Position	Senior Sales Executive & General Manager
Location Confidential	No
Location	No preference
Willing to Relocate	Yes
Industry	Communications--(Phone-/-Cable-/-Satellite)
Function	SALES-MANAGEMENT-and-SALES
Compensation	$250,000 to $500,000
Resume Summary
Senior executive with 20 years of experience in global sales and general management with Nokia Siemens Networks, Nokia, Ericsson and, most recently, a VC early-stage software company. Experience encompasses full P&L responsibility for market penetration, operations, product rollout, and aftermarket
Resume Body      SENIOR SALES EXECUTIVE & GENERAL MANAGER
James C. O’Brien 21 Charter Street # 101 • Boston, MA 02113 • +1 (919) 889-1129 EHGINC@YAHOO.COM Senior Sales Executive & General Manager Extensive Experience Building, Expanding, and Revamping Global Sales and Market Operations Country General Management, $100M+ P&L | Channel Partner Development | Tier 1 Carrier Entry VC Stage Companies | U.S., LATAM, EMEA, ASIA | Spanish, Portuguese | MBA, BSEE Senior executive with over 15 years of experience in global sales, business development, and general management with Nokia Siemens Networks (NSN), Nokia, ADC Telecommunications, Ericsson and, most recently, an early-stage VC funded Software Company. Experience encompasses full P&L responsibility for market penetration, sales operations, product rollout, and aftermarket support; Revenue management exceeding US$100M; Strong background in US & emerging global markets; MBA, BSEE, fluent in Spanish and Portuguese. QUALIFICATIONS SUMMARY • Senior sales leadership and P&L management roles for world-class companies including Nokia Siemens Networks, Nokia Networks, ADC Telecommunications, and Ericsson; revenue management exceeding US$100M; • Expatriate experience as NSN Country Director and General Manager for Mexico and Central America with responsibilities that encompassed corporate governance and country P&L management; • Capability of building cross-cultural relationships at senior executive level (CEO/COO) through partnership and value driven sales approach; • Short and long-term strategic planning & execution; highly skilled in leading global start-up initiatives and business turnarounds; • Channel building expertise, with talent for aligning key decision makers with business objectives, and solidifying professional relationships with results; • Proven ability to identify and capture strategic market opportunities through understanding the customer needs and decision-making criteria; strong background in team mentoring and training to achieve peak staff performance levels as well as relationship building; • Plan and conduct high-impact presentations; experience in proposal development and identifying, creating and managing strategic partnerships with Fortune 500 customer organizations; • Strong leader with the ability to identify and execute creative business products/solutions, motivate staff, improve profit center performance and streamline operating procedures. PROFESSIONAL EXPERIENCE VANU, Inc. 2008 – 2009 Vice President, Worldwide Sales, Cambridge MA, Oct. 2008 to Nov. 2009 Top-tier venture capital funded, Software Company with operations in the U.S. and India. Technology leader in the development of Software Defined Radio (SDR) and software services for wireless carriers. • Forged strategic development and co-marketing alliances with OEM partners for hardware RAN solutions running on the Vanu software radio platform. • Expanded the US sales organization into a global sales organization targeting international markets through channel partners. NOKIA / NOKIA SIEMENS NETWORKS 2005-2008 Country Director & General Manager, Nokia Siemens Networks, Mexico City, Feb. 2005 to Feb. 2008 Responsible for corporate governance and the oversight of horizontal business support areas for 300 person local country organization. Oversight of compliance, country F&C, human resources, workplace resources, purchasing, security, government relations, and community relations. Combined role as top account executive for Telefonica (TEF) in Mexico and Central America. Led all aspects of the business with TEF including marketing, sales, F&C, logistics, professional services, and customer care – with region P&L responsibility. • Under my leadership, over a three-year period the region revenue increased from US$32M to over US$100M, with strong bottom-line performance. • Elevated