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SENIOR EXECUTIVE: SALES/BUSINESS DEVELOPMENT/OPERATIONS
EXECUTIVE PROFILE
As Vice President of Worldwide Sales for a ventured backed video content delivery company, increased revenue from $6 million to $22 million, while building a five region worldwide sales organization, leading to the company being acquired
As Vice President and General Manager for a public telecommunications service provider, restructured sales and support teams growing division to $200 million in annual revenues
As Vice President of Sales and Business Development for an early staged venture backed IP/eCommerce software company, secured major OEM partnerships resulting in the company being acquired
As Director of Sales for a multimedia conferencing manufacturer, implemented new distribution channels and strategic partnerships resulting in the company being acquired
As Vice President of Worldwide Sales took over post Chapter 11 high availability, virtualization software company, increased sales to $10 million, while building a worldwide distribution channel of over 100 partners
As Regional Sales Director of a conferencing manufacturer, secured major service provider and OEM contracts providing key wins leading to IPO
Results-driven executive leading highly motivated and effective sales, marketing, and operation teams. Experienced in all market and industry segments, including Fortune 500/1000 accounts, government accounts and the carrier/service provider/MSO market. Expert in recruiting, building and driving revenues through direct and indirect sales channels, including Value-Added Resellers, System Integrators and Second-Tier Distributors. Knowledgeable business development executive, securing major OEM partnerships, resulting in acquisitions. High-performance sales leader, consistently meeting/exceeding sales and marketing objectives. Successful track record in start-up to large company environments.
PROFESSIONAL EXPERIENCE
Company Confidential 2006
Vice President of Worldwide Sales
Worldwide management responsibility for booking and revenue attainment for company providing disk-based
back-up solutions utilizing direct and indirect distribution channels. Venture capital financed.
Increased customer base 300% in first six months.
High Availability Business Continuity Software Company 2004-2006
Vice President of Worldwide Sales
Worldwide management responsibility for booking and revenue attainment for software based turn-around company providing high availability/fault tolerant solutions utilizing direct and indirect distribution channels. Venture capital financed.
Effective sales leadership and channel program management resulted in consistent quarter over quarter revenue growth; 100% increase in revenue within first year.
Aggressive channel development and marketing; established new distribution channels, first and second tier; increasing number of partners over 500% in first year, 800% second year.
Recruited and staffed worldwide sales team within first year.
Telecommunications Service Provider, Boston, MA 2002-2004
Vice President and General Manager
Managed a $200 million division responsible for sales, service and support to the ILEC, International Carriers, Cable/MSO, and Wireless Carrier/Service Provider markets providing broadband network services.
Strong negotiation and account management secured multi-million dollar contracts with major service providers and large enterprise accounts.
Exceeded all financial objectives in a declining market by providing effective sales and operations leadership.
Company acquired by C-III Communications.
Video Content Delivery Company 2000-2002
Vice President of Worldwide Sales
Worldwide sales responsibilities for start-up company manufacturing networking systems for the enterprise environments and carrier/service provider markets, utilizing both direct and indirect distribution channels. Systems provided real-time content distribution and transport over broadband networks. Company venture capital financed.
Secured multiple multi-million dollar contracts with major carrier/service providers through strategic account management.
Recruited worldwide sales and system engineering teams in difficult staffing environment.
Implemented focused sales strategy exceeding all financial targets; growing revenue 300%.
Developed worldwide sales, training, marketing and partner programs.
Company acquired by Cisco Systems for $374,000,000.
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IP/eCommerce Company 1997-2000
Vice President of Worldwide Sales and Business Development
Worldwide sales and business development responsibilities for start-up company developing Internet telephony switching systems including call center/customer relationship management products targeting eCommerce/eBusiness related environments. Company venture capital financed.
Established major strategic partnerships within first year of operations, while building national sales team.
Implemented worldwide reseller support, training and marketing programs.
OEM initiatives resulted in company being acquired by Aspect Communications.
Multimedia Conferencing Company 1996-1997
Director of Distribution
Responsible for building indirect distribution channel as company changed from direct to indirect distribution strategy for the marketing of multipoint conferencing bridging technology.
Established national distribution channel of resellers within first year of operations.
Implemented national training, marketing and reseller support programs.
OEM activities led to company being acquired by PictureTel Corporation.
Multimedia Conferencing Company 1993-1996
Regional Director
Eastern United States and Canada sales responsibility for start-up company for marketing multipoint bridging technology to OEMs, Regional Bell Operating Companies, Long Distance Carriers, Computer Manufacturers, and Value-Added Resellers/System Integrators. Company venture capital financed.
Top sales producer, executed several multi-million dollar OEM and service provider contracts providing key wins leading to IPO.
Increased sales revenue over 1000% from 1994 to 1996.
Major Telecommunications/Networking Company 1992-1993
Director of Sales, Northeast Region
Sales responsibility for direct and indirect sales channels in the Northeastern United States and Canada to telecommunication carriers, service providers and large enterprise accounts requiring voice processing platforms for enhanced services development.
Increased sales in region 100% within first six months. Member 100% Club for outstanding sales achievement.
Implementation of new marketing program resulted in first competitive system replacement for a major telecommunications carrier.
Major Telecommunications and Computer Company (Fortune 100) 1980-1992
Area Manager, Major Systems Marketing, Norwalk, CT (1991-1992)
Responsible for all strategic and technical sales/marketing and operations/engineering support for large (one million dollars and greater) opportunities for national and international accounts in all industries utilizing both direct and indirect sales channels.
Increased sales 30% within first year, exceeding revenue targets.
Managed senior level personnel responsible for all field related functions.
Area Complementary Resource Marketing Manager, Lexington, MA (1990-1991)
Responsible for the development, implementation and management of new complementary business partner program.
Established programs and policies for requirement definition, recruitment and selection of business partners, application development and distribution.
Branch Manager, Lexington, MA and Providence, RI (1985-1990)
Responsible for all field related functions: personnel, revenue (profit and loss), customer service and support, installation/project management, and system engineering. The following departmental managers were direct reports: Sales, Administration, System Engineering, Customer Service, and Installation/Operations.
1988, 1987 Number One Branch Manager in New England Region for Sales and Revenue Achievement.
1988 Number One Branch Manager in Northeast Region in employee opinion survey.
1985 Number One Branch Manager in Northeast Region in Customer Satisfaction; doubled level within first year.
Member Presidents Club for Outstanding Sales and Revenue Achievement.
Consistently exceeded all financial objectives
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Major Telecommunications and Computer Company (Fortune 100) , cont. 1980-1992
Sales Manager, Providence, RI (1981-1985)
Sales Representative, Providence, RI (1980-1981)
EDUCATION
Masters of Business Administration, SUFFOLK UNIVERSITY, Boston, MA
Bachelor of Science, Business Administration, UNIVERSITY OF MASSACHUSETTS, Amherst, MA
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