Work History

Work History
2009 - Present

Sales & Marketing Consultant

Time Warner Cable - Business Class

Leading a set of strategic, sales acceleration initiatives for head of the business communications division at Time Warner Cable which are contributing to a 20+% revenue growth rate YTD in 2010.

2008 - 2009

Senior Vice President, Sales Enablement

Level 3 Communications

Assumed control of multiple, non-integrated acquired company operating environments with 600+ national sales force, spending 75% of time on administration versus selling. Built and directed new organization of 114 cross-functional Sales Operations and Support employees focused on solving sales productivity problems. $12M operating budget. Reported to President and CEO.

  • Hired and trained 55 employees in under 90 days to quickly remedy sales productivity and customer issues. Added 35 new billing support employees, returning 20% more selling time to Strategic Account Sales Reps.
  • Championed new Sales Process Improvement Team to own, address, and provide governance for sales process and system improvements. Hired Director and 9 Subject Matter Experts.Drove delivery of 95 sales process and system improvements that lowered sales quoting and order entry time by 40%.
  • Developed and implemented a set of enhanced customer renewal and move/add/change policies for Sales, increasing customer retention and reducing time required to renew and upsell customers.
  • Raised productivity and morale by developing and instituting new, high-quality training programs and curriculums for new hire and tenured Sales Representatives and Sales Engineers.
2007 - 2008

Senior Vice President, Enterprise Sales

Level 3 Communications

Led turnaround of declining business and developed a new “go to market” strategy for a national enterprise sales organization of 440 employees with $1B revenue plan. Managed Direct Sales, Indirect Channel Sales, Inside Sales, Sales Engineering, and Sales Operations. Traveled 50% to field sales offices to host local “Town Hall Meetings” and visit customers. $95M operating budget and $30M sales commission budget.

  • Repositioned mid-market and national accounts sales organizations from geographic to target account sales coverage strategy.Addressed four distinct, high-growth enterprise market segments: Finance, Healthcare, Research/Education and Regional Service Providers.Grew these target segments at a 12% annual rate.
  • Raised average monthly sales productivity by 30% by introducing a disciplined sales management approach with minimum standards for sales activity, sales funnel volume and sales results. Motivated and retained top performers by establishing new recognition/reward programs and financial incentives.
  • Optimized Indirect Sales Channel to complement Direct Sales by addressing markets and customer segments not previously covered.Refined Inside Sales model to focus on retention for smaller customers.
  • Improved gross operating margin on new sales from 45% to 60%.
2006 - 2007

Senior Vice President, Integration and Development Services

Level 3 Communications

Developed and implemented strategic integration plans to fully assimilate 6 acquired companies into Level 3, including WilTel Communications, TelCove, Progress Telecom, ICG Communications, Looking Glass Networks and Broadwing Corporation.$10M operating budget.

  • Directed cross-functional team of 95 employees (Sales, Product, Operations, Engineering,IT, HR, Finance and Legal) to seamlessly execute multiple acquisition integration plans.
  • Consolidated 8 Network Operations Centers into 3 and retired 270 acquired IT applications. Integrated more than 12,000 miles of fiber optic network, saving $42M in annual network expense.
2002 - 2006

Senior Vice President, Sales and Sales Operations

Level 3 Communications

Implemented dramatic sales organization shift to generate significant revenue growth from new and existing customer segments. Guided team of 90 in Carrier, Enterprise, and Regional Sales, Inside Sales, and Sales Operations/Support. $17M operating budget.

  • Grew Carrier Sales Channel revenue in one year by 29%, from $310M to $436M.
  • Established Finance and Media & Entertainment Sales Channel, producing $24M in first year revenue.
  • Drove sales organization transition from transactional, geographic sales approach to strategic, segment-based approach targeting large named accounts. Devised and implemented plan to recruit 150 new Strategic Account Sales Representatives/Managers over 18 months, upgrading 90% of existing staff.
  • Led sales force due diligence and integration activities at 6 acquired companies: WilTel Communications, TelCove, Progress Telecom, ICG Communications, Looking Glass Networks and Broadwing Corporation.
2000 - 2001

Senior Vice President, North America Sales and Marketing

Level 3 Communications

Led national, territory-based sales organization targeting emerging web-centric businesses, content providers, and traditional and “new class” telecommunications carriers. Managed 275 Sales, Sales Engineering and Sales Operations personnel with $1.590B revenue plan. $60M operating budget and $23M sales commission budget.

  • Generated $1.674B in North America communications revenue vs. $1.590B plan in 2001.
  • Averaged $5M in monthly sales and grew year over year sales by 16%.
  • Achieved industry leading 65% gross margin on new sales.
1998 - 2000

Vice President, Marketing

Level 3 Communications

Managed a team of 6 on product marketing, product launch, marketing communications, website content, executive briefing center and sales support initiatives.  Liased with advertisting agency on brand strategies.

  • Collaborated with Product and Sales teams to define key selling propositions and product launch plans for new transport, internet and collocation products/services.
  • Led Sales and Marketing due diligence and integration activities at two acquired companies, Miknet Internet Services and GeoNet Communications.


Senior Director, Market Support

Senior Director, Product Management

1993 - 1996

MFS Communications

Director, Sales Operations

City Sales Director

District Sales Manager




Accomplished executive leader with 20+ years experience building and leading organizations to deliver revenue results. Highly motivated competitor and problem solver with unique ability to identify and assess business opportunities, develop strategy and execute operational plans. Recognized for achieving aggressive goals and managing effectively in transitional situations where difficult decisions are required.


Seeking an executive level position that utilizes my proven leadership skills and track record of success in sales, marketing and operations to help an organization achieve its goals and objectives.



Key Competencies

Sales/Marketing Management P&L Accountability Complex/Technical Sales New Market Penetration Strategic Planning Channel Strategies Staffing/Team Building Telecom Products/Services Merger/Acquisition Integration