Charles Feldman

**** **** *** **

Seattle, WA ***15

ace37j@r.postjobfree.com - 540-***-**** (cell)

SALES/ MARKETING/ BUSINESS DEVELOPMENT SUMMARY

. An energetic, results oriented visionary, team builder and

communicator with the drive, passion and courage to get things done

and add value using creative, persuasive and problem solving

abilities.

. Mentor/coach able to shape consensus, enforce accountability, and draw

teams into a laser focus on opportunity and achievement.

. Year over year top-end performance from major accounts, national

accounts, B2B, C-suite, and Government.

. Developer of highly effective go-to-market and revenue capture

strategies, collateral marketing materials, and pipeline management

programs.

. An unwavering commitment to customer satisfaction and a winning

attitude to support company growth goals.

WORK EXPERIENCE:

Principal Consultant

Market Strategy - February 2012 to Present

Imaginative and resourceful approaches to problem solving in the areas of

strategic growth, decision making and investment; driving change, enhancing

company culture and increasing employee engagement. Solutions that enable

clients to capture lost revenue, improve gross margin, and reduce financial

risk.

. Consulting with startup, early and growth stage businesses.

. Development of business plans and go-to-market strategies.

. Evaluation of capital requirements and expansion opportunities through

application of market research, business performance management and

benchmarking methodologies.

. Configuration and alignment of processes and procedures.

Director, Sales and Business Development

Ziiva Information Technology - September 2008 to December 2011

Learning/Training Solutions for corporations, manufacturing/distribution

channels, healthcare, education and government verticals. Licensed and SaaS

software [and a Learning Management System (LMS)] for delivery and tracking

of training, talent management, compliance and certification.

. Oversight of Global, Inside and Direct sales, Partners/Channels and

Alliance teams.

. Positioned company for Web 2.0, e-commerce, Cloud Hosting, CRM,

verticals and enterprise selling opportunities.

. Revamped company pricing strategies and programs for improved market

differentiation.

. Created sales and marketing collateral materials to rationalize Ziiva

as vendor of preference.

. Expanded sales channels for domestic and international representation.

. Identified and trained domestic and international resellers, referral

partners and consultants for sell through to their clients.

. Secured enterprise-scale contracts from the United States Department

of State for International Embassy training and FedEx Ground for

driver hazardous materials (hazmat) training.

Sales Director

Business Telecom Inc - February 2001 to September 2008

Managed voice and data network services to SMB and Enterprise end users.

P&L budget oversight for sales offices. Supervised headcount included +/-

50 and included Sales Managers, Account Executives, and support/operations

staff.

. Consistent month-over-month new business revenue and retention.

. Yearly revenue increases averaged 122% year-over-year.

. Marketing campaign doubled customer revenue base within 26 months

which included 27 private colleges and universities.

Director of Sales

Business Communications Systems, Inc - 1997 to 2001

Mentored, motivated and trained SMB and Enterprise sales teams selling PBX,

Fiber, VOIP Telecom hardware/software, Unified Communications and Call

Center applications.

. Responsible for pricing, P&L budgets, product evaluations and

marketing strategy.

. Directed sales team to the streets, offices, and decision communities.

Month-over-month quota attainment

. Designed and executed corporate funding/sponsorship arrangements with

Fortune 1000 corporations.

. Voice and data technology products were introduced into twenty-seven

school districts through this corporate sponsorship grant initiative.

. Sales revenue growth averaged 115% year over year.

Executive Vice President/COO

Hansteck Corporation - 1991 to 1997

Manufacturer of sheepskin and synthetic products for the professional

painting contractor. Secondary sheepskin line designed for golf enthusiast

included club head covers, shoe bags, toiletry kit bags, bag straps etc.

Sold direct and through manufacturer's reps globally.

. Initiated OEM/VAR private label packaging program with paint/coatings

manufacturers for their captive retail outlets. Sheepskin and

synthetic applicator products i.e., paint rollers and staining pads,

placed in 4,500 retail locations including Lowes, Home Depot, Sherwin

Williams, Devoe, Glidden, Porter Paint stores nationally.

. Provided sales and operations leadership, training and support to

manufacturer's reps/ channel field distributors covering North

America, South America, The Far East and Western Europe.

. Built brand awareness and advocacy with retail sales personnel and

their consumers.

Vice President/ Sales & Business Development

Real Estate Communications Corp - 1987 to 1991

Market introduction of the intelligent office building funded by IBM, Aetna

and ComSat. Shared revenue voice, data, video, and long distance network

partnerships were contracted with class A real estate developments in major

metro markets nationwide.

. P&L budget and control oversight provided to

sales/operations/marketing/ administration staff for sell through of

fiber cable, telephone, desk top data, long distance networks and

facilities management services for new construction high rise and

horizontal office/campus installations.

. Negotiated shared revenue partnerships with commercial real estate

developers for the provision of shared revenue service offerings.

. Structured vendor and equipment sourcing agreements including a $100

million dollar equipment sourcing contract with Ameritech.

Vice President, Corporate & Regional Development

Universal Communications Systems, Inc - 1981 to 1987

National PBX, Key Telephone and Peripherals vendor.

. Directed regional sales teams, managers and major /national account

executives.

. Member of the IPO management team listing company on the American

Stock Exchange.

. Directed growth of UCS into the second largest non-utility provider of

PBX and Key telephone systems in the United States by revenue.

. Captured multimillion dollar PBX telephone and fiber installations

from the University of Tennessee, University of Oklahoma, University

of Iowa, James Madison University, Bucknell University and others.

. Major account sales and installations customer list included Delta

Airlines, Burlington Northern Railroad, Ryder Trucks, Private and

Veterans Administration Hospitals, and national lodging and

hospitality chains including Holiday Inns, Ramada, Sheraton, and Hyatt

Hotels.

EDUCATION

B. A. in Political Science and English

State University of New York College at Buffalo

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