Executive Profile
· Highly experienced, successful and resourceful sales and business development executive with experience in designing and executing business plans for selling technical solutions to major organizations.
· Natural business development and sales skills that have been enhanced through extensive experience in managing business development, sales and marketing at regional and corporate level for both start-ups and established advanced technology companies
· Expertise includes:
o Formulating and implementing innovative strategies as well as tactical sales and business development plans. These plans resulted in expanding the companies’ product lines and marketing efforts, yielding significantly increased sales over several years.
o Building relationship, e.g. opening and nurturing key account contacts across vast geographic distances and multiple time zones.
o Winning large customer commitments and negotiating contracts with major organizations in the Americas, EMEA and APR.
o Demonstrating unparallel commitment, taking full ownership for delivery of all aspects of customer’s solution to achieve exemplary customer service.
o Being a highly skilled “hunter” who has connected with and sold to key decision makers. Worked with all levels in customer organization.
o Consistently performed in top 5% of sales organization regardless of products represented or territory covered.
· Initiated and developed business partnerships and synergistic relationships for multiple companies in wide variety of markets. 80% of business booked resulted from these business partners.
· Keen instinct to “sense” and vision market trends and opportunities. Ability to communicate and address those upcoming developments and accelerate growth. This is supported by very strong technical background.
· Opened up, quickly developed and grew new sales territories to be among the best within the sales organization.
· Motivational management style with a record of developing and retaining highly motivated sales teams and distribution networks. Demonstrated leadership during challenging periods.
Professional Experience
VP of Sales and Channel Development 2000–2005
Background and Challenges
Privately owned company that develops and provides leading edge Network Management (OSS) software for large data networks. Bell Canada, SBC, SingTel, KT and TelMex are among its customer base. My responsibilities included developing the entire sales infrastructure, including sales tools, strategies, pricing structure, priorities as well as carrier intelligence and ROI analysis models. Opened initial contacts with major telecom carriers and mapped their organizational structure. Collected and analyzed account intelligence information. Developed and nurtured key contacts in order to uncover opportunities for the company’s products.
Accomplishments:
· Led and accomplished the first sale for the company, for more than $4M, to SingTel (Singapore Telecom), a prestigious global service provider. The sale was accomplished in a very challenging and competitive market environment.
· Led and won projects with major operators, such as TelMex, SBC, Bell Canada, KT and major enterprises, and in a very good position to win projects with others. In 2003 I was a major contributor to the company’s revenue and in 2004 my team and I have exceeded sales plan.
· Started and managed activities with other operators, such as Verizon, Bell South, BT, Telecom Italia, Telefonica, Brasil Telecom and major enterprises. These activities had established the relationships with operators and integrators, and paved the roads for sales that we later won.
· As manager of the global channel development I led the expansion of our distribution network and accomplished steady increase in sales year after year. The global distribution network is based on major system and network integrators, such as Accenture, LogicaCMG, Cap Gemini, Datacraft, Amdocs, NetOne and IBM.
· Led the development of the company’s VAR program, including all legal, commercial and technical aspects, e.g. Knowledge Transfer. The Knowledge Transfer program includes training, demo systems, presentations, extranet, system planner, etc. Facilitated the establishment of the post sales support program, including maintenance services, call centers, etc.
· Strategic partnership and joint marketing and sales activities with software companies, such as Cramer Systems, and Equipment Vendors (TEM) such as Redback, Juniper, ECI and Cisco. Developed relationships with their distribution networks for exploring and developing opportunities for Sheer.
· Defined directions and positioned the company in a very shaky market. I facilitated activities in other areas, such as business development, marketing, product management, etc. Led the reshape of the company around industry’s standards in every aspect of operations.
· With my leadership the company gained market recognition and secured revenue that helped to cross safely a very difficult time.
· Demonstrated unparallel commitment and support. Customers and channel partners indicated that my personal commitment took major part in their decision to buy from Sheer.
Motorola, CGISS Ft. Lauderdale, FL 1999–2000
The division provides wireless voice and data solutions, with annual sales above $250 million.
