Michael Allison Email & Phone Number

Espoo, Southern Finland, Fi

Head of Government and Cities with focus on Smart Cities, IOT, City Fiber, Rural Broadband, Public Private Partnerships and strategic relationships to drive growth in North America.• Drove extensive growth in city-wide fiber networks and middle-mile fiber optic networks. Quota obtainment 200% from 29.4M to 54M in 2021 o Quota Obtainment 266% from 48MM to 104M in 2022 • Consistently exceeded revenue targets and margin objectives. • Developed Strategic partnerships with investors and large suppliers. • Provided dozens of panels at major conferences. • Increased sales funnel 400% with highly qualified opportunities. • Consistently worked with City and political leadership to develop smart City roadmaps and solutions to close the digital divide. • Extensive experience with Broadband Equity, Access, and Deployment process (BEAD) includes funding requirements, allocation and relationships with many broadband offices and BEAD leadership executives.

Espoo, Southern Finland, Fi

• Vice President of Sales in charge of Strategic Partnerships and Solutions, P3 and Federal Government for North America. • Driving growth strategies to expand Nokia’s market share in Smart Grid solutions, Open Access networks, Neutral host networks, Broadband Community Networks, Smart City, IOT, Security, NG 911, and industrial communications including private LTE, optical, MPLS, microwave and data center solutions. Developing & driving new business strategies and sales model to increase market penetration and more efficient sales and engineering model to improve sales productivity and focus. • Managing growth for sell through channels including service providers, MSO’s, Channel partners, Alliance partners, Manufactures, consultants and strategic relationships.• Developed and launched industry specific solutions and go to market strategy for Smart City, IOT, Security, PLTE and open access networks. Developing Next Generation 5G applications and use cases. • Launched public safety solutions and next generation 911 emergency services solutions. • Developed and scaling new sales and engineering team to provide coverage for North American market. • Focus on large strategic sales opportunities that drives significant growth in orders and revenue. • Closed many large-scale deals including, National Spectrum Consortium 5G opportunity for 60M, Booz Allen Hamilton for 10M, Department of Homeland Security 5G test Bed with 3 year award, and other large federal opportunities for 20M this year.

Espoo, Southern Finland, Fi

Sales Leader in charge of the Americas tier one Energy and Utilities Markets.• Develop growth strategy and plan to expand Alcatel-Lucent’s market share in Smart Grid applications and transmission products including LTE, Optical, MPLS, Microwave and Data center solutions.• Manage existing customer relationships and driving new business development efforts.• Manage complex integration and professional services sales engagement and lead team with hands on management approach. • Developing new business plan and sales model to increase market penetration and more efficient coverage model.• Managing Nokia’s sales and engineering teams into new integrated team.

Munich, Bavaria, De

• Responsible for leading the North American Enterprise sales organization and carrying out a major transformation of U.S. sales teams and go-to-market strategies. • Consistently exceeded established sales quotas, tripled the U.S. market share, and grew North American revenues following a sustained ten-year decline.• Led a cross-functional team that included five Sales VPs, a Strategic Pursuit Team VP, the Verizon Channel and Alliance Team, a Director of Engineering, six Channel Directors, the Public Cloud Team, a Financial Services Director, four Service Sales Managers, and a Vice President for State and Local Government Sales.• Transformed the company’s sales strategy and enhanced market coverage by shifting from a traditional installed base model to a comprehensive geographic model. Developed and drove an extensive indirect channel engagement model. • Implemented a solutions selling methodology, related processes, and a comprehensive model that was fully integrated into Salesforce.com. Enhanced sales reporting metrics and increased executive engagement while pursuing larger opportunities.• Created and implemented a new sales forecasting and account planning process that established a new forecast cadence, enhanced accuracy, increased accountability, and better allocated resources to capture highly qualified opportunities.• Established a deal review process to ensure improved sales transparency across the organization, provide executive engagement and closing skills at critical times, and create a shortened sales cycle. • Drove new business development by transforming the sales culture from an installed base posture to a hunting mentality, securing executive leads via high-end external telemarketing groups, and establishing a team of lobbyists to raise company visibility with state and local governments.• Served on the company’s TOP Leadership Team (TLT) composed of the top 25 leaders in the company.

Morristown, New Jersey, Us

• Led Global Account Teams in the New York Metro, New England, and the Mid-Atlantic Region. Headed solution sales for IP communications, contact centers, unified communications, mobility solutions, data infrastructure, managed service solutions, and custom software and video solutions.• Managed seven Directors, encompassing 120 Sales Representatives, along with a P&L in financial services, media/entertainment, and global insurance vertical markets.• Achieved 22% YoY product growth, 12% services growth, and 45% team growth under challenging market conditions following the 2008 market crisis. Executed 95% forecast accuracy for bookings and revenue on a weekly, monthly, and quarterly basis.• Shifted Avaya’s global accounts organization from an internal focus to a world-class sales team that aggressively hunted new business and reestablished relevance in the eyes of customers.• Led major sales initiatives that transformed Avaya’s software strategy and enterprise subscriptions sales model. Formed unified communications, contact center, and mobility teams to focus on new business development and existing North American accounts. Transitioned the engineering team into a sales specialist role to support sales efforts and build credibility with customers.

San Jose, Ca, Us

• Promoted to lead Cisco’s Advanced Technology Team for the Commercial East Area covering nine key states.• Surpassed quotas for revenue, penetration rate, and sales by 128%, with 50% YoY growth.• Created and executed a regional business plan, strategy, and team that included a thorough assessment of existing market opportunities, business requirements to capture market share, and recommendations for advanced technologies investments to drive future revenue.• Drove new business development by leveraging existing client relationships, educating industry consultants on advanced technologies, recruiting numerous key channel relationships, hosting numerous marketing events, and engaging large customers directly to develop the value proposition.• Developed existing accounts focusing on upselling data customers on emerging voice and unified communications products. Developed and implemented custom solutions for network security, wireless, and upgrading legacy voice systems. • Managed the integration of products and personnel for 22 acquired companies. Completed planning to assimilate solution sets into existing product lines, allocated sales and engineering teams to enable a successful transition and support knowledge transfer, and established financial targets and quotas.• Created and implemented Cisco’s commercial sales strategy to better focus product solutions and sales by splitting the Enterprise Team into two major market segments. • Implemented an industry consultant based strategy to raise the profile of Cisco’s emerging voice and security solution set.• Delivered regular presentations to internal staff, clients, and prospects. Participated in annual sales kick off presentations, breakout sessions, customer seminars, and leadership meetings.

San Jose, Ca, Us

• Responsible for leading Advanced Technology voice sales and engineering team for 398 named accounts and 1400 commercial customers in the New York market, along with 140 global financials with an extensive presence in Europe, South America, and the Asia-Pacific Region.• Led the development of a comprehensive voice sales strategy for the New York Metro area that included deliverables to educate the sales and engineering teams on IP telephony and contact center solutions. Implemented a consistent solution selling methodology, improved service implementation quality, established and drove weekly progress metrics, and developed marketing programs with incentives.• Collaborated with corporate and field marketing personnel to drive IP telephony sales with improved strategies and offers. Developed a set of software bundles to increase attach rates and drive revenue, implemented programs to increase new business to partner communities, and created initiative to increase market share for legacy telecommunications solutions.

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