Sales Marketing

George J. Glaros, Jr., PMP, CME

**** ********** ****, ******, ** 55318-9737

M: 651-***-**** H: 952-***-**** ************@***.***

SALES, MARKETING & OPERATIONS EXECUTIVE MANAGEMENT

Expertise in reorganizing, invigorating and leading teams in high

technology companies

PROFILE

. DEMONSTRABLE P&L EXPERIENCE - Comprehensive executive experience in high

technology marketing, sales and operations, including full P&L

responsibility and the ability to drive results for organic revenue

growth and operating profit margins in highly competitive markets.

. PROVEN SALES AND MARKETING LEADERSHIP - Sales and marketing leadership

skills in the business-to-business and business-to-government market

sectors. In-depth marketing experience encompassing all facets from

product ideation through market launch. Extensive sales management

experience, including national account and federal, state and local

government sales expertise.

. EXTENSIVE PROGRAM AND PROJECT MANAGEMENT SKILLS - Proven experience in

all facets of program and project life-cycle management, including

software development, information technology, telecommunications

infrastructure, and outside physical plant.

. EXCEPTIONAL CUSTOMER DEVELOPMENT SKILLS - Valued by customers for

exceptional customer care, including value creation, competitive

differentiation, creative problem solving and consistent follow

through - building customers for life.

. EXTENSIVE MANAGERIAL EXPERIENCE - Expertise in all facets of operations

and staff management in regulated, unregulated, union and non-union

environments. Effective and proven change agent, transforming groups

into high performance teams through vision, motivation, communication

skills, employee development, superior planning, and a bias toward

action.

. BROAD TECHNICAL KNOWLEDGE - Extensive product and technology expertise

including ATM, Frame Relay, TCP/IP, Broadcast Video, Video Conferencing,

Voice over IP, MPLS, SONET, DWDM, CWDM, Grid Computing, Storage Area

Networks, Wireless, Network Management Software, Local and Wide Area

Networking.

0BPROFESSIONAL EXPERIENCE

Black Box Network Services, Inc. - Minnetonka, MN 2005 to September, 2008

Branch Manager

Full P&L responsibility for three branch operations of the Upper Midwest

Region, consisting of over 200 employees and $44M in revenue in a seven-

state operating area. Directed all branch activities for sales,

operations, marketing, project management, field technicians, engineering

and customer service.

. Increased annual revenue from $29M to $44M in less than 18 months.

. Increased new installation revenue from $10M to $17.5M by rebuilding

sales and marketing teams; and rebranding of the company within the

region.

. Consistently generated profits ranging from 10 to 13% before interest and

taxes.

. Reduced personnel turnover and improved morale through training and

teambuilding.

. Implemented Six Sigma, LEAN, material loss and quality programs,

resulting in profit recovery of over $500,000 annually.

. Reduced bad debt expense from 5% to less than 2% and cut receivable (DSO)

levels from a high of 120 days down to 42 days.

. Implemented sales and project management training, resulting in PMP

certification for existing and new staff.

. Developed significant relationships with top 100 large clients; with over

ten of those clients representing newly-developed business relationships.

George J. Glaros, Jr., PMP, CME Page Two

Folio Financial Network - Vienna, VA 2005

Vice President of Marketing

Led a team of senior professionals in the marketing, operational strategy,

and support for patented online retail, institutional, investment advisors

and proxy governance online investment service. Key member of executive

team in pre-IPO company, responsible for all corporate communications for

financial services firm with assets under management over $2B. Developed

and managed all marketing collateral materials, product development, web

site management, customer retention and corporate communications. Managed

multiple departments including Graphics, Direct Marketing, Affiliate

Programs, Web Site, and Marketing Support. Management duties included

contract negotiations, presentations, multiple product development, and all

communications for both B2B and B2C products.

. Reversed sales decline and membership cancellations in retail and advisor

programs in under 90 days by 10%.

. Spearheaded development of creative branding and communication

advertising approaches that increased net response as much as 50%.

. Revived division's largest program through segmentation analysis and

innovative advertising formats.

. Revitalized affiliate and affinity programs, resulting in a 15% net

increase in profits. Initiated a critical shift to product development

that increased usability and demand.

. Implemented web optimization techniques, thereby increasing web

traffic by 20%.

