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Work experience

Nov 2016Present

Service Line Representative - Networking (Midwest - West)

IBM

Consultative account manager focused on IBM's Communications vertical to assist clients with defining and developing networking solutions and services.  Territorial management of clients based throughout the Midwest  and West with experience leading discovery and client development. 

  • Provides expertise and solution-based knowledge in the area of SaaS, Cloud, Managed Wide Area Network (WAN) services, Software-defined networking (SDN), Software-defined Wide Area Network (SDWAN), Consulting Services,  multi-vendor hardware/security services and UCaaS/CCaaS.

  • Proficient in identifying, qualifying, negotiating, contracting and delivering a profitable solution.  
Jan 2014Nov 2016

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