Global Technology Sales and Marketing Executive
Extensive experience selling and marketing technology solutions to US and foreign governments, cable and broadcast television, radio, enterprise, telecom carriers, and internet service providers (ISPs). First and second tier managerial experience in sales, business development, product marketing and systems engineering. Global business background leading market entry in 23 countries. Direct and channel sales experience. US DoD Top Secret (TS) Security Clearance; TS/SCI eligible.
Experience with multiple technologies including:
Blue Force Tracking
DVB-S/S2
VSAT (star/mesh) satellite networks Vehicle location
C4ISR
Content Management
Subscriber Management
Content Distribution Networks (CDN)
MPEG 1, 2, & 4
Conditional Access and Encryption (CAE)
Telephony switching
SATCOM earth stations
IP networking
ERP/MRP
Network management systems (NMS)
Test and measurement
1/11-Present
Comtech Mobile Datacom Corporation
Germantown, Maryland, USA
8/11-Present
Senior Vice President, Global Sales and Programs
Promoted to lead business development, marketing, product management and program management functions, managing a staff of 11 direct reports and PMO for Blue Force Tracking and Movement Tracking System interfacing with US Army PEO-C3T PM FBCB2.
1/11-7/11
Vice President, Business Development
Developed business plans for three tracking product lines in military and commercial markets. Led business development and capture efforts for US Government ID/IQ contracts including FCSA, GTACS, CTS and SSES NexGen. Implemented companywide capture and proposal processes. Implemented Salesforce.com CRM system for improved forecasting. Earned a performance rating of “Exceeds Expectations”.
4/05-1/11
Intelsat General Corporation
Bethesda, Maryland, USA
10/08-1/11
Director, Global Network Solutions
Sales of government and commercial clients for satellite services. Generated $160.5M in revenues during five year, nine month tenure including $68.9M with DoD through Defense Information Systems Agency (DISA) DSTS-G and General Services Administration (GSA) SATCOM II contract vehicles, $45.9M with Intelligence Community customers and $26M through integrators and major prime contractors to the US Government.
I also sold $15.2M in services to Ministries of Defence (MoDs) in the international market. This was achieved through market entry in 4 NATO member countries: Canada, Belgium, Denmark and Bulgaria and winning new business from existing accounts in France, UK and Germany. I also engaged in business development activities in Norway, Turkey, Greece, Czech Republic, Latvia, Albania, Italy, Spain and Portugal.
Granted SECRET security clearance by the US DOD in June 2005. In October 2007, my clearance was upgraded to TOP SECRET at the request of a key customer.
Earned performance ratings of “Consistently Exceeds Expectations” throughout my tenure.
4/05-9/08
Director, Government Sales
This was the original role title, changed to reflect company emphasis on consultative sales.
7/04-4/05
Independent Consultant
Fairfax, Virginia, USA
At the request of the CEO, I analyzed a software company’s sales and marketing activities, making recommendations to expand revenues and maximize ROI. Recommendations included improved integration between functional departments to increase effectiveness of account development and marketing efforts, lead generation and delivery of new feature sets. Key elements of the plan included: improved forecasting, reduced costs through assignment restructuring and revised bonus programs, identification of target markets for new business development, and leveraging partnerships. Improving the company’s business applications was a key means to facilitate the recommendations.
1/02-7/04
Associated Press
Washington, District of Columbia, USA
1/02-7/04
Director of Sales and Marketing
Hired by this former customer to lead global multi-disciplinary team for the Broadcast Technology Division. Team was comprised of 17 reports: 11 direct reports responsible for international sales and product management and 6 indirect reports responsible for US sales. Direct reports included 6 sales managers, 3 product managers and 2 administrators, including 8 UK-based and 3 US-based personnel. I managed an indirect channel of international systems integrators and global marketing programs. At the end of the first year, my responsibilities were expanded to include membership on division revenue committee.
My primary accomplishment was a 20% CAGR during my two year, seven month tenure for a total 50% revenue increase. I achieved growth through aggressive international market expansion, establishing new customers in 18 countries and a combination of coaching, sales territory realignments and compensation plan modifications. I also established two new indirect channels, agents and integrators, to increase revenues while reducing cost of sales by 67%.
