Sales Manager

**** *. ********

Denver, CO ***** Phone 303-***-****

E-mail ************@***.*** Brian A. Miller

Business Development Leader

Over 20 years experience in applying emerging IT technologies to business

solutions.

Top performer with 18 years of maximizing sales to C-level executives in

competitive IT technology markets.

Extensive sales and engineering experience in a broad set of technology

solutions including complex outsourced solutions, consulting, application

hosting, remote infrastructure management, enterprise storage systems,

secure networking, managed point solutions, and enterprise software.

Broad vertical experience in Fortune Class, Federal, and State & Local

Government.

Development and execution of strategic account plans with sales teams and

strategic partners to identify opportunities across a customer's

organization.

Professional Experience

Open Scan Technologies

Territory Manager, 2009- Present

Hunter role responsible for new client acquisition for automated

financial software solution

Heavy prospecting to C and VP level of corporations doing $500M in

revenue and above

Management of complex sales cycle

Cognizant Technology Solutions

Business Development Manager, 2007- 2009

Business Development role focusing on remote infrastructure

management services.

Key leader on team generation of $5M new business revenue and $25M of

renewal revenue in 2008.

75% of annual target of $7M new business revenue for 2009 as of June.

Responsible for developing and closing opportunities for a wide

variety of managed infrastructure services, system integration,

managed hosted solution, and infrastructure consulting for a global

IT services provider.

Creation of business development plans for Banking, Financial

Services and Insurance verticals.

Strategic planning with technology partners.

StrataVia Corporation

Director of Business Development, 2004 - 2007

Leadership role including individual direct sales and building sales

organization for start-up managed services and software firm focused

on enterprise database administration optimization and IT automation.

Successfully cold called and closed new deals to companies such as:

NBC Universal, Experian, Restoration Hardware, GE Capital, Swift, ICG

Communications, and more.

Increased customer base by 300% (20 new clients) in first 12 months

resulting in $1.8M in annual revenue.

Consistently exceeded $2M quotas in subsequent years

Hired and trained the most successful inside an outside sales team in

company history.

Closed first software sale of $500K to a Fortune 50 client

(NBC/General Electric)

Implemented SFA solution (SalesForce.com)

Developed marketing and lead generation campaigns increasing

qualified lead flow by 500%.

Enterasys Networks Denver, CO

Regional Federal Sales Manager, 2003 - 2004

Individual Contributor, Hunter, and Team Leader

Developed and managed sales to DoD and Civil Federal Government

accounts in Rocky Mountain Region.

Development of secure enterprise networking solutions including

intrusion detection, firewall, VPN, and converged voice/data

networks.

Recruitment and development of Federal Reseller channel.

Expansion of Enterasys customer base.

Qwest Cyber Solutions Denver, CO, 1999 - 2002

National Sales Director

Individual contributor, hunting, and leadership role

Won over $8M in contracts in first 12 months of executing the

Government Vertical strategy (150% of quota)

Created and executed QCS's first vertical strategic sales plan to

develop public sector ASP and professional services market for

managed enterprise software solutions such as SAP, PeopleSoft,

Oracle, and Siebel.

Strategic Sales Management position.

Developed key teaming initiatives with strategic ISVs such and Oracle

and Systems Integrators such as KPMG, to jointly target complex

hosted ERP solutions.

Developed winning Federal RFP responses and strategic GWAC contracts

working closely with Sales Support and Legal departments.

Won over $8M in contracts in first 12 months of executing the

Government Vertical strategy.

Director - Business Development and Strategic Alliances

Strategic business planning and development position reporting to

CEO.

Technical and business subject matter expert on team developing

enterprise software hosting strategy for Qwest.

Broad strategic and tactical business development role for a start-up

ASP that include strategic partnerships, technology strategy,

marketing, contract negotiation, and business case development.

Successfully lead initial conception, partner selection, and contract

negation for a multi-million dollar advanced service assurance

solution to monitor an manage hosted enterprise applications.

Key participant in formulating technical strategies regarding

security, service assurance, enterprise storage, internet and

wireless solution delivery, and other technical aspects of enterprise

managed service creation.

Successfully negotiated several ASP specific contracts with key

strategic vendors including Microsoft, HP, Qwest, Kintana, and Kewi.

Auditech, Inc. Phoenix, AZ

Founder, 1998 - 1999

Creation of an Application Service Provider providing internally

developed web based CRM solution targeted at telecommunications

agents and consolidated billings services targeted at large

enterprise customers.

Primarily responsible for company leadership, P&L, and product

development.

Newbridge Networks Phoenix, AZ

Regional Manager, 1996 - 1998

Opened and developed southwest region office for Newbridge Networks

to provide complex converged LAN/WAN solutions including Frame Relay,

ATM, VoIP, IP VPN, SONET and other network solutions.

Hired and managed sales and engineering team for region.

Established VAR channel.

US West, Inc Phoenix, AZ

State of Arizona Account Manager, 1986 - 1996

Team Leader on a highly successful team providing voice, data, SONET

carrier, and wireless communications solutions to the State of

Arizona.

Developed and executed sales strategies to capture new customers as

well as turning around customers that did not consider US West as a

viable partner.

Successfully developed business case with the State of Arizona to

justify investment by US West to deploy a statewide Frame Relay

network infrastructure to expand digital networking capability to

rural Arizona

8 time President Club winner.

Education

MBA - Telecommunications Management

Golden Gate University

San Francisco, CA

Technically focused MBA with emphasis on emerging technology

management.

BS - Business Administration, Accounting Emphasis

Northern Arizona University Flagstaff, AZ

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