Sales Manager

MARY L. PAGANO

** ******** *****, *** **** Mobile: +1-917-***-****

New York, NY 10005 Email: ****.******@*****.***

www.linkedin.com/in/marypagano

EXECUTIVE PROFILE

An entrepreneurial, high-energy self-starter, profit driven executive with

proven success, building and managing multi-million dollar strategic sales

& initiatives. Skilled negotiator and high stakes decision maker, with an

earned reputation for integrity and leadership expertise. Successful track

record in developing partnership deals in the mobile and digital media

ecosystem with portals, mobile operators, ISP's, handset vendors, software,

on line publishers, application developers and system integrator partners

to increase revenue, registrations and activations.

Infectious enthusiastic leader and creative problem solver with experience

building and managing high-performance teams. Outstanding reputation for

creating highly profitable business models and customer/partner

relationships with expertise in managing complex situations in deadline

driven environments and achieving creative solutions with winning results

in a short period of time.

PROFESSIONAL EXPERIENCE

AT&T, INC., Manhattan, NY

2008-Present

A global $123 billion IP based communications company

Executive Director, Mobility Strategy & Business Development, System

Integrators Segment, Manhattan, NY (2011-current)

In a start up environment, Envisioned, Created and Developed new "Game

Changing" joint go to market solutions with system integrators and 3rd

parties for a new business model for a complete "SaaS" solution, meeting

strategic objectives, addressing both vertical and horizontal enterprise &

consumer market needs.

. Created and executed a strategic business plan for "sell thru and sell

with" the major system integrator partners based on partners key

strengths.

. Envisioned, created and developed a JGTM smarter education "SaaS"

solution with IBM for the enterprise and consumer market addressing k-12

digital mobile learning needs. Solution includes: LTE network, cloud,

hosting, Smartphones/tablets, education mobile apps eco system for

Android & IOS, analytics, publishers content, digital media,

parent/student/teacher web portal, unified communication and

collaboration. Revenue projection $2B.

. Envisioned, created and developed a JGTM small business & tele-worker

"IT as a service" solution with HP to be sold by direct & indirect sales

channels for both companies. Creating a complete plug and play solution

including: LTE network, tablets, Saas applications, Mobility

productivity applications, mobile marketing/mobile commerce, digital

media, security, tech & software support. Projected revenues $1.3B

. Envisioned, created and developed a JGTM "meter to cash" smart grid

"SaaS" solution with Wipro for the Utility customers. Revenue projection

$1B

. Developing with Dell, "content as a service" for the media &

entertainment market to better store/archive, mobilize, monetize and

deliver content. Engage customers by contextually transforming content

across channels and managing transactions and social interactions, and

enable the management and creation of digital experiences and content.

Executive Director/Marketing Government, Education & Medical Group,

Manhattan, NY (2010-2011)

Developed mobility marketing strategy for Education Segment.

. Developed a long term strategy plan and dashboard for short, medium and

long term projects including integrated marketing campaigns, webinars,

website revamp for "one AT&T', customer advocates, education eco systems,

events and tradeshows and inside sales e-rate team.

. Developed an execution plan and project time for the Mobile Learning

Center. Created a mobile learning video on how mobile learning is used

in College Universities, k-12 classroom and the opening of the mobile

learning center.

. Successful relationship building at the US Department of Education and

many College/University leaders.

. Defined mobile learning package for k-12 segment for a $6B underserved

market.

. Identified and developed relationships with key education partners for

"sell with and sell thru".

Executive Director/VP Sales, Government, Education & Medical Group,

Manhattan, NY (2008-2010)

Built a new team in 6 months and led a team of 55 high-performance sales

managers in the US with target of $750M.

. Grew revenues from $430M to $750M with 30% YOY, while building out a new

sales team in the Government, Education & Medical market. Developed a

new team in direct, indirect, inside sales and on line sales. Strong

results in new activations, churn reduction, and increased usage and ARPU

with value-added mobile app usage and viral marketing.

. Reorganized/Integrated the wire line and wireless sales team for "One

AT&T" customer team selling: cloud, hosting, digital media solutions,

mobile marketing, security, call centers, software applications, mobile

applications development, GPS & location based services, M2M, RFID,

business intelligence, sales force automation, point of sale, smart

phones & tablets, application development services, telepresence, Wi Fi

and professional consulting services.

. Implemented strategic business plans and restructured to vertical market

focus and developed new channel partners.

. Developed first digital media solutions in the Government segment to

improve consumer experience with 311 operations.

