Michael Sprano Email & Phone Number

Washington D.C. Metro Area

Global responsibility for market and competitive intelligence.

Global responsibility for large global enterprise. Developed long term plan to evolve enterprise to future mode of operation based on SIP utilizing data center model.

Co-manager of the entire Global top 50 enterprise opportunity in the United States consisting of over 20 operating companies and 600 sites. Produced and had ratified a comprehensive communications strategy for the United States operating companies. Developed long term plan to evolve enterprise to future mode of operation based on SIP utilizing data center model.

Lead the positioning strategy including pricing, competitive, and market messages for the entire range of enterprise communications offerings. Project management of competitive positioning launch activities; key positioning creation for each of our major competitors; sales channel training content leader; co-authored value proposition and presentation; internal newsletter content and production; co-author market messages; manage sales deliverables and field communications; Managed consultant relationships and $ 400k budget. Key global resource for highly competitive large sales opportunities. Restructured department to more effectively deliver time sensitive information to both executive management and the field at a reduced cost. Achieved circle of excellence recognition for my contributions to the HiPath rollout and sales support.

Lead the planning, strategy and launch of new PBX offering including a totally new family of industry leading end-user terminals. Project management of all launch activities; market segmentation; buyer identification and profiling; co-authored value proposition and presentation; internal newsletter content and production; author market messages; manage sales deliverables and field communications; tradeshow content and coordination; collateral content, visuals and creation; vendor management.

Organized and implemented an area wide prospect and opportunity database based on Microsoft Access. Provided ad hoc support for Area Vice President in support of Area’s business objectives.

Lead a team of major account sales reps and systems engineers responsible for all of the branch’s most critical accounts. Achieved Circle of Excellence recognition for both years and was the #3 ranked manager in the United States.

Managed and prioritized 30+ active opportunities by counseling sales teams on sales strategy, clearly and concisely communicating field requests and providing executives with recommended actions. Utilized executive actions as a source to develop standard delegations to field resources to reduce bureaucracy.

Responsible for sales of communications solutions to large enterprises. Achieved circle of excellence recognition each year. # 3 sales representative out of 600+ in US in 1991.

Responsible for sales of communications solutions to assigned national account locations within my territory. Achieved circle of excellence recognition each year.

Responsible for sales of communication systems to new business opportunities within my assigned territory. Achieved circle of excellence recognition my second year in sales.

Created and managed branch tracking systems. Evaluated and approved all outgoing proposals to assure that profitability targets were reached. Developed branch compensation plan focused on achieving our financial targets which was used as the basis of the next year’s national compensation plan. Managed office staff.

Senior Accountant involved in all areas of small/medium size business audit and tax practice. CPA qualified