SENIOR SALES, MARKETING & BUSINESS DEVELOPMENT EXECUTIVE
Advanced Telecommunications & Technology Products, Services & Solutions
Value: Building direct/channel partner sales teams, capturing key accounts and
delivering double-digit revenue and profit growth in volatile technology markets.
Strategic Planning & New Business Development
VAR/Channel Network Development & Leadership
New Market Development & Positioning
Customer Acquisition & Relationship Management
Merger Integration & Team Assimilation
Strategic Partnering, Alliances & Opportunities
Sales Training, Motivation & Leadership
Sales Budgeting, Forecasting & Reporting
Public Speaking & Presentations
One-on-One & Team Communications
PROFESSIONAL EXPERIENCE
Confidential Company
2000 to Present
Leading provider of communication technologies and solutions enabling enhanced services and network connectivity for diverse application and service providers. $100 million annual revenues.
Director - Americas Sales (2005 to Present)
Director - Enterprise Sales (2003 to 2005)
Director - Channel Sales (2001 to 2003)
Director - Emerging Accounts (2000 to 2001)
Senior Executive - Strategic Accounts - Alcatel, Ericsson, Siemens (2000)
Recruited by Vice President of Sales and promoted rapidly through a series of increasingly responsible sales leadership positions. Key driver of several critical business/market development initiatives that have successfully positioned the company in new markets and helped sustain its profitability during the economic downturn of the telecommunications market.
As the most senior sales executive in the business unit, provide strategic direction, sales leadership and partner alliance management for the U.S., Canada and South America. Sell advanced communication solutions to enterprise accounts, network equipment providers, independent software vendors and OEM application developers. Lead a team of six regional sales executives and five channel partners.
* Led sales team delivering 25% year-over-year growth for 2004 and $37 million in revenue. Produced over 30% of worldwide revenue in 2002 and 2003. Increased 2002 year-on-year revenue by 42%. On track to deliver assigned 38% revenue contribution in 2005.
* Revitalized focus on "out-of-favor" enterprise market, established new business development strategy, won corporate approval and delivered an 18% increase in revenues within first year ($11 million in sales).
* Created first-ever channel partner sales network and built revenues to $12 million annually. Effectively integrated channel network with direct sales team to accelerate market/account penetration.
* Retained by company in 2001 (after only 16 months of employment) following a 50% reduction in sales force (including two "tenured" sales directors).
PROXIMA CORPORATION, San Diego, CA
1998 to 2000
Innovative provider of specialized digital projection technology and multimedia presentation systems for enterprise, government, education and home use. $170 million annual revenues. Acquired by #1 competitor, InFocus, in 2000.
National Sales Manager
Recruited by Director of Distribution Sales to professionalize U.S./Canadian sales organization and strategic channel partner network. Challenged to create a totally integrated sales organization with a clear market focus and strong sales leadership. Managed a team of 10 sales executives and a network of 65 VAR partners.
* Delivered $121 million in sales in 1999, a 41% increase in year-on-year revenue growth and 120% of quota.
* Joined Proxima one month after their acquisition by Norwegian competitor. Given full responsibility for merging two sales teams and creating new coverage model. Captured $14 million in new sales within first six months.
* Recruited Country Manager and transitioned Canada into a separate sales and P&L organization. Resulted in 33% revenue growth within first year.
* Restructured existing VAR program, developed formal infrastructure and accountability, and designed tiered service levels and compensation systems.
ADTRAN, INC., Atlanta, GA
1997 to 1998
Developer of high-speed digital transmission products for enterprise, carrier and Internet customers.
Business Development Manager
Recruited by Director of Business Development for newly created position focusing on development of strategic partnerships, Fortune 500 accounts and OEM opportunities. Leadership interface between regional sales managers, VAR partners and key accounts. Created program that provided $1 million in incremental revenue in first year.
PROTEON / OPENROUTE NETWORKS, Westborough, MA
1995 to 1997
Developer of communication networking software and LAN/WAN products for enterprise customers and ISPs.
Director - U.S. Sales (1997)
Eastern Region Sales Manager (1995 to 1997)
Rebuilt regional sales organization, structured VAR agreements with 12 new partners and increased revenues 15% over previous year (119% of quota). Promoted to design and execute national sales strategy for direct enterprise accounts, VAR partners and large system integrators. Projected $12 million in sales within first year.
Previous Professional Experience:
District Sales Manager, MICOM Communications - Voice, Data, Fax and LAN/WAN Solutions (1994 to 1995)
Led direct/partner enterprise sales team. Delivered 20% revenue growth (138% of quota). #1 sales producer.
Area Sales Manager, Motorola UDS - Data Communication Solutions (1988 to 1994)
Led 5 district sales managers and 6 VAR partners in Midwestern U.S. Delivered 18% year-on-year revenue increase.
Sales Representative, NCR Comten - SNA Front-End Processors and Networking Software (1984 to 1988)
Sold to Fortune 1000 accounts throughout the Southeastern U.S. Twice achieved President's Club.
EDUCATION: B.S., Business Administration, Elon University, Elon, NC, 1983 |
