Sales Manager
Resume:
Michael D. Holliger
Kansas City, MO 64112
abm5jz@r.postjobfree.com
SALES MANAGEMENT / ACCOUNT DEVELOPMENT & MANAGEMENT
Telecommunications Hardware and Software-Wireless & Broadband
Lawful Intercept / CALEA Security, Messaging, Gateways, Policy Control,
Charging
. Strategic Planning . New Product
Development
. New Business Development . Turnaround Management
. Sales Management . Start-up Businesses
. Account Development & Management . Global Responsibility
> Drove Camiant's wireless revenue from zero base to $10 million, exceeding
goal by 20% in 2007 and achieving goal in 2008 despite the recession. Led
projects in LTE, 3G, 4G, and WiMAX that attained 80% market share.
> Turned around SS8 Networks' 25% sales decline, increasing sales 40% and
exceeding goal by 25%. Produced company's first U.S. CALEA revenues with
$2 million sale to Sprint.
> Grew Sprint business at Openwave Systems (Phone.com) from zero base to
$26 million a year. Grew profits $10 million, or 30%, through developing
and introducing new products.
> Led Siemens into the systems integration business, building #1 region in
the U.S. Delivered $15 million in revenue over 3-year period versus goal
of $11 million.
A driven sales executive, skilled as both a manager and individual
contributor, with repeated successes at opening new accounts, growing
business at existing accounts, turning around underperforming sales
territories, and launching new software solutions. A history of achievement
at leading both direct and VAR sales teams, utilizing the consultative
sales approach. Recognized for achieving exceptional customer satisfaction
and 100% on-time delivery.
EXPERIENCE
Holliger & Eccles LLC, Kansas City, MO. March 2009 - Present
Management consulting firm providing business development and M&A services
to a diverse client base, with a focus on start-up businesses.
Co-Founder and Principal Consultant
. Established Kansas and Missouri manufacturers' representative
organization for several principals, resulting in growing clients' sales
over 100% in 6 months.
. Developed and implemented marketing strategies plus identified strategic
partners for company marketing a new Android multimedia application.
. Defined growth goals with senior management of variable data Software
Company, then identified prospective merger partners.
. Working with partners of EnergyARM software on business development
expansion to meet U.S. government need for verifiable implementation of
energy efficiency goals.
Camiant, Marlborough, MA. 2006 - 2009
Start-up telecommunications software company providing rules-based policy
control and charging solutions to help mobile and fixed-service providers
address the growth in data services by managing network resources,
applications, and the subscriber experience in real time.
Director of Wireless Accounts
Held complete responsibility for development and implementation of
strategic sales, account management, and business development plans to
penetrate major carriers and partners in North American wireless market.
. Working in conjunction with Technical Director, drove revenue from zero
base to $10 million, delivering 120% of goal in 2007 and meeting goal in
2008 despite the contracting economy.
. Landed leading accounts, including Sprint, Verizon Wireless, XOHM /
Clearwire, Nortel, and Starent.
. Managed projects in LTE, 3G, 4G, and WiMAX that captured 80% market
share.
Michael D. Holliger
Page 2
. Implemented VoIP, bandwidth management, and revenue generation projects
at Sprint and Verizon.
. Established strategic VAR partnerships with Nortel, Ericsson, and
Starent.
Ditech Networks, Mountain View, CA. 2004 - 2006
Provider of voice quality and capacity management software for resolving
accounts' churn issues, lowering their operating expenses, and increasing
satisfaction among their customers.
Director of Sales
Managed business development and account management, focusing on Sprint,
QWest, and Alltel accounts.
. Generated $2 million in new business at Sprint and QWest in the areas of
VoIP, capacity, voice quality, and QoS, personally performing all the
sales activities.
. Grew business for maintenance contracts and existing equipment 25%.
. Significantly increased customer satisfaction.
LogicaCMG, Houston, TX. 2003 - 2004
Leading-edge provider of messaging, ringtone, mobile marketing, and
charging software for wireless, wireline, and broadband communications.
