MULTI DIMENSIONAL SALES STRATEGISTBusiness and Partner Development> Executive Management>Sales & MarketingAn energetic and passionate sales professional that offers more than 25 years of experience, as a direct contributor and team leader. A successful record of establishing and growing new technology businesses in Mobile Engagement, Converged Communications, B to B Enterprise Solutions and IT Consulting. Broad knowledge base and business acumen enhances my ability to be a strategic thinker, tactical planner and creative problem solver, who thrives on challenge, excels under pressure and is driven to meet corporate objectives. Strengths in: Sales & Strategic Alliance Management New Business Development Partner Development Contract Negotiations Profit, results and customer satisfaction Exceptional interpersonal skills for team building and customer relationships A well rounded facilitator with a keen sense of business urgencySpecialties: Unified Communication (IVR, SMS, Rich Push, Web, Agent Call Center)B to B Solutions – IT, Telephony, Mobile, Verticals (Telecom, Financial, Government, Enterprise, Legal, Healthcare, ASP) Technology, IP Network, Voice/Data/Video, Call Center, Disaster Recovery/Business Continuity, MobileSystems Integration, Hosted Services, ASP, PBX, Unified Messaging, Business Applications, Mobile Communications and Engagement, Mobile BankingSales & Account Management, New Business Development, Channel/Partner Management
Oct 2009 - Present
Channel Sales Manager
mBlox is a Leader in Global Mobile Engagement delivering SMS and Smart Push to enterprises, financial institutions, healthcare providers, brands, agencies and solution/service providers to help them create meaningful connections with their customers on mobile devices anytime and nearly anywhere.
Our network of over 800 mobile operators around the world enables businesses to reach nearly 5 billion consumers. We make it easy to use interactive SMS text message campaigns, push notifications and geolocation in order to drive revenue, lifetime customer value and ROI.
Jun 2007 - Jun 2009
Director Strategic Alliances and Business Development
Call Genie specialized in Mobile Local Search and Delivery of targeted relevant advertisements to the Traditional DA and New Media markets. Responsible for strategic alliance development and management, new business development and key account management.
§Closed multiple New Media Mobile revenue share and transaction fee agreements
§Provided expert advise regarding local search product positioning and pricing strategy
§Negotiated multiple strategic partnerships to support global Go to Market strategy
§Assisted in M&A due diligence in acquisition of BTSLogic
§Directed project team on the Statement of Work to implement; a new media SMS campaign service, a DA call center priority listing service, and WAP search application
Apr 2005 - Mar 2007
Director of Sales
BTSLogic provided call center solutions (IVR, Speech Recognition, Desktop App. ACD, and Database Search Engine) via a dedicated customer premise deployment or as a SaaS multi-tenant solution. Responsible for account management, and new business development.Worked with CTO on building Brand Recognition for the new telecommunication division in this historically closed and proprietary market.
§Leveraged unique value proposition to position BTSLogic competitively against theincumbents proprietary platform
§Defined new marketing message, product portfolio and collaterals
§Managed sales operational and business strategy, account management, business development, pricing, customer fulfillment and partner development
§Implemented successful Pilot in one of the largest Tier One carriers in the US
§Negotiated and closed two speech enabled companies in the Advertiser DA space
§Responsible for all sales and revenue forecasting which generated in first year a $50M sales pipeline of qualified addressable revenue
§Developed partner relations with IT Consulting firms and System Integrators to provide a complete end to end solution
Jan 2002 - Apr 2005
VP Of Sales
An IT Consulting and Service company that delivered IT staffing, network solutions, and facilities management.Specialized in Help Desk, network administration, Disaster Recovery off site data storage, and software applications.Provided expertise in the sales/business strategy and was responsible for account management, new business and partner development
§Revitalized sales by establishing new company image and solutions
§Developed a Disaster Recovery and Business Continuity business unit; negotiated collocation site agreements, strategic partnerships, marketing and pricing strategy,
§Responsible for maintaining customer relations and expanding MDS professional services into existing accounts
§Created new Market Plan, identifying core services, target markets and market strategy
§Responsible for prospecting,sales presentations, proposals, and contract negotiations
§Closed IT Staffing deals worth $3 Million & increased revenue by over 200%
Apr 2000 - Feb 2002
VP of Sales
A global leader in directory solutions providing application software for the telecom market. Headquartered in Munich, Germany with its Americas’ operations based in New Jersey
§Leveraged our global leadership position and unique business value to position us competitively against incumbents, Nortel, IBM and Volt Delta.
