Sales Manager

DAVID A. BUDKE

**** ********* **** ****** • Renton, Washington 98056

425-***-**** • *********@*****.***

SALES MANAGEMENT • GLOBAL & NATIONAL SALES EXECUTIVE

Accomplished business development and sales professional with 20 years of experience leading sales teams to

higher revenue, launching new products and developing senior-level relationships within key accounts. Excel in

defining business plans, strategic proposals and establishing partnership opportunities with senior-level

management in the telecommunications and technology sectors. Known for fostering a consultative relationship

within Enterprise accounts to gain confidences, overcome obstacles and drive sales. Areas of expertise include:

New Business Opportunities • Channel Development • Operations • Relationship Building

Creating Strategic Partnerships • New Product Introduction • Customer Service • Consultative Selling

Developing Account Strategies • Product Positioning • Exceeding Sales Quotas • Training • Negotiating

PROFESSIONAL EXPERIENCE

MITEL NETWORKS COPORATION • Seattle, Washington • 2009-Present

Global telecommunications equipment manufacturer, Unified Communications and VMware applications

specialist. MPLS, Cloud Services, System Integration and Managed Services delivery..

Global & National Account Executive: Responsible for planning the strategic sales process, making sales

presentations to senior-level decision makers, negotiating and selling comprehensive communication solutions.

• Enterprise sales of unified communications, contact center solutions and virtualized voice applications.

• #1 in the West for fiscal 2011

NUEVO COMMUNICATIONS • Kirkland, Washington • 2006-2009

Startup provider of managed wireless IP services, hosted IVR solutions and webinar conferencing services.

Sales and Marketing Director – Co-Founder: Driving sales in the regional market, targeting small and medium

sized companies and initiating creative strategies to fill the sales pipeline.

• Created and launched product marketing and sales strategy for highly customized hosted IVR services,

complete with a speech recognition component for small and medium sized businesses.

• Established a key revenue generating contract with The Kroger Co. one of the nations largest grocery

retailers, to strengthen their brand by providing in-store managed Wireless and subscriber analytics

services.

• Developed go to market sales strategy for the national launch of hosted Audio and Web conference

services.

XO COMMUNICATIONS • Seattle, Washington • 2008-2009

National Telecommunications Carrier of voice, IP and advanced MPLS data services to the Enterprise.

Major Account Executive: Focused on driving sales to organizations of all sizes to exceed an established

quota.

• Prospected, closed and developed many new key accounts for advanced MPLS data networking, VoIP and

high speed metro fiber services.

• Established a key revenue generating MSA with a publically traded Fortune 500 company after careful

business case preparation, relationship development and financial analysis presentation.

CYPRESS COMMUNICATIONS • Seattle, Washington • 2006-2007

National provider of voice and data telecommunications services, hosted Nortel and VoIP softswitch services.

Sales Manager: Created and led sales team in the Seattle market, prospecting with small and medium sized

companies and initiating marketing strategies to fill the sales pipeline.

• Successfully guided clients and direct reports through rapidly changing network environments to exceed

quota targets for sales of Cisco switches, core routers and hosted Nortel PBX services.

• Developed an innovative sales training Webinar and rolled out to entire national sales team.

RIO COMMUNICATIONS • Roseburg, Oregon • 2006

Statewide CLEC and ISP generating $20 million annually from residential and SME customers.

Sales Operations Consultant: Created support components and go to market strategy for the launch of

Broadsoft based softswitch, hosted PBX and Cisco premises equipment bundles. Oversaw the creation of

service packages, brand development, marketing and operations. I developed multiple training programs for end

users, sales representatives and technical operations team.

• Directed the successful launch of a new business unit that generated monthly recurring sales in excess of

$100,000 within 6 months.

• Secured first consulting engagement, providing superior performance that resulted in the offer of a

permanent position.

FOX COMMUNICATIONS • Bellevue, Washington • 2003-2006

A $15 million company offering CLEC, ISP services, and a Broadsoft based softswitch for hosted VoIP.

Director of Sales and Operations: Oversaw all aspects of launching national VoIP-based PBX for SMEs,

including product development, marketing and channel sales. Acted as the industry spokesperson for the product,

authoring press releases and giving interviews to technology writers. Hired, trained and mentored a highly

successful sales team while working across departments to ensure launch support and the alignment of launch

initiates with service packages. Positioned company as one of the “Pulver 100 Hottest VoIP Companies to Watch

for 2004.”

• Directed the successful launch of managed communications products that generated $500,000 in monthly

recurring revenues within 18 months.

• Selected to speak on a well-received industry panel about voice over wireless WiFi networks.

TELVERSE COMMUNICATIONS • Renton, Washington • 2002-2003

A startup carrier provider of managed softswitch and iPBX telecommunications services for tier 2 and 3 ISP’s and

CLECs. The company has since been acquired by Level 3.

Director of Channel Sales, Pacific Northwest: Led sales efforts at both the executive and technical levels of

ISPs, CLECs and interconnect phone companies. Prospected for new business, cold called potential customers

and actively worked on direct sales to present value proposition and strengthen the channel.

• Initiated multiple new channel partnerships, identified prospects, negotiated partner contracts to close deals.

INSTANTSERVICE • Seattle, Washington • 1999-2001

SAAS provider of chat and email management solutions for contact centers, $20 million in annual sales.

Director of Sales and Marketing: Directed all sales, marketing and business development activities.

• Repositioned product and marketing strategies, shifting development away from chat room forums to SAAS

chat technology to better serve clients and renaming the company to create an immediate brand message.

• Closed a $1 million sale with a major outsourced contact center, assuming 80% of call volume, reducing

customer wait time from 25 minutes to 40 seconds and reducing client support costs by 86%.

• Validated the direction I set for the company by securing a second $1 million contract with major outsource

contact center and expanded product usage from one to multiple customers.

AMERICA ONLINE / COMPUSERVE / SPRYNET • Bellevue, Washington • 1993-1999

International, multi-billion dollar ISP that acquired both CompuServe and Sprynet, where employment began.

Business Development Manager: Promoted from District Marketing Manager to recruit and negotiate

agreements with new channel partners, OEMs, software companies, retail and other media channels. Managed

software builds and software delivery deadlines.

• Negotiated and closed the single largest software distribution deal in the company’s history.

• Assisted sales team in closing deals for customized solutions with Charles Schwab, ETrade, Wells Fargo

Bank, PC World magazine and others, generating $3 million monthly and adding more than 150,000 new

subscribers to the ISP service.

• Structured and managed OEM software distribution deals with IBM, Compaq, Hewlett Packard and 3COM

that generated $4 million in monthly revenue and added 200,000 new subscribers.

EDUCATION

Bachelor of Arts in Social Sciences, Minors in Business Administration and Economics

Washington State University • Pullman, Washington

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