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Objective

Strategy, sales, marketing, business development leadership position in the EdTech space serving as a key member of a fast growth company; looking to secure market share, grow revenue, and adjust to dynamic customer needs. I am open to long term movement to not-for-profit and public sector positions.

Work experience

Solutions Consultant, Alliance Channels

AT&T
Jun 2014Present

Technical sales overlay role working to drive incremental business in our advanced mobility solutions practice by leveraging our Top Solutions Partners in the western U.S.  

  • Support Gold and Platinum partners through pre-sales and full life-cycle customer engagement
  • 119% of plan for a 15 state region YTD
  • 159% increase on critical focus and line of business sales

Advanced App Sales III SME

AT&T
Jan 2014May 2014

Sales and critical operations role through end of June 2014.  Leading transition team within AT&T’s Project Management Office during re-organization of over 700 sales overlays and subject matter experts. 

  • Managing complex deal validation desk and west region strategic deal desk for product mainstreaming initiative on key funnel carryover deals > $.5M
  • Provided oversight on key support processes for mainstreamed products
  • Specific focus on Cloud and Collaboration categories of products; including Web Hosting, AVPN, Platforms as a Service, MEAP  / Mobile Application Development, & Unified Communication

Industry Solutions Practice Manager-Education

AT&T
Mar 2012Jan 2014

Sales overlay and matrix management role; responsible for building on AT&T’s commitment to education by partnering on the delivery of mobility software solutions for higher education and K-12. 

  • YTD Finish (2013 221% of plan)
  • Led program and national funnel development and execution around AT&T Mobile Application Development Services, Mobile Education Applications Platform(s) (MEAP), Personalized Learning
  • Drove double digit growth in mobile applications revenue regionally

Key participant and sales leader for go to market strategy in education cloud computing, premise and mobile learning efforts with key content partners

Fourteen state coverage: Partner enabled and custom mobile application development, cloud computing & storage, network security & infrastructure, campus messaging, machine to machine solutions, personalized learning, and unified communications.

National Higher Education Practice Manager

Sprint
Jan 2006Feb 2012

Developed and implemented overall strategy, partnership portfolio and led double digit revenue growth in the education vertical (K-20) including; wireless, wire-line, and unified communications solutions. Utilized a matrix-management structure to disseminate industry expertise and coordinate strategy and tactics across multiple sales channels and distribution levels.

Developed new partnerships and created solutions for unaddressed market needs. Led sales efforts for multi-million dollar and multi-year public and private sector contracts.

  • 2009-2010 President’s Council Award Winner – Industry Solutions Group
  • Launched an innovative, mobilization program and partnership for leading learning management system provider yielding 6% gain in segment market share
  • Developed and managed a dynamic, C-level, higher education advisory board

Public Sector Market Director

Sprint
Jan 2002Jan 2005

Generated new business in both voice and data revenue in the public sector vertical with an emphasis on healthcare, education, and the public safety space.  Account acquisition and retention position. Territory management included local, state, federal (GSA), as well as K-12, higher education, and government entities.  Prospected, closed, and managed three key lighthouse accounts, all of which represented the top three largest public sector accounts in the state; including the Denver Public Safety Account worth a quarter million in annual revenue.

  • Finished at 138% of voice plan and 116% of data plan in 2004
  • Finished at 261% of data plan and 116% of voice plan in 2003
  • Representative for on the National Sales Advisory Board

Direct Channel Sales Manager

Nextel Communications
Sep 2000Apr 2002

Directed the day to day activities of a direct sales team of six to eight account executives to ensure that set sales goals were met and exceeded while providing extensive hands on coaching and mentoring. Met all retention and cost of customer acquisition metrics.

  • Exceeded set sales quota each business quarter
  • Helped reduce employee churn
  • Helped to positively affect metrics such as ARPU, CPGA, OIBDA, customer churn, and SCI scores

Sales Supervisor

Nextel Communications
Mar 2000Sep 2000

Directed operations for satellite office to ensure that set sales goals were met while overseeing local marketing activities in the market. Worked side by side with existing and prospective customers as a professional consultant to analyze wireless business needs and made recommendations on solutions that benefited the customer.  Led promotional efforts to drive new customer acquisition to direct, indirect, and retail channels.

  • Met and exceeded set sales quota for the market every quarter
  • Responsible for the oversight of local marketing activities
  • Developed scalable internship model with local university 

Senior Account Executive

Nextel Communications
Sep 1998Mar 2000

Delivered needs based wireless solutions for enterprise and general business accounts in the Colorado market focused on strategically identifying, prospecting and growing small to mid-market business accounts as well as state and local public sector accounts. Called on prospective customers and identified new business opportunities. Accountable for a high volume of cold calling, appointment setting, and closing of business accounts to achieve all sales quota metrics.

  • Top performer, qualified for President’s Club 1999
  • Sales quota met and exceeded in both 1998 and 1999
  • Named Account Executive for Q2 1999
  • Named Account Executive of the month for March, April, and October 1999

Chair Business Forums Programs

Colorado State University
Mar 1997May 1998

Oversaw all event-planning activities for university business symposiums throughout the calendar year. This included the design of the overall programs, recruitment of all C level corporate speakers, budget allocation, and fundraising activities.

