Developed and executed sales strategies for a major service provider. Delivered multi-million annual sales, revenue, margin and OPEX targets. Led a team of 12 senior sales, system engineering and project management experts. Negotiated and executed complex agreements covering all aspects of major account development. Achieved highest customer satisfaction ratings. Recipient of Ciena Honor Circle award eight years for exceeding quota objectives. Awarded FY2017 North America Major Account Team of the year.

Led a multi-million dollar quota-bearing sales and system engineering team to establish strategic global partnerships. Negotiated and executed a global multi-year procurement agreement with Ericsson Worldwide. Established Ericsson as a Ciena global partner selling solutions throughout major global business markets. I reported to the VP of Global Partner Alliances.

Developed strategic business alliances with global OEM partners. Executed key sales objectives for maximizing revenue and business development important to a start-up stage company. Ciena acquired Internet Photonics in May 2004. Served as business development liaison to the Ciena acquisition due-diligence team. Position reported to VP – Sales and Business Development. Acquisition of Internet Photonics led to establishment of my position at Ciena.

Recruited as sales and marketing leader for the Access Communications Business Development team for Carrier Packet Networks. This Nortel group, under my leadership, was a small business development team focused on developing innovative network access solutions for Nortel's data networking business. The group had worldwide reach across all Nortel lines of business. Responsible for existing OEM supplier relationships as well as business development. Sponsored ATM IAD start-up company, Sonoma Systems, into Nortel to address portfolio deficiencies in Nortel’s ATM and Optical product portfolios, which led to an OEM relationship and then strategic acquisition. Managed a group of five sales directors, 2 sales managers, 1 system engineering manager, 4 senior system engineers, and 1 administrator. Achieved Nortel sales and executive level recognition each year for over achievement of sales objectives as did each of my direct reports. Position reported to VP – Business Development. Honor Circle Award 1999 – 145% Achievement of Sales Objectives; Honor Circle Award 2000 – 125% Achievement of Sales Objectives; Executive Award 2000 – Recognition for driving Sonoma Acquisition; Circle of Excellence Award 2000 – Top Sales Achiever. I was recruited for related sales and business development initiatives at Internet Photonics.

Recruited to Virtual Access as an early round investor/company officer to establish and develop the Americas region. Virtual Access designed a new generation IP access router and provisioning management system for Telco/Internet service provider markets and needed an executive leader to execute the company’s directives to achieve success in the Americas market in support of building corporate valuation for strategic acquisition or IPO. Reported directly to the President/Chief Operating Officer in the United Kingdom. Built the Americas operation into a team of six with offices in Dallas, TX and Fairfax, VA. The team cultivated a prospect and customer list that any start-up would welcome, developing business relationships with Nortel, AT&T, Motorola/Next Level, Bell South, Ameritech, CACI, and a number of solution resellers. Responsible for the operation's budget, staffing, and performance. I was recruited for related sales and business development initiatives at Nortel Networks.

Achieved Vice President of Sales after leading the Network Service Provider Sales Team to a record sales year from major customers including AT&T, GTE, and General Electric Information Systems. Reported directly to the President/CEO. Direct reports numbered 25 including 3 sales directors. Served as the Carrier sales division executive interface to parent company ECI Telecom in Israel. Responsible for establishing, executing and managing the division's charter from budget, staffing, performance, and coordination with parent company. Developed my team into a seasoned, highly motivated and rewarded sales division. Left ECI to join original founders of a technology start-up in the IP/Internet market. Exceeded 1996 sales plan by 22%. I was recruited for related sales and business development initiatives at Virtual Access.