Tom Ries Email & Phone Number

Belle Haven, Va, Us

Washington D.C. Metro Area

Established startup engineering and implementation firm focused on modernizing the Department of Defense’s global information grid. Directed all aspects of business development, sales, and marketing to deliver significant growth for the company.»» Business Growth: Grew the business from $0 to $18 million in annual revenue within 5 years.»» Executive Leadership: Developed company strategy and plan, defined short- and long-term budgets, and recruited and hired staff. »» Organization Building: Built the sales and marketing team from the ground up. Established the sales process and methodology, built sales playbook, and developed custom CRM tool for reporting, performance monitoring, and opportunity management. »» Multimillion-dollar Sales Management: Guided and executed 3-year, highly complex sale that secured the company’s first contract over $15 million. Won company’s first prime contract and first government-wide acquisition contract.»» Proposal Management: Led the sales team that developed and delivered 40+ technical proposals in 3 years.»» Strategic Partnerships: Cultivated strategic industry partnerships wot deliver innovative technical and business solutions. »» Quality Processes & Systems: Developed and maintained the company quality plan, leading to ISO 9001:2008 and ISO 9001:2015 certifications. »» Customer Relationships: Maintain ongoing customer relationships to ensure customer satisfaction, regulatory compliance, and future opportunities.

Recruited by Head of Sales to penetrate the U.S. Department of Defense market for this telecommunications equipment manufacturer. Successfully landed new business in the U.S. DoD market and propelled company into a new sector.AWARD:Salesperson of the Year (‘04), Ciena Corporation»» Revenue Growth: Landed the largest portion of the DoD Grid Modernization project, which catapulted U.S. DoD revenue from $0 to $55 million annually. »» Quota Attainment: Consistently generated 120% of quota to deliver $150 million in product and service sales over 3 years.»» Business Development: Created strategic partnerships and used a disciplined, consultative sales approach to secure the company’s first business with the U.S. Army.»» Organization Building: Managed creation of a new subsidiary focused exclusively on the U.S. federal government market to comply with DoD regulations. »» Customer Relations: Provided direct C-level interface with the customer and facilitated meetings with Ciena’s executive team. »» Sales Planning: Directed sales planning efforts to develop differentiated products and services and formulate account penetration strategies.

With the company’s acquisition by GEC/Marconi Communications (now part of Ericsson), selected by Vice President of Sales to manage the group’s largest global account, Defense information Systems Agency (DISA).»» Revenue & Profit Growth: Expanded business by introducing new product lines, which delivered measurable growth in both revenue and profit margins. »» Team Building & Leadership: Managed award-winning team of onsite technical consultants. Increased size of the team by 100% to strengthen internal capabilities. »» Quota Attainment: Achieved an average of 150% of assigned quota. »» Consultative Sales: Spurred revenue in one customer program by 250% by leveraging a consultative selling approach. »» Strategic Partnerships: Built team of partners to execute highly complex sales strategies, resulting in several new accounts beyond the primary customer. »» Market & Account Penetration: Accelerated account penetration by tripling the number of divisions supported.»» Customer Relationship Management: Maintained ongoing customer relationships to ensure customer satisfaction and regulatory compliance.

Managed product launch of ATM and Frame Relay switch and developed product demos for trade shows and customer visits.

Designed, developed, and tested integrated circuits and system boards for an ATM and Frame Relay switch. Accelerated product validation time by 50% and led international team in developing new testing methodologies.

Researched networking technologies and presented findings to government sponsors to guide technology decisions. Recognized with Commitment to Excellence Award.

Ms, Electrical Engineering

Bs, Electrical Engineering