Verizon - Charleston, WV 2004 to 2005

Regional Sales Manager

Led and managed a team of sales and sales support professionals generating

new business, and providing service to existing large business and

government accounts within RBOC territory. Led or participated in

interdepartmental and cross-functional process improvement initiatives.

Developed sales strategies to assist staff in servicing and retaining

accounts. Revenue achievement of 110% over $84M target, with overall

customer satisfaction rating of over 95%.

. Led efforts for new VoIP, SAN, and Grid Computing products, with major

strategic wins in each product category.

. Led and won single largest state network contract of $46M over three

years and successfully renewed largest statewide CPE contract.

Panamsat - Chantilly, VA 2001 to 2003

SENIOR VICE PRESIDENT OF SALES

Reported directly to the COO of start-up division of PANAMSAT. Led the

sales team of 40 domestic and international sales, sales support and sales

engineering personnel for Broadband Networking, Broadcast Video, Video

Conferencing, and Customer Premise Equipment. Increased sales revenues

from start-up to over $12M in less than 24 months, cutting expenses by 10%

and increasing revenue profitability by 15%.

. SECURED DISTRIBUTION CHANNELS AND OEM AGREEMENTS TO EXPAND MARKET

REVENUES FOR HARDWARE, SOFTWARE, AND SERVICES; INCLUDING AGREEMENTS WITH

SEVERAL OF THE LARGEST GLOBAL TELECOMMUNICATION COMPANIES.

. LED EXECUTIVE EFFORTS IN SECURING DIRECT CUSTOMER AGREEMENTS WITH OVER 75

OF THE GLOBAL 500 ACCOUNTS.

LUCENT TECHNOLOGIES - HERNDON, VA 2000 TO 2001

DIRECTOR OF SALES

DIRECTED NATIONAL SALES AND MARKETING EFFORT SUPPORTING 500-NODE NETWORK

FOR ALL OF QWEST COMMUNICATIONS. SUPERVISED AND TRAINED STAFF OF FIVE

MAJOR ACCOUNT MANAGERS SELLING VOICE AND DATA TELECOMMUNICATIONS CORE AND

EDGE ATM, FRAME RELAY, IP, AND MULTIMEDIA PRODUCTS.

. EXCEEDED QUOTA OF $100M BY 8%.

. LED EFFORTS FOR THE RESOLUTION OF MAJOR NETWORK HARDWARE AND SOFTWARE

ISSUE, RESULTING IN ADDITIONAL PRODUCT AND SERVICES SALES.

. SUCCESSFULLY DEPLOYED LABORATORY AND FIELD TRIALS FOR NEW ATM AND IP

PRODUCTS WITHIN QWEST'S NETWORK.

GEORGE J. GLAROS, JR., PMP, CME PAGE THREE

3COM CORPORATION - HERNDON, VA 1999 TO 2000

National Sales Manager

DIRECTED NATIONAL SALES EFFORT TARGETING OPERATING TELEPHONE COMPANY AND

COMPETITIVE LOCAL EXCHANGE CARRIERS, INCLUDING KEY ACCOUNT RELATIONSHIPS

WITH SBC, VERIZON, BELLSOUTH, MCI, SPRINT, AND OTHER ISP'S AND CLEC'S, BOTH

FOR DIRECT AND INDIRECT DISTRIBUTION PROGRAMS.

. EXCEEDED REVENUE OBJECTIVE OF $64M BY OVER 20%.

. OVERSAW NEW PRODUCT TRIALS FOR BOTH WIRELINE AND WIRELESS PRODUCTS.

GENERAL DATACOMM - FALLS CHURCH, VA 1997 TO 1999

REGIONAL SALES & MARKETING DIRECTOR

DIRECTED NATIONAL SALES AND MARKETING EFFORT TARGETING OPERATING TELEPHONE

COMPANIES CARRIERS. REVENUE AND PRODUCT RESPONSIBILITIES INCLUDED ENTIRE

PRODUCT LINE, AND MANAGED SALES, SALES SUPPORT AND SALES ENGINEERING

PERSONNEL. OVERSAW KEY ACCOUNT RELATIONSHIPS WITH VERIZON, BELLSOUTH, AND

TIER 2 AND 3 ISP'S AND CLEC'S.

. LED COMPANY-WIDE EFFORT TO SECURE NEBS COMPLIANCE FOR COMPANY CARRIER

PRODUCT LINE.

