Sales Project

KAREN L GIBSON

**** ******** **. **********, ** *5006

EMAIL: ablzku@r.postjobfree.com 214-***-****

SUMMARY

ACCOMPLISHED PROFESSIONAL WITH GLOBAL B2B, CHANNEL SALES AND PROJECT

EXPERIENCE; INCLUDING ENTERPRISE, SYSTEM INTEGRATORS, AND SERVICE

PROVIDERS. EXCELLENT ANALYTICAL SKILLS AND TALENT FOR TRANSLATING DATA INTO

ACTIONABLE RECOMMENDATIONS FOR BUSINESS GROWTH. PROVEN SUCCESS IN

IMPLEMENTING STRATEGIES NEEDED TO MEET TOP-LINE SALES, MARGIN AND PROFIT

OBJECTIVES. EFFECTIVE COMMUNICATOR, INFLUENCER OF DIVERSE AUDIENCES.

Executive Strengths:

Team Leadership Direct/Indirect Sales

SLA Customization and Management Channel/Territorial Management

Project Management and Planning Program/Engagement Management

Infrastructure Solutions Account Management and Sales Support

Managed Services/Outsourcing Sales Process Re-engineering

Business Planning and Development P&L and Budgeting

Functional and Product Area Expertise:

Consultative Sales / Risk Management / Proposal Development & Management /

Service Delivery / Requirements Gathering Documentation / Training /

Trouble-Shooting / Negotiating / Vendor Management / Proposal Design &

Effectiveness

. Tools: SAP, Siebel, Microsoft Office Suite, MS Project, MS Access,

Visio

. Document Management: RFP, SOW, Contracts, MS Sharepoint

. Applications: Call Center Management; Modular Messaging; Voice

Portal, VoIP; Unified Communications; Outsourcing and Off Shore

Solutions

. Databases: Access; Siebel

PROFESSIONAL EXPERIENCE

FREELANCE CONSULTING CARROLLTON, TX (VIRTUAL OFFICE) 2009 -

Project Manager & Consulting Services Analyst (contract - Callisto

Consulting)

Manage multiple projects for small to medium size IT customers in the areas

of business operations, process development, assessments, strategy and

service deployment. Direct customer engagements with diversified work

streams in PMO project management delivery. Trusted advisor and change

agent using extensive problem solving skills by establishing strong

credibility with key executive team members and stakeholders.

. Interface with clients to define project requirements.

. Manage all phases of project including design, quality control, and

budget management.

. Establish project budget and manage expenses.

. Establish project schedule and deadlines.

. Qualify contractors by reviewing bids.

. Directed business process improvement activities and analysis for

business units.

. Drafted MSA and SOW documents for use on project deliverable.

AVAYA Incorporated Coppell, TX (virtual office) 1997 - 2009

(Formerly part of Lucent Technologies/Octel Communications)

Senior Channel Services Sales Manager; Global Managed Services (2003-2009)

Responsible for project activities, services sales and project delivery

support including strategy implementation, sales promotions, training,

tools integration, and other sales related support. Accomplished manager

in defining customer requirements and solutions supporting infrastructure

outsourcing proposals in assigned Global System Integrators/Service

Providers (GSI/SP) accounts for direct and indirect opportunities. Key

infrastructure strategist and change agent using extensive problem solving

skills by establishing strong credibility with key executive team members

and stakeholders. Achieved $25M - $30M in annual revenue.

. Successful project execution deploying PMI methodologies and

implementation of assessments.

. Managed all aspects of the project execution including: chartering, scope

definition, requirements gathering, documentation, project planning,

change control, risk management and reporting.

. Defined customer business requirements and business process improvement

requirements to support RFP responses and delivery projects.

. Built deliverables that specified processes, technology, staffing, and

project managed approach involved in proposed services solutions.

. Extensive customer service experience working as a liaison with internal

and external customers to answer questions, solve problems, plan, or

define requirements; experience establishing and maintaining effective

communications, a service orientation, and an effective working

relationship with multiple business unit and IT technical stakeholders.

. Negotiated and defined master agreement and contract addendums; resulting

in additional revenues.

. Managed customer relationship responsibilities; including communicating,

escalating, and resolving technology related service delivery issues.

. Worked in a cross functional matrix environment building and maintaining

relationships along with multiple responsibilities.

. Developed and maintained sales forecast of net new, annuity, and managed

services.

. Assisted and/or led with identification of customer needs and proposing

service solutions to meet those needs.

. Distinguished from other sales roles by providing in-depth application

focus in the broad portfolio of Avaya services, with specific emphasis on

defined GSI/SP requirements.

. Maintained customer base, along with identifying additional enhanced

services to meet current and/or future requirements to achieve revenue

and profitability goals.

