Ken Burrows Email & Phone Number

Greenville, Sc, Us

Greenville, Sc, Us

Campbell, California, Us

Key Achievements:• Successfully worked on major contract renewals with enterprise customers across North America, aligning products and services with customer plans to bring long-term value to both the customer and Mirantis.• Developed and executed a multi-year business plan, resulting in $17.2M in 3-year contract ARR software subscriptions for AT&T private cloud development and deployment teams, with a 18-month sales cycle.• Led Mirantis' transition to a new AT&T cloud architecture optimized for 5G mobile packet core, resulting in a separate 3-year contract with ARR software subscriptions totaling $10.75M.• Managed a team of professionals delivering OpenStack to AT&T, generating a steady monthly revenue stream ranging from $1.1M to $1.5M.• Negotiated contracts and financial agreements, ensuring client-specific operational and compliance practices are implemented and adhered to.• Served as the Escalation Executive for all sales and service delivery-related issues, safeguarding client relationships.Responsibilities:• Collaborated with finance, product, and sales teams to align products and services with customer procurement processes and long-term vision.• Created and executed a multi-year business plan to accelerate the adoption of SAAS, support, and professional services resources across AT&T's private cloud teams, resulting in significant 3-year contract ARR software subscriptions.• Oversaw the technical program manager, project manager, solution architect, solution delivery executive, development engineers, and professional services team delivering OpenStack to AT&T, driving a substantial monthly revenue stream.• Actively participated in contract and financial negotiations, ensuring compliance with client-specific requirements and building strong, long-term business relationships.

Waterloo, On, Ca

Key Achievements:• Successfully leveraged key strategic relationships with Cricket Wireless Executive management to secure a successful proof of concept AT&T lab trial. The AT&T lab testing included virtual deep packet inspection (vDPI), policy charging rules function (PCRF), policy charging enforcement function (PCEF), and cybersecurity.• Forecasted annual sales, executed account management in Sales Force, and developed sales planning and strategies with C-level executives and key decision-makers.• Partnered with service providers across North America, effectively understanding their business needs and objectives to position key virtual products, meeting RFI, RFP, and RFQ requirements.• Positioned and promoted Cyber Security, Business Intelligence, Traffic Optimization, Subscriber Management, and Business Services to support cloud-based deployments.Responsibilities:• Cultivated and maintained strong relationships with Cricket Wireless Executive management, leading to a successful proof of concept AT&T lab trial for virtual deep packet inspection and related functions.• Collaborated with C-level executives and decision-makers to forecast annual sales and developed strategic sales planning to achieve business goals.• Formed partnerships with service providers, gaining a deep understanding of their unique needs and objectives to effectively position and sell virtual products.• Championed Cyber Security, Business Intelligence, Traffic Optimization, Subscriber Management, and Business Services as essential components supporting cloud-based deployments.

Westwood, Massachusetts, Us

Key Achievements:• Leveraged key C-level relationships at AT&T and DirecTV to identify key stakeholders and develop business plans, resulting in a remarkable increase in sales from 79% of plan in FY12 to 160% of plan in FY13.• Led Digital Video Analyzer deployments in AT&T IP Video Super Hub Offices and IP Video Hub Offices across the IPTV network, ensuring smooth and successful implementations.• Collaborated directly with AT&T labs, Network Operations Center, and network management IT group on IPTV National Local and Targeted ad insertion proof of concept. The implementation of early late splice detection and schedule verification drove additional sales of video analyzers, monitoring correct ad insertion and preventing revenue loss due to incorrect ad plays in local markets.• Aligned IneoQuest's sales cycle with customer procurement policies and positioned key products to meet RFI, RFP, and RFQ requirements, leading to successful renewals that continue today.Responsibilities:• Cultivated and maintained strong relationships with C-level executives at AT&T and DirecTV, resulting in successful business plans and increased sales performance.• Spearheaded the deployment of Digital Video Analyzers in critical IP Video Super Hub Offices and IP Video Hub Offices, ensuring effective implementation and seamless operation.• Collaborated closely with AT&T labs and network management teams on crucial IPTV projects, driving additional sales by offering solutions for accurate ad insertion.• Ensured IneoQuest's sales process aligned with customer procurement policies and responded effectively to RFI, RFP, and RFQ requirements, leading to successful contract renewals.

San Jose, Ca, Us

Key Achievements:• Collaborated with Genesis to establish a minority supplier agreement with AT&T and Cisco, expediting sales of Cisco WIFI routers supporting IP DSL modem installations. This strategic partnership led to direct sales of $18M for consumer WIFI routers within a 60-day sales cycle, with no RFP required.• Served as the Account Manager for AT&T's Advanced Video Tech Team, leading the successful AT&T Femtocell (3GMicrocell) project. Guided the project from a concept OEM board to a fully developed product, resulting in a remarkable FY10 sales performance of 190% of plan, totaling $68M.• Developed a new services contract for reverse logistics, refurbishing 3GMicrocell devices, generating $6M in revenue over 3 years. The proposed services deal included inventory management, subcontracted vendor services, supply chain management, and training.Responsibilities:• Played a crucial role in establishing the minority supplier agreement between Genesis, AT&T, and Cisco, streamlining sales of Cisco WIFI routers for IP DSL modem installations.• Led the account management of AT&T's Advanced Video Tech Team, overseeing the development and customization of the 3GMicrocell project from concept to final product.• Worked closely with AT&T C-level executives and product management teams, facilitating the design, development, and customization of the 3GMicrocell, leading to exceptional sales performance.• Developed and negotiated a new services contract for reverse logistics and refurbishment of 3GMicrocell devices, ensuring efficient inventory management and successful collaboration with subcontracted vendors.

Key Responsibilities:• Conducted direct sales to Service Providers such as AT&T, SBC, Bell South, Cincinnati Bell, Century Tell, and Telmex, managing the entire sales cycle from identifying prospects to closing contracts.• Led sales planning, account forecasting, and strategy development, collaborating with cross-functional teams to deliver effective go-to-market product solutions.• Cultivated strategic account plans, ensuring comprehensive territory coverage and capturing customer requirements for product offerings.• Influenced clients to specify the company's capabilities in their RFPs, creating a competitive advantage for Westell's products.• Provided expert technical sales support, facilitating successful product integration and implementation for customers.Key Achievements:• Earned the Sales Customer Success Circle award in recognition of outstanding sales performance.• Achieved $10M in annual sales revenue across Canada, the United States, and Mexico, demonstrating strong market penetration and customer success.• Developed and secured new customer accounts at Cincinnati Bell and CenturyTell, introducing new products and services, resulting in a $6M increase in margin and return on investment over 2 years.• Localized products for sale in Mexico, collaborating directly with Telmex in Mexico City for 8 months on product development and localization efforts.• Created a successful product plan and requirements with Bell South management, leading to customized product development for BS DSL deployment, contributing to significant sales growth (17% of sales, $45.95M) and reaching a total of $270.3M in fiscal 2005.