David Santos

Summary

-15+ years of Int'l Sales/Business Development Telecom, Media/Entertainment industry

-Past 3+ years (2004-2007) working Verizon as a key strategic account

-Extensive senior-level contacts/relationships in Verizon, AT&T, Comcast, others

-Finalist in multiple RFP's at Verizon, AT&T, Comcast exceeding $4B in opportunity

-Unique understanding of Telecom industry business challenges and initiatives

Implementing marketing initiatives that increase product/service sales, expanding market share, and improving corporate brands are ways I add value. As an accomplished Telecom/IP sales professional with expertise in building/growing customer relationships, positioning my organization as strategic partner, and winning major business opportunities, I am uniquely qualified to serve your organization . Please view the following background as an example of my ability to develop senior-level relationships, design and execute complex sales strategies, deliver a persuasive business message, and position complex technical solutions with a consultative selling approach

Work History

Work History
2007 - Present

Business Development Consultant

Friendly Technologies

Build brand-awareness of Friendly Technology Network Management Software, responsible for introducing Friendly Technologies Network Management Software to Tier 1 & Tier 2 Telco’s ,and MSO's (Verizon, AT&T, Qwest, Comcast, Surewest, others) in North America. Build awareness of Friendly Technologies software competencies and proven international deployments/successes. Advise and relate the requirements of North America Telco’s back to Friendly Technologies senior management and board. Manage and build business relationships with customers, channel and technology partners. Software Sales & IT Solutions, build Friendly Technologies brand-awareness.Independent consultant.

2005 - 2007

Director Key Accounts-North America

Establish strategic high-level executive relationships within Tier 1 Telco’s and MSO’s in North America (Verizon, AT&T and Qwest, Comcast, Time Warner).Build brand-awareness and levels of competency around Thomson line of services/products.Develop strategic-partner alliances with technology partners, establishing Thomson as a major global supplier of Digital Content Creation & Distribution.Organize “Technology Briefings” demonstrating Thomson’s global successes and deployments i.e. France Telecom, British Telecom, Telefonica, Telecom Italia, KPN, others.

Managed Services:-Convergent Network Solutions-Video Network Management

-Video Creation & Production Services-Video Technology Components

-Broadband Premises Solutions-Content Tracking & Security

Thomson Professional Services provides BPO/IT Services expertise that customers require to fully leverage the power of broadcast, video, film, networks, and transmitter solutions and systems.With 300 engineers worldwide and 2 international call centers providing support throughout the product life cycle with System Planning(engineering), Design(architects), System Commissioning(development), Professional Training,and Technical Maintenance.

Business Development: Key Projects and Sales Achievements (Managed/Professional Services)

-Verizon FiOS Video Technology Components RFP finalist a $4B – $6B opportunity

-Verizon Wireless Convergent Network Solutions RFI finalist a $100M opportunity

-VZ Home Hub Video Technology Components development potentially $500M opportunity

-AT&T U-Verse Video Technology Partner

-AT&T Convergent Network Solutions (CNS) RFP a $500M opportunity

-Qwest CNS development potentially a $100M opportunity

-TELUS CNS provider $9M in 2006, $13M in 2007

-TELUS CNS RFP finalist a $30M opportunity

    -        TELUS Broadband Premises Solutions provider $3M in 2006, $5M in 2007

2002 - 2004

Senior Manager Telecom Market Development

Recruited to start-up, staff and manage a new organization tasked to develop a Broadband Carrier-Service Provider Market.Establish market awareness of D-Link products/services and develop strategic partnerships with Tier 1 Telco’s, MSO’s, ISP’s, and wireless service providers.Create business partnerships with international vendors and manufacturers establishing interoperability and compatibility of wired/wireless devices.Establish channel partnerships with VAR’s, System Integrators, Manufacturers and OEM’s.

Home / SOHO Networking                                      Digital Media

Optical Fiber                                                                Broadband Access

IPTV (STB)                                                                  VoIP Telephony

FTTH / MoCA                                                            IP Gaming

WiFi / WIMAX                                                          Security & Surveillance 

Established working relationships with senior-level contacts at AT&T, Verizon, Sprint, SBC, Comcast, Cox, Time-Warner, AOL, Earthlink, Dell, Alcatel, Nortel, Telecom Italia, SingTel, France Telecom and numerous Tier 2 independent Telco’s including Surewest, Madison River, Consolidates Communications, Fairpoint, others.

Key Projects and Sales Achievements:

-Contracted with AT&T to support VoIP CallVantage Service.Revenue value of $13M.

-Positioned D-Link as primary partner to support AT&T Global CallVantage roll-out

-Contracted with AOL to support VoIP Service beta roll-out Q1 2005. Proposed 3 tier service levels; Basic plan, SOHO plan, and Premium plan increasing ARPU from $25 to $75 per month.