Director of Business Development for Data Networks and Solutions
Background and challenges
Competition shrank potential growth of the division. Recognizing that the most important asset Motorola has is its customer base, the division’s management asked me to establish business unit that will provide our customers with data solutions for different applications. These applications were not part of the traditional solutions the division used to sell. In addition I needed to educate my organization in thinking and acting as a real System Integrator. That was a major challenge for a very product oriented company.
Accomplishments:
· Created new business unit that in two years increased sales of Data Solutions from $1.5 to $13.5 million. In addition, we leveraged our data solutions to increase sales of other products and solutions from Motorola. Customers addressed to Motorola opportunities that before were not part of Motorola’s “traditional” offering.
· The business unit includes sales, sales engineers and project managers. Developed a leading staff that continues the growth of that business unit after my resignation. This BU is one of the most important arms of the division.
· Identified needs and analyzed market trends. Set strategy, target markets and applications for the Utilities, Public safety and Oil & Gas industries. Some of the solutions supported Mission Critical applications. Developed strategy and managed activities in the OSS (Operating Support Systems) market.
· Explored and supported small companies that enriched our portfolio. In some cases I initiated investments by Motorola.
Motorola Latin America, RNSG Ft. Lauderdale, FL 1994–1999
Private Data Business Development Manager
Background and challenges
I was relocated to Florida by Motorola to increase sales of data product lines in Latin America. The products were not part of Motorola’s mainstream, and in all practicality the sales and distribution aspects had neither the understanding nor the knowledge as how to promote and sell these products.
Accomplishments:
· After one year I established these product lines as equal members in Motorola’s portfolio; made them strategic components in Motorola’s offering. When I was promoted to my next position we had in place a very solid distribution network, which contributed healthy sales in the following years.
· Increased regional sales of Data Products from $200,000 to $6 million. Cleared all past projects that “stung” Motorola and its distributors. Farther more, I helped to establish healthy relationships with customers, which opened opportunities for expansions and additional projects. Other divisions in Motorola used my activities as a role model.
· Developed an additional distribution network for the Data Products that was based on VAR (Value Added Resellers) programs. Ran effective Knowledge Transfer program that included training, road shows, seminars, users’ group meetings and other activities. Taught the new channel partners to identify and address to Motorola opportunities in the wireless space.
· Through my activities Motorola gained additional substantial advantages:
o The data products became the key components for Motorola in wining large wireless projects.
o Laid the foundation for Motorola to act as prime contractor for large data projects.
o Established partnership with global integrators and vendors, e.g. Siemens, ABB, and Honeywell. These companies provide total solutions to the Utilities, Public Safety and Oil & Gas industries.
· Provided customers, channel partners and my organization with unprecedented commitment and level of support. That was a key factor to my success.
Motorola Israel Tel Aviv, Israel 1989–1994
Motorola Israel is a large subsidiary of Motorola Inc., with annual sales of over $1 billion. I was part of the division that owns the data products lines. USPS, FedEx, large utilities and oil & gas companies around the world are users of these products.
System Engineering 1992-1994
I was part of system engineering team that provides global services to Motorola and its distribution for large Data projects. Pre sales support includes response to RFI/RFP and direct pre-sales activities with account teams around the world.
R&D 1989–1992
Engineer and R&D team leader of products in the remote processing (SCADA) market. I played major role in the development of new product line, named MOSCAD. The product, leading in the SCADA market, is vastly in use by major utilities and oil and gas companies all over the world.
Orbit Netanya, Israel 1986–1989
Project Manager
Project Manager of large projects in the avionics and antenna control systems markets. British Telecom, NASA, US Air Force and the Israeli Air Force were among the customers that I served.
Education & Professional Affiliations
· B.Sc. Electrical Engineering, 1986, Ben-Gurion University, Israel
· 1986–Present - Various Sales, Marketing and Management programs. Few to mention:
o System Integration Institute (SII) - Motorola University, Schaumburg, IL.
o Managers of Motorola (MOM) – Motorola University, Schaumburg, IL.
· TeleManagement Forum
· IEEE
Additional Information
Residence: US Permanent Resident
Languages: Fluent English and Hebrew
References
Can be provided upon request |
