Lumen Technologies is the fastest, most secure technology platform for next-gen business applications and data, enabling companies to capitalize on emerging applications that power the 4th Industrial Revolution. The Lumen platform integrates global network infrastructure, cloud connectivity, edge computing, connected security, voice, collaboration and enterprise-class services into an advanced application architecture.As VP of Advanced Solutions Consulting, I lead the sales teams focused on selling Lumen’s most complex products and services in the market: successfully keeping existing customers, expanding business within that customer group, and growing the overall Advanced Solutions business by winning new multi-tower deals with new customers. I am closely aligned to the growth teams for Security, Cloud and M&P, in support of the Enterprise and Indirect business and its customers. This role establishes go-to-market plans for each specialized sales team, including sales forecasts, sales strategies, and plans while concurrently achieving requisite margin targets associated with those sales goals.

During my tenure as Vice President and General Manager for the Empire Region, I had responsibility for:- Direct leadership of sales, sales operations, sales engineering, and sales support teams with dotted line coordination/ management of field planning and financial planning resources.- Immersion of business strategy and coordination/prioritization efforts of both direct reports and matrix ecosystem including: service delivery project managers, service management, regional network planners, billing specialists, accounts receivable, technical support center and field operations.- Evaluating capital spending projects, capital planning, budgeting and spending- Driving network investment/maximization plans to impact market profitability for enterprise, as well as wholesale, federal and global account opportunities- Designing go-to-market product, pricing and promotion solutions in concert with field marketing, product, pricing and network planning organizations- Attracting and retaining an effective management, sales and support team to enable achievement of growth, including the effective use of inside sales, partner field channels and overlay teams- Driving development, implementation and management of strategic market plans, and aligning direct and matrixed organization around market initiatives- Meeting customer profitability targets- Serving as the escalation point on behalf of the company to customers and the local business community

Sales Leadership, market expansion and new market penetrationRecruited to assist the co-founders of this small SaaS start-up bring a coordinated and focused approach to expanding sales beyond NYC. Responsible for hiring sales executives in NYC and Boston and putting in place a blue print to scale to other markets. A player/coach role leading the strategy and execution of sales along with building high-performing teams and leading them to success, including:- Focused development of the sales organization and scalable sales processes- Worked with Head of Talent to establish a new and structured process for hiring and onboarding- Sales Operations responsibilities, including selection and implementation of a CRM platform- Creating a culture of strong CRM hygiene – data-driven planning/forecasting- Providing metrics-driven, actionable and accurate information for building, managing and executing a balanced pipeline that supports achievement of acquisition, expansion and renewal targets- Coaching the team to improved performance, reducing deal cycle times and improving forecasting accuracy- Development of Heat Watch’s Value Proposition and go-to-market strategy for new logo sales and client expansion- Creation and management of AE and Sales Management Compensation Plans and sales targets

Provided strategic sales leadership of Contino’s distributed sales teamVP of Sales, based in NYC and leading Contino's distributed Enterprise Sales team selling data/security/cloud solutions/services and DevOps to customers in highly-regulated industries (Financial Services, Healthcare, Insurance, Telcom etc...). A key role on the senior leadership team, charged with expanding and growing Contino's business. Responsible for leading the strategy and execution of sales along with managing Contino's sales specialists, including:- Building and leading a high-performance data, security and cloud solutions sales team focused on emerging Cloud, Data, DevOps and DevSecOps technologies including AWS, Azure, and GCP- Selling directly into Enterprise and Fortune 500 companies, owning and delivering on sales goals and targets- Developing and managing the overall sales strategies (inc partner/channel) and related cadence and processes- Executing business development, offering positioning and sales strategies as the leader of the sales team- Participating actively in the solutions and product definition and development process- Working with the executive team to identify and develop strategic partnership/alliances, and closely support large Enterprise customers- Consistently coaching, mentoring, and developing sales team members to be accountable, and achieve results

