Michael Parry Email & Phone Number

North America

Denver, Colorado, Us

Morristown, New Jersey, Us

Initially recruited to create and manage the pricing and offer management processes of Avaya's global training organization, the role quickly grew to include the global marketing and business development functions. I leveraged an underlying quantitative, fact based decision making processes in all of these roles to◆ Validate opportunities for improvement in market share, revenue generation and profitability◆ Improve visibility to, awareness and loyalty of resellers, partners and end customers◆ Gain the support and commitment for strategies ensuring ongoing successSignificant successes include:◆ Created and introduced simplified global pricing structure providing competitive and easy to determine, relevant street prices for specific students, countries and regions.◆ Helped develop and launch industry leading and market changing platform delivering not only course content to anyone, anywhere at any time; but also access to live instructors, other students, forums and social media.◆ Delivered integrated marketing campaigns targeting both company wide and student specific messages and promotional offers dramatically improving student satisfaction and breadth and depth of solution knowledge.◆ Promoted innovative attachment practices and simplified, customer-centric fulfillment processes reducing the time between corporate solution introduction and a knowledgeable sales and implementation force and enhancing Avaya Learning revenues.◆ Implemented benchmarking and reporting practices validating and reporting market level pricing and ensuring value and profitability for all Avaya offerings in the market.

Ca

Brought in as part of highly visible team using entrepreneurial thinking and quantitative fact based decision making to define needed tools and skills supporting Nortel's Enterprise Commercial Operations role; and consolidate data from multiple sources creating a single, global, data warehouse for all Nortel Enterprise transactions.Transitioned into the Central US Commercial Operations role once development work was completed. Used relevant tools and data directly with the front line sales teams, resellers and customers to:◆ Increase revenues and profitability on non-standard opportunities ◆ Improve partner and customer satisfaction and loyalty scores◆ Decrease the length of the sales cycle◆ Engaged finance, product and sales executives with regular reports highlighting successes and sharing specific improvement recommendations.◆ Collaborated with product management teams using win/loss detail identifying market trends and changes and ensuring competitive list and street level pricing strategies.

Ca

Managed an $8 Million marketing budget across 3 largest North American VADs to grow revenue and margins, improve presence in and contribution to overall business and become flagship vendor in relevant market segments.◆ Re-engineered funding and utilization processes using some "out of the box" thinking. Created single pool of money across the 3 VADs instead of dedicated funds changing VAD thought processes from entitlement to partnership; and delivering more complete annualized marketing plans with mutually beneficial activities. ◆ Implemented rotating executive engagement plan leveraging executives from various parts of the business to share a more complete picture with VAD leadership teams. Ensuring they knew the plan for today, tomorrow and the long term plan for the collective "us."This out of the box thinking resulted in ◆ Nortel becoming a "Tier I Partner" with all 3 VADs◆ Becoming the flagship product in SMB VoIP and #2 solution in small data networking across VAD markets◆ $40M additional revenue

Ca

Developed and delivered reseller and customer focused marketing support using highly matrixed resources to improve awareness, recruit new resellers and find new customers.◆ Delivered 1 day hands on based VoIP roadshow spending zero dollars to 11 cities driving 200 new leads and $400K in additional revenue in 6 months◆ Provided ongoing reports to sales VP showing newly recruited partner details, trackable leads and "Win of the Week" by in region territory◆ Developed regional SME program. Ensuring resellers throughout the region have access to SMEs they know.

Ca

Engaged all levels of internal and external resources creating and implementing strategic market promotions capitalizing on new markets and generating new streams of revenue.◆ Worked with Sr VP of product and North American VP of Sales to deliver turn key Optical Ethernet solution to 3 most strategic optical carrier partners in North America. Resulted in contracts valued at $250M over 3 years.◆ Developed competitive displacement promotion targeting specific manufacturer product in the carrier space. Success of the promotion resulted in the competitive manufacturer being weakened and eventually purchased by another competitor.

Ca

Created, implemented and managed reseller and end customer promotional offers and incentives driving Nortel enterprise revenue, profitability and market share growth.◆ Created an almost revolutionary promotional framework reducing roll out expenses and uptake, keep our impending events timely and allow us to change focus on the fly.◆ Introduced the integrated campaign concept by supporting promotions with sales incentives, partner incentives, corporate marketing messages with similar themes.◆ Developed and delivered ongoing reports for internal and external audiences including product, sales, finance and corporate marketing highlighting utilization, revenues, profitability and suggested improvements.

Dallas, Tx, Us

Exceed revenue quota, customer satisfaction and customer loyalty targets.◆ Used analytical and consultative sales skills ensuring understanding of customer business needs and deliver innovative solutions.◆ Delivered the first $1 Million network services contract in North Texas SBA offices.

Dallas, Tx, Us

Expand breadth of product portfolio, improve customer satisfaction and loyalty and exceed revenue targets.◆ Exceeded revenue, profitability and customer satisfaction goals.◆ Developed "cookie cutter" telecommunications configurations for North Texas Lone Star Gas locations simplifying ordering process and minimizing confusion.

Dallas, Tx, Us

Establish new product market, exceed revenue and profitability targets.◆ Consistently exceeded revenue and customer satisfaction goals selling central office based voicemail solutions to small and medium businesses.◆ Top select account sales person in 5 state territory in 1992 and 1993.◆ Top 3 revenue producer across all job categories in 5 state territory every quarter.