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Sales Manager

Location:
North Wales, Pennsylvania, 19454, United States
Posted:
March 04, 2011

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***** ******

*** **** ******** ***.

North Wales, PA 19454

(Open to Relocation)

Cell (843)***-****

E-mail: *******@*****.***

Linkedin http://www.linkedin.com/in/jamesjaffke

EXECUTIVE SUMMARY

An experienced executive with a demonstrated record of growing both top and

bottom line performance in large and small corporate environments, start-up

operations and turnaround situations.

Directly managed all aspects of running a business in both the

manufacturing and services sector including Engineering, Manufacturing,

Sales, Marketing, Contracts & Purchasing, Field Services, Customer Support,

Accounting, Finance and Business Administration with full P&L

responsibility.

Strong background in technology-oriented markets including; Optical

Networking (SONET, DWDM); Routers, Switches, CATV (Digital Headend,

Satellite Broadcast, CMTS, IPTV, PON); Wireless (Cellular, Microwave,

Satellite; LAN/WAN, VoIP); and associated OSS/BSS applications; and

associated Services for above.

Well developed deal structuring and negotiation skills with first hand

experience in closing business with some of the largest companies in the

world. Strong leadership and people motivation skills.

EDUCATION

Post Graduate JD Work, University of Loyola Law School, Chicago

1977-1980

BA - Political Science (Pre-Law), Illinois Benedictine University

1977

PROFESSIONAL EXPERIENCE

MOTOROLA, INC. (General Instruments Division) March 2008 -

December 2010

A $21B global technology leader specializing in network solutions for the

cable provider industry as well as hand held devices and associated

networking for both commercial and consumer communications markets. NOTE:

8/10 to 12/10 I had the sad duty of laying off most of my team then got RIF

pkg - reference s provided )

Director - Technical Services Marketing

Reporting to the Sr. Director of Technical Services Operations, lead

development and expansion initiatives of a Professional Services practice

within Motorola's cable industry sector. Drive, deliver and expand

portfolio of $100M+ in very profitable service sales including Service

Level Agreements, Professional Services and custom support programs.

Assumed leadership role in aligning service offerings and Go-to-Market

strategies across all global theaters (EMEA, APAC, and LATAM) thereby

leveraging resources and driving significant operational efficiencies and

cost savings.

. Business Lead - Initiate and lead development and marketing of new

technical support service offerings and value propositions including

the orchestration and negotiation of Service Level Agreements with

Comcast ($18M+), Time Warner ($8M), Cox ($6M), Charter ($4M) as well

as multi-million dollar service contracts with AT&T, Frontier, and

Centurylink

. Manage all services contracts, and drive revenues through timely

renewals

. Recruit and develop staff and align related support systems and

processes

Cisco Systems, Inc. June 2005 - March 2008

A $35 billion global technology leader specializing in advanced network

solutions for Enterprise, Service Provider, and Residential applications.

Director - Sales Operations "Deals Manager"

Recruited by and reported to Cisco's Sr. Vice President of Sales for the $8

billion U.S. Service Provider theater. Charged with the formulation and

leadership of cross-functional negotiation teams consisting of Legal,

Finance, Sales, Channels, and Services representatives of all levels and

other organizations as required in structuring and closing large, complex,

multi-faceted, multi-Billion dollar agreements with some of

Cisco's largest customers and channel partners. Represents the SVP and

other senior sales management at the negotiation table, and leverages this

position to also act as a change agent internally to help Cisco become more

aligned with the needs and expectations of the top revenue producing

customers including AT&T/SBC and Verizon among others.

. Lead cross-functional teams in closing Multi-Billion dollar deals

including products, services and Go-To-Market programs with major

service providers including multiple agreements with AT&T, Verizon,

and Sprint

. Lead cross functional teams in securing strategic wins in Tier 2

service provider accounts including GlobalCrossing ($250M), Savvis

($30M), and XO Communications ($20M initial award with Go-To-Market

potential of $60M+)

J & J's 2003 - 2005

Owner

Purchased, re-structured, operated and sold a small specialty retail

business.

NOVA Gaming, Inc. 2001- 2003

President and Board Member

Orchestrated the restructuring and sale of a small low-profit business, and

leveraged that business to launch and operate a new and very profitable

business model.

Quanta Services 1999 - 2001

General Manager

Established a start-up operation focused on supplying engineering,

installation and technical support services to the telecommunications

industry.

. Grew revenues to $20M and achieved profitability within the first year

of operations

. Personally directed business development and negotiated contracts with

major manufacturers and service providers including Cisco, NEC,

Nortel, Lucent, Cable & Wireless and GlobalCrossing

NEC Corp - Optical Networking Division 1985 - 1999

A division of NEC America,, a $6 billion global technology company focused

on optical network solutions for Service Provider applications.

US VP & General Manager

As GM I recruited and lead a talented team aimed at changing NEC's

traditional market approach and succeeded with increasing revenues from

$80M to over $500M targeting key accounts such as AT&T, Sprint and

GlobalCrossing.

Initially recruited by NEC to manage Contracts and Purchasing functions in

support of their U.S. Public Networks business. Gravitated into broader

and increasingly responsible roles ultimately being appointed General

Manager of NEC's Optical Networking Division for North America.

. Personally spearheaded efforts to win and deploy one of the first

global optical networks employing WDM technology at GlobalCrossing-

$250M initial award

. Led team in winning global deployment of Next Gen optical networking

gear with at&t. Total sales exceeding $1B

. Personally negotiated agreement with Sprint for deployment of optical

systems for over half of their long distance network - total sales

exceeding $500M

. Led efforts to secure a new Master Purchase Agreement with Verizon

affecting over $1B of sales annually

. Participated in shaping and restructuring overarching relationship

with AT&T/SBC for both direct sales, as well as re-sale, CPE and

Managed Services affecting over $2B of sales annually

Other Positions Held at NEC-

. Director of Business Administration

. Manager of Contracts & Purchasing

Satellite Business Systems (an IBM partnership) 1983 -

1985

Contracts Manager

Negotiated and administered procurement contracts for custom designed

network communications systems to support SBS's satellite-based high speed

data network. Assisted clients with requirements definition, sourced and

qualified potential vendors, generated and managed RFP's, lead bid

evaluation teams, drafted and negotiated contracts, and conducted post-

award performance monitoring. Vendors included IBM, Hughes Networks, and

M/A-COM.

Rockwell International 1981 - 1983

Contract Administrator

Drafted, negotiated and administered contracts for the sale of large call

distribution systems primarily to the U.S. airline market.



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