Sales Manager

GORDON K. HOSHIKO

*** ****** **** ********, ** **008

Res 408-***-**** • Cell 408-***-**** • abk8y0@r.postjobfree.com

Executive Sales and Management

SUMMARY

Enthusiastic, sharp and aggressive results driven sales professional with a track record achieving sales

goals and delivering exceptional customer service. Outstanding success in building and maintaining

relationships with key corporate decision-makers, establishing large volume, high profile accounts with

excellent retention and loyalty. Exceptional in achieving win-win outcomes through the analysis of

customer needs and identification of creative, cost-effective solutions. Adaptable leadership style,

collaborative spirit and total commitment to completion of all objectives. Able to enforce industry related

regulations, and familiar with a variety of CRM profession related computer applications .

PROFESSIONAL EXPERIENCE

AT&T, Inc., San Jose, CA 2006-2009

Application Sales Specialist 3, Wholesale Accounts

Aggressively prospected and developed new potential business clients as well as managed and drove

existing new business.

Oversaw full account mgmt, acting as team leader to work directly with Sales Engineers, Inside Sales

Reps, Project Managers, Security Engineers and Technology Specialists to achieve/exceed sales quota.

• Increased $12million in new revenue for HP, Cisco/Nortel hardware, Security and Network

Integration services (2008).

• Increased $22 million in new hardware, security, network integration and managed services in the

Content, Integrators and Wireless segments (2007). Yahoo, HP, US Sprint.

• Increased$18 million in new revenue for hardware and network integration sales (2006).

• Developed a sales team strategy that directly increased customer sales by 25%.

• Co-developed a training program that contributed to a 30% increase in NI sales.

• Developed and maintained key accounts including Yahoo, HP and Sprint.

• Negotiated a Cisco and Nortel hardware maintenance contract that increased gross margins by an

additional 15% margin.

• Spearheaded and helped implemented a network Integration skill training program for the sales

team.

• Engaged all available AT&T resources to help close sales by managing these resources

effectively to ensure timely sales closure and implementation, completing the project ahead

of schedule.

Integration Sales Executive 2 1998-2005

Responsible for full account mgmt, acting as team leader to ensure smooth and timely completion of work

with Sales Engineers, Inside Sales Reps, and Project Mgmt Technology Specialists for Commercial,

Government and Educational accounts in the Silicon Valley.

• Aggressively prospected and developed new potential business clients as well as managed and

drove existing business in the Content Provider, Integrator and Wireless market segments.

• Managed provisioning of Cisco equipment upgrade, Firewalls and maintenance for education and

government businesses.

• Consistently exceeded company standards for customer satisfaction.

• Conducted strategic planning activities across existing & prospective client base to identify and

position opportunities based on AT&T solutions; ensured the go-to-market plan was aligned to sales and

services plans.

• Maintained strong technical knowledge of products, professional and managed services and other

service offerings within AT&T.

• Consistently achieved over 100% of quota for Commercial, Government and Educational accounts

(2001-2005).

• Booked $11.6 million in sales, finishing at 538% of quota for Network Integration Sales, VP

Award Winner, (1999-2001).

GORDON HOSHIKO 408-***-**** abk8y0@r.postjobfree.com Page 2

General DataComm, Inc., Alameda, CA 1997-1998

Account Manager

Identified, qualified and managed new WAN/ATM business opportunities to maximize sales potential

throughout San Jose and the Bay Area. Developed over $20 million of new ATM business.

Racal DataCom, Inc., Santa Clara, CA 1996-1997

Account Manager

Developed large corporate accounts and provided value added services to Fortune 500 companies.

Achieved 106% of quota for FY96. Achieved 108% of quota for FY97.

Bay Networks, Santa Clara, CA 1995-1996

Inside Account Service Executive

Successfully sold internetworking solutions to Fortune 500 accounts, educational institutions and

government agencies, generating over 350 new, highly qualified prospects through cold calling activities.

Exceeded sales quotas for FY95 up to 166%.

Reply Corporation, San Jose, CA 1990-1994

Inside Territory Manager

Established and successfully managed account relationships in nineteen previously undeveloped states in

the Central region. Booked over $6,000,000 dollars in sales within a twelve month period with 42%

margins.

Memorex Telex Corporation, Santa Clara, CA 1985-1989

Inside Sales Executive

Successfully sold $16+ million in new revenue for computer tape/accessories in the central region.

EDUCATION

Bachelor of Science, Microbiology Environmental Health and Safety

San Jose State University, San Jose CA.

AWARDS

Pacesetter Achiever's Club, November 2000

VP Club, 2000-2001

Top PBNI Award, 3rd Quarter 2000

Top Sales Award, First Quarter 2001

Top Rookie Award, 2001

PROFESSIONAL DEVELOPMENT CERTIFICATIONS:

Cisco Certified Network Associate (CCNA)

Nortel Certified Account Specialist

Nortel QSP Specialist

EAC Supervisory Training Program

Training: Spring of 2008 Hosting and Applications sale training - ProActBusiness Development

TECHNICAL SKILLS

Word, Excel, PowerPoint, Visio, Outlook, ECRM Customer Relationship Database

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