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Technical Addendum

IT Services

System Integration, Performance Engineering, and Application Management

Networking, Networking: TCP/ IP, MPLS( Voice, video), routers, Remote Access, Wireless LAN, Wireless, Converge LAN, Frame Rely, CSU/DSUs, Switches, Internet, T1/E1 –STMx/OCx, Ethernet andConverged Network integration

Video services: Internet, Video Streaming, Bridging, ISDN, Polycom HDX,VSX& Cisco Unified Communications, Manager Video Telephony and Cisco Unified MeetingPlace and Cisco TelePresence conferencing

IP Telephonyservices: ( Cisco Call Manger, Unity, IPCC ) (H.323, H.320, SIP, SCCP); (ICT, IVR, ACD, skill-based routing,);

Call center: CRM technology solutions (hosted & co-sourced), Call center services (ICT, IVR, ACD, skill-based routing

Audio & Web Conferencing

Security Services

Design, implementation and management, IPsec, firewalls, SSL, intrusion prevention, intrusion detection, and RFID ( Checkpoint, SecureID, Nokia, Cisco,)

IT Consulting Services

Enterprise Architecture, Governance and Business Productivity, Information Risk Management, Infrastructure Transformation Optimizes, Security, Infrastructure Services, Project Management

Infrastructure Outsourcing

Data Center Management, Data Base Services, Competing Services SSL-acceleration, managed SAN and NAS services, Managed Backup, and Data Recovery Services, Redundant Internet Service, Integrated Private Network Options, Systems Management, Security Services and Audio Conferencing


Siebel, Oracle, MS office (Word, Excel, PowerPoint), ACT,

Professional Development

Marketing & Sales Practices – McKinsey Company, Managing in the 21 century – Graziadio School of Business and Management, Market Strategies – Geoffrey Moore, Consultative Selling, Target Account Selling, Global Client Management, and Selling on Values.


I have been very successful in assembling teams and motivating them to peak achievement. My background is significantly different than most, as I have developed skills in both the Sales and Marketing areas, which has attributed to creating an image of operating at the leading edge… into new client engagements, sales performance improvement, new services and solutions.  The results of my efforts have had a significant increase in revenue growth and strengthening the competitive edge for companies like CSC, Infonet, BT and Virtela.

I am looking for an organization that is looking for a sales executive who needs someone to build upon a positive culture creation; strength, the sales leadership to drive sales performance improvements and client engagement. It is these qualities and attributes that I have excelled in with a high level of performance. As a sales executive, I have had leadership responsibility in both the enterprise and international wholesale markets within the IT services, telephony, data networking and security industries.


Over 17 years of experience in the IT services, telephony, networking and security industries. Strong executive leadership with a history of achieving maximum revenue and increasing market share through effective relationship building. Proven success in motivating sales teams to achieve corporate and revenue objectives. Known for high energy, flexibility in working with diverse audiences, and an upbeat approach with strong business acumen.Comprehensive background in complex, enterprise-wide infrastructure solutions, IP communications, business development, technology and business process outsourcing, managed services, program and project management, consulting methodology and professional services delivery. Ability to lead complex bid teams to contract signature by aligning client’s requirements to available products and services, building business cases which highlight real business and financial value to clients.

·Business Development

·Client Engagement

·Team Leadership

·International Management

·Executive Interface

·Training & Development

·Sales Performance Improvement

·Positive Culture Creation

·Direct & Channel Management

Work experience

Regional Sales Manager

Regional Sales Manager(1990 – 1994)

·Achieved sales quota each year FY93 – 108%, FY92 – 114% & FY 91 - FY91 -153%.

·Received President Award for outstanding achievement for top performer in company.

·Assisted 100% of direct reports win President’s Club.

·Recognized as #1 region for three years.


Director, Americas & EMEA channels

Virtela Communications
Virtela Communications Inc2007 - Present

Director, Americas & EMEA Channels 

Managed all areas; for channel business opportunities, strategic partnerships, joint-ventures and alliances in the Americas & Europe. Built high performance Global channels in the Carrier, System Integrator and SaaS markets by developing people and processes to build and manage successful partnerships to ensure that strategic financial goals & objectives are attained.

  • Achieved 100% of objectives each year.
  • Lead a sales team that successfully negotiated channel arrangement that resulted in 5th largest channel producer.
  • Drove demand creation by developing programs, identifying channel organizational structure and building relationships with major organizations by address the global service and product gaps.
  • Negotiated major Channel opportunities and contracts with industries largest Carrier, and System Integrators.

Directed cross-functional teams to develop tactical plans and align organizational resources to deliver customer commitments.


Sales Executive

BT Global Services
BT Infonet1990 - 2007

Senior Manager, New Business Development (2004 - 2007)

Drove new business revenue growth and global account management focused on the Global 500. Maintained relationships at senior levels within key global customers.Drove new business revenue production by directing large scale sale initiatives in areas of IT services,Infrastructure Outsourcing, Networking, IT Consulting and Security.

