JAMES R RUSSELL

Austin, Texas *****

512-***-****

adbytw@r.postjobfree.com

Account Executive / Sales Solution Architect / Sales Engineer

Proven professional Account Sales, Sales Engineer and Solutions Sales Architect with a reputation for creating sales wins, leads, identifying customer needs, providing revenue generating solutions, demo delivery, account technical assistance and understanding customer needs and wants. I strive to and successfully build / maintain long lasting and trusting customer relationships which provides a win-win atmosphere for customers and employer. Complementing this capability is an equally strong background in technical abilities for product approval, ongoing testing efforts (POC’s) of my supported products. Experienced in all areas of sales and in the Sales Solution Architect, Technical Sales/FAE/Sales Engineer role with Wi-Fi residential gateways, video hardware, hardware installation, NPMD, maintenance, field support, and fiber optic and copper cabling systems and topologies in interior or exterior environments. I WEAR TWO HATS – hybrid job capabilities in sales and sales engineer technical efforts..

Key Accomplishments

Viavi Circle of Excellence in Sales winner 2016 Network Performance Monitoring and Diagnostics (NPMD) for over-quota sales efforts in packet capture, network aggregation, network taps, and Gigastor Packet capture/storage hardware.

Achievement Award for Exceeding Sales Quota 2016

In a prior position, I saved $500,000.00 in Pace operational spending by negotiating a waiver on incoming products to the AT&T fulfillment chain which required new labeling to conform to AT&T IRG Routing guide requirements on all Pace packaging and incoming hardware. This was accomplished through strong relationships built between myself and AT&T management over the years of supporting their distribution efforts. (Swiss army knife of experiences and responsibilities for my employer and customer base)

Used Non-Conventional thinking to utilize, install, and turn up of innovative technology (Free Space Optics), to win a hosting companies business from an incumbent vendor at an initial value to firm of $300K in yearly revenue. Post sales customer care increased business to approximately $1M annually.

I was responsible for cradle to grave cycle of IPTV STB/DVR lab entry, MVT (Multi - Vendor Testing) accomplished by myself, through AFU (Approval For Use) end cycles in the Ericsson/Microsoft Media Room Client.

Training experience of 500+ Installation and repair ADSL technicians located in a five state region in only two months, on the installation and troubleshooting of xDSL hardware.

I was the Field/Phone support 7/24/365 of all xDSL products installed by assigned telephone company account in five state region without TAC (Technical Assistance Center) in place for this function.

I initiated and participated in 2Wire/Pace quality installation ride-along’ s with field technicians to triage any issues on new products and fact gathering for business intelligence saving employer and customer countless care dollars and resource time.

Crucial customer handhold through defective gateway issues and restoration of customer faith with DSL Co. products.(Affected 200k of gateways) saving employer in excess of $60,000,000 of business that potentially would have switched to other vendors.

Salesforce enabled

PROFESSIONAL EXPERIENCE

Epic MidStream

Dir of Telecommunications

Director of 1200 mile fiber optic build for state of the art pipeline leak detection and commercial communications offerings use utilizing Cienna and Juniper platfoms.

VisionNet by DQ Technology, Inc. 2017 - 2018

Senior Director of Product Support/Sales, Austin, Texas

Responsible to create Product strategy, improve sales and customer satisfaction and also ensuring that the created product strategy, specifications are carried out successfully.

Utilizing Salesforce for ongoing prospect and existing customer sales efforts as well as phone and face to face meetings.

Work closely with other departments which contributes sales to the organization.

Create product strategy to align with the company policies and goals.

Manage assigned territories and target existing / prospective customers that will benefit from VisionNet product sets (existing and future)

Ensure customers are satisfied and involved in the product support in regards to their issues with the products and to ensure customers are satisfied with VisionNet products and actions..

Researching and finding out new sales opportunities and research of new technological improvements that can be made to improve customer satisfaction.

Maintain and observe the state of health for all product sets by leading efforts to correct issues or product deficiencies with a multi-team strategy and efficient internal communications

Viavi Solutions, Austin, Tx 2015 – 2017 Sales Solution Architect/ Account Sales West

Working as a hybrid overlay with sales and sales engineering functions on Viavi synergies accounts. My accounts include a variety of Tier 1 and 2 Service Providers in the United States, Latin America, and APAC. Sales include packet capture /storage platforms, aggregation packet brokers, observer packet capture and analysis platforms, all part of our NPMD offering. My area of coverage and direction - to farm and cultivate Telco and MSO accounts West of the Mississippi using face-to-face meetings, phone, email, Rain King, and Salesforce methodologies. I was awarded the Circle of Excellence in Sales 2015-2016.

2 Wire/Pace, Austin, Tx 2010-2015

Senior Sales Engineer

Maintained SBC/AT&T sales growth by account positioning with att support and ordering personnel. Performed Pre and Post Sales support for entire line of Wi-Fi/ADSL-DSL/Ethernet router/IPTV DVR and set top box (STB) products that resulted in steady growth of sales and end user satisfaction.

* Led efforts to support all user issues in the field through coordination of corporate resources and AT&T management saving customer resource investments and care expense.

