Telecom Sales Resume

Title
Telecom Sales

Primary Skills
Telecom Sales or Engineering

Location
US-NY-Pennellville (will consider relocating)

Posted
Jan-23-09


Results oriented sales and marketing professional experienced in channel sales management, target marketing and strategic account management working with Enterprise customers, Resellers and Tier II/III Carriers/RBOC/Emerging Carriers,. Excel's at developing client relationships, strategic plans, market share growth and tactical execution. Able to analyze situations, develop innovative approaches take action and get results. Possesses outstanding communication skills that include effective speaking, high quality product and service presentations, creative proposal writing and a proven track record of successful contract negotiations. Enthusiastic, motivated, professional in appearance with high integrity.





Professional Experience:


Motorola April 2006 to November 2008 Sr. Sales Engineer

* Assigned to Verizon account team 47.9 million dollar quota team quota was 1.1 billion.
* Supported Verizon labs on CAP 1000, VODxchange, IP and RF design.
* Provided technical training to Verizon employees on Motorola products.
* Designed MPEG2/4 IP and RF services
* Worked with Miranda network monitoring
* Design customer presentations, setup meetings and demo's
* Design 3rd party products including Minerva Middleware, Entone VOD, Kassena
* Middleware and VOD, EAS Systems, Cisco, Marconi, Satellite dishes, Off Air Antennas.
* Setup Auto Provisioning Software Middleware
* Work Trade Shows East Coast, Mid-West for TUT Systems



Minerva Networks February 2005 to April 2006 Regional Sales/Engineering Manager

* Sold Minerva Hardware and Middleware with auto provisioning, Ncube VOD Servers, Latens Conditional Access, Emergency Alert Systems, MPEG2 and MPEG4 Encoders
* Signed new partners and managed existing channel partners
* Targeting Tier 2 and Tier 3 IOC from Maine to Florida
* Develop Quotes, proposals, and diagrams
* I did weekly demo's of Minerva middleware for IOC's in my territory
* I worked the Minerva booth at regional and national trade shows
* Signed 11 new customers in a new territory
* 5 million dollar quota








Tandberg Television, Orlando, Fla February 2004 to September 2004

Broadband Account Manager


* Established channel partnerships with
o Dascom
o Goldfield Telecom
o Heartland Video
* Developed consultant relationships
* Opened new market for IP video
* Video IP product evaluations at Tier II/III IOC's on the East Coast over to Wisconsin
* Signed up new channel partners and provided product training
* I had product evaluations with TDS Telecom, Star Telephone, Rock Hill Telephone, Iowa Network Services, Farmers Telecom, Consolidated Communications, Skyline Telephone, Citizens Tel, Va,
* 20 million dollars in forecast
* Worked with Martin Group Consultants
o Responded to RFP's for digital video design
* MPEG2/MPEG4 HD
* Channel Lineup
* Digital Headend Design
* Worked national and regional trade shows
* Proposed MPEG2, MPEG4, Windows Media 9 and IP streaming encoding products
* 5 million dollar quota


Next Level Communications, Rhonert Park, Ca August 2002 to October 2003

Sales Director

* Exceeded 2.5 million dollar quota first year
* Managed Digital Loop Carrier sales for New York State and parts of New England
* Proposed Next Level DLC, FNE CWDM, Myrio middleware, Entone VOD
* Designed 17 node CWDM DLC network for Oneida Telephone
* Managed growth of video, voice and data networks for Berkshire Telephone, Warwick Telephone, Delhi Telephone and Hancock Telephone.
* Worked regional trade shows
* Worked with Martin Group on New State Video Project and RUS funding











Marconi Communications, Warrendale, Pa April 2000 to March 2002
Sr. Account Manager

