Sales Manager
Resume:
Larry Morgan
*.*.******@*********.*** FALLBROOK, CA 92028
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SENIOR-LEVEL BUSINESS & TECHNOLOGY EXECUTIVE
More than 20 years of sales, marketing and senior leadership experience in
networking and telecommunications. Skilled at building businesses and
winning teams, mastering challenging corporate leadership roles, and
forging
C-Level relationships at Fortune companies across diverse industries
worldwide.
The Noble Group, Principal Fallbrook, CA 2009-Present
A consulting business providing counsel, deliverables, and inspiration to C-
level executives to increase sales, accelerate speed to market, and
position their companies in the marketplace.
Select Achievements
. Enabled a mid-size BPO company with multiple locations to launch a new
division offering outsourcing services from China, with potential of
doubling revenue. Deliverables included business plans, website design
and corporate presentations, as well as all staffing and compensation
plans.
. Created "the elevator pitch," and prepared business financials to secure
venture capital funding for a small start-up business with a focus on
Cloud-Computing.
Macquarie Telecom, Managing Director Singapore 2007-2009
A telecommunications company providing voice, data, and mobile networks,
consulting services, reporting and network management, and Software as a
Service (SaaS) with $250M in annual sales and 300 staff. As a member of
executive leadership team, I was responsible for all aspects of the
international business and six senior-level staff.
Select Achievements
. Turned around an underperforming operation -- with both low employee
morale and losing millions at the top and bottom line -- into a cash flow
positive and revenue growing division with an empowered staff.
. Catapulted the company onto the global stage winning the World
Communications Award for "Best Customer Care" by improving customer
retention and creating a culture of Personable Accountable Service.
. Built an international data sales team closing 50 new accounts and $8
million annual new revenue in two years.
. Served as the representative to the telecommunications Free Trade
Agreement talks in China, as well as to the analyst and consulting
community. Frequent keynote speaker and panelist at various industry
conferences.
. Reduced existing legacy business attrition from 17% to less than 4% by
providing long term contracts and implementing automatic rollover clauses
for new and existing customers.
. Increased gross margins by 13.5% through the renegotiation of contracts
with suppliers and vendors.
. Built the international division into a cash flow and EBITDA positive
business and then sold it to CITIC, a Chinese corporation, for 1X
revenue.
Virtela Communications, President and CEO Denver, CO 2005-2006
A Virtual Network Operator providing global telecommunications sales,
installation and maintenance of data networks, video conferencing,
reporting and network management services. Responsible for all aspects of
the business including P&L management, funding, business planning,
staffing, revenue generation and building brand awareness worldwide.
Reported to the Board of Directors.
Select Achievements
. Generated $6.3 million in "D" round financing and obtained a $9 million
additional line of credit.
. Led company growth from $21 to $33 million in the first year, resulting
in turning company into a cash flow and EBITDA positive entry.
. Secured relationships with international channel partners, hired local in-
country support personnel and built a domestic sales team, which doubled
our new sales orders in one year.
. Reduced customer churn 51% and cut losses by $3.6 million by implementing
aggressive peer-to-peer contract programs and selling multiple services
to existing customers.
. Sold a multi-year, multi-million dollar network security services package
to IBM.
Larry Morgan
Page 2
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INFONET SERVICES CORPORATION (1991-2005)
General Manager and VP - Network Services and Products
El Segundo, CA
As a member of the Executive Management Board, I was responsible for the
business strategy and owned the $525 million P&L for all network
services and products which included Frame Relay and IP services, reporting
and Cloud-Computing. Our $900 million IPO was one of the largest in
Southern CA and I was part of the team that sold the business to BT.
Select Achievements
. Launched the first global IP service which grew to over $250 million
while growing legacy core business 10% year-over-year.
. Achieved more than $41 million in EBITDA, gross margins of 50.7% and $13
million in positive cash flow.
. Established a new value-added service and revenue stream by leading the
purchase of a minority interest in Ipanema for network and application
optimization.
. Garnered brand recognition for product excellence and innovation by
winning the Telemark Best in Class, DataComm Hot Products and Interop
Achievement awards.
