Carmen D. Marsh

**** ********* ****, ******, ** *5214

214-***-****

CAREER SUMMARY

Extensive executive level sales experience leveraging a business case

approach to help demonstrate the value of the solution. Confident and

dynamic leader with in-depth knowledge of enterprise and carrier

telecommunication markets. Strengths include creativity, intensity, focus,

ability to handle significant responsibility and a track record of making

success happen.

EXPERIENCE

KMM Corp Sept 2011-

present

Sales Manager

Provide consulting service to introduce service providers and integrators

to KMM by leveraging network.

Alcatel USA, Plano, Texas March

2008 - June 2011

Sr. Account Director

Responsible for solution selling into the Enterprise verticals in North

Texas. This territory had not been adequately covered for years. Target

verticals include Hospitality, Utilities, Education, Retail, and

Healthcare. Products include software, data, wireless, security, voice,

video and services

. Established Sr. Level relationships with key accounts

. Grew territory revenues by 20%

. Exceeded 100% of quota

. Successful in selling complete product and service solutions

. Landed first major account with AT&T as ALU's reseller

Spirent Communications, UK January 2007 -

March 2008

Sales Director (1/07-3/08)

New position created to manage sales for one of Spirent's largest accounts,

Alcatel-Lucent Americas. Lead a team of 35 regional sales managers and

engineers to insure maximum market success and penetration. Developed an

account strategy for the global Alcatel-Lucent sales team.

. Grew Alcatel-Lucent 2007 business 10%

. Signed Alcatel-Lucent and Spirent partnership which provided

exclusive vendor status with the Access BU and provide opportunity to

develop joint customer solutions

. Created post-merger price list and developed a process to insure

Spirent was allowed preferred vendor status on all test equipment

needs

. Sold product into 3 new Alcatel-Lucent organizations

. Captured 20% market share of Alcatel-Lucent capital spend in North

America

Alcatel USA, Plano, Texas September 1993 -

January 2007

Sr. Account Director (6/05-1/07)

Responsible for growing the sales of Alcatel product solutions within the

Qwest Out of Region and Government networks. This included selling IP

edge switches, managed communications and enterprise network solutions.

. Displaced Cisco in Qwest's Out of Region network resulting in $10mil of

new business for Alcatel's IP division

. Established relationships with Qwest Executives to jointly work on

government proposals

. Attained 100% Quota

Sr. Account Director (1/05-6/06)

Sold IP data, access, wireless, transport and optical network solutions

and services to strategic service providers in Texas: i.e. Masergy,

Aramco, Valor, Grande Communications

. Sold the first CWDM gigabit product to an IOC in the US

. Attained purchasing agreement for the first IPTV ready access network

to an IOC in the US

. Achieved Presidents Club - Top sales person on Strategic Sales Team

. Grew business at Masergy by 200% by achieving new sales of edge

switches and driving growth of the base business

Customer Service

Director Customer Advocate (1/04-1/05)

Shaped a newly created role reporting directly to Sr. Vice President,

Quality, Services and Business Improvement for North America to

proactively provide a dedicated single interface to assist major

Customers in North America, and to ensure any problems or issues received

were rapidly addressed and resolved.

. Led team to improve overall customer satisfaction scores by 50%

. Coordinated single network management project improvement plan for Sprint

. Developed a communication plan which resulted in increased product sales

Sales & Marketing

Sr. Account Director (1/02-1/04)

Responsible for sales of Fiber to the User solutions in the Southeast to

municipalities, IOCs, and developers.

. Attained key contracts growing the FTTU business 50%

. Negotiated a sole source agreement with existing customer for all

business to leverage out other incumbent vendors

. Achieved Presidents Club

Sr. Account Director (2/02- 12/02)

Sold data, access, wireless, transport and optical network products to a

10 state region of Alcatel's ILEC, state & local governments and utility

accounts.

. Sold the first 80 gigabit product in the US

. Attained purchasing agreement for the first Fiber to the User product

. Achieved Presidents Club

Sr. Account Director (1/99- 2/02)

Sold data, access, wireless, transport and optical network systems to

Alcatel's national ILEC accounts and negotiated all details of contracts

and agreements. Leveraged powerful relationships with key executives at

Citizens and Century Telephone to generate $30 million in revenue.

. Attained President's club first two years in sales

. Increased revenue from $3 million to $30 million

. Initiated first multi-product selling agreements

. Sold first multi-year service agreement

Marketing & Business Development

Director MBD Digital Cross Connects (9/98 - 1/99)

Provided technical marketing direction for the Optical Gateway Cross-

Connect product division consistent with overall company marketing

strategies. Led team who worked independently and with sales to identify,

evaluate and pursue product development opportunities. Acted as lead

technical proponent for assigned products by creating and maintaining

product presentations, publishing sales literature and supporting

proposals.

Manager New Business Development (8/97 - 9/98)

Led a team who developed and implemented marketing plans and programs for

new customers and market segments. Focused primarily on capturing new

ILEC, Wireless and CLEC accounts. Served as a focal point for product

related communication with customer, and acted as the customer's proxy to

various Alcatel internal groups, including Product Line Management,

Network Engineering, and R&D.

Technical Marketing Specialist (1/96 - 8/97)

Developed and executed plans for the sale of telecommunications products

into targeted domestic and international markets, including creation of

technical product presentations, product literature, application

descriptions and specific marketing plans to expand product usage and

market penetration.

Quality & Customer Satisfaction

Project Manager Specialist (12/95-1/96)

Project Manager, Senior (9/93-12/95)

Managed all quality and reliability customer audits. Preparation for

audits included a close working relationship with product management,

development and manufacturing communities. Other responsibilities

included training internal auditors, performing internal audits and

managing quality improvement efforts. Guided RBOC quality recognition

achievement program, CSQP, for Alcatel's Richardson and Raleigh

facilities

Bellcore, Dallas, Texas June 1987 -

September 1993

Quality Technology

Associate Technical Manager (2/89 - 9/93)

Designed, developed, and applied software engineering concepts used for

analyzing and monitoring the quality of digital switching and

transmission systems.

Senior Staff Technologist, Oklahoma City, Oklahoma (6/87 - 2/89)

Conducted quality surveillance for a major switch manufacturing company.

PUBLICATIONS/CONFERENCES

Technical Chair, VIII & IX IEEE Digital Cross Connect Conference, June 1999

& 2001

Optical Layer vs. Optical Networks, Is there a difference?, Lightwave,

November, 1998

Drivers & enabling technologies for wavelength based services in the all

optical network, Paper presented at National Fiber Optic Engineering

Consortium, Orlando, Florida, September, 1998

Managing SONET and ATM Networks, Paper presented at UTC Conference, Boston,

Massachusetts, July, 1998

EDUCATION

MS, Training and Development, University of North Texas, Denton, Texas,

GPA 4.0

BS, Mathematics, University of Oklahoma, Norman, Oklahoma, GPA 3.0

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