  • Resulted in a 36% increase in attendance compared with the previous year
  • Completed projects well under allocated budgets and within margins
  • Recruited top business leaders from across the nation, including; the CEO of Saturn, the VP of Marketing for Lycos, and the CEO of the Trip.com

Graduate Programs Associate - College of Business

Colorado State University
May 1997May 1998

Responsible for the design and execution of benchmarking studies aimed at assessing the effectiveness of existing programs for the school of business. Developed and maintained the graduate schools web page.

  • Increased real and perceived value of the MBA program through the development of a transition module
  • Saved the department resources leaving with a net positive P&L, while increasing awareness of the MBA program 

Skills

Solution Selling
In addition to plaques, paper-weights, and badges;; over a dozen years of formal and informal sales training / mentoring.  Some of my preferred methodology.   Science of Consultative Selling (PIERS) Sandler Sales Institute / Program SPIN Selling Value of Investment Modeling (CoSN, Value Management Office)   High Performer / Role Model sales results throughout in capacities ranging from Top Individual Contributor (Solutions Sales Group M2M), Direct Channel Sales Manager, Indirect Channel Manager, Sales Overlay, Sales Program Manager.
Channel / VAR Sales & Development
I have extensive experience in Channel and VAR selling. I have leveraged alternate channels for a variety of needs, programs, and outcomes; both as an overlay technical resource as well as embedded selling. Most recently as the only dedicated Alliance Channel resource, working as a technical sales overlay for some 15 states in the West. In my most recent position; our small team has moved the dial to over 190% growth in the channel relative to line of business SaaS, pro-services, and complex enterprise applications.
Web Mobile Application Consulting
Experienced in custom mobile application development sales and marketing through a variety of partners; from Modo Labs, Dub Labs, Spire Media, Verivo, Mobile CDN.  Full life-cycle mangement, open source solutions, Drupal, PHP.  Hands on use of Sencha, Phone-Gap, Kurogo Mobile Optimized Middleware and off the shelf Adobe Suite solutions, HTML5. Specialties  / Areas of Focus Higher Education Information Technology Services SunGard Banner Consulting Services for Mobility Mobile App Development for Higher Education  
Marketing Campaigns
Creation and management of complete, audience marketing strategies; P&L budget, design, data analysis of questionnaires, surveys and focus groups, direct mail campaigns, online impressions, and social network engagement and advertising.  Compliance based and familiar with all forms of digital media as well as print, traditional, to non-traditional / disruptive.   MBA - Marketing - 1998
Business Development
Strategy and Business Development for fortune 100 tech companies.  I have extensive experience in on-boarding, managing, and developing vertical specific software, hardware, and content providers.  Experiences range from managing a $43M 3 yr. partnership to pilots and proof of concepts.
Software Skills
CRM (SalesNow, SFDC), web page design/HTML5 publishing experience, Minitab, SPSS, and statistical software pa, Windows (Word, Lync, PowerPoint, Excel, Outlook, SharePoint 2010, Office 365, One Note, Project), Twitter, PaperLi, LinkedIN, SKYPE, Blogs, 4Square, SkyDrive, Apple, Mac Lion iOS, Safari, Bit.ly, Google Analytics, Google Apps, Google +, (GSA) Google Search Appliance, PhoneGap, iCloud, Cloud Applications, SaaS, Virtualization, CS3, Adobe Portfolio, Kurogo Mobile Application Middleware
German
Over ten years of formal and informal training; including a refreshed certificate at the University of Denver, 2009.

References

Ed Davalos

Ed was my former Director at Sprint for four years previous to my move over to AT&T.

Craig Carroll

Craig was my immediate supervisor from 2006 to 2010 at Sprint.

Dan Gillison

Dan was my supervisor at Sprint.

Education

Certifications

CMO Premise Technician

AT&T
Jan 2012Present

Advanced German Language

University of Denver
Jan 2008May 2009

Interest

Hack-a-Thons, Common Core Transition; Digital Citizenship, Education Professional Development, Mobile Application Development (native, web, hybrid), Open Educational Resources, Personalized Learning, Cloud Hosting, Content Distribution Networks, Digital Curriculum. SaaS, Network Security, Learning Space Management.

Strategic Accounts

Gap Analysis, Execution

Strategy, Biz Dev, Sales

Lighthouse Opp Dev

Sales Leadership

Field Marketing

Recent Speaking Engagements

The 2014 CPS Tech Talk event will take place at Gwendolyn Brooks College Prep High School on Friday, January 24. This event shares information on educational technologies for our district's teachers, administrators, technology coordinators, and support staff.  Mark your calendar and make plans to attend with a team from your school!  We are now accepting session proposals, registrations in CPSU, and nominations the "Ones to Watch" award.

Place in the 9:00-9:45 concurrent Room 321

Managing Mobile Apps Made Easy:

Mobile apps available for school districts should provide a broad array of rich features and modules that include grades, courses, calendar and events, directory and other notification engines so you can quickly implement mobile communications. It’s important to consider a solution that works with virtually any device and data source – allowing you to manage your ever-changing mobile environment effectively. School administrators need a management console for ease and flexibility to change mobile feeds and other customizable features of the district app, all while providing security at the network, device and application levels.

https://sites.google.com/site/cpstt14/home