. Expanded our affiliate channel partners from 28 to 61 countries (and
revenues from $70 to $600 million) on six continents.
President - Europe, Middle East and Africa (EMEA)
The Netherlands
Responsible for over 65% of the company's revenues and profits.
Collaboration and a sense of urgency empowered my four regional executives
to generate over $420 million in direct and indirect channel sales in the
31 countries I managed.
Select Achievements
. Concluded the merger with AUCS; the synergies from operational
consolidation and headcount reduction
(1200 to 125) made this transaction profitable from day one.
. Closed strategic deals with Nestle (over $125 million) and SWIFT (over
$25 million).
. Expanded network presence and channel partnerships into Eastern Europe
and the Middle East.
. Signed 24 new accounts, each with annual billings over $1 million, by
initiating a "Million Dollar Monday" campaign.
. Grew core business revenues 13% and reduced erosion 45% year-over-year by
implementing retention programs and up-selling our
installed customers multiple products with extended contracts.
. Sponsor and main partner of Alinghi, the winner of the 2003 America's
Cup.
. Received the World Communication Award for "Best Carrier 2002" in EMEA.
Vice President and General Manager - Asia Pacific
Singapore
A targeted strategic plan, focused sales programs and cross-functional
teams enabled me to grow this dormant region from $19 to $77 million in
four years. The strategy of moving from "remote care-takers" to hiring and
empowering in-country talent quickly helped us to become 12% of Infonet's
revenue.
Select Achievements
. Created a $10 million alternate-channel business.
. Capitalized on the demise of WorldPartners by capturing their customers
and forging multi-million-dollar agreements with new distributors.
Increased market share more than 10% with seminars, advertising and co-
marketing programs tailored to the local cultures.
. Legally installed multiple nodes and offices for sales and support in
China in 2000.
. Featured guest on CNBC.
. Led the company in on-time implementations and sales revenue per employee
-- over $6 million.
Larry Morgan
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Formative Experience (1979-1991)
During my tenure in IBM's Data Processing Division I consistently exceeded
my annual sales quota and attended Achievers Club each year. I generated
over $1.0 million per month in new purchase agreements and installed 21 new
mainframes complete with system software and customer applications.
My management experiences at AT&T provided an excellent foundation for my
business career. I began my marketing career by participating in the break-
up of the Bell System (divestiture) and building the organizational design
and supporting collateral for the new unregulated entity -- "ATT-IS." As
National Account Manager, I reversed a $2 million cancellation and sold a
$25 million contract to a major retailer. I was promoted rapidly and given
increasing levels of responsibility for managing revenue, people and
functional areas of the business. As a District Manager, I built a data
sales organization of 6 branches selling over $100 million in new data
hardware in one year.
While at Sprint, I was promoted to Vice President and General Manager of
the Western Region responsible for data sales and marketing. My "hands-on"
management style and value-added sales approach contributed to a 28%
revenue increase. By consolidating offices, moving staff people into
revenue generating positions and implementing creative sales and marketing
campaigns, I significantly improved bottom line performance.
Education
University of Southern California - Executive Management Program
Villanova University - Master of Arts, Administration
Villanova University - Bachelor of Science, Mathematics and Education
Who's Who in American Colleges and Universities
Varsity Basketball
Previous Board Memberships
Virtela Communications Inc. and Virtela, India.
Infonet companies in China, the United Kingdom, France, Belgium,
Luxembourg, Thailand and Turkey.
Areas of Expertise
Profit & Loss Management / Improvement Double-Digit Profit Delivery & Growth
Budgeting, Cash Flow, & Capital Staff Leadership & Performance
Expenditures Enhancement
Strategic Planning & Tactical Execution Direct Sales & Channel Management
Key Account Acquisition & Management
Business Plan Creation & Capital New Product/Service & Technology Launch
Raising
Startup, Transformation, & Culture Contracts, Outsourcing, & Partnerships
Change SaaS, Cloud-Computing, & Mobile
Multimillion-Dollar Revenue Creation Services
Venture Capital Funding International Living & Working
IPO and M&A Successes
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