Summary

Looking for a Senior Executive position in an organization that allows me to utilize my expertise and interpersonal skills to increase market share and expand its customer base.

  • Executive Vice President, 
  • Worldwide Field Operations 
  • Sr. Vice President Worldwide Sales 
  • Chief Operating Officer 
  • Chief Executive Officer

I am a networking industry veteran with over eighteen years experience and a proven winning track

record in sales and sales management fields. I am a self-motivated and determined individual with

significant experience with enterprise, service provider and resellers.

Prior to being named Sr. Vice President of Worldwide Sales, I served as Vice President of Worldwide

Strategic Alliances at Force10 Networks where I developed the company’s global partner program.

Earlier in my career, I played a leading role at Cisco in developing, growing and directing a nationwide

sales operation responsible for one of their largest partners, SBC Communications. While with Cisco, I

increased annual revenue from $60 million to more than $1 billion in less than four years.

I have also held sales roles with Nortel Networks and SBC Communications.

  • A leader with substantial hands-on experience.
  • Experience with start-up’s and major corporations.
  • An individual whose personal philosophy and values have enabled me to succeed and to inspire and lead others.

Work History

Work History

VICE PRESIDENT OF SALES & WW SUPPORT

XSIGO SYSTEMS

Vice President of Sales & Worldwide Customer support;

As an executive of Xsigo, I reported directly to the President & COO and had full P&L responsibilities for

my organization. I recruited, organized, and managed a group of highly successful sales and customer

support representatives consisting of 13 direct reports/10 indirect reports including VP’s, Directors,

account executives, systems engineers and customer support representatives.

At this early stage start-up I was responsible for building the foundation for success.

Accomplishments

  • Recruited & hired 15 employees is 120 days
  • Hired and built out Customer Support organization
  • Designed & implemented compensations plans
  • Implemented Oracle CRM
  • Implemented Salesforce.com
Jan 2003 - Jun 2007

SR. VICE PRESIDENT WORLDWIDE SALES

http://WWW.FORCE10NETWORKS.COM

Senior Vice President of Worldwide Sales;

As a senior executive officer of Force10 Networks, I reported directly to the CEO and had full P&L

responsibilities for my organization. I recruited, organized, and manage a highly successful worldwide

sales organization consisting of 8 direct reports/120 indirect reports including theater VP’s, RVP’s,

account executives, systems engineers and support individuals. This team is highly effective competing against Cisco, Juniper and Foundry in the extremely competitive high end Data Center space.

Areas of Expertise

  • Team Building & Leading High-Producing Sales Teams
  • Managing Critical Accounts
  • Enterprise, Service Provider and Channel Sales
  • Strategic Sales Planning & Execution
  • Customer Acquisition & Loyalty
  • Organizational Development
  • Development of Compensation Plans
  • Teamwork & Performance Management
  • International Partnership Development

Areas of Accomplishments

  • Three consecutive years of record growth
  • Increased quarterly sales 764% in 3 years from $4.9M to $39M
  • Grew customer base 870% from 46 customers to 400
  • Expanded Sales organization from 20 to 120
  • Ranked in Light Reading’s Top 10 list of private companies 2004, 2005, 2006,2007
  • In 2004 ranked on the Red Herring Top 100 list of private companies

Vice President Worldwide Alliances Jan 2003

As Worldwide VP of Alliances at Force10 Networks, I was responsible for Developing its global channel

program. I successfully negotiated resale contracts with IBM & Dell in record time in my first 90 days. I

created all aspects of the business from the ground up and was promoted to run worldwide sales after

one year.

  • Developed resale contracts, referral contracts and Master Purchase agreements
  • Senior level contract negotiations- I was responsible for negotiating and signing off on all resale and
  • end-user contracts
  • Developed and implemented Reseller Programs
  • Developed and implemented Distribution Strategies
Jan 1999 - Jan 2003

MANAGER, CHANNEL OPERATIONS

http://WWW.CISCO.COM

Manager, Channel Operations

I was responsible for building and managing a team of sales professionals and systems engineers. In

doing so I created the largest Cisco reseller in the United States. My Team ranged from as little as 3

people to as large as 24. I managed all aspects of the organization from sales strategies internally as well

as the go-to-market strategies for our partner.

  • Increased sales volume from $60,000,000 to $1,100,000,000 in less than three years
  • Achieved first billion-dollar resale channel
  • Received Manager of the year Award for Top ILEC Channel FY2001
  • Received Top Channel Team FY2000 186% of plan
  • Selected to participate in Cisco’s Leadership Development Program and retreat (this program is
  • limited to the top 10% of Cisco.)
  • Negotiated two Multi-Billion dollar contracts
1997 - 1999

SR ENTERPRISE ACCOUNT EXECUTIVE

http://www.NORTEL.COM

Senior Enterprise Account Executive

I was responsible for working with Named Fortune 500/1000 Customer in the St. Louis area to increase

Bay Networks market share. Selling LAN/WAN equipment i.e., Hubs, Switches and Routers. As a

named Account Executive I had the responsibility for selling direct or with Channel Partners to end users

on my named account list.

Territory Sales Manager/ Channel Sales Manager

I was responsible for working with Resellers and end-customers in Missouri and Southern Illinois to

increase Bay Networks market share. Selling LAN/Wan equipment i.e., Hubs, Switches and Routers. I

worked with resellers to build relationships, provide updated information, train, as well as sell to end

customers.

  • Finished Bay Networks 1997 Fiscal Year at 151% of my 6,000,000 annual objective
  • Increased run rate from 200,000 to 750,000 in four months in FY97
  • After splitting my territory in half, due to Expansion in FY98, I finished Bay Networks 1998 Fiscal Year
  • at 108% of 5,000,000 annual objective
1996 - 1997

DIRECTOR OF SALES

SOFTWARE SALES ALLIANCE

As Director of Sales, I had full Profit & Loss responsibility for my division. I was responsible for hiring

and managing a nationwide sales and technical force as well as resellers that marketed our product. This

team marketed a LAN & WAN based Videoconferencing and distribution systems. This was a start-up

company. In my position I had to develop and implement all aspects of the business. This included:

Hiring a sales and technical staff for nationwide coverage

Developing contracts

Developing sales & commission plans

Developing a marketing plan

Signing on Resellers to market the product

Working directly with senior management of resellers and end users

1989 - 1996

SR ACCOUNT EXECUTIVE

AT&T

Senior Account Executive

As the Senior Account Executive in the Medium Business Market, I was responsible for $12,000,000 in

annual revenue. I helped customers solve their business problems while selling data products and

services. Some of them include Frame Relay: ISDN; Video Conferencing, LAN’s & WAN’s, etc.

I was the number one sales person in my group for six years achieving approximately 200% of my

objectives every year. I set high objectives and always exceeded them. I focus on company emphasis

products and utilized my technical ability to provide integrated solutions.

  • I managed a team of eight sales and support representatives that included Management and Non-
  • Management Union Employees
  • Increased contractual revenue by $2,700,000 in 1995
  • Increased annualized revenue by $1,700,000 in 1995
  • Increased equipment revenue by $1,800,000 in 1994 & 1995
  • Exceeded customer’s expectations 96% of the time. (This survey was performed by an independent
  • outside contractor.)
  • Managed and trained several sales teams of management and occupational personnel to achieve
  • highest results in unit