. Built out GPS location services and customer Wi Fi services for Boston

Transit with a creative branding strategy.

. Successful AVL and GPS win with NYC Doitt for all transportation

requirements.

. Liaison for NYC and NYS government stakeholders and lobbyist.

MOTOROLA INC., Schaumburg, IL 1992 to 2007

A global $42 billion company known as an innovator and leader in wireless

and broadband communications.

Director, Business Development, Strategic Alliances & New Channels,

Enterprise Mobility Group, (2006-2007)

Developed strategic alliances and new channel partners for the Enterprise

Mobility Group within the $10 billion global division of Networks and

Enterprise.

. Developed joint business plans, areas of focus, value proposition,

marketing opportunities, business models, and operational plan for

achieving financial and strategic objectives.

. Oversaw the effort to develop and implement the Oracle CRM solution for

the North America Enterprise Mobility Group, which provided a database

of customer information and streamlined internal operations, business

intelligence and forecasting for smart phone use.

Director/VP Sales, Enterprise Fortune 500 Market, Networks & Enterprise

Group, Chicago, IL (2001-2006)

Built and led a team of high-performance sales managers across the US with

target of $100 million, providing all aspects of Motorola's complex

systems, software, devices, spectrum, consulting and professional services

to top Fortune 500 Enterprise customers globally.

. Increased the Mobility Solutions Group sales in North America by 30% per

year. Achieved with a 40% reduction in headcount by improving strategic

selling skills, creating indirect channel partners, and better

utilization of inside sales.

. Managed multiple business initiatives in a start-up environment

generating revenue and developing strategic partnerships. Developed

Nextel/Sprint data OEM M2M partners & channels.

. Negotiated and secured profitable, multi-million dollar sole source

contracts with Fortune 100 customers. E.g. Anheuser-Busch, Boeing, CSX,

GM, Ford, Norfolk Southern, Union Pacific, Microsoft, Hewlett Packard,

Disney, State Farm, Intel, Abbott Labs, Citibank, John Deere, Proctor &

Gamble, Time Warner, Pepsi, Wal mart, Oracle, IBM, Nextel, Bank of

America, Marriott, Qualcomm, Apple.

. Developed custom software solution for mobile devices and grew financial

market from zero to $30M within 2 years.

. Established professional sales relationships with Fortune 500 C-level

executives resulting in new, top-down directed sales throughout the

company for strategic partnerships and solutions. Solutions included:

GPRS, CDMA, Astro, iDEN, Smartzone, Location based services, RFID,

Consulting & Professional Services, System Integration, Fixed & Mobile

Data, Canopy & Mesh networks, Enterprise Mobility Software, Software

Development, Seamless Mobility, MVNO, Web portals, Command Centers, Wi

FI, Manage Services and "New Technology" Proof of Concepts.

Global Sales Director, One Motorola Disney Team, Chicago, Illinois (2000)

Led cross-functional sales team of 35 executives across all Motorola

sectors and business units to drive strategic alliances and sales within

the Disney account, globally.

Sales Team Manager, Fortune 100 & Government Market, St. Louis, MO (1997-

1999)

Developed and led a team of Account Managers across the US in a $25

million business implementing private wireless voice and data systems,

software and services globally to Fortune 100 customers including:

Boeing, Intel, Hewlett Packard, Anheuser Busch, Caterpillar, Lockheed,

IBM, & Disney. Increased revenue by 25% by developing new customers and

projects.

Corporate Account Manager, Anheuser Busch Global Account, St. Louis, MO

(1992-1997)

Managed engineering, services, product groups and project management

teams on a global basis. Sold and implemented over $50 million of

private wireless systems to Anheuser Busch Breweries and Theme Parks.

Exceeded ship and release goals by 400%.

EDUCATION

MBA, Webster University, St. Louis, Mo/ Chicago, IL

B.S. Finance, University of Missouri-Central, Warrensburg, MO

Motorola University, Project Management, Executive Leadership,

Leading Digital Six Sigma for Executives, Business Development Institute,

AWARDS & ASSOCIATIONS

"Reach Your Peak" & "Peak Performers" 1994, "Peak Performers" 1996

"Leaders Circle" 1995 &1996, Over Achievers 1995, 1996, 1998, 2000, 2003,

2004, 2005, 2008

Board of Directors, Chicago Cystic Fibrosis and Co-Chair "Hollywood Event"

Motorola's Women Business Council and Mentor

Red Herring Etre Speaker/Stockholm/Paris & Seedcamp CEO Mentor/London/New

York

Contact this candidate