Provided executive-level leadership with full accountability for AT&T’s largest, most complex Outsourcing clients.Relocated from London to New York to establish a new Outsourcing Sales Practice from scratch (a start-up) within AT&T Business. Owned the strategy, sales and business development efforts for global outsourcing bid pursuits (Total Contract Value (TCV) >$100M), with highly confidential P&L input and visibility. Created comprehensive deal qualification and sales funnel reporting processes. Directed, empowered and led geographically dispersed and multi-skilled sales, solution and customer success teams to exceed sales, service and customer satisfaction goals. Developed AT&T’s Outsourcing Value Proposition, with Cloud Migration, Data Security and Software Defined Networking at its core. Created AT&T's Global triage process (deal qualification) using best-practice, consultative, sales approaches.Achievements & Notable Contributions:- Responsibility for directing and managing geographically dispersed teams across the Americas, EMEA and APAC- Developed AT&T’s go-to-market story around transition and technology transformation to proactive, predictive and adaptive automation and Software-Defined Networking platforms- Drove growth and achieved profitability by managing a robust funnel of opportunity, balancing "big and small" and "long and short", whilst remaining focused on closing deals in progress and ensuring target attainment- Established AT&T Outsourcing as a value-adding, strategic, integrated solution within AT&T- Recognized as Top performer across peer group FY 2016 (TCV >$1Bn) – Diamond Club Winner 2015 (Awarded March 2016)

Head-hunted from WorldCom to win-back BPLed the development and overall growth of a Global Account Team with customer CXO-level sponsorship in all three key geo-regions, culminating in the signing of a Global Framework Services Agreement (MA), four months ahead of targeted close date. Promoted to lead and grow the UK sales and customer success teams (~100 people) supporting AT&T's UK Headquartered Global Accounts with >$150M annual revenue and delivered >12% positive year-over-year revenue growth.Achievements:- Grew and steered the BP account to become the largest single account HQ’d and managed in Europe, boosting annual global revenue from <$1M to >$40M- Commended for providing pivotal global account sales leadership in acquiring new strategic accounts, including Smiths Group (Verizon/Vanco winback) Master Services Agreement - $100M over 5yrs, and Bacardi (Vanco winback) Master Services Agreement - $30M over 5yrs.- Generated consistently high new sales (production) achievements: 2003 (98%), 2004 (104%), 2005 (116%), 2006 (302%), 2007 (103%), 2008 (124%), 2009 (109%), 2010 (165%), 2011 (137%).- Exceeded aggressive sales (revenue) targets: 2003 (102%), 2004 (107%), 2005 (109%), 2006 (133%), 2007 (107%), 2008 (101%), 2009 (102%), 2010 (104%), 2011 (107%).- AT&T Business Leadership Award recipient in 2007 – only 2 awarded across entire MoW business in 2007 (top 0.3%).- First Avaya Managed IPT deal signed in Europe (Control Risks Group). First Synaptic Hosting deal signed in Europe (Subsea 7). First Managed Telepresence deal signed in Europe (Bacardi).- Recognized as five-time AT&T Diamond Club winner and EMEA Role Model for Global Account Management- United Kingdom’s “Strategic Account Manager of the Year” [2007] – a cross-industry award recognizing the top talent across all industries in the UK. Effectively the UK “Oscars for sales professionals” and the highest accolade. Awarded for my General Management and Global Account Management at AT&T.

A sales leader in the Global Account Management (GAM) channel and instrumental as a member of the EMEA senior management team reporting to the President, Global Accounts, EMEA.Directed the global growth strategy with key UK Headquartered Global Accounts. Established and cultivated WorldCom's $650M outsource relationship with BP (WorldCom's largest retail customer outside North America), running a team of 10 direct reports in EMEA with an extended global team of >100 (comprising sales, sales operations and sales support). Led the global team through WorldCom's Chapter 11 bankruptcy, delivering sustained revenue growth and customer satisfaction during the period.Achievements:- Turned around underperforming Diageo account, leading initiatives to drive revenue growth and become one of WorldCom’s stellar Global Accounts, achieving >270% revenue growth in EMEA and >148% globally.- As General Manager of the BP Account, led a team of >100 globally dispersed sales, delivery and professional services personnel across 3 geo-regions (Americas, EMEA and APAC)- Grew BP’s revenue by 102% in EMEA, 175% in Asia-Pac, and 103% globally (2002) on a $130M annual base.- Effectively negotiated WorldCom’s 1st multi-year Global Managed Webhosting contract in EMEA.- Flying Higher – Striving for Personal Excellence Winner 2002.- Top 7 in GAM EMEA Winner Q1 2002.- Inner Circle Winner in 1st full year (2001)

A qualified Artificial Slope and Alpine Ski Instructor and Coach, providing private and group ski lessons for all abilities (from beginner to advanced) on both artificial surfaces and snow. Additionally coached young up-and-coming slalom racers progressing to international competition standards.

Radio Relay Commander in 31 Signal Regiment (London).The Regiment’s role was to provide support as a communications to Supreme Headquarters Allied Powers Europe (SHAPE), NATO’s principal military headquarters at Casteau, near Mons in Belgium.This support included VHF (later UHF) trunk communications over radio relay systems, and data telegraphists to augment the SHAPE message centre.