Sales Manager
Resume:
Resume
David G Moore
*********@*****.***
Flower Mound, Texas 75028
RECENT ACHIEVEMENTS
Through greenfield efforts realized significant revenue growth at Glowpoint
Video of 140% in Western Region U.S. from 2008-2009 as individual producer
while being recognized for initiating breakthrough relationship with major
video equipment manufacturer closing several high visibility Telepresence
contract opportunities with Fortune 200 accounts.
Initiated Cistera Networks entry into Cisco IPT applications space in 2003
positioning Cistera's VoIP Application Platform Middleware Solution (CCS)
Cistera Application Convergence Appliance to Cisco Enterprise and
Commercial customers as well as providing direct support to Cisco field
AM/SE sales organization, Cisco Advanced Technologies Voice Teams and Cisco
AVVID IP Communications Gold/Silver VARs. Achieved 125%-145% quota
attainment 2004-2007.
Realized $90M+ revenue number with Bay Networks / Nortel Networks from 1998
thru 2001 with responsibility for named Fortune Enterprise customer
accounts as well as Tier 1/Tier 2 Carrier and Service Provider accounts.
Recognized with Bay Networks / Nortel Networks Honor Circle award in 1998,
1999, 2000 and 2001 achieving 150+% quota attainment.
Recognized with Bay Networks / Nortel Networks Circle of Excellence award
in 1999, 2000, 2001 achieving 150+% quota attainment.
Realized and exceeded Bay Networks / Nortel Networks revenue targets in
excess of $30M per year from 1999-2001.
Hunted, cultivated and closed $10M purchase agreement with Compaq Computer
in 1996, a sales success which highlighted Raptor's prospectus in 1996
leading to highly successful IPO launch. Realized 300% quota attainment in
FY96/97.
EXPERIENCE
12+ years of accomplishments within both startup and large corporate sales
organizations selling voice/data solutions with significant background
calling on C-level executives and engineering management teams with
emphasis on voice and data service creation infrastructure solutions to
Fortune 1000 Enterprise accounts as well as Tier 1 and Tier 2 Carriers and
Service Providers.
. Cistera Networks Regional Account Manager to Cisco AVVID Gold/Silver
Resellers while supporting Cisco field AM/SE and Advanced Technologies
Voice teams to Cisco's Enterprise/Commercial AVVID voice customers.
. Nortel Networks Director of Sales for Enterprise Solutions Group and
Carrier Packet and Network Access Solutions Group 1997-2001
. Managed Bay Networks account team consisting of 17 including sales,
systems engineering, project management and professional services
providing Nortel data/voice solutions to Fortune Enterprise customers
including American Airlines, Occidental, Exxon, EDS, Sabre
Technologies, Lockheed as well asTier1/Tier2 carriers and Service
Providers including SBC, WorldCom, Williams Communications and
Allegiance Telecom among others producing ROI of time and resource
allocation resulting in revenues of $90M+ from 1998 thru 2001.
. Directed and orchestrated project to secure $50M vendor and equity
financing for emerging CLEC customer.
. Directed and orchestrated deployment of 500,000 ports RAS to AOL.
. Directed sales, engineering, project management and professional
services support for Nortel OSS Customer Care/CRM solution (CLARIFY)
to Fortune 1000 and emerging carrier accounts.
. Directed sales, engineering, project management and professional
services support for nationwide deployment of SoftSwitch SS7/VoIP
network for established Tier 1 Carrier and CLEC customer including XO,
Allegiance and Broadwing.
. Directed sales and marketing initiative for Nortel Access RAS and
Optical SONET/DWDM solutions to Tier 1/Tier 2/CLEC customers. Closed
SBC contract in 1999 for wholesale RAS and SS7 deployment as well as
SONET/DWDM (OPTERA) solution to SBC in 2000.
. Directed sales and marketing effort in concert with OEM partner
(JUNIPER) resulting in core IP routing solution deployment at
strategic CLEC customer.
. Directed sales, engineering, project management and professional
services support for deployment of Nortel IP Services solution
integrating Nortel OSS (PRESIDE) Global Network Management solution
and (XACCT TECH) IP Mediation/Usage Based Billing solution in joint
venture collaboration to Fortune Enterprise and Tier 1/Tier 2/CLEC
customers.
