Summary

Highly motivated, results-driven Account Executive with over 10 years of direct and indirect sales experience selling to "C" Level in the satellite, telecommunications, wireless, hardware and software industries. Successful sales leader with consultative solution selling approach that results in new customer acquisitions and revenue growth. Channel Partner nomination led to selection by the Silicon Valley Business Journal as one of the "40 Under 40 People to Watch". Proven track record in meeting and exceeding sales targets. 

Recent Accomplishments

  • Built a national agent and reseller network from the ground up that delivered greater than a 250% increase in territory revenues year over year.
  • Established and secured strategic C-Level relationships with major Network Operators, Value Added Resellers, Multinational Carriers and System Integrators.
  • Led global sales teams and successfully executed account strategies for International accounts.
  • Closed and negotiated contracts with major telcos and resellers.
  • Collaboration with customers, cross functional internal groups and senior management led to launch of new products / services. These offerings have resulted in doubling the pipeline of opportunities for our division and are forecast to deliver 50% of our team's new revenue in 2010.

Key strengths

  • Extensive experience building critical business relationships that address the short and long term business needs of partners and clients.
  • Disciplined and tenacious self starter who consistently uncovers new business opportunities through cold calling and regular communication with prospects and customers. 
  • Ability to grasp complex technical concepts and translate them into business solutions that impact a customer's bottom line.
  • Consultative solution selling approach establishes a high level of trust with customers and partners.
  • Collaborative and positive team player who is able to motivate cross-functional groups to work together to improve products / services or solve issues.

Work History

Work History
Jun 2007 - Present

Hughes Network Systems

Channel Account Executive

Responsible for driving revenue growth in assigned territory through indirect and direct sales. Identify, recruit, and manage agent and reseller partners including Large System Integrators, Carriers, Value Added Resellers, Managed Service / Digital Signage Providers and Telecom Sales Agents. Initiate, manage and close direct and channel opportunities for Hughes satellite network management system and hardware.

  • Built a national agent and reseller network from the ground up in that delivered > than 250% increase in territory revenues year over year; from $0-6million.
  • Established and secured strategic channel relationships with major CLECs, Carriers and System Integrators.
  • Train channel partners and actively work with their sales, product development, marketing and engineering organizations to increase inclusion of Hughes products and services in new sales opportunities.
  • Collaborate closely with cross functional internal groups and senior management to drive development of new technologies and services to address partner requirements and strengthen Hughes’ competitive advantage in the market.
Jan 2001 - May 2007

iPass

Senior Channel Sales Manager (2003-2007)

Develop and manage partnerships with Managed Service Providers, Value Added Resellers, Systems Integrators and Carriers. Drive business development efforts with new and key partner organizations resulting in profitable revenue growth.

  • Closed over $2 million in new business in 2006.
  • Achieved over 120% of quota in 2004 ($3.2 million), 2005 ($4 million) and 2006 ($4.8 million)
  • Secured and launched channel relationships with three Tier 1 System Integrators, one multi-national Carrier and several National Value Added Resellers.
  • Developed and implemented partner sales incentive programs and call days that generated over $1 million of new business.

Channel Support Manager (2002-2003), Sales Programs Manager (2001-2002)

Accountable for developing effective sales strategies and marketing tools for Channel Partners and North America Direct Sales Team of 50+ newly hired field sale reps. Collaborated extensively with Executive and Sales Management teams to identify needs; conducted needs assessment, determined business strategy, and defined sales structure to gain market share and increase revenues.

  • Developed sales materials, RFP/RFI Responses, Executive Briefing Program, Customer Reference Program and various sales tools.
  • Trained field sales team and channel partners on new products, sales tools and support processes
  • Managed implementation and deployment of new sales automation software (Salesforce.com).
Jul 1997 - Jan 2001

CompuServe Network Services / UUNET / MCI Worldcom

Branch Support Manager (2000-2001)

Directed all aspects of field account management at a branch level: accountable for managing large, global accounts, providing comprehensive revenue forecasts, and recruiting and training sales personnel. Developed high-level relationships with C-Level Executives in account base, maintaining and increasing both margin and market share. Coached and motivated field account managers.

  • Led team of 6 Global Account Managers responsible for relationships with Fortune 1000 clients.
  • Established and maintained Director, VP and C-level relationships with strategic accounts.
  • Drove the resolution of customer issues with various corporate functional teams.

Account Manager, Senior Global Account Manager (1997 to 2000)

Managed service delivery, customer satisfaction and ongoing business relationship with national and global accounts.  Delivered influential presentations and proposals to key customer decision makers to renew contracts and up-sell new services.  Negotiated and closed renewal and new service contracts. 

  • Consistently met or exceeded established goals; achieved 115% of plan in 1998 and 123% of plan in 1999. 
  • Recipient of the ‘President Club’ in 1999.
  • Recognized as ‘Sales All Star’ in 1997.
Jun 1996 - Jun 1997

Software USA

Assistant Sales DirectorOversaw inside sales team cold calling and sales activities to consumer market; accountable for inside sales revenues. Developed and conducted various sales incentive programs to increase sales productivity.

  • Managed a team of 30+ inside sales representatives.
  • Recruited and trained new inside sales representatives.
  • Devised new statistical tools and recognition programs to evaluate and improve the performance of sales representatives.

Skills

Skills

Vertical Markets Expertise

Telecommunications & Network Service Providers Internet Service Providers Satellite Network Operators Telco Master and Sales Agents Hardware and Software Distributors Value Added Resellers Oil & Gas / Mining Utilities Retail / Quick Service Restaurants (QSRs) Digital Advertising

Technology Expertise

Satellite Data & Broadcast Communications Telecommunications / Internet Wireless Technologies Voice Over IP & Video Conferencing Web-Based CorporateTraining & Learning Software as a Service Hardware and Software Solutions Digital Media / Signage

Multilingual

Fluent in both Russian & Chinese (Cantonese & Mandarin).  Basic proficiency in Spanish. 

MS Office and CRM Applications

Technically savvy with Microsoft Office and Customer Relationship Management (CRM) applications including SalesForce.com and SalesLogix.  Leverage these applications very effectivly for day to day prospecting, sales, proposal and forecasting activities. 

High Level of Technical Proficiency

Ability to learn complex technical concepts / details and help decision makers and influencers understand how these specific technologies impact their business goals and bottom line.

Solution and Consultative Selling

Successful history of leveraging solution and consultative selling skills to build strong relationships with partners and clients.

Excellent Presentation & Communication Skills

Expert in the creation and delivery highly effective Microsoft PowerPoint presentations to small and large audiences.  Delivery methods include in person meetings and online web presentations.

Education

Education
Sep 1995 - Jun 1997

MA

University of California, San Diego - International Relations and Pacific Studies
Sep 1994 - Jun 1995

Russian Language Immersion Program

Moscow State University
Sep 1989 - Jun 1994

BA

University of California, Davis
Jul 1992 - Jun 1993

Chinese Language Immersion Program

Beijing University