SUMMARY:

• Innovative Global Sales Leader | Network Infrastructure
• Closer focused on revenue growth. Consistently meets or exceeds goals. Trusted advisor and customer advocate. Tier 1 and 2 manager - of-sales, business development, sales engineering, product management, marketing and program management.
• Worldwide experience leading market entry and strategy in 23 countries.
• Markets include: enterprise, satellite service providers, telecom carriers, internet service providers (ISPs), media and entertainment and defense and security. Self-motivated, self-directed, organized, disciplined and persistent.

EXPERTISE AREA:

• Sales Team Leadership
• Revenue Growth
• Account Planning
• Market Research
• Sales Strategy
• Direct Sales
• Pipeline Building
• Consultative Selling
• Channel Sales

PROFESSIONAL EXPERIENCE:

Confidential, Washington, DC

Manager

Responsibilities:

• Responsibilities include market sector strategy development, coaching, mentoring and motivating team members, quota setting, sector marketing and sales goal attainment.
• $19M in Confidential sales bookings plus award of $100M Mesh Network IDIQ.

Confidential

Senior Business Development Manager/Business Development Manager

Responsibilities:

• Markets include international and Confidential and security and commercial critical infrastructure.
• Won $10M sale to Confidential PEO Ammunition for Confidential program.
• Built opportunity pipeline of $468M through diligent opportunity identification and qualification.
• Developed $160M international opportunity pipeline, leading pursuits in Europe, Asia-Pacific and Canada.
• Achieved 100% of FY14 and FY15 goals by winning orders, identifying new opportunities and advancing multiple pursuits.
• Promoted to Senior Business Development Manager after first year.

Confidential, Washington, DC

Senior Business Development Executive

Responsibilities:

• Sold professional services for enterprise software development, data center design and management, system integration and test, field service and integrated logistics in Confidential market.
• Achieved 100% of goals by building $31M opportunity pipeline via disciplined outreach to customers.

Confidential, Washington, DC

Senior Vice President

Responsibilities:

• Oversaw sales of Machine to Machine / Internet of Things (M2M / IoT) IP networks and managed services, systems and software in mobility, vehicle management, asset tracking and maritime communications.
• Developed product launch strategies product lines for commercial logistics, personnel tracking, military applications, municipal government fleet management and commercial maritime communications.
• Achieved 100% of goals and “Exceeds Expectations” rating by increasing opportunity pipeline, implementing companywide proposal process and Salesforce.com CRM system.
• Promoted to SVP to lead 12-member team for sales, business development, marketing, product management and program management.

Confidential, Washington, DC

Director

Responsibilities:

• Sold satellite telecom services: Fixed Satellite Services (FSS), Mobile Satellite Services (MSS), Confidential IP network managed services, Data Center hosting, aeronautical and maritime communications, and telecom network and hosting services.
• Generated $160.5M in sales.
• Grew annual bookings from $18M to $47M with existing customers and new accounts.
• Led market entry in 4 NATO member countries and sales activities in 9 additional countries.
• Rated as “Consistently Exceeds Expectations” for sales growth and responsiveness to management.

Confidential, Washington, DC

Director of Sales and Marketing

Responsibilities:

• Led global sales team for enterprise media and content management software to broadcast news industry.
• Team comprised of 19 reports, including US and international sales, product marketing, and pre-sales technical support.
• Managed indirect channel of international systems integrators and global marketing programs.
• Achieved 20% CAGR throughout tenure for cumulative 50% revenue increase.
• Led market entry into 18 countries.

Confidential, Atlanta, Georgia

Director of Sales

Responsibilities:

• Sold over $40M during my tenure.
• Increased sales 35% in the first year by restructuring team and focusing on enterprise networks accounts.

Confidential, Atlanta, Georgia

Regional Sales Manager

Responsibilities:

• Oversaw sales of Confidential -2 / DVB digital video encoding systems, subscriber management software, conditional access and encryption software, IP datacasting, satellite video receivers and satellite earth stations. Markets included: enterprise, telecom/satellite service providers, cable/broadcast TV networks, ISPs and US government.
• Sold $26M in systems revenues by increasing market share in enterprise networks from 0% to 60%.
• Achieved 140% of quota in 1997 and earned Circle of Excellence award for outstanding performance.

Senior Account Manager

Confidential

Responsibilities:

• Set up Beijing office and implemented market development strategies for IP and Frame Relay Confidential networks, mesh digital telephony satellite networks, network management software and earth stations.
• Sold over $40M, 3500% increase over previous bookings, by cultivating new customers, including sale of largest Confidential network in China (1700 sites).