* Direct AT&T Labs support and resource for Residential gateways and issue cause analysis for WAN, LAN, and Wi-Fi trouble-shooting in Residential gateway GPON, FTTP/FTTH, DSL - ADSL/ADSL2+/VDSL2 environments

Residential Gateway Wi-Fi lab testing, RFP RFQ response and issue triage 802.11b, 802.11g, 802.11n and 802.11ac platforms

* Primary Pace Resource in AT&T labs for new Pace IPTV STB (set top box) receiver testing and troubleshooting of hardware and Ericsson/Microsoft Media room client issues. Completed AT&T testing saving AT&T resource hours and costs associated with these efforts

* Support and managed Pace interface/involvement in the AT&T/ATCLE fulfillment process for gateways and hardware. Successfully introduced the STB and DVR offered by Pace and now have the IPH8005 STB deploying in AT&T markets in a general release. The Pace DVR is on track to deploy as well with my MVT (Multi Vendor Testing)

* I provide ongoing as-needed training, field ride alongs, and installation assistance to AT&T techs in various locations nationwide, increasing ease of troubleshooting and installation resulting in cost savings to AT&T in the hundreds of thousands of dollars.

* I gave input and assistance /direct guidance and support of 2Wire specialized installation groups for AT&T that increase performances in excess of 150% and minimized service issues and downtimes. .

* Participate in ongoing field rides and customer visits with various AT&T techs to evaluate and improve installation proficiency of DSL Co. products, triage issues/concerns on new products streamlining new product defect resolution, configuration bottleneck removal, and increased savings for AT&T.

* I deployed within AT&T and managed new and existing ADSL gateways in excess of 2 million units solely by myself through 2010.

* With my prior SBC/SW Bell history allowed me to form strong AT&T relationships in senior management levels as well as lab testing engineers in the Austin AT&T labs..

QWEST COMMUNICATIONS, San Antonio, TX

Lead Sales Engineer / Lead Engineer

Engineered product requirements for internal and external clients that met or exceed their needs, within cost expectations, and on time, by utilizing out of the box thought processes and resources as needed.

Met and exceeded sales quotas in all sales related engineering positions that provided additional company income.

Used out of the box thinking to personally utilize and install new technology (Free Space Optics), to win a hosting companies business from an incumbent vendor at an initial value to firm of $300K in yearly revenue. Post sales customer care increased business to approximately $1M annually. Later, engineered and assisted installation/turn-up of Single Mode Fiber Optic cable path in leased Telco manholes and duct system to the same customers High Rise Premise for permanent OC-3 connectivity.

Provided a single point of contact for local sales, engineering, and operations organizations that required information and support from local QwestLink offices to assist MAN sales and increase revenue.

Provided customer support to the degree where clients call for assistance or input on current operating issues, future needs, directions, and efficiency of day-to-day operation due to technical knowledge and individual care provided them.

Provided technical support and assisted QwestLink sales engineers and technicians that allowed operating efficiency, and was instrumental in support of sales driven initiatives in various sales channels.

Utilized building access priority list from Sales to create a building access implementation plan for the city with critical milestones identified that would allow the addition of new customer service and increased revenues.

Planned, installed and constructed rack termination and equipment facilities in telco (telephone central office), colo (colocation premise), pop (point of presence) environments terminating various fiber and copper DS3 access points.

Provided support of plant maintenance, quality assurance objectives, and inspection services for all inside (CPE and CO) and outside plant work, that provided the high level of operations that required with customer network SLA’s.

Planned, developed and installed Metropolitan Area Network rings utilizing Cisco 14454 Optical SONET platforms in POP and Customer Premise configuration that allowed access to the Qwest network.

Planned, installed, and maintained Lightpointe Free Space Optics OC 12 Tributary ring for a 7/24 hosting customer, which facilitated the addition of an important hosting customer.

Managed Field OPS Qwestlink technicians and their safety, direction, discipline, training, and daily workloads.

Maintained, repaired, and circuit installation responsibility for BLEC, CLEC, and DLEC sites in San Antonio/Austin, TX (Equipment consists of Cisco 15000 series DWDM, Cisco 6160 DSLAMS, etc) to prevent service outages and provide the highest level of services that we provide to our customers.

Cayman Systems, San Antonio, TX

Sales/System Engineer

A global provider of broadband gateway solutions is the leader in enabling the delivery of high-speed voice, video and data to the 21st century small office and home.

Increased SBC sales 300% by account positioning with support and ordering personnel Performed Pre and Post Sales support for entire line of wireless Wi-Fi, Wi-Fi/ADSL/Ethernet router products that resulted in increased sales and end user satisfaction.

Performed field support of ISP/Telco/Etc installation technicians, as well as training on product use, installation, and troubleshooting, which also enabled my use as a resource to technicians on site.

Trained over 300 technicians in two-month period on installation of ADSL routers which allowed higher efficiency of successful customer installations by clients installation forces.

Prepared and utilized demonstrations and Power Point presentations for sales and support activities.

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SBC COMMUNICATIONS, San Antonio, TX 1991-2000

Data Systems Engineer

Managed consulting, design, project management, RFP and RFQ response creating revenue, which resulted in the fulfillment of $1M yearly quota.

Designed and implemented additions to copper and fiber infrastructure, LAN/WAN electronic equipment, wireless LAN, Wi-Fi / Wi-Fi, video conferencing equipment, etc., as required on customer network projects, which resulted in increased operating efficiencies for these companies. Structured cabling consisted of running multiple cables, dropping, terminating, labeling, and testing as well as building MDF and IDF fields, racks, and cable distribution into racks and panels. in customer telco rooms

Designed, bid, and won projects that met teams $2.5M or greater quota in yearly revenue which was essential for team success.

Installed various technologies in the field utilizing aerial, buried, and inside plant methodologies.

Electronics, St. Phillips College, San Antonio, TX

Associates in Business – Western International Univ., Phoenix, Az. 2005-2008

ASSOCIATIONS

KIVA Non-Profit Micro Loans to International Programs

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