. Managed partners: IBM, AT&T, Verizon, Sprint, Qwest, Bell South, and

Global Crossing.

Channel Development Manager; Global Managed Services (2000-2003)

Responsible for developing and managing global services offers for central

office based voice messaging; resulting in $250M annual revenue.

. Researched, analyzed, and formulated solution strategy based on market

data.

. Led business and technical requirements definition.

. Built deliverables that specified processes, technology, staffing, and

project managed approach involved in proposed services solutions.

. Performed cost analysis and developed market-based offer pricing.

. Created, developed and managed industry trade show events.

. Partnered with clients through a strategic and consultative approach;

understanding their business strategies, ROI and priorities.

. Managed partners: Telecom Italia, KDDI Japan, Telefonica Atento, British

Telecom and Bell Canada.

Senior Program/Engagement Manager; Global Managed Services (1997-2000)

Led a team of 3 Account Consultants supporting Service Provider and Cable

companies. Facilitated project activities and created and implemented

sales strategy and account plan to meet revenue targets and corporate

financial objectives. Ensured customer satisfaction through management of

master agreement and operational issues. Interfaced at Executive levels as

single point of contact.

. Achieved 121% of $125M annual target through development of new revenue

driving projects.

. Identified and closed additional annual revenues of $750K.

. Managed relationships with Cox Communications, Verizon, WorldCom, Sprint

and others.

. Led key client and internal meetings brainstorming and capturing

requirements and definitions on the projects and assigning direction of

team members with goals and objectives.

. Managed multiple tasks independently and anticipated directional changes

and managed projects accordingly to meeting timelines.

. Defined and negotiated master service agreement, including but not

limited to; processes and procedures, SOW's and legal obligations.

. Participated in presales discussions/presentations showing Octel's

infrastructure services capabilities to the customer.

. Applied strong customer service experience working as a liaison with

both internal or external customers to answer questions, solve problems,

plan, or define requirements supporting current and future projects.

. Established and maintained effective communications with customers and

vendors with a strong service orientation and an effective working

relationship with multiple business unit and IT technical stakeholders.

. Managed project service provider status and problem solving meetings

representing Octel; collaborated with other technical resources to

identify specification requirements and analyze problems, trends, and

issues and address them to resolution.

. Communicated reports in weekly/quarterly status meetings to key project

and stakeholder management.

. Managed all service provider relationships responsibilities, including

communicating, escalating, and resolving technology related service

delivery issues.

. Developed organizational and project level communications and training

plans supporting project deliverables.

. Worked independently and also in team environment utilizing project

resources executing multiple tasks simultaneously to meet key milestones

in a short condensed timeline.

Wiltel CommUnIcatons Dallas, TX 1993-1997

National Account Executive

Sold product and services within the North America region. Pursued new

customers and maintain current customer base.

. Developed sales forecast; new and existing customers.

. Consistently achieved over 100% of annual quota.

MITEL inc Dallas, TX 1987-1993

(Formerly RCA Business Telephones thru 1991)

National Account Executive (1991-1993)

Sold product and services within the North America region; primarily

national customers. Pursued new customers and maintained customer base.

Developed and delivered customer presentations, detailed system design and

pricing, application development, and maintenance agreements.

. Developed sales forecast; new & existing customers.

. Consistently achieved over 110% of annual quota.

. In top 3 for total revenue; year 1992.

Senior Regional Director - Programming & Training (1987-1991)

Directed 11 managers in a 25 state region to ensure system training was

performed based on agreement with customer. Responsible for processes

development, systems requirements definition and scheduling trainers.

. Managed P&L for department.

. Developed and planned regional seminars.

. Mentored training staff on database development and end user training.

. Supported Sales Reps. with customer presentations.

. Managed and developed trade show events along with content and

collateral.

CERTIFICATIONS

HOLDEN CORPORATION POWER BASE SELLING

Holden Corporation Strategic Value Selling

Holden Corporation Value Added Selling

Siebel Systems Target Account Selling

Vital Learning Telephone Prospecting &

Qualifying

Outsourcing Institute Accelerating the

Outsourcing Process

Franklin Covey Time Management

Dale Carnegie Hi Impact Presentations

McGraw Hill Communication with Your

Employees

Wilson Learning The Counselor

Salesperson

American Mgmt Assoc. Communication Skills for

Managers

OTHER CERTIFICATIONS

CERTIFIED EUTHANASIA TECHNICIAN BASIC ACO STATE

CERTIFIED

Education

TX ACADEMY FOR ANIMAL CONTROL OFFICERS; BLINN COLLEGE, GIDDINGS, TX STATE

CERTIFIED

Business Major; El Centro Community College, Dallas, TX Bachelor degree

not completed

Hobbies

SPCA OF TEXAS - ANIMAL AMBASSADOR III VOLUNTEER

Antiques

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