ROB MERCURIO

* ******** **, *********, **, *****

Phone 631-***-****

acgj0s@r.postjobfree.com

SUMMARY OF QUALIFICATIONS:

An assertive, proactive sales professional with proven track record of closing multi-million dollar

deals, securing new customers and growing revenue with existing accounts. Exceptional ability to

identify and anticipate customer needs; consistently ranked among the top sales people in

company.

• Highly focused sales & business development professional

• Strong revenue attainment and expertise in new account penetration specifically within the

engineered products and telecom service provider verticals

• Blend of direct end user and channel sales with both established and early stage companies

• Exceptional team builder, as well as developer of long term major customer and business partner

relationships

• Strong professional network with senior level engineering contacts throughout the service provider

industry

• Solid understanding of design win sales process and account management approach

• Flexible, innovative and enjoy hunting and closing business

WORK EXPERIENCE:

GTT (Global Traffic Technologies)

2012 – Present

Manufacturer of GPS & IR Emergency Vehicle Detectors and Emitters and CMS Computer

Mgmt Software

Northeastern Sales Manager (NY, CT, RI, MA, NH, VT, ME)

Major Accomplishments and Responsibilities:

. Successfully introduced the new GPS product for deployment into the cities of New Haven

CT, Norwalk

CT, Stamford CT, Providence RI, and Syracuse NY.

. Successfully organized revenue generating seminars for end users in Boston, Providence and

New York.

. Successfully built up client base by leveraging existing relationships with VAR’s distribution

channels

and end users.

. Oversee pre and post sales process, lab evaluations, training and technical issues.

. Have and exceeded the largest companywide quota of $2.9M

Relectric Supply Company

2010 – 2012

Manufacturer of Industrial Grade Circuit Breakers, Transformers, Motor Controls and

Switchgear

Regional Sales Manager (New York Metro)

Major Accomplishments and Responsibilities:

. Successfully introduced Relectric products to senior management at large national and

regional electrical

contractors (i.e. Forest Electric, Eldor, Welsbach, Gordon L Seaman, Emcor).

. Leverage strong partner relationships to gain entry into all of the major utilities in the New

York Metro

Area (i.e. ConEdison, LIPA, PSEG, CNG).

. Successfully built up regional distribution (i.e. Wesco, Turtle & Hughes, Mid Island

Electrical, Duplex

Supply, Graybar) and developed a strong residual stream of revenue and partner relationships.

. Oversee the quoting, delivery of product, along with training and technical issues to ensure

timely and

satisfactory deployment.

. Have the largest annual territory growth nationally companywide each year.

Tailwind Associates 2008 – 2010

Information Technology Consulting and Business Intelligence Equipment

Senior Account Manager (NY/NJ)

Major Accomplishments and Responsibilities:

. Successfully introduced Uplogix (SRM) equipment into EmblemHealth resulting in over

$1M in new revenue.

. Successfully introduced TippingPoint (IPS) equipment into NYC’s MTA resulting in over

$1M in new revenue.

. Built a qualified pipeline of IT consulting services with NYS agencies and ILEC’s such as

NYC Health, NYS Office of Children & Family Services, DOITT, Broadview Networks,

NYS Dept of Taxation and Finance and XO Communications.

. Leveraged a large direct base of accounts such as GroupM, Broadridge, Amalgamated Bank,

ABC TV Network, Brown Brothers Harriman, Goldman Sachs, NYU Hospitals Center,

North Shore LIJ, MMC, Saatchi & Saatchi, TD Securities and Viacom.

One IP Voice 2005 – 2008

Converged Voice Services Provider

Regional Sales Director

Major Accomplishments and Responsibilities:

. Leveraged strong partner relationships with large CLEC’s and cable companies (i.e. XO

Communications, Cablevision, Broadview Networks, MetTel) leading to an increase in

revenue with

both new and existing customers for Avaya products and services.

. Built a qualified pipeline for a nationwide hosted voice service with large companies (i.e.

AIG

Bear Sterns, Pershing, Tyco) as a quality, cost effective way of utilizing voice and data

services.

. Closed a $2.5M deal with AIG

Telco Systems 2003 – 2005

Manufacturer of Carrier-Class Transport and Access Solutions

Regional Sales Director (East Coast VA to ME)

Major Accomplishments and Responsibilities:

. Successfully introduced Telco products (IP, VOIP, TDM) to senior management at large

clients both

carrier and enterprise (i.e. XO Communications, Cablevision, Commonwealth Telephone,

MetTel)

and received lab approval in less than six months time.

. Successfully built up client base by leveraging existing relationships with VAR’s, distribution

channels and customers.

. Oversee pre and post sales process, lab evaluations, training and technical issues, as well as

all

operational activities to ensure timely and satisfactory deployment.

. Closed deals with XO Communications ($1.5M), Cablevision ($800K), Broadview Networks

($500K)

Carrier Access 2001 – 2003

Network Access Products

Sr. Account Manager (East Coast VA to ME)

Major Accomplishments and Responsibilities:

. #1 Account Manager in the company finishing 185% of quota

. Secured $18M from XO Communications during my tenor

. Qualified, negotiated, closed and developed Cablevision into a $2M+ direct annual account.

. Responsible for securing the first deal with Time Warner resulting in $4M in revenue

. Managed and grew strategic relationships with XO Communications and Broadview

Networks

resulting in $11M of incremental revenue

. Successfully leveraged my relationship with Broadsoft to penetrate into large new VoIP

accounts

Paradyne Networks 1997 – 2001

DSL and Network Access Products

Regional Sales Manager (East Coast VA to ME)

Major Accomplishments and Responsibilities:

. Managed and increased revenue in strategic account base which included Chase Bank,

Credit Suisse-First Boston, Avon, Pershing, AIG and SIAC.

. Won many key enterprise deals (i.e. Fleet Bank, Astoria Federal, American Standard)

against larger competitors (Cisco, Visual Networks, Adtran.)

. Finished in the Top 5 Regional Sales Managers out of 100

. Secured $40M in total revenue during my tenor

. Developed a key strategic relationship with MCI (NSP) offices (NYC, Parsippany,

Piscataway,

Ryebrook) that enabled me to get Paradyne product designed into large new networks

(NJ Transit, JP Morgan and Fox News) over the competition.

. Successfully built New York Metro area’s VAR infrastructure by generating strong end user

demand in large accounts (i.e. Knight Securities, Sunguard, Brooks Brothers.)

. President’s Club Member each of my three years with Paradyne for exceeding quota.

GN Netcom 1994 – 1997

Telephone Equipment Manufacturer

Northeastern Sales Manager (Virginia to Maine)

Major Accomplishments and Responsibilities:

. Increased sales from under $1,000,000 to over $7,500,000 within three years.

. Won large end user accounts (SONY Music, NYSE, Advanta) both directly and in

partnership with VAR’s.

. Won outstanding territory growth award three consecutive years.

PREVIOUS WORK EXPERIENCE:

Includes 10+ years working for companies within the defense contractor industry

EDUCATION:

Graduated of Stony Brook University in New York with a BA Degree

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