include:
* Service Sales / Equipment Sales
* Customer-Facing Lead – Contract Negotiation
* Multi-Level Customer Relationship Building
* Global Service Sales Management
* Program and Project Management
* Focus on Customer Satisfaction
PROFESSIONAL EXPERIENCE
Account Manager – Service Sales (2001 – Present)
Responsible for sales, coordination, and management of service contracts for resale partners and several Fortune 100 companies including IBM, HSBC, Xerox, GE, Kodak, EMC, and New York State government agencies and universities. Qualify major opportunities, create demand for future opportunities, and close sales. Manage shared resources in the Service Sales organization, supervising support personnel engaged in contract renewals, advance service quoting, and customer satisfaction.
* Lead customer-facing negotiator for multi million dollar Professional Service and Technical Support service contract negotiations, often involving contact with C-level executives.
* Global responsibility for several key customers – IBM, HSBC, Xerox, and GE – with responsibility for directing service sales teams worldwide.
* Built multi-level relationships throughout customer base, creating the foundation for winning longer-term opportunities.
* Consistently met or exceeded 100% of quota, with 20% annual growth in revenues.
* Awarded Top Achiever at 178% of plan in Fiscal Year 2005, generating $36 million in sales.
Program Manager, Albany, NY (1999 – 2001)
Ensured successful definition, delivery, and overall project management of Professional Services projects. Worked closely with account teams, customers, and partners to define solutions and implementation strategies to create bid proposals for Professional Services. Identified and allocated project management from Company and/or partner organizations. Created customer and partner Statement of Work (SOW) and managed project financials.
* Designed and implemented data networks voice and data providers in New York, Massachusetts, and New Jersey. Held project management responsibility for statewide rollout of optical backbone.
FLEET BANK 1997 – 1999
Manager - Network Provisioning, Albany, NY
Managed newly formed group of seven data communication engineers responsible for all network moves, adds and changes at Fleet Bank. Infrastructure included 1,400 Cisco routers and 70 Stratacom nodes. Scheduled implementation workforce to ensure project success; managed high profile problems to resolution; developed and managed fiscal budget; created reporting matrices and manpower projections; defined staff responsibilities, career goals, and training plans. Served on strategic task forces.
DECISIONONE CORPORATION 1996 – 1997
Manager – IT Outsource – GE Corporate Research & Development, Niskayuna, NY
Managed a 25+ person organization providing 24/7 computing support services to 1,800 clients under contract with GE Corporate Research & Development. Services included hardware, software and systems administration and support for 600 UNIX workstations and 60 UNIX servers with varied operating systems; 1,500 PC and Macintosh computers running the Microsoft Product Suite; 35 Microsoft NT servers, 5 exchange servers, 10 WinCenter Pro servers, and 10 Macintosh servers; two super computers; and a VAX midrange; as well as the Data Communication Network and Help Desk operations.
* Coordinated transition from a multiple vendor service environment to a single vendor.
* Consistently met established objectives for customer satisfaction, contracted service levels, budget, day-to-day operations, and personnel issues.
TAM GROUP INC. 1994 – 1996
Management Consultant, Latham, NY and Boston, MA
Engagement with Community Health Plan – Latham, NY – Worked with management in developing the Data Communications organization. Evaluated and stabilized a multi-protocol network. Instituted TCP/IP network disciplines with an IP address database and DNS. Created a troubleshooting guide for data communication technicians. Coordinated people, processes, and equipment.
Engagement with Beth Israel Hospital – Boston, MA – Evaluated and recommended management tools and strategies for the management of Novell Servers, Cisco routers and assorted hubs. Developed implementation plan, installed and configured HP OpenView to monitor servers and network. Evaluated and recommended TCP/IP to SNA gateway solution.
DIGITAL EQUIPMENT CO. / ATLANTA STAFFING 1990 – 1994
Project Manager – Network Communications, Schenectady, NY
Contracted to GE Power Systems in Schenectady, NY. Responsible for analysis, planning, estimating, designing and implementation of data communications network projects. Managed a variety of projects in the design and deployment of LAN and WAN equipment, cable television equipment, cabling (optical and copper), and routing in a multi-protocol environment. Created detailed estimates and project plans.
ERICSSON BUSINESS COMMUNICATIONS 1985 – 1990
Sales Engineer, Albany, NY (1988 – 1990)
Provided technical support on data terminal equipment to sales representatives and customer engineers throughout the U.S., in IBM, Unisys, and DEC environments. Responded to technical portion of proposal requests. Tested, demonstrated, implemented, and provided training on all new hardware and software products. Represented company at trade shows.
Customer Engineer – Telephony and Data Networks, Albany, NY (1985 - 1988)
As a telephony customer engineer, responsible for programming PBX, maintaining records of customer data, and troubleshooting hardware, software and house cabling. Installed, serviced and tested Microwave equipment, T1 circuits, and channel switching units. As a data networks customer engineer, serviced a customer base of 600+ terminals with a two-hour response time. Responsible for installation and maintenance of cluster controllers, data terminals, printers and personal computers.
COLECO INDUSTRIES 1982 – 1985
Senior Electronic Technician, Amsterdam, NY
Performed and supervised the technical evaluation of computer hardware components prior to assembly, as well as completed systems. Supervised 10 technicians; collaborated with design engineers.
EDUCATION AND CERTIFICATION
CISCO SYSTEMS
Cisco Certified Design Associate (CCDA), 2001
Cisco Courses – Consultative Selling, Making the Executive Connection, Value Selling, Strategic Account Planning, Financial Fundamentals, CXO Relevance, Cisco Products and Services, 1999 – Present
BRYANT COLLEGE / PROJECT MANAGEMENT INSTITUTE
Project Management Certification, 1999
FLEET FINANCIAL GROUP
Leadership and Technical Courses – Managerial/Strategic Leadership, Public Speaking, Information Mapping, and Microsoft Project, 1998 – 1999
STATE UNIVERSITY OF NEW YORK AT ALBANY
Telecommunication Management – Data Communication (local and wide area networks); Network Design (throughput analysis and response time calculating); Telephone Systems/Service; Systems Acquisition (writing request for proposals, contract negotiating); and Voice Network Design (traffic routing, analysis, and service calculating), 1988 – 1989
UNION COLLEGE
Electrical Engineering Courses, 1985 – 1986
ATLANTIC TECHNICAL CENTER
Certificate in Electronic Technology, 1981
COMMUNITY INVOLVEMENT
Volunteer – Habitat for Humanity; Coach – Little League Youth Soccer
Participated in the Marine Corps Marathon in Washington, DC; the Vermont City Marathon (3 times) in Burlington, VT; the Steamtown Marathon in Scranton, PA; a Half Ironman Triathlon in Geneva, NY; and multiple bike rides supporting local and national charities. |