I improved revenue forecasting accuracy, consistently forecasting 98% of actual revenue throughout tenure. I achieved forecasting accuracy by revising forecasting standards and reviewing forecasts for compliance. I increased marketing lead generation 650% by reorganizing our trade show plan. Implemented customer resource management (CRM) system for improved revenue forecasting, competitive intelligence collection, customer status reporting and quote tracking.
To capture new business from US Government, I listed our products and services on GSA eBuy website.
10/99–11/01
Wegener Communications, Inc.
Duluth, Georgia, USA
Director of Sales, United States and Canada
Recruited by Scientific Atlanta colleague to lead national sales team for MPEG-2/DVB products for TV, radio and IP datacasting applications. Team included 3 sales managers and 1 administrator. Customers included: television and radio networks, cable TV system operators, satellite service providers, enterprise customers and US and Canadian government agencies.
Increased revenue by 35% in the first year by restructuring team and focusing on enterprise networks accounts. My team generated over $40M in revenue during my two year tenure.
7/94–10/99
Scientific Atlanta
Norcross, Georgia, USA
7/95-10/99
Regional Sales Manager, Video Networks Sales
Sold $26M in systems revenues from new clients over four year, 4 month tenure. Earned company’s Circle of Excellence award for outstanding performance, achieving 140% of goal. Increased company market share in enterprise networks from 0% to 60%. Responsible for direct and channel revenues for MPEG-2/DVB digital video encoding systems, conditional access and encryption, satellite video receivers and satellite earth stations. Target markets included: cable and broadcast TV networks, cable system operators, service providers, ISPs, enterprise networks and US Government agencies.
7/94-6/95
Senior Account Manager, Asia-Pacific Sales
Led market development efforts in the People’s Republic of China (PRC), establishing Beijing office and implementing market development strategies for data VSAT and mesh telephony satellite networks. In first year of new office, sold over $35M in products to new customer, representing a 3500% increase over previous bookings. Won the delivery of largest VSAT network in China. Target markets included PRC government ministries, state-owned industries and enterprise customers.
12/90-6/94
Cincom Systems
Norcross, Georgia, USA
Account Executive
Market development for manufacturing resources planning (MRP) and database software solutions to discrete product manufacturers in the southeast region.
8/89-11/90
Allied Data Communications Group
Norcross, Georgia, USA
Regional Account Manager
Market development for LAN/WAN systems and premise wiring solutions to enterprise customers in the southeast region. Achieved career first $1M+ sale: a fiber optic network providing campus wide communications for a major manufacturing plant.
11/88-8/89
David Brown Associates
Stone Mountain, Georgia, USA
Sales Representative
Sold datacom, telecom and LAN/WAN systems to enterprise customers in the southeast region.
10/86-11/88
Hewlett Packard Company
Andover, Massachusetts, USA
Systems Engineer
Created systems for Gallium Arsenide Field Effect Transistor (GaAs FET) test and jet engine component stress measurement. Defined system requirements, designed architectures, coded software and integrated solutions for automated manufacturing test and reporting systems.
6/84-7/86
Data General Corporation
Portsmouth, New Hampshire, USA
Test Engineer
Implemented test strategies and programs for new and existing minicomputer systems including the MV/8000, MV/10000 and MV/20000 products.
Presentations
Net-Centric Warfare/Net-Enabled Communication, NATO SATCOM Working Group Meeting, Brussels, June 2006.
IP (SATCOM) Technology, NATO SATCOM Working Group Meeting, Brussels, June 2006.
Professional Memberships
Association of the United States Army (AUSA)
Armed Forces Communications Electronics Association (AFCEA)
Society of Satellite Professionals International (SSPI)
Board member for SSPI Washington, DC chapter 2006
World Teleport Association (WTA)
Washington Space Business Roundtable (WSBR)
Education
MBA, Georgia Institute of Technology, Atlanta, Georgia, USA, 1994.
BS, Electrical Engineering, Purdue University, West Lafayette, Indiana, USA, 1984.
Personal
Born April 15, 1961. Married with two children. Boy Scouts of America adult leader. |
