Manager Sales

PROFESSIONAL SUMMARY

Results-oriented Product/Project/Marketing Manager with 25+ years of

telecommunications industry experience. Leader committed to product/service

quality and building product support organizations and processes focused on

teamwork, agility, creativity and profitability. Excels at being

internally and externally customer-focused, organized and knowledgeable

about business process improvement. Able to organize product/project teams

to sustain high levels of productivity and accomplish challenging goals.

Expertise in strategic planning, training, project management and

implementation, business process engineering, methods development and

measurement/tracking design. Recipient of numerous awards in excellence

for performance and achievement. Additional areas of expertise include:

Data Networking & Internet (IP) Analytic & Innovative Thinking

Services

New Product Development/Launches Product Documentation/Training

Cost Containment & Profit Financial Tracking & Analysis

Maximization

EXPERIENCE

TIME WARNER CABLE INC., Herndon, VA

2010 (thru Sept)

Sr. Product Manager - Business Data & Video Services

Corporate Commercial Services Division

Led product development efforts associated with commercial data services

including Managed Security Services, Managed Storage & Online Backup

Service and Carrier Ethernet Services.

. Led corporate product development efforts for legacy and new commercial

data services

. Developed product requirements for Managed Security Services, wrote

product guide and launched Managed Security Solutions service

. Developed product requirements and managed initial development of a new

online back-up data storage service

. Developed a complete Product Guide for the various Time Warner Cable

metro-area and wide-area Ethernet Solutions services

. Contributed in the development of product requirements documentation for

a new Pro:idiom-based video service for the hospitality industry

VERIZON BUSINESS, Ashburn, VA

2008 - 2009

Data Services Product Manager & Product Development Manager

Corporate Marketing Division

Lifecycle-managed $13.2M/year domestic Secure Gateway Services product line

(Firewall, Internet Access and Remote Access VPN/IP services).

. Provided daily sales support to >100 domestic USA sales & engineering

teams

. Developed and launched a new Network-based Managed Firewall Service and

two new Customer Premises Equipment (CPE) products for USA &

International sales teams

. Helped coordinate the contracting and sale of Verizon Internet Services

data network assets, along with >100 commercial contracts (of customers

in New England states), to FairPoint Communications

. Created and launched 16 new Internet Services "CPE Kits & Maintenance

Plans" valued at ~$1.0M

VERIZON COMMUNICATIONS, Falls Church, VA

2002 - 2007

Senior Group Manager - IP & Optical Services: Systems Integration/Process

Assurance

Responsible for coordinating product-related mergers, system integration

activities and streamlining existing processes. Helped consolidate Verizon

systems/processes with former MCI systems/processes for the IP Product

Line. Created end-to-end process flow documentation and pre-sale methods &

procedures (M&Ps) for direct and indirect sales channels.

. Managed the migration of ~2,000 Dedicated IP customers from Verizon (VZ)

network to MCI network

. Identified & corrected >100 business customer billing issues with annual

revenue value of >$1.1M

. Spearheaded the creation and/or updating of >10 pre-sale and post-sale

M&Ps

. Managed a project leading to the semi-automation of a service renewal

process and a 15% reduction in sales cycle time

Senior Group Manager - New Product Development & Process Assurance

Developed/managed the launch/expansion of 4 Dedicated Internet Access

Service (DIAS) product lines utilizing 3 suppliers (Sprint, Genuity/Level 3

& Verizon), the end-of-life process for 2 product lines and the re-launch

of 1 product line. Directly supervised 6 management employees.

. Formulated & maintained pricing schedules (>4,000 price points) for all

services in DIAS product lines

. Managed the automated migration of customer inventory (>2,000 records)

from Level 3 to Verizon

. Researched & analyzed >100 customer billing feeds to uncover/recoup

>$2.5M unbilled revenue

. Planned and launched 3 internal marketing promotions/campaigns. Increased

overall DIAS product line revenues by >25% in 2002 and >50% in 2003

. Developed process maps and M&Ps for 16 functional processes including:

pricing, quoting, contracting, order entry, provisioning, testing,

repair, billing & financial accounting

. Developed and implemented supplier/vendor performance effectiveness

tracking reports & action plans that led to performance improvements of

10% - 90+% in ordering, delivery and repair metrics

VERIZON INTERNET SOLUTIONS, Reston, VA

1997 - 2002

Group Product Line Manager

Developed, planned, implemented and life-cycle managed the High Speed

Dedicated Internet Access Services (DIAS) Product Line delivered via Frame

Relay, xDSL, SMDS, Private Line (DDS, DS1, DS3, OC3) & ATM data networking

technologies.

