SUMMARY

• Senior executive sales with over 25 years of progressive field and channel experience in Confidential .
• Applying that skill to business problems deriving additional revenue or removing cost and improving operational profitability.Expertise includes:
• Sales Management & Execution
• Most New Account sales as Rep, Manager and AVP.
• Annual CAGR of 21%
• Consistent over quota performance ranging from $1M to $50M.
• Average subscription deal size $800K to $3.75M
• Pipeline and Channel Management up to $200M
• Professional services driven
• Excellent relationships with C - level executives.
• Extensive P&L experience

TECHNICAL SKILLS

• People Management
• Leveraging professional and personal networks
• Salesforce & Marketing Campaigns
• Offering and Project Management
• Business Development
• Deep technical knowledge of Open Source technologies
• Deep knowledge of 4G and 5G OSS/BSS infrastructure systems
• Leveraged Akraino and Acumos to deliver projects

PROFESSIONAL EXPERIENCE

Confidential

General Manager

Responsibilities:

• Self -Funded
• Tier 1 Carrier licensing agreement negotiated and closed.
• Contracted development of application to reduce carrier fees experienced from network offload.
• Contracted development of application to defer capital expenditures for 4G and 5G cellular radio deployment based on wireless frequency optimization.
• Alpha implementations agreed for Tier1 carrier in US
• Alpha implementation agreed for Tier 1 carrier in EU

Confidential, Texas

Senior Director Services Sales (AT&T)

Responsibilities:

• Excellent Executive level contacts within AT&T.
• Lead the development of Cloud based virtualized applications to support customer requirements.
• Closed new cloud-based AI cyber products leveraging large volumes of data to drive $200M SaaS pipeline.
• Closed cloud-based AI OSS Core 4G and 5G applications that drive automation capabilities to AT&T and AT&T Enterprises.
• Create, introduce, and sell AI and EDGE computing OSS/BSS applications integrating multi-vendor KPI, raw, and diagnostic data into operationally significant automation and security routines utilizing machine learning.
• Closed Internet of Things analytic application to support automotive industrial needs.
• Provide a competitive advantage for Confidential through AI, Analytics and EDGE computing.
• Maintained P&L for the $200M pipeline
• Achieved 115% of Annual quota for 2019
• Achieved 110% of Annual quota for 2018

Confidential, Atlanta, GA

Vice President of Sales

Responsibilities:

• Led a team of 8: Sales, Sales Engineers, Project Managers, Customer Service.
• AI and EDGE computing applications and services to integrate and correlate Web, Social, and location data to provide customer behavior insight to digital advertising programs.
• AI and EDGE computing applications to integrate and correlate Operations and Supply Chain data at the end user level to provide customer experience metrics.
• Delivered security applications and services focused on event drivers and chaining, anomaly detection, and root cause analysis.
• DDOS prediction, discovery, and control analytics application delivery.
• Develop and implement analytics strategy for big data edge hybrid.
• Positioned Confidential as a critical part of the customer’s Confidential Hadoop advertising platforms.(Xdr)
• Effectively worked across Network, IT, Research, and Marketing to deliver a consistent message.
• Demonstrated to marketing the value of analytics and services performed on big data to augment product programs.
• Augmented Operational and Business Support environment with near real time analytic capability to allow better decisions.
• Maintained P&L for $10M SaaS
• Achieved 100% of Annual quota for 2016
• Achieved 102% of Annual quota for 2015
• Achieved 105% of Annual quota for 2014
• Achieved 100% of Annual quota for 2012

Confidential, Atlanta, GA

Area Vice President Communications Sales

Responsibilities:

• Promoted from executive development assignment to build and manage a sales and support staff of 24 for the Southeast communications vertical. Produced a CAGR of 21% during tenure.
• Delivered solutions and services to Consumer Marketing, Advertising and Publications, Finance, Operations.
• Sales manager growing from $11 M to $50 M per year; average transaction was $3.75M
• Placed 4 data warehouses during tenure; average systems price of $6M; professional services grew revenue to $8M
• Increased services revenue stream from $200K to $8M annually
• Top mid-range server producing team for 1994 thru 1996
• Maintained P&L of $11M to $50M
• Extended carrier capabilities of Service Assurance by consolidating OSS data applications.
• Augmented environment with OSS analytic capability and integrating mobile device location-based data.
• Expanded location-based environment to include real time analytics in support of ad insert for digital media advertising.
• Developed and communicated integrated vision and business strategy for exploiting Big Data.
• Developed extensive executive contact base within technical and business towers across multiple accounts.
• Effectively worked across Marketing, IT, and Finance to deliver a consistent message.
• Analytic application and services to integrate and correlate Operational and Marketing data to drive network and cost efficiency.
• Achieved 100% of Annual quota for 2011 - $40M
• 2009 - 2010 Territory development
• Achieved President Club 8 of 11 years

Confidential, Atlanta, GA

Senior Director of Sales

Responsibilities:

• Led a team of 5: Sales, Sales Engineers, Project Managers, and Finance Managers.
• Reduced Sales Process Close Rate by 13 months.
• Closed revenue assurance (BSS) services contracts for carrier funding exchanges.
• Developed and closed OSS analytic intercarrier exchange application for optimization.
• Increased margins with largest 2 accounts using analytics on financial data from 20% to 32%
• Closed 2 new accounts in the customer experience management analytics space during my tenure.
• Achieved 100% of Annual quota for 2007
• Achieved 150 % of YTD quota for 2008

Confidential, Inc., Atlanta, GA

Regional Southeast Sales Vice President

Responsibilities:

• Recruited by the CEO and Vice President of Sales and Marketing to build the Southeast territory to support multiple sales reps. Produced a CAGR of 10% during tenure
• Sold and achieved 200% of 2004 - 2006 quota; average transaction was $1.7M (twice the corporate average transaction size) and Confidential ’ average sales cycle is generally 18 to 24 months
• Client base includes CenturyTel, BC Tel, T-Mobile, Clearwire, Cingular Wireless, Comcast, Cox Communications, Time Warner Cable

Confidential, Atlanta, GA

Vice President, Sales and Marketing

Responsibilities:

• Recruited by the CEO to build a national sales organization and marketing campaign to introduce a new billing and network mediation SS7 product offering
• Built Sales and System Engineering teams to support client relations.
• Introduced product to over 350 new accounts in six months and closed 12 pilots
• Closed Illuminett OEM transaction for $1M; acquired by Illuminett in 2002; subsequently acquired by Verisign in 2003
• Maintained P&L of $10M