  • Achieved sales objectives each year, and generated $970K & $1.2M in revenue for ’05 & ’06 respectively.
  • Drove revenue production and impacted performance by directing large scale and complex IT services solutions associated with senior level negotiations, resulting in $10.9M major opportunity wins.
  • Achieved #1 sales producer in the region for last two years (’05 & ’06).
  • Generated $2.5M in new business contract value in ’07.

Vice President of Global Accounts & Sales



Vice President of Global Accounts & Sales (2002 - 2004)

Oversaw all aspects of revenue growth and global account management in Global 500 accounts. Developed and maintained relationships at senior levels within key global customers. Drove quarterly business reviews at top accounts. Performed critical functions directly related to professional development of sales force, defining the sales process, sales management and sales representative training. Developed and implemented sales strategy and approach to mapping out sales process, and establishing baseline performance metrics.

  • Generated sales of more than $95M within two year period, achieving 110% of revenue objective, and increasing Global Accounts revenues by 23%.
  • Drove revenue production and impacted performance by directing large scale and complex data communications, voice, video and wireless solutions associated with senior level negotiations, resulting in $30M major opportunity wins.
  • Translated Product Line strategy into tangible account plans. Implemented and executed these plans through account team, generating sales of $65M.
  • Negotiated major opportunities and contracts with customers including Canada Bell, DHL, Siemens, Toyota, and Roche.

Vice President of Business Development


Vice President of Global Business Development(1999 - 2002)

Managed all areas for new business opportunities, strategic partnerships, joint-ventures and alliances in the USA & Europe. Built high performance, cohesive sales teams in US & Europe through effective coaching, training and motivation developed and implemented action oriented plans to ensure that strategic financial goals & objectives were attained.

·Achieved 100% of objectives each year, increasing security services revenue by 200%, and growing Internet revenues 54%.

·Partnered with Lucent to develop lead generation program.

·Exceeded revenue, margins, operating income objectives by generating $40M in sales.

·Drove demand creation by developing programs, identifying alternate channel organizational structure and building relationships with prospective and existing channels.

·Directed cross-functional teams to develop tactical plans and align organizational resources to deliver customer commitments.

·Acted as lead negotiator on key contracts with customers including KPN Qwest, Ebone, SBC, and KPN.


Director of Marketing


Director of Global Marketing(1996 – 1999)

Developed and oversaw all strategic and operational business and marketing functions for Remote Access services, Internet services and Security services. Provided to senior management vision, direction, coordination and execution of strategic and annual business plans, market segment strategies, product strategies, business development requirements and new product introductions. Developed product plans, created collateral and delivered technology presentations to customers. Directed marketing support services including: target identification, proposal generation, pricing strategy and contract negotiation.

·Achieved 100% of contribution objectives & exceeded revenue objectives by 110%.

·Increased the Internet business by 200%.

·Established reseller arrangement with AT&T, resulting in Infonet becoming the global leader in IP dial services.

·Key contributor in cross-functional efforts to drive product lifestyle from development and design through the sales cycle that resulted in $45M of business.

·Defined and developed product roadmaps for Remote Access, Internet services, and security services.

·Designed and implemented marketing plan and calendar, sales and customer service programs, company literature, sales training program and manuals.


Sales Director


Sales Director, Western Network Services(1994 – 1996)

Drove all sales activities resulting in new business accounts, and revenue growth, and client retention. Directed activities of Regional Sales Managers, Sales People and Engineering in 17 western states ensuring performance standards were achieved. Managed budget in excess of $30M a year with complete profit & loss responsibility.

·Achieved over 100% revenue target.

·Exceeded contribution targets, while reducing indirect expenses.

·Sent 80% of direct reports to Presidents Club.

·Received the President Award for top sales performance in the company.

·Won FY 96 & FY 95 President Award for exceeding contribution objectives.

·Consistently exceeded revenue, margins, operating income objectives with annual sales in excess of $30M.

·Led nation in new business and client revenue growth resulting in major wins at Disney, Allegan, Applied Materials, Sun, Rockwell and Novell.



University of Nebraska, Lincoln, Nebraska. Business Administration


Yeanchen Huang Huang

“Lee is a rare business leader that is effective at all levels necessary to acquire, support, sustain and grow revenues. His engaging nature underscores a strong professionalism and complete understanding of business issues. This proves to be a huge advantage for both customers and the sales teams under Lee. Lee also has this capability to be a natural relationship builder and is able to connect on a personal level with anyone. He has demonstrated this talent throughout his career! Overall, Lee brings immediate impact on driving sales growth, positive team culture creation and excellent client engagement.”

Marc Paterson

“Lee was a true mentor to me when I joined Infonet, providing a rare blend of expertise, approachability, and professionalism. His ability to communicate with customers, quickly assess business issues and mobilize his team made him very successful in Sales. Positive motivation forms the foundation of Lee’s natural leadership abilities. He is without question a natural relationship builder, and consistently exceeded revenue and objective targets over the years we worked together. He was pivotal to my career development, and would be a strong asset to any organisation.”

Mike Lee

“Good Manager. Great Sales Guy. Fantastic Presenter. Learned a lot from Lee at an early stage in my career. Good travel partner too! Taught me a great lesson about ordering steak in Argentina.”