Business Development Manager
. Led company into CDMA business, creating and implementing strategic
business plans and sales strategies for global penetration.
. Developed new business opportunities at numerous VARs, channel partners,
and accounts, including Sprint, Verizon Wireless, and AirFone.
. Established platform that enabled company to realize $5 million in first-
time revenue 1 year after departure from organization.
SS8 Networks, Cupertino, CA. 2002 - 2003
Lawful Intercept / CALEA security and messaging software organization and a
leader in communications intercept as well as a worldwide provider of
regulatory compliant, electronic intercept, and surveillance software
solutions.
Director of Sales
Managed over $10 million in annual product sales and over $2 million in
professional services.
. Turned around 25% sales decline, growing sales 40% from 2001 level and
delivering 125% of goal.
. Achieved 100% customer satisfaction levels at Sprint.
. Produced first U.S. revenues, with $2 million sale to Sprint.
. Generated new opportunities in 2G and 3G CALEA.
. Expanded company's market share 20% in messaging and voice services
through developing and introducing new products in U.S. markets.
Openwave Systems (Phone.com), Redwood City, CA. 2000 - 2002
Leading innovators of software applications and wireless Internet gateway
infrastructure designed to enable revenue-generating, personalized
services, including wireless Internet access, mobile analytics, content
adaptation, mobile and broadband advertising, and a suite of unified
messaging solutions.
Director of Sales
Led account management and business development for Sprint. Built team from
1 person to 26 members to support the customer, achieving the highest
levels of customer satisfaction at the company's largest account.
. Drove Sprint business from zero base to $26 million a year, selling and
deploying on-time 7 projects in gateway, messaging, billing/payment,
managed services, location, portal, consulting, and browser technologies.
. Added $10 million to profits, representing 30% growth, through developing
and introducing new products.
. Delivered $5 million in new product business through successfully
interacting with clients, VARs, and system integrators.
Michael D. Holliger
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Siemens Networks, Kansas City and St. Louis, MO. 1998 - 2000
Leading, global communications company.
Systems Integration Manager - Missouri, Kansas, and Nebraska
Developed and managed system integration, VAR, and channel business.
Supported sales force in expanding business with current accounts into new
product areas, such as data, VoIP, and systems integration, while
personally creating new data-only accounts based on products from Cisco,
3Com, and ADC.
. Built #1 region in U.S. for company's entry into system integration
business.
. Delivered $15 million in revenue over 3-year period versus goal of $11
million.
. Successfully sold LDAP software and hardware solution to Sprint PCS for
ION project implementation, resulting in job offer from Siemens Telecom
Group. Elected, instead, to join Phone.com (Openwave Systems), a Siemens-
financed start-up.
Network Systems/STK, Minneapolis, MN. 1992 - 1998
Leader in Any-to-Any computing and storage management solutions.
Channel and VAR District Manager, 1995 - 1998
Promoted to position with responsibility for sales and customer
satisfaction in Missouri, Kansas, Oklahoma, Nebraska, Iowa, Minnesota, and
North and South Dakota.
Sales Manager, 1992 - 1995
. Sold channel extension, router, storage, and software products to
government, enterprise, and VAR channel accounts in Missouri, Kansas,
Nebraska, Iowa, Minnesota, and North and South Dakota.
. Turned around this region where sales had declined 35% to $1.5 million
level, delivering sales of $2.15 million the first year versus goal of $2
million.
. Won awards for successful TWA/Worldspan 1993 application that grew annual
revenue 125% to $3.75 million versus goal of $3 million.
. Added 12 VAR and OEM partners the first year.
EDUCATION & ADVANCED TRAINING
B.S., Business Administration, Education, Missouri Central University
Xerox Sales Training, Holden Value-Based Selling, Siebel, Power-Based
Training,
Karrass Negotiation Training, Johnson & Johnson Sales Training
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