A Senior Sales, Marketing, or Management role in an IT Services or Software company.
- Sales & Sales Engineering / Support
- Product Marketing
- Team Building and Leadership
- Competitive Analysis
Distinguished career reflects an impressive record of achievement in the planning, execution, and management of sales and marketing initiatives that have consistently delivered exceptional returns. Expert in identifying and capturing business opportunities, building strong teams, providing solutions that exceed customers’ expectations, outselling the competition, and protecting company interests in an intensely competitive marketplace.
2004 - 2008
Product Solutions Manager
Promoted to hybrid Product Marketing Manager / Sales Engineer position to lead technical and marketing support for an $180 million line of business. Generated marketing and training materials for new and existing products. Led C-Level sales calls and account planning sessions. Subject matter expert (SME) for all Network and Financial solutions in the SAVVIS product portfolio.
Sales Growth—Responsible for increasing top-line revenue from my product set ten percent quarter-over-quarter, and for insuring that salespeople consistently targeted strategic accounts in the marketplace utilizing my product set.
Competitive Market Positioning—As the first line of support for Sales and Sales Engineering, spearheaded efforts to position products in the marketplace and target appropriate companies.
•Both the ATM and MPLS network backbones
•Disaster Recovery and Business Continuity solutions
•Network-based security deployed at the customer premise
•Content delivery, caching, and acceleration
•Metro and long-haul point-to-point circuits
•IP applications including VoIP, carrier-class IP transit, and peering
•Managed multi-homing in the LAN environment
2002 - 2004
Managed Services Account Executive
Assumed primary responsibility for revenue maintenance and growth in assigned accounts, and directed various sales support resources in the execution of plan for successful attainment of revenue objectives. Exercised team leadership skills that included enabling individual and team effectiveness, developing and maintaining channels of communication, resource alignment, proactive planning, and excellence in execution.
Consistent Overachievement—Achieved over 180% of quota in first sales year, with an annual new revenue goal of $216,000. Successfully maintained $120 million in existing annual revenue.
Exceptional Performance—Invited to take, and subsequently passed, the AT&T Client Business Manager assessment interviews and examination.
Revenue Protection and Growth—Achieved positive net revenue for each account (including accounts receivable and adjustments) in my portfolio.
Cross-Functional Team Leadership—Led a matrixed team of pre-sale technical resources and post-sale project management and life-cycle resources.
1999 - 2002
Senior Account Manager
Promoted for consistently overachieving sales goals as an Sales Executive. Responsible for generating new business and growing existing revenue from ISP, ASP, CAP and CLEC customers. Designed proposals for OC3-192 and Fast/Gigabit Ethernet based IP services. Negotiated settled peering agreements at the C-Level with other IP carriers.
•$6.7 Million billed annual revenue in FY00
•$20.1 Million booked contract value in FY00 (over 1680% of yearly quota)
•$12.1 Million billed annual revenue in FY01
•$5.4 Million booked contract value in FY01 (over 454% of yearly quota)
Exceeded 100% of quota in every quarter of employment.
Strategic Role—As the Account Manager for Exodus and Digital Island, spearheaded local integration when Cable & Wireless acquired those companies.
Sales Support—Conducted a series of strategic presentations on Cable & Wireless products and their position in the marketplace to the entire sales force at the 2001 Global Sales Training sessions