Michael Brown


Senior Leadership position in Sales and/or Marketing utilizing diverse skills and experience to drive change in line with company objectives, such as dramatically growing revenue, improving profitability, and rallying organization in line with company goals.


Executive with extensive experience in Sales, Marketing, and Operations.A proven leader of sales and marketing organizations who has dramatically increased revenue, improved customer service, and implemented cost reduction initiatives.A member of Senior Management, who has reported to the CEO, and has worked with all levels of management, union, and members of the board of directors.Key strengths include; working with C Level customers to grow revenue and market share in a declining environment, leading diverse teams for change, taking charge of new initiatives, and achieving profitable business results.Education includes a BS in Business - Marketing, an MBA, and attending Kellogg and Duke executive development programs.Has advanced training in production and inventory management, and integrated resource management -- CPIM and CIRM certified through APICS.



Sales and Marketing

Sales and Marketing Senior Executive with a proven track record of delivering profitable results in highly competitive markets. Experience spans start-up companies to leading communications solutions providers.   Sales Leadership Strategy Development Marketing Communications Call Center Leader P&L Management Product Management R&D Management Restructuring Champion   SALES AND MARKETING LEADER Senior team member over previous 5 years delivering between $400M - $600M company revenue per year. Enterprise sales leader focused on driving incremental revenue solidifying market leadership over 10 year period. Directed product portfolio analysis resulting in divesting and acquiring products growing total margins by 8 points.   TURNAROUND EXPERT - CHANGE LEADER Led start-up initiatives for $1.6B company purchase including brand launch, operational readiness, and attracting personnel. Restructured call centers, retail stores, sales teams, and marketing team resulting in sustained $10M annual cost savings. Implemented sales force transformation that cut the sales budget by 32%, dramatically increasing revenue per sales head.   COMPANY-WIDE PROJECT CHAMPION Drove revenue assurance initiative which recovered $8.9M of revenue leakage. Led a 4th quarter cross-functional revenue team which drove $25M incremental in-year revenue. Spearheaded team which eliminated 11,500 billing disputes and migrated 8,000 past due orders into billing system.

Work History

Work History
Dec 2004 - Aug 2008

Senior Vice President, Sales & Marketing


Hawaiian Telcom, Honolulu, Hawaii, 2004 - 2008

Senior Vice President - Sales & Marketing, Senior Vice President - Customer Contact Centers, and

Vice President - Sales Operations:

  • Responsible for driving $450M revenue ($130M EBITDA) with 200-person sales and marketing team ($58M budget) for 2008.
  • Drove consumer and business campaigns which improved customer retention and grew internet and business revenue.
  • Led 350-person organization consisting of 4 call centers and 8 retail stores. Significantly improved customer experience.
  • Dramatically grew FCC special circuit revenue by 10% and 11%, respectively, over 2 years growing it to $70M.
Sep 2003 - Dec 2004

Vice President, Sales Operations

NextiraOne, Houston, Texas, 2003 – 2004

Vice President – Sales Operations

  • Ran daily sales operations for a 400-person North American Sales Team driving $525M annual revenue.
  • Led management of sales strategies, revenue assurance, customer deal approvals, funnel forecasting, and budgeting.
Oct 2002 - May 2003

Vice President, Sales

VoxPath Networks, Denver, Colorado, 2002 – 2003

Regional Sales Vice President

  • Led sales initiatives for hosted IP-PBX solution to telecom service providers.
Jun 1986 - Jul 2002

Sales Vice President (last)

AT&T-Lucent Technologies

AT&T-Lucent Technologies, Colorado, New Jersey, Georgia, 1986 – 2002

Promoted throughout 16 year career within marketing and sales reaching Sales Vice President.

  • Led sales team responsible for $300M revenue in optical, services, and software – increased services revenue 300% y-o-y.
  • Key driver in formulating sales team strategy which delivered $800M revenue. Led sales comp and billing & collections.
  • Over 2 year period, built new team to sell services and refurbished equipment.Drove in $300M incremental revenue.
  • Led Bell Labs R&D group integrating customer-driven features into standard offers.Grew revenue fourfold.


Jul 1999

Sep 1986 - Aug 1998

Master's of Business Administration

Oct 1994

Sep 1977 - Aug 1981

Bachelor's of Science


Jan 2009 - Present

Licensed Real Estate Broker

North Carolina Real Estate Commission


American Production & Inventory Control Society


American Production & Inventory Control Society