. Bay Networks/Nortel Networks Regional Manager for Enterprise Solutions
and Emerging Carrier Solutions 1997-1999
. Raptor Systems Southwest Regional Manager for Enterprise/Carrier/ISP
sales 1994-1997
EMPLOYMENT BACKGROUND
8/06 - Present Glowpoint Video, Inc
Dallas, Texas
Western Regional Sales Director
Responsible for end-to-end sales and account management for complete
Glowpoint Video portfolio of IP Video Conferencing/Telepresence solutions
including video managed services providing broadcast quality video over the
Glowpoint video optimized IP/MPLS global network for Enterprise Video
Conferencing, Telepresence, E-Business Video Call Center and live-to-air
Video network broadcast vertical markets within the Fortune Enterprise and
Service Provider marketplace. Responsible also for providing the lead for
field sales and engineering support as well as channel management to
network and A/V systems integrator and video equipment manufacturer
partners including Cisco, Polycom, Tandberg, HP and Sony. Responsible for
total account management for accounts including Microsoft, Schlumberger,
Target, Lockheed, American Airlines, Dell, and Texas Inst. Telepresence
deployments in 08-09.
11/03 - 6/06 Cistera Networks, Inc
Dallas, Texas
Director of Sales
Cistera Networks is a pure startup Cisco AVVID Development Partner
providing an application middleware platform known as the Cistera
Application Convergence Appliance from which a suite of Enterprise scalable
XML VoIP applications launch specifically for Cisco Call Manager, IPCC
Express and Call Manager Express VoIP solutions supporting the Cisco suite
of IP Phones. Responsible for sales to hosted service providers seeking to
provide Cistera Hosted solutions as a SaaS or outsourced managed solutions
as well as ultimate responsibility for channel building, hunting sales and
marketing support direct to Cisco/Cistera AVVID Gold/Silver reseller
partners as well as direct interface with Cisco field AMs/SEs and Advanced
Technologies VoIP Specialists presenting Cistera Convergence Server
solutions to Cisco Enterprise and Commercial accounts with emphasis on
Call/Contact Center customers within Cisco's Southwest, Great Lakes and
Western sales regions providing Cisco with a high value-add Enterprise VoIP
solution. Key vertical is call/contact center market for applications aimed
at workforce optimization and productivity, agent monitoring and agent
eLearning while providing compliance to regulatory requirements such as
HIPPA and Sarbanes-Oxley.
8/02 - 11/03 Lantern Communications
Dallas, Texas
Regional Manager
Responsible for sales of Lantern portfolio of RPR (Resilient Packet Ring)
network equipment and software solutions for Western Region U.S. Focus on
Tier 1 Telco and Carrier, Cable Operators and Fortune Enterprise accounts.
Also responsible for recruitment and development of channel sales partners.
6/97 - 8/02 Bay Networks / Nortel Networks
Richardson, Texas
Director of Sales
Responsible for end-to-end sales and account management of complete Bay
Networks/Nortel Networks solutions portfolio with emphasis on Layer 2-4
switching/routing, IP-VPN and VoIP to named Fortune Enterprise accounts
within a 4 state region. Ultimately assigned additional responsibility for
Tier 1/Tier 2 carriers as well as named CLEC/ISP/Emerging Carrier accounts
in southwest region. Yearly achieved and exceeded targeted quota in excess
of $15M achieving in excess of 150% of assigned goal. Successfully sold and
managed N. American major market wholesale RAS and SS7/VoIP (Softswitch)
network deployment for major CLEC customer, N. American major market IP/VPN
(Shasta IP Svc) solution, N. American major market metro optical (Optera)
solution, and N. American carrier market for Nortel Preside back
office/billing/customer care solution CRM (Clarify) to Enterprise and
Service Provider customers. Directed and managed account team of 17
comprised of sales, systems engineering, project management and
professional services engineers.
6/94 - 6/97 Raptor Systems, Inc.
Dallas, Texas
Regional Manager
Responsible for 6 state region selling portfolio of Enterprise/ISP/Carrier
LAN/WAN network security and firewall solutions for Unix and NT networks.
Emphasis on Fortune 1000 Enterprise and Tier 1/Tier 2 Carriers seeking
Layer 7 application level proxy providing secure global network perimeter
with advanced encrypted tunneling, VPN, VLAN, and Secure RAS capabilities
for e-commerce and network wide secure communications. Additional
responsibilities for recruitment and support of channel partners including
lead generation, sales training and trade show participation.
Within initial 6 month tenure closed $10M purchase agreement with Compaq
Computer providing Raptor with 20% increase in annual revenues which was
the highlighted sales success in 1996 Raptor prospectus and provided the
catalyst necessary for a highly successful IPO launch in 1996.
EDUCATION
University of Oklahoma
BBA Marketing 1980
Norman, Oklahoma
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