§Ramped up business operations of the Americas sales division including re-training sales force, creating new sales model, and maintaining customer relations in North America, as well as, Central and Latin America.
§Managed business goals and objectives – and directed all operational and business strategy for sales, strategic planning, service management, business development, pricing, fulfillment and client relationship management.
§Participated in closing business into accounts such as, AT&T, MCI-Worldcom., LSSI, Telegate USA, Codetel (Dominican Republic), ETB (Columbia) and Telemar (Brazil).
§Responsible for all sales and revenue forecasting complying with US GAAP Rules
§Generated in one year a sales pipeline with a qualified $75M addressable revenue forecast which included accounts such as, Verizon, Bell South, Sprint, and SBC.
§Led Negotiations with national data provider for $1.2 million/yr revenue share agreement.
1997 - 2000
Director of Sales
A global provider of Telco-grade Unified Communications Call Management Services, providing both a wholesale and retail model via. Intelligent service bureau’s deployed globally
§Managed day-to-day sales activity, training and negotiations.
§Provided primary support on customer sales presentations and customer follow-up.
§Designed and directed Call Sciences “wireless service providers” sales strategies that communicated how we would impact their Average Revenue per User, Increase Minutes of Use, and Churn reduction
§Managed Corporate Sales initiative to Fortune 1000 companies. Implemented solutions into accounts such as, AT&T, Bank of America, Bristol Myers, Network Associates, etc.
§Directed business strategy for sales; strategic planning, product development, pricing, and fulfillment.
§Supported sales force in securing a sales pipeline of 20+ million, $2+ million in new business
§Personally uncovered and developed a business opportunity at Sprint worth approximately $40 Million.
§Cultivated new and existing clients such as AT&T, Bell South, Lehman Brothers, and Bristol Myers.
Dec 1981 - Feb 1997
Office Business Systems
A top VAR of business solutions ranging from Voice Systems, Telecom Solutions, Document Storage and Computer Networks. Represented companies such as, Harris/Lanier, Xerox, Novell, Toshiba, etc. to enterprises, Healthcare, Education and Legal/Government accounts. Began my sales career as a territory sales rep.Based on continuous achievement, I was promoted to division general manager.
§Managed sales and customer support activity, recruited sales personnel maintaining 100% coverage of defined territory programs and sales targets.
§Managed field supervisor of customer service division insuring high standards of support and service delivery.
§Worked with service manager regarding technical training requirements, staffing and Help Desk support.
§Implemented and maintained a program defining optimal sales skills and training.
§Directed production requirements and activities of the sales staff.
§Worked with suppliers to maximize the use of their staff and their programs.
§Expanded Professional Service offerings (Staffing, support network installations, maintenance) to increase profit margins.
§Provided solutions for problem accounts to guarantee 100% customer satisfaction.
§Exceeded sales objectives by over 50%
Branch Manager, Edison Sales Division
§Managed sales representatives in three product divisions: business telephone, voice solutions and facsimile products. Target markets were healthcare, Fortune 1000 accounts, legal and government.
§Responsible for recruiting, contract negotiations, sales training, and field sales support.
§Worked as a commercial, major account, healthcare and government sales executive with a proven track record in each market.
§Exceeded corporate quotas and expectations every year
§Top sales representative for five consecutive years!
§Responsible for prospecting new accounts.
Sep 1977 - May 1981
Montclair State University
§ Bachelor of Science – Business Management and Marketing, 1981
Montclair State University, Upper Montclair, NJ
·Dean’s List 3.5 GPA
·Student Athlete, soccer and basketball
§Microsoft Sales training.
§CISCO Sales training
§Completed sales and management training programs from Harris/Lanier, Toshiba, and Panasonic.
§Network Essentials and Computer Telephony certification
§Essentials of Situational Leadership Program. certification
§Phifer Consulting - Strategic Selling