Sales Customer Service

Sales professional experienced in driving sales, revenue and quota

attainment, responsible for all aspects of sales within a sales team in a

start-up or emerging market environment.

Demonstrated business acumen and a proven track record of building and

developing business in the U.S. through innovation and creativity. Proven

experience and successful track record at the sales director level.

Extensive experience in growing the business by taking a "hands-on"

approach in generating high value deals through establishing and leveraging

key direct end user customer relationships at the CXO, VP, and director

level. Assisted sales team in customer presentations, contract negotiations

and participated in customer calls; led by example to help close business.

Proven track record in communicating and interacting with executive

management along with demonstrated ability to drive a sense of urgency

throughout the organization, to drive important initiatives to completion.

Demonstrated ability to collaborate with other groups within the company to

manage cross-functional and pre- and post-sales resources in day-to-day

operational practices (i.e. sales, operations, marketing, technical

support, business analysis, customer service and other functions).

Team player with excellent interpersonal and team motivation skills and a

proven ability to resolve conflict, remove barriers, provide positive

recognition and feed back. Provides sales executive coaching focused on

improving individual performance, bringing discipline into the selling

process to ensure the team contains top caliber players.

1999 - 2010

ABOVENET COMMUNICATIONS, INC.

White Plains, New York

Publicly listed $350 million business-to-business international operator of

fiber optic network infrastructure, providing business continuity, disaster

recovery, Internet and telecommunication service offerings.

Executive Sales Director

2006 - 2010

Promoted to executive sales director responsible for driving the sales team

by providing a clear vision and focus, providing solid and aggressive

penetration strategies, strong sales processes, and building a pipeline of

qualified sales prospects.

Principally drove the team and business to ensure its successful growth,

achievement of quota and other business goals. Major goal was to sell multi-

product network and BC/DR solutions to installed base as well as through

the acquisition of new customers.

Business model focused on securing multi-year contracts that produced

monthly recurring revenue. Sales model was comprised of direct enterprise

business-to-business sales activity. Success was measured by quota

attainment and sales & revenue growth.

. Led sales, sales operations and matrix managed sales engineering,

marketing, customer service, and network operations. Managed and

directed the efforts of 25 sales, technical and service personnel via

five direct reports: two sales managers, and three strategic account

managers.

. Grew annual billed revenue from start-up operation in 1999 with $0

revenues to $54 million in 2010; exceeded quota objectives and revenue

goals while growing annual sales from $0 to $1.5 million over the same

period with total contract values in excess of a half billion dollars.

. Built a small but effective team of strategic enterprise account

managers that quickly became the most successful of all the sales

teams, achieving over 125% of their quota by growing integrated

network sales over 300% since implementing in 2007.

. Managed leading customer relationships with major U.S. and global

corporate accounts including ExxonMobil, Marathon Oil, TransOcean,

Bechtel, Sysco Foods, OXY, BG North America, EOG Resources, Noble

Corp, HP/EDS, Countrywide Financial, TDAmeritrade, Nokia, and

Ericsson.

. Managed leading customer relationships with major regional, domestic

and international telecommunication carrier accounts including

Verizon, Qwest, Broadwing, SAVVIS, Verizon Wireless, France Telecom,

British Telecom and T-Systems.

. Spearheaded and subsequently gained executive approval for $5 million

in network capX investment business cases since 2007 that resulted in

over $6.5 million in new contract revenue producing over a 25% ROI.

. Leveraged key data center partners and other alliance relationships

that delivered incremental revenue opportunities to the sales team.

. Identified market opportunity to re-establish & re-build the carrier

sales team that had previously been eliminated by management during

bankruptcy. Developed business plan that was accepted by corporate and

assumed additional responsibilities as sales director for the carrier

team in 2006.

Sales Director

1999 - 2005

Recruited to this start-up company to develop a comprehensive large metro

market sales strategy for the Houston, Texas market. Developed and

implemented business strategy to identify and penetrate key U.S. and global

enterprise accounts. Assumed additional responsibilities as sales director

of the Dallas, Texas market in 2002.

. Quickly grew start-up Houston, Texas metro market with $0 revenues and

no brand recognition to over $2 million in annual revenues with total

contact values in excess of $100 million prior to the company entering

bankruptcy in 2002.

. Served as critical part of the team that brought the company through

the bankruptcy period by focusing on customer satisfaction, retention

of talent, and innovative solutions.

1998 - 1999

QWEST COMMUNICATIONS, INC.

Denver, Colorado

Qwest offers a comprehensive portfolio of data and voice networking

communications solutions to enterprises, government agencies and

educational institutions of all sizes.

Senior Sales Manager

1998 - 1999

Recruited to this national telecommunications company in its early start-up

phase to build a national account sales team and sales programs targeting

the top U.S. and global enterprise companies in Houston, Texas.

. Built (recruited, hired and trained) sales and sales support team; set

clear goals and objectives that led team to exceed sales expectations.

. Exploded sales to a record $15 million in 1999 from $2 million in

1998.

1990 - 1998

MCI TELECOMMUNICATIONS, INC.

Washington, DC

MCI was the second largest long-distance provider in the U.S. that was

purchased by WorldCom in 1998. The MCI name disappeared in January 2006

after the company was bought by Verizon.

State Government & University Markets, Senior National Account Manager

1995 - 1998

Sold advanced MCI products and services, including outsourced transaction

processing services, outsourced remote Internet connectivity products to

qualified State of Texas agencies. Developed strong positioning with agency

executives and state government and university management personnel to

facilitate MCI relationship development.

. Vaulted monthly revenue from $3 million in 1995 to over $12 million in

1998.

Business Markets, Branch Business Manager

1992 - 1995

Responsible for the overall revenue, profit and loss accountability and

administration of a $35 million MCI Business Markets Kentucky sales branch

with five sales offices statewide. Direct management responsibility for the

marketing, administrative, and technical resources for the branch;

responsible for overall branch operations, including revenue contribution &

profitability.

Liaison to corporate legal and business development for key customer

agreements and contract negotiations; developed, implemented, and tracked

branch acquisition and retention marketing programs to win and retain

customers.

1. Grew monthly revenue from $22 million to over $34 million, exceeding

profitability objectives by an average of 23% each year.

2. Successfully negotiated and closed over $10 million in existing key

customer contracts.

3. Consistently ranked as one of the top 10 Business Markets branch

offices in the country in overall profitability.

Business Markets, Account Executive

1990 - 1992

Sold MCI products and services to new and existing key and major account

business customers. Exceeded established sales objectives and revenue

goals.

4. 18 consecutive months of overachieving monthly sales quota; top 10% of

all Account Executives nationwide achieving 286% of assigned sales.

5. Four-time MASTERS Award Winner (Top Quarterly Sales Award); CHAIRMAN'S

INNER CIRCLE Winner (Top Annual Sales Award).

1980 - 1989

PREVIOUS SALES POSITIONS

Tension Envelope Corporation (1987-1989)

Major Cadillac (1986-1987)

Acme Boot Company (1980-1985)

EDUCATION / LEADERSHIP

Post Graduate Studies: University of Louisville (MBA studies, 1993-1994)

University of Tennessee, College of Business Administration, BS in Finance

- 1980

Board of Directors, Katy Visual & Performing Arts, Katy, TX (2005-2007)

Volunteer, Williams Elementary, Katy, TX - Annual Hoedown Fundraising Event

(2002-2010)

Volunteer, Memorial Herman Hospital, Katy, TX - Meals on Wheels (2009-2010)

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