. OVERSAW AND WON LARGEST VIDEOCONFERENCING CONTRACT WITH MAJOR CARRIER FOR

BROADBAND TRANSPORT, WORTH $80M OVER FIVE YEARS.

NORTEL NETWORKS - MCLEAN, VA 1988 TO 1997

Senior Manager, Distributor Marketing (1993 to 1997)

SENIOR MANAGER, MARKETING COMMUNICATIONS (1988 TO 1993)

. LED AND MANAGED NATIONWIDE EFFORT FOR DISTRIBUTION CHANNEL DEVELOPMENT OF

FORTUNE 500 MARKET; GREW CHANNEL REVENUES FROM $3M TO OVER $35M IN UNDER

FOUR YEARS.

. Led and supervised all Federal divisional marketing staff in development

and implementation of marketing communications programs, including

business development, competitive analysis, advertising, public

relations, direct mail and trade shows.

. INCREASED MARKET PENETRATION AND PROFITABILITY THROUGH DISTRIBUTION

CHANNELS, SYSTEM INTEGRATORS, GSA SCHEDULES, AND 8(A) PROGRAMS.

REVENUE INCREASES EXCEEDED $40M.

. Developed and managed complex integrated direct marketing

communications and database marketing programs, resulting in

increased sales revenue, led generation, and market awareness.

Additional Communications Industry Experience 1979 to 1988

Marmon Group of Companies - Alexandria, VA Eastern Regional Manager

US West (Qwest) - Herndon, VA Regional Sales Manager

United Telephone (Sprint) - Mansfield, OH Communications Representative

State of Ohio Auditors Office - Columbus, OH Auditor

1BADDITIONAL PROFESSIONAL EXPERIENCE

H & R Block, Inc - Minneapolis, MN 2009 to present

Tax Advisor

Part-time seasonal position responsible for the preparation and review of

individual and corporate federal, state and local tax returns for clients.

Conducted research and planning on various tax issues, including analysis

of new tax laws.

The Catholic University of America - Washington, DC 1997 to 2003

Senior Adjunct Professor of Marketing

Part-time teaching position for the Department of Business; courses taught

include Consumer Behavior, Marketing Research, Product Management, Internet

Marketing, High Technology Marketing, Sales Management, Industrial

Marketing Management, Advertising, Institutional Marketing, and Direct

Response Marketing.

. RECEIVED HIGHEST DEPARTMENT FACULTY EVALUATION RATINGS, AVERAGING OVER

4.75 OUT OF 5, AND WAS PROMOTED TO SENIOR ADJUNCT IN 2001.

. SELECTED TO ATTEND THE DIRECT MARKETING ASSOCIATIONS PROFESSORS INSTITUTE

TRAINING PROGRAM.

GEORGE J. GLAROS, JR., PMP, CME PAGE FOUR

2BEDUCATION

3BMBA, Keller Graduate School of Management, DeVry University, Oak

Brook Terrace, IL

Emphasis in Marketing and Finance, Completion Date September,

2010

. Bachelor of Arts (Political Science) - Youngstown State University,

Youngstown, OH

Student Body President

2BPROFESSIONAL TRAINING

. Marketing and Sales Training (NYU, Holden, Xerox, AMA, OnTarget

Systems).

. Extensive Product Marketing and Technical Training and

Certification (Over 100 CEU's)

. Project Management Training (New York University, RMC, PELCON,

St. Thomas University)

. Type Resources Myers-Briggs Type Indicator Professional

Certification

. Federal Sales and Marketing Courses (USPDI, Shipley Associates,

Price Waterhouse)

. Management Training, (Center for Creative Leadership, The

Wharton School for Executive Education, Motorola SIX SIGMA Total

Quality Management)

2BPROFESSIONAL MEMBERSHIPS, CERTIFICATIONS, AND AWARDS

. Direct Marketing Association

. Project Management International

. American Marketing Association

. Minnesota Chamber of Commerce

. Sales and Marketing Executives International

. Minnesota High Technology Association

. American Management Association

. Minneapolis Chamber of Commerce

. INROADS Business Mentor of the Year, Washington, DC 1992

. Graduate, Minnesota High Technology Association ACE Leadership

Program

. Certified Myers-Briggs Practitioner

. Certified Project Management Professional (PMP), Project

Management Institute

. Certified Marketing Executive (CME), Sales & Marketing

Executives International

. Board Member, Strategic Leadership Team, Advance IT Minnesota

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