VICE PRESIDENT – SALES AND MARKETING
Sales Executive with experience in delivering aggressive revenue goals globally. A tactical ability to lead under achieving sales teams and help them attain targets with a proven sales methodology. A clear understanding of the entire sales process from forecasting visibility to establishing reference accounts. Experienced executive with measurable success in new product development and opening new markets
KEY QUALIFICATIONS
International Business Development
Technical Products and Services
Organizational Change & Strategy
Multiple Sales Channels
OEM Relationship Building
Opening New Markets
Sales Leadership
P&L Business Unit Management
Strategic Alliances & Management
New Product Development & Brand Management
Strong Team Player & Consensus Builder
PROFESSIONAL EXPERIENCE
Vice President, Global Sales – August 2005 to present. Responsibilities include global responsibility for all sales and sales engineering staff.
• Created new template for forecast visibility and tied this to manufacturing production.
• Created new reseller loyalty program to increase mindshare with partners.
• Created partner business plan template to align partner sales with goals of SAMSys’ revenue targets.
• Grew revenue by 17% over previous quarter.
• Established relationships with key SW vendors such as BEA, IBM, OAT, Globe Ranger and more.
• Established solid relationships with all major SIs such as; Bearing Pt., SAIC, Unisys, Raytheon and more.
• Worked with IT to improve web site and capture data.
• Successfully created and launched bundled solutions, which increased revenue by 23%.
• Closed new Tier one VAR contracts with NCR and IBM.
• Created sales training program for sales team to help them sell emerging technology that is not mission critical to business processes.
President - Blue Water Communications - 2003 to 2005. Blue Water provides and integrates new technologies for First Responders for training, distance education and homeland security applications. As President I was responsible for all operational aspects of company including; sales, marketing, engineering, customer support and hiring all personnel.
• Created grant writing assistance programs.
• Developed seminars on how to navigate through Homeland Security funding.
• Hired lobbyists to work state legislatures.
• Took the company from $0 to over $1 million in less than 18 months.
• Took significant business away from larger companies like Sprint and Verizon.
• Successfully took business away from Sprint even though BWC was 19% higher in price.
• Developed a Dummy’s guide to compressed video and IP for non-technical customers.
Vice President Sales - Tandberg - 2000 to 2003. Promoted. Tandberg is a $500M video conferencing (equipment and services) company. Responsible for $22M in sales. Managed 10 sales managers, engineers plus inside sales and support personnel. Responsible for all marketing in region.
• Set up and managed distribution channels.
• Created a unique, nation wide second-tier distribution channel.
• Identified, penetrated and captured 80% market share of a previously untapped growth market.
• Sat on new product council and helped deliver new systems that opened legal and medical vertical markets.
• Achieved at least 120% of quota every year.
• Established new nationwide consultant advocacy program that introduced products and services to consultants, which brought in over $3 million in new revenue.
• Grew the business 30% quarter over quarter for 10 straight quarters.
• Created a strategic alliance with Cisco and launched a co-branding campaign.
• Responsible for signing VAR contracts with SBC Communications, Verizon, Northrop Grumman.
• Invited to speak at the Communications Manager’s Association in 2001 and 2002.
• Created new sales compensation plan that evened out the peaks and valleys of incoming orders and took the burden off manufacturing for the end of the quarter rush.
Northeast Regional Sales Manager - Tandberg - 1997 to 2000. Invited to join Tandberg after it purchased British Telecom (Visual Images), prior employer. Managed sales in the Northeast. Emphasis on global and key account management as well as finding, signing and training resellers. P&L responsibility.
• Number one sales manager in the world for selling into Healthcare.
• Working with NSA established Tandberg as the VTC company of choice for America’s most secure networks.
• Secured major wins with Spawars, DOD, Navy, CIA and FBI. The White House uses Tandberg video conferencing systems because of the work done with NSA.
• Led the company on a worldwide basis for having the most profitable region every year.
• Was a President’s club honoree every year.
• Took Credit Suisse First Boston away from entrenched competitor. CSFB had done business with competitor for over 4 years and sat on their product advisory council. Took all the business over worldwide in just 14 months. CSFB became the Tandberg’s largest customer and a referenceable account.
• Closed $2 million deal with Wachovia even though they were doing business with the competition for over 5 years and they had a needed feature that Tandberg did not have. I over came this issue by thinking outside the box for a cost of less than 1% of the sale.
Northeast Regional Manager - British Telecom Visual Images - 1993 to 1997. Recruited to this $20B telecommunications company. Responsible for developing resellers in the Northeast with a focus on NYC.
• Managed global accounts (Unilever, Lipton, McGraw Hill, Merck, TIAA-CREF and more).
• Created trade in program that increased revenue by 18%.
• Developed focused seminars that became the template for the company worldwide.
• Increased market share in the region by over 40%.
• President’s club honoree every year.
Career began in 1986 with Video Corporation of America (VCA). Promoted to Sales Manager in 1989. VCA is a systems integrator specializing in design and installation of broadcast television studios, surveillance systems, and audio/video applications for custom boardrooms. My career began as a Territory manager. Based on my stellar performance (was consistently the highest revenue generating salesperson and lead the company in GP% every quarter), I was promoted to Sales Manager.
• Directed 12 sales professionals along with the engineering and marketing departments.
• Landed and managed key accounts including HBO, DOD, Exxon, NBC and GE.
• Instrumental in establishing new systems to decrease costs, increase sales.
• Created marketing and engineering divisions.
• Took the company from $8 million to $24 million in 5 years.
• Landed and successfully negotiated nationwide contracts with Disney and AT&T.
• Created a systems engineering department, which, rather being a cost drain, became a source of profit and customer satisfaction.
• Increased customer satisfaction levels from 2.8 to 3.7 (scale of 1 to 4).
Education – University of North Carolina BA in Communications
IPG customer focused selling seminar using the DiSC method
Holden sales training
Time and Territory Management and Negotiating Strategies from 3M
Technical Sound Design certification by BOSE.
Fundamentals of Data Communications & LANS from Data Tech Institute
Member of RFID Tribe (Professional RFID association)
AMA (American Marketing Association)
ASIS International (Professional Association for Security Professionals)
SIA (Security Industry Association) |
