SUMMARY:
Accomplished telecommunications sales hunter with a successful background in developing new clients, growing existing clients and partnering with direct and channel sales teams to increase incremental results and revenue.

PROFESSIONAL EXPERIENCE:

Confidential,Atlanta, GA December 2008 July 2010

Business Development Manager, North East Regio n

• Hunted for new incremental business opportunities by generating: 75 cold calls per day to enterprise companies with 200-1000 employees
• Created and Generated 5-6 new sales leads per week
• Hunted and Scheduled presentations with C-level executives and IT Directors
• Develop new Partner Channel relationships where required (Territory) to strengthen strong “Trusted Advisor” rapport with “C” level Executives within organizations.
• Focused on delivering key values against leading Competitors (Cisco, Nortel, Shoretel)
• Develop strong cross-functional relationships within Cross, Avaya and Dev Connect team members such as sales engineering, services, marketing, operations and Sr. Management. To ensure partners and customers business needs and concerns are met.
• Experienced in the creation of channel strategies and successful execution of Channel partner business plans including service contracts, upgrades and go to market plans.
• Solid understanding of large channel organizations and integrated solution selling
• Comfortable engaging with “C” level executives and Senior team members
• Leveraged and managed multiple campaigns for the Northeast Region Account Executive
• Supported team of 14 outside sales reps; delivering warm pre-qualified sales leads
• Researched prospective companies, built sales campaigns, cold calls, presented company overview and scheduled face-to-face sales appointments for outside sales reps
• Strategized with sales reps weekly on how to increase market penetration
• Maintained $100 million funnel of potential sales revenue
• Avaya hardware solutions including VoIP, voice mail, unified communication, call center
• Focused on selling new clients; also sold training and maintenance contracts to existing clients

Confidential,Atlanta, GA January 2007 November 2008 
Market Source, Alpharetta, GA (Avaya contractor) October 2004 November 2006
Inside Territory Client Executive and Team Lead

• Develop new Partner Channel relationships where required (Territory) to strengthen strong “Trusted Advisor” rapport with “C” level Executives within organizations.
• Develop strong cross-functional relationships within Avaya and Dev Connect team members such as sales engineering, services, marketing, operations and Sr. Management. To ensure partners and customers need are met.
• Experienced in the creation of channel strategies and successful execution of Channel partner business plans including service contracts, upgrades and go to market plans.
• Solid understanding of large channel organizations and integrated solution selling
• Comfortable engaging with “C” level executives and Senior team members
• Leveraged and managed multiple campaigns (Monthly & Quarterly) for Channel Partners
• Sr. Team Member for Avaya’s leading Channel Business Partner Incremental Opportunities
• Hunted with direct sales reps and business partners to sell hardware solutions
• Served as inside telesales representative; prospected new customers through cold calls
• Quota $350K/month new business revenue
• Attained 157% of quota in 2008; 93% in 2007; 134% in 2006 and 156% in 2005
• Consistently ranked #1 or #2 out of 24 inside sales reps each month
• Awarded Presidents Club 2005 and 2006
• Made minimum 75 cold calls daily by hunting for new business opportunities
• Served as Team Leader in training all new inside sales rep hires for Channel incremental opportunities
• Preparation of monthly and quarterly Channel campaign results for Sr. Executives
• Assisted outside sales reps with territory development and moving opportunities through sales funnel
• Maintained consistent records of territory monthly forecast accuracy
• Voted Avaya “Most Valuable Team Player” February 2005
• New Account Manager National #1 Target 199% in May 2005; 125% in April 2000

Confidential,Duluth, GA March 2002 October 2004

• Served as Area Sales Manager for Ricoh, Canon, Lexmark and other hardware solutions
• Made 70+ calls daily to prospective customers through telemarketing and cold calling
• Responsible for developing and hunting for new business and growing existing customers
• Developed and hunted for new business with federal, state and local government and educationvertical markets
• Nominated for “Most Valuable Team Player” October 2002

Confidential,Norcross, GA February 2000 March 2002
Account Executive/Field Representative

• Prospected, hunted and qualified prospective clients for consumable products and office supplies
• Assisted in resolving client billing, credit and maintenance concerns

Confidential,Santa Ana, CA June 1997 October 1999
Account Manager/Sun Enterprise Service Account Manager

• Direct sales of computer hardware, software and services in assigned territory
• Responsible for attaining quota while maintaining highest profit margins possible
• Identified, hunted and develop new business by proactive outbound calling
• Educated resellers on products and programs
• Responded to RFQs for federal, state and local government and educational agencies
• Over 100% of quota 3 of 4 quarters in 1997 and 1998
• Sun certifications Workgroup Systems, Enterprise Systems and Service

Confidential, Irvine, CA September 1994 April 1997
Inside Sales Representative

• Established and maintained sales relationships with resellers in designated territory
• Generated and hunted for new sales leads for direct resellers

Confidential,Anaheim, CA November 1991 September 1994
Customer Service Administrator, Sales

• Reviewed and processed official bid requests; ensured orders were processed accurately
• Followed up on all technical support calls and open repair orders

Confidential,Costa Mesa, CA July 1987 October 1991
National/International Sales

• Reviewed purchase orders for accuracy of pricing, terms and delivery

TECHNICAL KNOWLEDGE:

• VAX, UNIX, Act, Goldmine, FoxPro, Microsoft Office, Lotus 1-2-3, Macola, G-Com, FileMaker Pro, DOS, Windows 95, 98, 2000 and NT, Siebel and CIRR, SalesLogix and Sales Force SPIN training, Cognos, Eloqua CRM Database knowledge,