Program Management supporting Pre-Sales operations

 Formulate account strategies to grow the business to gain significant sales momentum. Develop compelling sales territories and utilize lead sources to generate high activity across the sales team. Hiring and managing sales team, including training and development, setting goals, monitoring, and appraising performance and initiating corrective action. Motivate and provide a common objective across the sales team to achieve significant employee morale and sense of common cause. Develop and implement specific programs and account strategies consistent with the economic trends and environmental factors to position strategic products, strengthen competitive position, ensure client satisfaction, and meet/exceed revenue objectives. Develop and execute sales plans: Territory Strategies, hiring plans, networking, and Marketing. Participating in refining, executing, and managing overall sales strategy to ensure alignment with Company strategies and plans. Track sales team performance and prepare appropriate reports as required. Communicate overall strategies and responsibilities to the sales team. Business owner of several key sales support processes including opportunity management and forecast management, the overall sales process, territory/customer-prospecting. Conduct accurate sales forecasting and achieve sales targets.

 Ensure the attainment of new sales and margin growth for strategic accounts which contribute to the company’s bottom line through increasing revenue to meet or exceed company revenue and market share objectives on a monthly, quarterly and annual basis. Develop and implement long-term product strategy with sales management to ensure existing and potential customers are provided with options and enhancements to their existing network. Influence and execute strategy in conjunction with sales management to recapture business lost to due to the company's service limitations, network quality, tariff and/or pricing issues.  Identify, communicate, recommend and drive process improvement initiatives with internal business partners to drive efficiencies for Inside Sales organization.  Provide technical guidance to Sales Engineers as well as internal and external customers as needed in the development and implementation of technical customer solutions, and remove barriers to enhance the customer experience

• Provide all pre-sales technical and systems support for medium-large enterprises through regional service channels.• Internal Level 3 collaboration between network field engineering, product development, and operational teams managing customer expectations and delivering solutions resulting in successful migrations/network installations.• Obtain, organize and translate customer’s technical requirements into actionable sales team proposal generation.• Responsible for conducting “technical close” exceeding monthly revenue targets averaging 120% month over month.• Create logical and physical diagrams detailing customer’s current versus proposed network topology enabling team analysis and design.• Provide technical and non-technical training for Inside Sales organization and Sales Engineering peers on Colocation, Multi-Protocol Label Switching, Internet Protocol, Wholesale and Enterprise TDM Voice, Voice over Internet Protocol, Content Delivery, Broadcast Media and Managed Network Services.

• Continuously monitor and analyze trends in revenue ensuring customer’s expectations were met.• Prospected new opportunities within Level 3 through analysis of customer telecommunication spend, current network configuration then predicting best case ‘future state’ solutions, supporting Sales Engineering team.• Negotiate new services, upgrades and renewals exceeding revenue targets 130% of quota.

• Exceeded goals with respect to revenue growth totaling over $2M in Total Contract Revenue for 2006. • Selected to be part of a master group to develop and facilitate merger-related training to the overall sales organization. • Only salesperson in my organization to be awarded monetary recognition for exceeding the goal for the successful negotiation and execution of new wholesale contracts. • Sole training provider to new team-members for all pricing and tracking systems.• Assisted Sales Engineering and Product Marketing to design and price complex networks based on customer’s need and constructed the most competitive bid to win the business. • Appointed as a functional Team lead over ad hoc projects.

• Project Manager in Service Delivery where I was part of a team responsible for one of the highest-rated service groups in the industry. While in Service Delivery, I was promoted to senior level. • On a daily basis, provided order tracking, account status and progress timelines for projects.• Requested by management to perform ad hoc projects ranging from financial analysis to researching and determining customer order to specialist ratios. • Solo in resolving on-going capacity issue with high profile account, resulting in a $550k increase in revenue for MCI.• Promoted to Wholesale Sales Executive.

• Assisted network engineers in the design, groom and implementation needed to increase network optimization.• Successfully met and exceeded monthly productivity expectations.

Local Access Initiative ran by Jeff Storey.• Project Manager for Local Access initiative from 2000 to 2002 under the supervision of Jeff Storey. Exceeded goals by recouping over $300k in sunk costs as a result of research and analysis of ILEC billing. • Subject Matter Expert for expanded interconnection services with BellSouth Telecommunications, Inc, Qwest Communications, Inc., Verizon, Inc. and SBC. • Responsible for providing management with expenditure, progress, and timeline information regarding collocation facilities on a weekly basis. • Received award in my group for outstanding performance and commitment.