* Professional Services to CLEC. IOC, ISP
* Managed Channel Partners in territory
* Exceeded 2 million dollar quota first year
* Managed Channel Partners
o Annesse and Associates
o New England Systems
o Telecom Now - Boston
o Power and Tel
* Opened new markets in New York State, Mass, and Vermont
* Sold to Lockheed Martin, Niagara Mohawk Power, Vermont Power, Frontier/Citizens, Cybertech Wireless, Telergy, Choice One, Paetec, Citizen Tel of Hammond, Time Warner Cable Albany, Binghamton, and Liberty, and Holyoke Gas and Electric
* Took Telergy to Marconi world headquarters in Coventry England to evaluate Marconi metro DWDM and SONET products.
* Took Global Crossing to Marconi US headquarters in Warrendale, Pa to evaluate Marconi ATM, VoIP
* Products included Marconi ATM, DWDM, SONET, IP, IAD, Sphere VoIP, Copper Mountain DSLAM

Tadiran Communications, Clearwater, Fla January 1998 to April 2000
Regional Channel Sales Manager

* Exceeded 4 million dollar quota annually
* Led company in 3rd and 4th quarter sales in 2000
* Managed 24 Channel Partners from Maine to Virginia
* Won large PBX sales in New Jersey and West Virginia
* Sold first major Tadiran PBX wireless sales of 800 handsets in Allentown, Pa
* Sold first Cisco VoFR/Tadiran sale in Baltimore, Md
* Provided dealer training for sales and engineers on a quarterly basis

NEC Business Communications, Syracuse, NY July 1993 to January 1998

Major Account Executive

* 120% average of quota for 1995, 1996, 1997
Sold and designed Cisco IP/network security, Frame Relay, ATM, along with Shared and Switched Data Products. Sold and designed software for IVR, call center and call Accounting Applications and computer telephony interfaces.
* Sold to the State of New York Office of General Services products included Cisco, NEC PBX, Checkpoint Network Security, NEC Video Conferencing.
* Designed Marketing proposals for potential customers. Sold to Albany University, Elmira College, Ithaca College, Blue Cross Blue Shield, University of Rochester.
* Sold and designed large SS7 voice and data communications networks.
* Sold Directory/Call Center Solutions
* Develop and design presentations for our entire product line including voice mail, NEC PBX, and video conferencing.


BellSouth Communication Systems, Roanoke, Va October 1985 to July 1993

Sales Engineering/National Account Manager


* 110% average of Annual Quota for three years
* Opened new National Accounts Program signing up BASF, UNOCAL, and Hartford Insurance
* Managed Government accounts with the Navy, Air Force and Army bidding PBX and Cisco data products for various installations throughout the United States. Worked with COTR's in Washington on system design and quoting
* Sold NEC, Nortel, Hitachi PBX, IVR, wireless, and Call Center applications


Arus Corporation, Utica, NY March 1984 to October 1985

Director of Product Management


* Successfully introduced new product for telecom network testing
* Managed research and development, engineering, and drafting departments
* P&L responsibility for product development and deployment
* Responsible for successful trails at Federal Express, General Motors, and Genral Electric
* Hired and managed up to 15 employees

Nortel Communications, Milwaukee, Wis June 1981 to March 1984

Project Manager

Managed installation of Northern Telecom telephone systems throughout the United States. Supervised over 25 employees on large accounts. Managed customer meetings, equipment design, OSP/ISP implementation, power design, switchroom design, project schedules, GANT Charts.
BellSouth Data Planning
Nortel Project Management


Technical Training
Siebel CRM
NEAX 2400 Certification
Tadiran Coral Certification
Nortel Meridian Certification
Hitachi HCX 5000 Certification
Cisco Cataylst 5000 Training
Marconi Metro DWDM Training
Marconi SONET Training
Marconi ATM Training
TUT Astria Install Training
Minerva Middleware Installation and Training
Motorola VSP IP/RF QAM






Sales Training
Top Down Selling
Account Management
Cold Calling
Anderson Presentation Skills
SWOT Analysis Training
National Account Management
ROI Presentation Skills
CHAMP training (Channel Management)
Sales Closing


Military
United States Coast Guard Electronics/Communications - Honorable Discharge

Education:
Averett College, Danville, Virginia - Bachelor of Science,Business Administration
Lemoyne College - Attended Masters in Marketing Program

Certifications
See above


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