customer engagement to CEO/COO level in region. Introduced financial value base marketing tools to sales force - all major proposals accompany financial business model. • In 2006, the TEF Panama account scored 1st and TEF Mexico scored 8th in Nokia’s annual customer satisfaction survey (out of 180 accounts globally). The TEF Mexico team was also recognized with a Customer Service Excellence award. • Re-instated Nokia as a provider of GSM/EDGE telecom implementation (TI) services for TEF. Grew TI services business from 15% of sales to over 35% of sales in two years. • Led new country entry into Panama by securing contract to deploy GSM for newly acquired BellSouth properties. Built local organization from the ground up while successfully deploying GSM network and maintaining the highest level of customer satisfaction. ADC TELECOMMUNICATIONS/AXCERA 1998-2004 Vice President of Worldwide Sales, ADC Telecommunications/Axcera, Pittsburgh PA, Feb. 2002 to Apr. 2004 Moved over from ADC to manage worldwide sales organization of the new company formed from the divestiture of the ADC Broadband Wireless Group. In charge of sales, business development, and channel partner activities. Member of senior management team. • Restructured the ADC business unit to report positive EBIDTA on $40M in sales after only 6 months of operation. Prior to its divesture, the ADC unit was reporting an operating loss of $20M per year.. • Negotiated OEM/Integrator agreement with Wimax technology partner. Hired, trained and motivated a high performance sales and channel partner organization to launch new WiMax solution globally. • Closed major international contracts for deployment of wireless video systems in Canada, Mexico, Brazil, Chile, Australia, China, Venezuela, Ireland, Sweden, Poland, Russia, Philippines, Africa and Pakistan. Achieved leading global market share in video systems. Director of Worldwide Sales, ADC Telecommunications, Pittsburgh PA, June 1998 to Feb 2002 Recruited from Ericsson to lead the global sales organization for the Broadband Wireless business unit. Initially managed 8 sales/support staff that grew to team of 20 in 4 years. Business lines include Broadband Wireless (Wimax), MMDS systems and Broadcast systems. • Established US market leadership by securing first Sprint, Worldcom and BellSouth Wimax deployments with 100% YOY increase in revenue to $80M in 2000. Competitors included Nortel Networks and Cisco Systems. Positioned company as leader in broadband wireless space. • In 1998, re-aligned sales force to address growing international opportunities and declining domestic market. Increased revenues in declining MMDS video market by increasing market share and expanding overseas. Percentage of international revenue grew from under 20% in 1997 to 60% in 2000. • Achieved leading global market position in MMDS video systems by formed in-country sales and service partnerships. Expanded to new global markets using a lower cost product structure and services model. ERICSSON 1992-1998 Area Business Manager for Latin America, Ericsson, Boca Raton FL, Jan. 1996 to June 1998 Responsible for all aspects of the Private Radio Systems business unit in Latin America including sales, marketing, systems engineering, project management and customer service. Cross functional team grew to 50+ direct and indirect reports. • Led the growth of PRS region revenue from $26M to $120M in 6 years by leveraging Ericsson TDMA technology into ESMR markets. Competed with Motorola’s IDEN technology deployed by Nextel. • Increased region profitability, while improving customer service, by incorporating sales incentives based on overall project performance including profitability targets, schedule, and customer satisfaction. • Opened and managed Ericsson’s office in Boca Raton, Florida. Regional Sales Manager for South America, Ericsson, Lynchburg VA, June 1995 to Jan. 1996 Territory sales manager for Enhanced Specialized Mobile Radio (ESMR) and Land Mobile Radio (LMR) markets in South America. Marketing Manager, Ericsson, Lynchburg VA, Jan. 1992 to June 1995 Marketing Manager for Enhanced Specialized Mobile Radio (ESMR) technology and solutions. EDUCATION Master of Business Administration (MBA), University of Florida, 1997 Bachelor of Science in Electrical Engineering (BSEE), North Carolina State University, 1992 Fluent in Spanish & Portuguese
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