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Sales Manager

Manhattan Beach, California, 90266, United States
May 24, 2010

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*** ********* ****** ****: 310.***.****

Manhattan Beach, CA 90266 Mobile:



Sales and Account Management Leadership ? Team Development and Training

Channel Strategy, Development and Execution ? Sales Operation Optimization

Sales and marketing executive with a proven track record of increasing

revenue by establishing new sales departments to address new markets,

developing and implementing market focused strategies, streamlining

operations and leading the sales force to greater productivity

~ Exceeded annual sales objectives. Attained 130% to 190% of plan each


~ Built a scalable enterprise sales organization by implementing and

establishing sales procedures, decentralizing decision making and

empowering field sales managers, increasing productivity by 10%.

~ Developed and implemented go-to-market channel sales plan with P&L

responsibilities which resulted in 60%+ annual growth in revenue and

300%+ growth in margin.

~ Created market strategy, developed metrics, coached and developed

SMB/Inside Sales teams. Increased revenue 100% quarter over quarter

~ Led upwards of 50 people in cross functional teams.


Everbridge, fka 3n Global (National Notification Network) Glendale, CA

Senior Sales Director, SMB, Partner Development and New Enterprise Markets


Everbridge is a provider of a SAAS and GIS automated communication tool

used to increase operational efficiency, particularly in business

continuity & human accountability and bought by directors and vice

presidents of IT, Information Security, Business Continuity and Human

Resources. Led teams of up to four sales people with three outside


. Senior Director of SMB/Inside Sales

o Identified go-to-market strategy, defined sales process and

metrics within, identified marketing key

messages, developed SMB web pages and composed talking, voice

mail and email scripts

o Hired, coached and developed SMB and Inside Sales teams (in-

house and contractors)

o Increased SMB revenue 100% and grew associated revenue from

Inside Sales efforts 400% quarter over quarter

. Senior Director of Partner Development

o Created indirect channel. Developed strategy, recruited, on-

boarded and managed company's first national, international and

technical partners. Key partners include AT&T, Verizon Wireless,

Accuweather, NC4, CSC, Unisys and SimplexGrinnell. Grew indirect

channel revenue to 20% of overall corporate revenue.

o Developed on-boarding procedures, sales enablement materials and

training modules that accelerated partner enablement and

decreased time to "revenue-readiness" by three months

o Created Account Plan templates so team could establish and track

goals and objectives for partners.

. Sales Director for New Markets

o Recruited and coached enterprise and education sales team.

o Built education-focused sales vertical. Increased the number of

k-12 educational clients and revenue by 50% in six months.

Landed key accounts in Higher Education such as Virginia Tech

and Pepperdine.

o Opened new Canadian territory. Closed company's first product

and professional services sale over $1,500,000.

ZyXEL Communications Anaheim, CA

National Channel Sales Manager 2004

Taiwan based manufacturer of broadband networking products, including

network systems, security and wireless appliances with international

revenues of $215 million. Hired to develop and implement the company's

plan to move security (firewall & IDS) and wireless products from SOHO to

Enterprise market. Led a team of five sales people and one admin.

. Developed and implemented go-to-market plan with P&L responsibilities

which resulted in 60%+ annual growth in revenue and 300%+ growth in

margin on a budget of $3M.

. Grew revenue by 60% in one year by repositioning the sales force

(channel) from price to value, while coaching the sales force on

consultative sales strategies, positioning them to solution-sell and add

additional value to our clients. Created commission plans to match

strategic goals.

. Crafted SOHO market plan and budget including market segmentation,

competitive positioning, market messaging, channel identification, sales

planning and advertising campaign planning. Reported P&L progress weekly.

. Automated activities with finance and CRM systems resulting in improved

decision making and decreased turn around time, while increasing the

amount of customer contact by 15%.

Trillium/Intel Corporation, Los Angeles, CA

Regional Sales Director 1997 - 2003

Trillium, a $40M provider of tele, data, wireless and security OEM

communications protocol software and professional services solutions to

telecommunication infrastructure equipment manufacturers, was sold to

Intel in August of 2000 and later augmented with security and storage

protocol software solutions. Promoted from Sales Manager to Sales Director

to lead a staff of five direct and two indirect reports

. Achieved 113% of quota while consistently producing 35% of

company/division revenues by building a top performing sales force

covering F500 companies such as Lucent, Newbridge, Alcatel and SAIC.

. Generated a stream of $20,000,000 in associated revenue through the

development of the division's new security software and professional

services and by utilizing SPIN and ROI-based sales techniques.

. Increased revenue from key account from $300,000 to $3.8 million in four

years through a consultative selling approach. Sold to all levels of

organization, including VP of Engineering, VP of Quality, purchasing and


. Lead and coached sales teams in $40M in contract negotiations, including

strategic supplier, international and custom royalty agreements.

. Built a scalable organization by implementing and establishing sales

procedures, decentralizing decision making and empowering field sales

managers, increasing productivity by 10%.

. Spearheaded multiple lead generation programs, resulting in a 10-20%

increase in new leads.

District Sales Manager

. Exceeded annual sales objectives. Attained 130% to 190% of plan each year

in assigned territories and major accounts.

AT&T-Unisource Amsterdam, The Netherlands

EVUA Sales Director 1995-1997

AT&T-Unisource was a US-European joint venture created to provide pan-

European communications services. The European Virtual Private Network

Users Association (EVUA) was an advocacy group of 50 Global Fortune 1000

(G1000) companies whose members accounted for over 50% of ATT-Unisource's

Voice Services revenue. Led upwards of 50 people in cross functional


. Increased revenue $4 million annually by positioning AT&T-Unisource as

the premiere vendor to the EVUA.

. Negotiated corporate buying agreements used by individual EVUA members

for their $6 million in annual purchases.

International Sales Consultant

Managed the bid team, authored the business and technical areas of RFx

responses, and designed the voice and data networks.

. Awarded first European Commission bid won by the company, an Internet

Access contract.


Account Executive 1991-1993

Pacific Bell is a Regional Bell Operating Company offering voice and data

networking services.

. Achieved at or near quota results designing and selling voice and data

communication solutions that improved the efficiency of mid-sized

businesses. Utilized SPIN and ROI based sales techniques.


Prior to 1991, held various sales and credit positions At Wells Fargo Bank.

Graduate of the bank's commercial lending program.


MA, International Business, Webster University, Leiden, The Netherlands

(1995) (Included studies in China)

BS, Business Administration, University of the Pacific, Stockton, CA (1986)

(included studies in Zurich, Switzerland as well as a Semester at Sea)

Management Training

. Managing Through People, Intel (March 2002)

Account Management Training

. Power Based Selling, Intel (February 2002)

. Proprietary Account Management programs based on SPIN consultative

selling principles. AT&T-Unisource and Pacific


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