Bruce Erickson

Bruce Erickson

Summary

Bruce has 20 years of demonstrated leadership ability in sales and marketing in the telecommunications and software industry. Most recently as the University Account Representative for AT&T he negotiated and signed contracts with 7 Western Washington colleges giving AT&T preferential status for sales and marketing initiatives. His field of expertise is diverse having worked for both Fortune 100 companies as well as Technology Startups. He has shown himself to be particularly effective in developing high level sales relationships with customers and turning those relationships into sales.

Work History

Work History
2008 - 2009

University Account Executive

AT&T Wireless

Sales and business development of AT&T wireless and wireline products and services to Universities and Colleges and their constituents in Western Washington and New Mexico. High level activities included identifying C level decision makers, setting appointments and presenting to C level decision makers with the goal to sell through negotiated contracts and direct sales. Led teams of subject matter experts in contract negotiations and technical sales process presentations. Led follow-up market planning and initiatives, and product training.

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  • Finalized contracts with nine universities establishing AT&T as preferred vender status resulting in a 34% year over year increased in sales for territory
  • Negotiated with University of Washington to a multi year contract valued at $30 million for three year term of contract
  • Recruited UW Athletic Department to become exclusive customer of AT&T Wireless and "churned" 50 lines from competitive carrier
  • Negotiated placement of two AT&T multi-cell towers on UW Campus which is the first time a wireless vendor was allowed on campus with cell towers
  • Utilized CRM software to record and track progress of weekly sales initiatives for management review resulting in a 100% increase in viable contacts
  • Contracted with Capital Projects division of UW to provide SMART wireless devices to 100 employees
  • Exceeded sales goal in 2009 by 5% increasing revenue to $8.8 million
1999 - 2008

Northwest Regional Manager

NEC ( Formerly Active Voice)
Mr Erickson joined Active Voice in 1999. In 2001 the primary application was purchased by Cisco Systems, and the remainder of the company was purchased by NEC. In his role as Regional Manager, Mr Erickson promoted unified telecommunication applications for NEC, Avaya, Mitel, Nortel and Toshiba PBX equipment. These applications included e-mail, voice mail, and hospitality applications with integration to Exchange. Mr Erickson recruited, trained, and coached channel partners of telecom technologies representing Unified Messaging products and services. He also prepared and delivered proposals in response to bids, unsolicited tenders and business opportunities in addition to providing value-added account management services to resellers •Promoted to Regional Manager position in 2001 during the Cisco acquisition •Trained channel partners in marketing and sales of Active Voice voicemail products - increased partner revenue by 25% • Produced largest sale in Active Voice company history to Fraser Health District in Vancouver, BC. •Selected as outstanding Individual Performer Award in 2004 •Attained and exceeded revenue goals for all years in position by 10% Inside Account Manager (1999-2001) •Recruited as member of sales SWAT team which used change management skills focused on developing and implementing new sales processes •Successfully increased attach rate by 30%
1997 - 1999

Account Development Manager

2WAY Corporation
Mr Erickson joined 2WAY Corporation, which was a privately held venture funded software company, in 1997. In his role as Account Development Manager, Mr Erickson delivered enterprise web collaboration software to the Global 2000. He was responsible for developing and refining prospecting methods used to identify and gain entry to qualified prospects and evangelizing the benefits of this leading edge collaboration software. * Efforts resulted in Enterprise sales to Verizon, BellHelicopter, C/NET, and Compuware

Education

Education

BS

University of Washington, Michael G. Foster School of Business