MIKE HYDER

***** **** ******** *****, *********, Colorado 80127

HM OFF: 303-***-**** CELL: 303-***-**** EMAIL: abl5rr@r.postjobfree.com

CAREER OBJECTIVE

To focus over 16 years of enterprise technical sales in a challenging

senior-level Sales/Sales Engineering position at an entrepreneurial

technology company. Must be a customer-facing role where self-reliance,

interaction with other departments and consultative sales are required.

Although my expertise is sales in the 6-7 figure dollar range, I would be

open to other sales environments that compliment my background.

PROFESSIONAL EXPERIENCE

Technical Consultant/Marketing Multiple Startups

& Service Providers

Technical Sales/Market Development January 2009 -

Present

Independent application consultant & sales to cable & Telco markets and

numerous start-up companies. Market development and sales of status

monitoring and video DPI analysis solutions for Telco customers.

> Trusted consultant to technology customers to ensure technical

applications meet customer needs

> Startup consultant for product viability, market analysis, pricing models

& sales opportunities.

> Developed white papers, executive presentations & training materials for

SaaS technical solutions.

> Market development & sales to new customers for emerging and existing

products.

> Enterprise sales of status monitoring & video quality monitoring

(Symmetricom/Cheetah) applications

> Managed distributor/reseller partnerships, expanding sales presence by

over 100%.

Solutions Sales Manager

Stargus/C-COR/Arris

Market Development Manager September 2003 -

January 2009

Technical sales and account management of Cable providers worldwide.

Primary responsibilities included identifying new sales opportunities for

complex data and video solutions, managing accounts and technical

interactions with customers. This is a hybrid position acting as both a

Sales Representative and SE.

> Presented solutions to all levels and departments of a corporation, from

end users, engineers to C-level executives. Audiences ranged in size

from a few key customer personnel to hundreds of attendees.

> Created corporate presentations, case studies, ROI materials, marketing

collateral, business process analyses (BPAs) and technical white papers

for internal personnel, channels, VARs and customers.

> Highest revenue generating Solutions Sales Manager in the OSS/BSS

Solutions team.

> Provided 100% of Arris' customer references and turned around our largest

account into a marquee customer reference, demonstrating proven customer

relationships and satisfaction.

> 100% success rate in converting trials into sales. Highest level in

corporation.

> Won strategic customer sale of over $1M, eliminating a major competitor

which we then purchased.

> Provided on-site training, support and management to customers during

trials to ensure proper business processes are employed to demonstrate

solution benefits in customers' specific environment.

> Appointed corporate interface to Product Development, Marketing and

Engineering acting as customer liaison & advocate and to ensure product

evolution coincides with customer and market needs.

> Created and prepared winning RFIs, RFPs, RFQs and sales proposals for

customers' worldwide.

> Mentored employees for product strategies, presentations and product

demonstrations.

> Set up, script and presented OSS solutions and demonstrations at industry

trade shows.

Senior Sales Engineer XACCT

Technologies/AMDOCS

December 1999 to September

2003

Generated millions of dollars in a pre-sales role focusing on carrier-class

mediation solutions. Designed, integrated and deployed middleware

solutions for Wireless, Telco and Cable corporations to address business

issues, increase corporate profits and to streamline new product

introductions.

> Created the Cable/Broadband Solutions Group and expanded cable customers

by over 500%.

> Analyzed customers' hardware and software components to determine data

sources and OSS/BSS integration points utilizing open-standards and

vendor proprietary OSS/BSS interfaces.

> Established new accounts and relationships, displaced embedded

competitors and consistently ranked as the top Sales Engineer.

Responsible for 75% of the largest sales in the company's history.

> Initiated, established and managed strategic partnerships with OSS/BSS

partners, industry standards groups, System Integrators and

infrastructure vendors to create integrated solutions.

> Conducted successful product demonstrations, on-site product evaluations

and Proof of Concepts, resulting in millions of dollars in sales and new

customers.

> Integrated all aspects of a customers' enterprise, including network

elements, applications, databases, Billing systems, and numerous other

elements that allow an organization to function.

> Oversaw project plans (SOWs), performed technical quality audits and

monitored deployment status.

Founder, Engineer & Sales Executive Gamut

Consulting

May 1998 to December

1999

Founded Gamut Consulting. Developed into a profitable private company

within months. Designed and implemented customized Enterprise / Network

Management solutions for diverse customer environments.

> Proven customer satisfaction demonstrated by repeat business and new

"word-of-mouth" customers.

> Architected Enterprise-wide software solutions (CA Unicenter) based on

technical requirements, network infrastructure and customer requirements

on both UNIX and Windows platforms.

> Responsible for project management of large-scale Enterprise projects,

from initial project plan, to deployment, knowledge transfer and project

completion.

> Worked closely with Computer Associates Project Managers, Engineers and

customers to conduct pilot projects. I also lab-tested and implemented

beta and newly released products.

> Conducted technical training classes for customized and pre-developed

product training courses, including a 5-day technical course taught

across North America.

> Authored and wrote a customized 350-page self-paced operational training

manual for Qwest.

Senior Systems Engineer Advanced Systems Group & Pacific

Access Computers (ASG)

Senior Technical Trainer April 1994 to

May 1998

Pre- and Post-Sales support of complex enterprise, application and network

management solutions for Sun Microsystems and Computer Associate's

Unicenter products. Developed sales proposals and project plans. Managed

large-scale Enterprise projects. Worked directly with customers to develop

and teach customized training classes. Highest revenue-generating Systems

Engineer in the corporation, consistently exceeding quota. Corporate

expert on Computer Associates Products (NMS, software delivery and workload

Mgmt).

Education:

Digital Electronics Degree - 4.0 GPA (4.0 scale)

Bachelors Degree Business - 3.66 GPA (4.0 scale)

Other:

Willing to travel domestically and internationally.

Worked with customers world-wide, including Germany, UK, Netherlands,

Spain, Portugal, Chile, Argentina, Brazil, Columbia and Peru, in addition

to customers across the US.

Experience Key-word Search:

UNIX, Linux, Windows, Software as a Service (SaaS), DOCSIS, PCMM, Cable,

MSO, Telecom, Telco, Telecommunications, VOD, Video, QoE/QoS, Computer

Associates Unicenter/TNG, Enterprise Solutions, Consultative Sales,

Networking, IP, Applications, Monitoring, Billing, Workforce Management,

business development, Technical writing, Mediation, workflow, fulfillment,

Sun, Solaris, performance management, Business Process Analysis (BPA),

status monitoring, presentation skills

Customer and former manager and peer references available upon request.

Contact this candidate