. Successfully managed the revenue growth of High Speed Dedicated Internet

Access Services delivered to the Business/Commercial marketplace from

<$1.0 Million in 1997 to >$40 Million in 2002

. Managed 20+ member interdepartmental project team in developing new

business-focused Internet Access services & features (DNS services,

mailboxes, customer network management reports, SLAs)

. Developed >70 RFP responses for strategic business customers including:

Local & Federal government agencies, leading universities, Lucent,

Nortel, GE, Northrop Grumman, First Fidelity, Accor, Polaroid, Putnam

Securities, Dupont, Philadelphia Newspapers and Sunoco

. Responded to custom pricing & custom feature requests from sales channels

for >1,000 customers

. Developed & delivered product guides, marketing collateral and training

guides for sales personnel

. Identified, resolved & recovered >$1.0M annual overcharging of Verizon by

a telecom circuit supplier

. Completed market readiness and contract work to add Sprint Corp. as 3rd

supplier of DIAS services

BELL ATLANTIC - NETWORK SERVICES, INC., Arlington, VA

1984 - 1996

Product & Applications Mgr - Fast Packet Services, Small Business Services

Division (1993-1996)

Managed and/or participated in interdepartmental product teams responsible

for developing, planning and implementing new data communications

services/enhancements for the small business marketplace: Frame Relay,

SMDS, xDSL, FDDI, ATM

. Participated in the conception, planning and implementation of 4+

marketing applications/programs targeted to the small business market:

Instant Image Delivery (for Printing/Publishing Industries); Internet

Access (for ISPs); Healthcare Data Networking and Wide Area Data

Networking

. Managed the revenue growth of Fast Packet Services sold to the small

business marketplace from $0.0 in 1994 to >$8.0 M in 1996

Product Manager - SMDS Data Service, Business Services Division (1989-1993)

Managed 40+ member interdepartmental product team in the planning,

development and implementation of Bell Atlantic's first Fast Packet data

service (i.e., SMDS)

. Created and coordinated the implementation of SMDS and other Fast Packet

services marketing, advertising & public relations plans to grow SMDS and

Fast Packet service revenues from $0.0 to >$25M in 3 years

. Created and coordinated the implementation of SMDS technical operations &

engineering work plans

Staff Manager - Custom Business Services (1988 - 1989)

Participated on "design team" to produce "customized" service solutions for

business customers. Developed business case material, completed

competitive research & analysis and performed financial modeling & analysis

for Federal Government bids (e.g., FTS-2000)

Assistant Staff Manager/Supervisor - Financial Planning & Control Systems

(1984 - 1987)

Performed various financial analysis functions including: forecasting,

budget administration, budget analysis and financial reports modeling.

Participated on SWAT team that conceptualized, designed and implemented

Bell Atlantic's 1st "automated" corporate Management Information System

(MIS)

EDUCATION

MBA, Information Systems, University of Maryland, College Park, MD, Smith

School of Business

Bachelor of Science - Hotel/Restaurant Management & Business

Administration, cum laude,

James Madison University, Harrisonburg, VA

TRAINING

The Wharton School, University of Pennsylvania - Leaders of Managers

Program

George Washington University, School of Business & Public Management -

Managing Projects Class

Leadership, Management Skills and Project Management courses

Numerous technical courses focused on Data Networking & IP Services

Microsoft Office proficiency in Outlook, Word, Excel, Visio and PowerPoint

PROFESSIONAL AWARDS & OTHER ACTIVITIES

Verizon Significant Achievement/Ovation Awards - 2004, 2005, 2007

Verizon "ESG Town Hall" Recognition Award (for New Product Launches) - 2002

Verizon Achievers Club - 2002; Verizon Excellence Award - 2001 & 2002

Bell Atlantic Masters Club Award - 1998 & 1999

ATM & Frame Relay Forums - Participating Member - 1993-1995

SMDS Interest Group - Board of Trustees, Vice President (1994) / Marketing

Committee (1992-1994)

Coach - NCSL/Montgomery Soccer & Seneca Soccer Leagues - 9 years; 2 teams

Coach - Montgomery County Basketball League - 5 years

Volunteer - Montgomery County High/Middle/Elementary Schools

Greater Darnestown Civic Association - Member

Northwest High School Booster Club - Member

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