career objective                              

results-driven sales professional eager to apply dynamic business development, account management, and strategic marketing skills toward actively supporting the employer in optimizing sales and profits

profile                                                

ø  offer more than 15 years of progressive experience in b2b and b2c sales, channel development, territory management, and client relations, with expertise in  systems and network services sales

ø  depth of industry knowledge including local voice, long distance, integrated voice and data, voice and video collaboration, voice over internet protocol (voip) / telephony, session initiation protocol (sip), communications enabled business processing (cebp), multi-protocol label switching (mpls), unified communications, mobility, and data products

ø  provide excellent service for existing customers while expanding sales pipeline; manage key accounts, develop niche markets, administer major contracts resulting in high-revenue transactions

ø  effectively prospect, qualify, secure, and retain diverse partner and client base; demonstrated ability to succeed despite unstable market conditions

ø  proactively monitor trends and developments, including competitor services and marketing activities; successfully identify and capitalize on opportunities to penetrate and develop highly competitive markets

ø  apply strong background in solutions selling towards creating and managing client-specific resolutions

ø  dynamic communication, presentation, negotiation, and relationship management skills

 

~ key achievements ~

• conducted extensive market research to identify, qualify, and successfully recruit more than 50 new channel partners across a 17-state region for shoretel; achieved 30% year-over-year revenue growth
• introduced new shoretel partner launch program to facilitate independent and speedy revenue generation; worked closely with partners on designing go-to-market business plans, marketing campaigns, and sales and technical trainings
• expertly managed portfolio producing $7.4m in revenues and supported avaya business partners in securing contracts with career builder, trump tower chicago, schiff hardin, sargent & lundy, and perkins & will
• consistently exceeded annual sales goals at level 3 communications / broadwing / focal and established and grew major accounts responsible for generating more than $400k in monthly revenues; key clients included ww grainger, harris bank, itw, chicago board of trade, snap-on tools, and koenig & strey gmac
• successfully surpassed quota by strategically defining and executing targeted strategies to capture new business and productively manage territory; qualified as a lucent technologies super achiever
• generated more than $680k in shared tenant services and surpassed hardware sales quota by 20% at metropolitan fiber systems; developed business relationships with top-tier clients including the american medical association, aon corporation, frankel & company, and ambassador office products

professional experience                

channel development manager, shoretel, chicago, il                                                                          2007 c 2009

territory client executive, avaya, chicago, il                                                                                       2006 c 2007

senior account executive, level 3 communications / broadwing / focal, chicago, il                             2000 c 2006

major account executive, lucent technologies, chicago, il                                                                  1995 c 2000

major account executive, metropolitan fiber systems, chicago, il                                                        1994 c 1995

education                                           

bachelor of arts, kansas university, lawrence, ks

 

~ professional development & sales training programs ~

anderson & mitterling ~ miller heiman strategic selling ~ target account selling ~

holden powerbase selling ~ tom hopkins workshops