In additionl to my responsibilities at the company, I enjoy spending time with my family and friends engaged in a variety of activities that include: boating, wakeboarding, skiing, motocross, cooking and more than anything, trying to keep up with a pace of my kids.
I also enjoy supporting various charitable organizations including Children's Hospital of Orange County (CHOC), The Pediatric Cancer Research Foundation (PCRF) as well as the Let it Be Foundation.
Strategic Sales Planning / Market Expansion / Relationship Management
Dynamic, entrepreneurial sales leader with 15+ years of achievements building regional and national sales organizations; specializing in disruptive technologies such as MPLS, VoIP, hosting and managed services. Highly motivated, with the ability to originate and implement solutions.Able to plan, develop and manage multi-faceted projects.Excellent interpersonal and communication skills; team builder, motivator, with a history of working well through and with others.
Global Technology Executive
I have spent the last 15 years developing a craft for leading sales organizations that rapidly deploy disruptive technologies.These services have changed the way we communicate forever, from the Internet to VoIP to Video, the ability to create change is something that I thrive in; changing the way we do business, the way we share information and create a better quality of life for people and businesses around the globe.
As an accomplished leader, manager and technologist I bring a track record of performance, developing teams that are able to adapt and execute a business plan that produces superior results. My skills in leading organizational change translate into any industry, from technology to energy; it starts and ends with people.A few highlights of my career that are worth noting:
A deep portfolio of executive competencies; including:
As an accomplished technology executive, I am intrigued by challenging opportunities that:
MASERGY is a global MPLS network service provider created to deliver the best customer experience to global enterprises. The company’s broad portfolio of Global Wide Area Network Solutions in Ethernet, Performance Management Software and Managed Services helped the company grow from $48 million in revenues to over $100 million during my tenure.
Direct all sales and business development functions for the Western United States for Global MPLS services in both direct and in-direct channels; key account management, customer relationship development, and contract negotiations.
Selected Achievements:
¨Within the first 13 months, increased sales performance by 133% over the previous 13 month period resulting in a monthly bookings average increase from $5.4M to $7.2M
¨Exceeded all FY team objectives throughout tenure, FY ’07 at 121% of quota, FY ’08 at 111%
¨Responsible for new business, management and growth of existing client base totaling roughly 41% of the company’s annual billings (Est. FY ’09 $108M)
¨Identified key non revenue activities that sales was responsible for and led the charge to remove these items from their responsibility in order to decrease the amount of revenue neutral work responsibilities
¨Developed and recommended the Client Experience Management organization to provide high revenue, high touch customer service in the field to the most strategic clients
oProgram helped to retain Masergy’s largest top 3 clients in the Western Region
¨Rolled out sales force automation which improved sales performance, sales/product forecasting, inter departmental communication and operations work flows.
Director of VoIP Services, 2005 – 2006
Regional Sales Manager, 2003 - 2004
TelePacific Communications – Los Angeles, California
Mpower Communications – Pittsford, New York (acquired by TelePacific)
ICG Communications – Denver, Colorado (acquired by Mpower)
U.S. TelePacific, a facilities-based competitive local-exchange carrier (CLEC) offering local and long-distance phone service, as well as dedicated Internet access, private networking, and other data services.In 2006, the company acquired the California assets of Mpower Communications for $204M.Mpower, was a $200MM publicly traded facilities based CLEC, that operated in CA, NV & IL. In 2005, Mpower acquired the California assets of ICG Communications, a facilities-based communications carrier that provided businesses wholesale access, corporate phone, VoIP and data services over its fiber-optic networks.
TelePacific/Mpower Selected Achievements:
¨Developed VoIP business strategy and convinced senior management to make considerable investment, resources and capital for full implementation
¨Increased sales from $0 to a run rate of $1.4M in the first year during startup, contributing ~$400k of positive EBITDA (year 2)
¨Implementation of VoIP product line resulted a 300% increase in average revenue per sold deal versus traditional TDM products
¨Gained an additional $3M in Capex to support VoIP Expansion
¨Designed and executed Hosted IP PBX sales strategy (VocalData & Broadsoft)
¨Changed the focus of a transaction oriented sales team to consultative sales approach
¨Opened two new markets (Las Vegas & Chicago) for VoIP services in 2006
¨Built high end solution sales team that was tasked with augmenting our 100 person sales rep organization, across seven markets
ICG Selected Achievements:
¨Lead Southern California direct and in-direct sales force
¨Led sales retention for three regions including Orange County, Inland Empire and San Diego
Regional Sales Manager 2001 - 2003
Broadwing Communications – Austin, Texas
Broadwing became one of the first to deploy all-optical networking equipment from Corvis on part of its network. It provided telecommunications services throughout the U.S. supporting voice and data services.
Selected Achievements:
¨Hired, trained, developed and lead a regional sales team
¨Increased net billable revenues in the region from $3.3M in 2001 to $6.29M year-end 2002.
¨P&L Responsibility for products sold throughout the region
¨Helped move provisioning to the field offices which cut installation times by 60% (averaged 22 business days after transition)
¨Deployed billing in the field which helped improve customer satisfaction and increase profitability
¨Reorganized the region, resized the market to include Los Angeles and San Diego, brought cohesion amongst the teams
Director of Sales 1999 - 2001
Verado, Inc. – Greenwood Village, Colorado
The company, formerly FirstWorld Communications, provided data centers and managed hosting services in the Western US. In 2001 Verado entered Chapter 11 bankruptcy, sold its Internet access, Web integration, and telecom operations and data centers, and liquidated the remaining assets
Selected Achievements:
¨Recruited to open up the Los Angeles market and data center
¨Part of a small leadership team that was involved in a successful IPO in 1999 which raised nearly $300M in additional capital
¨P&L Responsibility for products sold throughout the region
MCI WorldCom, Regional Manager, Major Accounts 1998 – 1999
MFS Intelenet (ICS Division), Sr. Account Manager 1996 – 1998 (acquired by WorldCom)
MCI WorldCom
WorldCom was the fourth-largest long-distance telephone company in the US, before acquiring MCI Communications to form MCI WorldCom. The $37 billion deal was completed in 1998. Formerly based in Jackson, Mississippi, WorldCom's last reported revenues were $7.3 billion in 1997.
Selected Achievements:
¨Led the Los Angeles Major Account sales team, targeted high-end customers with revenues of $10,000 and above. Territories/offices include Los Angeles and San Fernando Valley.
¨Number 1 Major Account Branch Manager in Los Angeles, 3 months throughout 1998
¨Inherited lowest producing Major Account team in the nation and finished Number 1 at 133% of net billed revenues in our division (California ’98) - President’s Club Winner
¨Supported sales of Nortel PBX’s, local, long distance & maintenance contracts in three major territories, San Diego, Orange County and LA County.
¨Average accounts sold within the second year exceeded $100k in equipment and $7k in voice services
¨MFS President’s Club Qualifier – 1997, Acquired by WorldCom
Read what others coworkers, executives and colleagues have to say about my work in their organization.
VoIP for SMB's Internet Telephony Panel Discussion, October 2005 Stop-gapping with Integrated Access Article by Tara Seals, Exchange Magazine - October 2005 The Great VoIP Migration: Where Are We, Where Are We Going? Phone+ Magazine, October 2005 Masergy Global Ethernet & VPLS Services National Speaking Tour, Los Angeles and San Ramon Marriott, January 2009
