Results Driven Strategist: Identifies and seizes opportunities that maximize competitive edge and shareholder value.
Client Relationship Builder: Develops strategic account plans to drive profitable trusted advisor relationships with large enterprise & carrier accounts across various market segments, Fortune 500, government, research & education, IXC, LEC.
Business Developer: Cultivates new revenue streams through precise and well planned partnerships between carriers, equipment providers and user entities that deploy advanced network applications and technologies.
Network Specialist: Negotiates strategic relationships with customers and partners in the VoIP and high performance IP infrastructure space to derive strategic value from networks, including single IP network communications, Wireless, DWDM wavelength services, Virtual Private Networks, security and disaster preparedness.
Channel Developer: Builds channel specific distribution strategies through a combination of direct sales and business partnering programs involving service providers, resellers and OEMs.
PROFESSIONAL EXPERIENCE
QWEST GOVERNMENT & EDUCATION SOLUTIONS, DENVER, CO 2001 TO 2006
Director Business Development, Columbus, OH ... 2005 to April 2006
Responsible for leveraging key relationships with industry partners to drive sales growth into the U.S. research & higher education segments.
§ Instrumental in planning and creating commercially viable value propositions surrounding the successful launch of VoIP Origination, VoIP Termination and VoIP Trunking products to the retail sales channel. Facilitated engagements between higher-ed community & retail sales channel to establish early customer trials for VoIP products and credibility in the segment.
§ Collaborated with engineering and product management organizations to craft a response to the trend of higher-ed moving to a competing model where they were building and managing their own networks using dark fiber, DWDM CPE and carrier neutral collocation services.
§ Spurred the development of dedicated wavelength solutions to dissuade universities from displacing retail carrier solutions.
§ Managed key partnerships with higher-ed community towards acceptance of carrier transport 10x10Gig national wavelength.
§ Collaborated with equipment partners to execute strategies to win regional and national layer-1 & layer-3 networks (Juniper & Ciena).
Regional Sales Director, Columbus, OH ... 2001 to 2004
Responsible for managing a nineteen state sales territory consisting of state government and higher education accounts, including State of Ohio, State of Michigan, State of Indiana and Commonwealth of Pennsylvania. Sales volume of these customers was in excess of $60 million annually. Supervised a team of 10 global account managers specializing in VoIP services and CPE (Cisco, Nortel & Juniper), toll free, LD, private line, Internet.
§ Developed regional business strategy; identified, coached, and managed top talent. Provided performance management and guidance for employee development.
§ Implemented successful regional program to promote launch of brand new VoIP services (hosted and premise based).
§ Established a clear indirect channel strategy that utilized partners to facilitate growth of government & education customers in my region.
§ Achieved goal of renewing the channel’s then four largest long distance voice contracts in U.S. representing $108 million over 3-year period.
§ Implemented a retention program that yielded best performance among all U.S. sales regions in 2002, 2003, 2004.
ERICSSON DATA BACKBONE & OPTICAL DIVISION, BURLINGTON, MA 1999 TO 2000
Vice President Strategic Sales; Austin, TX ... 1999 to 2000
Responsible for recruiting and managing an overlay team to drive VoIP; advanced IP networking, ATM & MPLS solutions into AT&T business units including Wireless, Broadband, and Networks. AT&T Wireless was Ericsson’s largest U.S. account with revenues in excess of $1.7B in FY2000.
§ Drove new sales of high performance IP routers (Juniper), plus edge products from Torrent and ACC acquisitions.
§ Promoted Engine products for AT&T’s wire line integration with wireless infrastructure networks, as well as IP telephony solutions to AT&T Broadband.
§ Orchestrated AT&T technical evaluation of Ericsson's AXD Multiservice ATM switch; led to recommendation by AT&T Engineering team.
§ Ericsson shut down the division in 2001 due to difficult market conditions.
TEK DIGITEL CORPORATION, GERMANTOWN, MD 1998 TO 1999
Executive Vice President, Austin, TX ... 1998 to 1999
Responsible for all sales and marketing in a IP Telephony CPE startup during the early days of the market. Brought one of the industry's first small office integrated router/gateways to market; targeted at the cable and DSL service provider segment.
§ Co-authored the corporate business plan and private placement memorandum, as well as, commercial and financial presentations for customers, investors, and banking agencies.
§ Recruited top-notch talent from Motorola, including company President and Senior Marketing Director.
§ Authored and implemented sales and marketing plan for early market launch of the company’s SOHO voice/data convergence products through partnerships and alliances with various Internet service providers, CLECs, and resellers.
§ Company closed doors in late 1999 due to funding difficulties caused by their listing on OTCBB.
MOTOROLA, SCHAUMBURG, IL 1987 to 1998
National Sales Manager, Internet Software Products Division, Austin, TX ... 1997 to 1998
Responsible for establishing sales and business development function in a small division focused on Motorola's early activity associated with the VoIP market.
§ Member of a close-knit, entrepreneurial team of high achievement Motorolans charged with identifying commercially viable products and services to create a foundation of success for Motorola in the early days of the VoIP market space.
§ Implemented program to target international long distance service providers with VoIP gateway platforms and systems integration services. Resulted in $50 M in new revenue in 1998 alone.
§ Instrumental in the successful launch of Motorola’s VoIP products across worldwide sales channels.
§ Spearheaded effort to establish early VoIP trials with cable MSO’s, contributing to early revenue growth for VoIP gateways and cable modems.
Major Account Executive; Motorola Information Systems, Atlanta, GA ... 1987 to 1997
New account acquisition specialist in Motorola’s data communications CPE division formerly known as Codex, selling their industry leading line of frame relay switches & access devices, IP routers, voice over frame relay solutions.
§ Hunted, closed and managed implementation for several of Motorola’s largest ever-competitive sales campaigns with Delta Airlines, WorldSpan, KinderCare, Genuine Parts, Norfolk Southern, Oglethorpe Power, Cox Enterprises and Compass Bank.
§ Developed a two-state acquisition territory (Georgia/Alabama) into the top producing territory in USA during 1995 & 1996.
§ Motorola Salesman of the Year (1996) with sales of $13 million and 400% quota performance.
§ Exceeded revenue quota for ten consecutive years (1987-1996), and achieved 150% club four times.
§ Established local alliances with VAR’s and carrier partners, and nurtured those into major new distribution channels for the company (AT&T, Sprint, BellSouth, Intermedia and MCI).
EDUCATION
Bachelor of Science, Business Administration, 1981. The Ohio State University, Columbus, Ohio. |
