Developed and ensured attainment of new sales/revenue and margin growth for strategic accounts which contribute to the company's bottom line. * Exceeded sales quota 9 of 11 years.* Promoted to Senior Account Director in December 2015. Focused on large strategic national and international accounts.* MVP Team Player Award for Northern California. Directed sales effort and provided leadership towards the achievement of maximum profitability and growth in line with company… Show more Developed and ensured attainment of new sales/revenue and margin growth for strategic accounts which contribute to the company's bottom line. * Exceeded sales quota 9 of 11 years.* Promoted to Senior Account Director in December 2015. Focused on large strategic national and international accounts.* MVP Team Player Award for Northern California. Directed sales effort and provided leadership towards the achievement of maximum profitability and growth in line with company vision and values. Established plans and strategies to expand the customer base in assigned verticals, which included healthcare, financial, law firms, and equipment manufacturers.Mentored new hires and provide Bay Area team leadership.Retired from this position in June 2022. Show less

Responsible for the sale / positioning of AT&T products and services to one of AT&T's largest healthcare business customers on the west coast. Focus on IP / data services (Metro-E, VPNs, VoIP, etc.), joint selling with hardware partners (e.g., Cisco) and professional services strategic solutions into the customer (e.g., managed services, VoIP, outsourcing, technology refresh projects, and others).• Exceeded quota all three years, including 2009 in which the economy and many… Show more Responsible for the sale / positioning of AT&T products and services to one of AT&T's largest healthcare business customers on the west coast. Focus on IP / data services (Metro-E, VPNs, VoIP, etc.), joint selling with hardware partners (e.g., Cisco) and professional services strategic solutions into the customer (e.g., managed services, VoIP, outsourcing, technology refresh projects, and others).• Exceeded quota all three years, including 2009 in which the economy and many business accounts suffered.• Led several client RFPs. Partnered across AT&T cross functional organizations (e.g., engineering, regulatory, operations, and product management) to deliver a winning solution to the customer that either reduced operational/capital expenses, improved network quality, and/or delivered new services. Presented often to C-level executives.• Grew revenue in my account by approximately 15% annually. Show less

Developed partnerships / sales channels to increase market share and field presence of MetaSwitch products via VAR agreements with alliance partners. Formed and managed an inside sales group to partner with the sales team to develop and qualify leads, obtain competitor sales and pricing information, and direct sell to telcos outside identified sales territories. • Led cross organizational analyses on product positioning for sales and new feature development for product… Show more Developed partnerships / sales channels to increase market share and field presence of MetaSwitch products via VAR agreements with alliance partners. Formed and managed an inside sales group to partner with the sales team to develop and qualify leads, obtain competitor sales and pricing information, and direct sell to telcos outside identified sales territories. • Led cross organizational analyses on product positioning for sales and new feature development for product management.• Performed competitive analyses and conducted primary market research studies to guide channel development strategy. • Qualified and developed new potential alliance partners. • Led RFP development effort. Designed service definition, network solution, and business requirements for the customer.• Delivered 20% of all new MetaSwitch sales with channels. Show less

Managed sales territory for six states. Presented at state sponsored conferences as well as national trade shows (E.g., VON, Supercomm, etc). Regional accounts included ENMR Plateau, New Mexico’s largest IOC; MATI, the first tribal nation telco to acquire a softswitch; and Moapa Valley, a leading IOC in Nevada.• Acted as both the Account Manager and Sales Engineer to plan / engineer the each deployment for a TDM / VoIP softswitch.• Developed target account list, account plans,… Show more Managed sales territory for six states. Presented at state sponsored conferences as well as national trade shows (E.g., VON, Supercomm, etc). Regional accounts included ENMR Plateau, New Mexico’s largest IOC; MATI, the first tribal nation telco to acquire a softswitch; and Moapa Valley, a leading IOC in Nevada.• Acted as both the Account Manager and Sales Engineer to plan / engineer the each deployment for a TDM / VoIP softswitch.• Developed target account list, account plans, and tactical strategies to close sales.• Grew territory from zero sales to switches deployed in nearly every state in the territory with a cross section of customers including IOCs, CLECs, and ISPs. Show less

Managed the team responsible for development of alliances/sales channels to increase the global market share of Telcordia products and services via go-to-market agreements with alliance partners. Major alliances included Cisco, HP, IBM, Sun Microsystems, and Alcatel. • Established partnerships across Telcordia Business Units, Sales Teams, and Alliance Partners to bring in incremental sales by selling to worldwide Service Providers.• Developed joint solutions with partner… Show more Managed the team responsible for development of alliances/sales channels to increase the global market share of Telcordia products and services via go-to-market agreements with alliance partners. Major alliances included Cisco, HP, IBM, Sun Microsystems, and Alcatel. • Established partnerships across Telcordia Business Units, Sales Teams, and Alliance Partners to bring in incremental sales by selling to worldwide Service Providers.• Developed joint solutions with partner, designed and delivered training to sales teams, and developed marketing materials and press kits.• Attained 140% of $40,000,000 quota for FY ’00. Show less

Managed sales team responsible for west coast manufacturers of telecommunications equipment. Major accounts included Next Level Communications, Advanced Fibre, Cisco, 3COM, Sun Microsystems, Redback Networks, and various start-up companies. • Managed and recruited team direct reports.• Interfaced directly with vendors / customers to discuss new and emerging technologies and services.• Exceeded sales quota every year: 186% in FY ’97, 135% in FY ’98, and 145% in FY… Show more Managed sales team responsible for west coast manufacturers of telecommunications equipment. Major accounts included Next Level Communications, Advanced Fibre, Cisco, 3COM, Sun Microsystems, Redback Networks, and various start-up companies. • Managed and recruited team direct reports.• Interfaced directly with vendors / customers to discuss new and emerging technologies and services.• Exceeded sales quota every year: 186% in FY ’97, 135% in FY ’98, and 145% in FY ’99.• Initiated effort with Telcordia product managers to modify their software systems to support IP. Show less

Managed and formed Telcordia’s first California-based Professional Services Delivery Office.• Built and managed organization to approximately 50 headcount based on market needs.• Directly responsible for staff recruitment and individual career development.• Managed various RBOC consulting projects, including ATM and DSL joint RBOC-initiated work.• Responsible for the operational costs of the CA-based office and staff.

Managed a consulting practice that performed product management, strategic planning, market and competitive analyses, and market strategies for Telcordia’s Broadband product line. • Consulted with all the RBOCs on their strategic directions and future service offerings.• Led cross-organizational team to develop the broadband product line input into the Bellcore Prospectus which led to the sale of the company to SAIC.• Provided Broadband consulting services to various ILECs in… Show more Managed a consulting practice that performed product management, strategic planning, market and competitive analyses, and market strategies for Telcordia’s Broadband product line. • Consulted with all the RBOCs on their strategic directions and future service offerings.• Led cross-organizational team to develop the broadband product line input into the Bellcore Prospectus which led to the sale of the company to SAIC.• Provided Broadband consulting services to various ILECs in the areas of broadband trial support, business analyses, project management, systems integration, and technology analyses.• Managed joint product development with RBOCs for Primary Rate ISDN. Show less