Work History

Work History
2005 - 2007

President, Director

NEC Unified Solutions

  Responsible for all Aspects of the Company. Through effective cost, SG&A management, and strong focus on productivity, successfully transformed company from declining revenues and profits by repositioning company to solutions. Completed merger of (6) companies into one company named NEC Unified Solutions

  • Established integrated strategic, financial and tactical operating plan for company top to bottom to successfully operate as an Unified Communications Total Solutions Provider
  • Completely overhauled the company's GTM plan to penetrate the market with a TSP approach avoiding head to head competition with key competitors
  • Implemented the National Sales Assistance Center (NSAC) to facilitate rapid adoption/ growth of new products and solutions enabling direct and channels sales organization results
  • Restructured sales to focus on installed customer base, market share growth, and channel loyalty which increased revenues $180M in 18 months
  • Restructured Channels organization to enhance partnerships and increase sales while lowering SG&A.
  • Developed Channel Advisory Board comprised of key Partner executives to determine product R&D requirements and common business ground
  • Implemented Industry based vertical and technology go-to-market strategy which increased new customer revenues by 23% through direct and channel sales market coverage segmentation
  • Incorporated an Alliance based solutions software communications portfolio to bring high value, low cost solutions
  • Successfully launched two new products designed for channel distribution which received new product of the year awards within their category and set company sales records for new product introductions
  • Overhauled Product Marketing to prioritize R&D on key industries and technologies with a Total Solutions Provider orientation which increased company revenues
  • Streamlined field operations and reduced costs while increasing revenues and increasing channel loyalty by developing channel subcontracting program/ bench
  • Overhauled Inventory Management and Logistics organizations', processes, and systems
  • Successfully completed five year look back - independent SOX audit review and certification to successfully meet SEC requirements restoring employee and channel partner faith in NEC
  • Upgraded the senior management team by recruiting, resulting in a profit turn around from a $17M loss to $32.4M NEBT profit.
  • Increased company asset valuation by 12%
  • Earned 35% company wide measured morale increase
  • Frequent motivational guest speaker at other company sales meetings
  • Cited by Internet Telephony for creating a complete Unified Communications Vision
  • Named to Top 100 channel Executives in 2005
  • Named 2007 Overall Telephony U.S. Market Share Leader for SMB
2004 - 2005

Senior Vice President and Corporate Officer, Sales

Accountable for 830 markets within the United States, Canada, and Latin America.

  • Successfully rebuilt sales organization by recruiting solution selling experienced leadership and sales teams
  • Changed sales quota and compensation systems, eliminated competing territories resulting in 7% market share growth - while the market grew 1% and competition experienced double digit decline
  • Separated Enterprise and Channel organizations freeing field executives from competing interests improving sales results and channel relationships.
  • Im[plemented hotline based systems engineering support to Channel partners operating in a "just-in-time" manner
  • Reduced number of Channel Sales personnel in favor of Systems Engineers, Network Architects, and account support personel to provied partners what they "really needed"
  • Revamped territories from distribution to coverage and a services model that ultilized indirect channel as subcontractor channel thereby increasing partners' profitability and loyalty
  • Restructed Channel organization's measurement and compensation systems to reduce SG&A while increasing channel revenues
  • Organized regions into business lines with P&L "responsibility" resulting in $5M SG&A savings
  • Managed 650 channel partners driving $300M revenues within North America
  • Achieved 16% marketshare in Higher Education Market
  • Achieved 12% marketshare in Healthcare Market
  • Ahcieved number ONE market share position for "key" phone systems
  • Implemened Executive Champion Program assigning key executives to key customers
  • Personally visited 100 partners every Quarter
  • Cited by Gartner , "NEC performed Solidly in 2005"
  • Cited by InfoTech, for Services and Expertise earning highest customer satisfaction scores from "End-Euser Customers" among Nortel, Avaya, Cisco, IBM, Siemens
2001 - 2003

Vice President, New Technology Group/ Senior Leadership Team

Genuity, Inc.

Third largest global provider ($1.3B) of IP network and hosting services.  Acquired by Level 3 Communications February 2003.

Led Rapid Rollout and Sales of New Flag Ship Product Line

  • Accountable for all aspects of new product introduction and sales. The success of flagship product (Enterprise Voice over IP) determined by Genuity and Verizon corporate officers to be (1) of (3) stated Genuity 2002 corporate goals.
  • Chosen by executive officers to build and lead new organization responsible for Genuity's future with Verizon

Vice President and General Manager, Sales/Senior Leadership Team

  • Recruited by Verizon EVP to turn around Genuity's largest sales region.
  • Accountable for sales, professional services, channels, systems engineering, and marketing programs.
1999 - 2000

Senior Vice President and Corporate Officer

ClickThings, Inc.

Start up with portal management software.  Backed by the New York City Investment Fund established by David Rockefeller, Henry Kravis, Hank Goldman, and Paine Webber.

Recruited as a change agent by the Board to execute path to profitability. Lead Sales, Channels, and Professional Services.

1987 - 1999

INTERNATIONAL BUSINESS MACHINES (IBM)
Director of E-Service Applications, Sales and Distribution for VSB Market          

Launched        E-Service software applications for new distribution channel.

  Selected by Senior Management to lead a new business development venture for the small business market. Responsible for solution development and overall due diligence and negotiations. Director, Professional Services, Latin America Sales Distribution International assignment.  Responsible to implement and manage professional services across (9) countries in Latin America. Managed sales and services delivery organizations. Director, Services, North America Sales and Distribution, (1995-1997)
  • Promoted to run new SMB professional Services sales and consulting operations.
  • Part of the SMB Services Strategic Development and Rollout team
 ADDITIONAL IBM ASSIGNMENTS                                                                            
  • Finance and Planning, Headquarters assignment, RS 6000, forecasting, measurements, P&L. Recommended and developed business case for RS 6000 in commercial market
  • Channel Manager, IBM Enterprise Sales, Selected to pilot national channel program.
  • Sales Representative, Top 5% nationally. Selected to pilot industry segment sales.
1985 - 1987

Sales Representative

American Telephone and Telegraph (AT&T)
1984 - 1985

Field Advertising Sales Representative, Lead Nation in new product sales

Procter & Gamble (P&G)

Education

Education
1984 - Present

BS