-Established partnership with Nortel to be one of 5 manufacturers certified as interoperable with Nortel’s DMS line of switches and their softswitch add-on module.

-Went into joint development with Alcatel to develop a SIP-based Set-Top Box.

-Certified with Verizon to provide FTTH Optical Network Terminal (ONT).

-RFP’s with Sprint, Verizon, AT&T, AOL, T-Mobile, SBC, and BellSouth for future projects.

2001 - 2004

Director Sales/Marketing Development

SynerG Int'l

Start-up global next generation network supporting Entertainment, Education, Tele-Medicine, and Carrier Services.44 POP’s in North America, 9 in Europe, and 9 in Asia.State-of-the-art long-haul and Metro Optical (DWDM) Network.Responsible for establishing Carrier/Wholesale partnerships/ sales with in-country Telco’s, PPT’s, ISP’s, and wireless carriers.Partners included, Hutchinson Telecom, Distacom, Orange, Sunday, Telecom Italia, TIM, Singapore Telecom, British Telecom, Deutsche Telecom, AT&T, and Lucent Technologies.

A privately held, early-stage telecommunications company, building an asset owned ATM & IP Virtual Global Network across three Regions (US, Europe, Asia) using state of the art fiber network technology, to provide Wide Spectrum Ultra-Speed Broadband network access as well as Internet, Voice, Video Conferencing, Video-on-Demand and local networking.

      - Achieved permission by the government of China (via partners in Hong Kong) to rollout the network across 18 provinces in mainland China (including support for the Beijing Olympics in 2008)

      - Closed global deals with Disney, Nike, Levi Strauss, Fox, and Hitachi.

      - Developed Merger/Alliances/Partnerships with AT&T and Lucent, acquisition of companies such as Electric Image (3D animation), MassHysteria (new media production and content development), Evolutionary Networks (interactive user analysis), China Education Network (multiple contracts - education exchange and distance learning), Doc Domain (healthcare and medical informatics), plus strong partnership relationships with strategic Telco/PTT operators in US, Europe and Asia.

1990 - 2001

Global Data Manager

Global Data Manager2000 – 2001

AT&T Solutions, Basking Ridge, NJ

Manage Global Carrier/Wholesale enterprise accounts selling Network Convergence Services, Managed Services, and Professional Services.Signature accounts including IBM, British Telecom, France Telecom, Motorola Networks, NEC, and NTT.AT&T Gold Club Award 2001.National Top 5 in 2001

Regional IP Manager (Technical Sales)1999 – 2000

AT&T Solutions, Irvine CA

Data/IP position managing & training Data Account Executives throughout the Western Region.Duties included customer presentations, developing complex data solutions, creating proposals, and supervising solution implementations.Enterprise accounts including Flour/Daniels, Buy.Com, United Airlines, Lockheed, and Gateway Computers.AT&T Gold Club award 1999 & 2000.National Top 5 in 2000.

RegionalInternet Specialist (Technical Sales)1998 – 1999

AT&T Broadband Solutions, Irvine CA

Data/IP overlay position supporting & training Data Account Executives throughout the Western Region.Act as technical consultant validating Data/IP enterprise customer solutions.Assist in solution identification, proposal preparation, and customer presentations.Enterprise accounts.AT&T Regional MVP Award 1999.AT&T Gold Club 1998, 1999.

Corporate Account Executive1997 – 1998

AT&T, Irvine, CA

Selling Voice & Internet Solutions to SMB market.Prospect & cold call for new business.Consultative sales.Consistently exceeded monthly quota.

Major Account Manager / Sales Manager1994 – 1997

AT&T Wireless, LA, CA.

SMB solution sales manage, supervise, and train 50 Account Executives.

Account Manager / Sales Manager1990 – 1994

AT&T-BellSouth Wireless, Orange, CA.

SMB solution sales, manage retail store front, supervise and train team of Sales Executives.

Education

Education
1999 - 2001

Professional Certificate

AT&T School of Business
1974 - 1976

1972 - 1974

Associates

Certifications

Certifications
2007

Thomson Cable Systems STB Academy

Rennes, France
2006

Thomson IP Systems Academy, BT Home Hub

Paris, France
2005

D-Link Digital Home Solutions, Digital Media

Fountain Valley, CA, USA
2005

D-Link VoIP Solutions

Fountain Valley, CA, USA
2001

Cisco Sales Expert

San Jose, CA, USA
2000

Cisco Sales Essentials

San Jose, CA, USA
1998

Cisco Sales Expert Voice Access Solutions

San Jose, CA, USA