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Work History

Jan 2014Present

Global Account Director - Zurich North America / MasterCard-  St.Louis, MO

British Telecommunications

Strategically focused global sales account manager with a record of proven accomplishments in building new and managing existing account relationships.  Responsible for relationship management and development of short and long-term sales opportunities with several Fortune 500 enterprises with emphasis on Financial/Payment card institutions.  Highly motivated team leader with broad sales and technical knowledge with extensive business experience. 

  • Provide proactive consultative solution driven advice to Enterprises based on relevant experience in the telecommunications industry to achieve specific company initiatives and business requirements.
  • Complex sales experience with the ability to develop innovative client solutions
  • Effective communicator with strong presentation skills at all levels
  • Motivated individual with excellent communication, organizational skills, able to prioritize, grasp new concepts, and perform well under pressure
  • Experience in leading a global team of up to 15 personnel to formulate a cohesive support structure to achieve and exceed contractual obligations for Delivery and Operations 
  • Capable of developing strategic account plans to achieve clients business goals and achieve annual revenue targets
  • Technical knowledge and experience presenting business solutions using a subset of technologies such as: Global Data/Voice, Cloud Services, SaaS/IaaS, Data Center Services, Audio/Video Conferencing, Security (IPS/IDS, FW, Threat Management/Monitoring), Application Optimization/Performance, CPE sales, Unified Communications products.
  • Negotiation of contract terms and P&L financial review for new business opportunities and contract renewals
  • Key role in renegotiating 3 Year / $21.8M renewal of key customer in 2014.
  • F2014 Performance:
    • Achieved 95% of $9.3M target for Revenue Objective
    • Achieved 110% of Profit Target
    • Achieved 100% Contract Order Value target of $21M for 2014
  • F2015 Performance (Estimated):
    • On pace to achieve 85-90% of Global Revenue Target of $10M 
    • On pace to achieve 95% of  Contract Order Value target of $13M
  • Key Wins 2015:
    • Closed $2.5M WAN/LAN/WLAN and WAN Optimization CPE Purchase
    • Closed $200k Professional Services Contract
Jan 2012Jan 2014

Senior Sales Engineer - St.Louis, MO

British Telecom
  •  Supported global account team throughout the sales process from RFI/RFP through delivery by articulating technical aspects of a sales opportunity to the satisfaction of the sales team and various customer targets with a view to exceeding BT sales order, revenue and satisfaction targets. 
  • Accountable for the Pre-Sales/Post-Sales technical design and development of long term growth for the wide range of telecommunications services provided to strategically important global financial clients. 
  •  Provide consultative telecommunications advice to customers based on relevant experience in the industry to achieve specific company initiatives and business requirements.
  •  Actively participate in presentations and meetings with customers at all organizational levels.
  • Responsible for several key accounts with shared overall Revenue, Contract Order and Profit targets:
  •        Achieved 97% Revenue target with personal accounts attributing $36M
  •        Achieved 82% Contract Order target with personal accounts attributing $29M 
  •        Achieved 105% Profit target with personal accounts attributing $5.3M
Jan 2011Jan 2012

Senior Sales Engineer III - St.Louis, MO

Level 3 Communications`

Level 3 Communications provides a comprehensive portfolio of converged data, voice, video and managed solutions to enterprise, content, wholesale and government customers.

  •  Analyze and propose network solutions to customer business challenges by identifying, designing and selling Level 3 telecommunication services such as MPLS, Dedicated Internet, SIP Trunking, Contact Center, Content Delivery and traditional Private Line/Ethernet transport technologies. 
  • Function as the Technical Lead and interface between Sales and the customer for network design and ongoing support of the post sales delivery.
  •  Support the development of three new regional territories for Level 3 within the Large Enterprise division in Kansas, Missouri and Omaha.

 

20052011

Senior Sales Engineer - San Bruno, CA

British Telecommunications

Key technical sales team member supporting BT’s multi-national clients on the West and Midwest throughout the sales process from RFI/RFP through delivery.  Skilled sales resource utilized as primary team member for articulating technical aspects of a sales opportunity to various customer targets with a view of exceeding BT sales order, revenue and satisfaction targets. 

  • Accountable for the Pre-Sales/Post-Sales technical design, customer service delivery and development of long term growth for the wide range of telecommunications services provided to strategically important global financial clients 
  • Provide consultative telecommunications advice to customers based on relevant experience in the industry to achieve specific company initiatives and business requirements 
  • Effectively contribute at all organizational levels via presentations and meetings with customers utilizing various forms of communications 
  • Managed a global team of 10 individuals for delivery of managed global MPLS services for a large financial institution. 
Jun 2001Jun 2005

Solution Architect - Walnut Creek, CA

Sprint
  • Assess prospective customer’s technical and application environment and provide a winning and cost effective network solution, which meets the customer’s business needs 
  • Develop sales presentations with account managers to explain in-depth the network solutions that are tailored to enterprise customers 
  • Utilize knowledge of SONET, Private Line, Frame Relay, IP, ATM, MPLS, Ethernet, Wi-Fi, VoIP, CDMA and major LAN/WAN technologies to provide excellent support as a customer interfacing technical/sales resource 
  • Analyze and respond to RFIs/RFPs/RFQs as the technical resource on the account team 
  • Provide technical support to aid in program implementation and life cycle support.

 

Training & Development: 

  • One of fifteen college graduates chosen in the United States selected to participate in Sprint’s Associate Engineering Program in Reston, VA 
  • Completed over 400 hours of telecommunications technical instruction throughout program 

Education

May 1997May 2001

BS Human Biology

University of Kansas

Lawrence, KS

3.25 out of 4.00