Sales Manager

KEITH ALTMAN

**** ******** ***** ( Melbourne, Florida 32940

732-***-**** ( ***********@*****.***

http://www.linkedin.com/in/keithaltman3333

SENIOR-LEVEL MANAGEMENT: Global / Domestic Sales & Service Leader

Passionate, highly skilled Sales Management Professional with extensive

experience leading teams to out-perform corporate expectations, exceed

sales goals and land high-profile client accounts. Specialize in salvaging

declining products and maintaining revenue through substantial corporate

change. Strategic thinker known for opening new markets, launching products

and integrating business acquisitions. Known for providing a solutions-

based approach to high-tech sales, serving the customer by finding

solutions to their problems instead of just making sales. Hands-on leader

who excels in recruiting and hiring the right personnel to ensure

consistent revenue increases that exceed corporate expectations. Areas of

expertise:

Sales and Marketing Development ( Channel Sales ( Change Management ( New

Product Launch

Go To Market Strategy ( Lead Generation ( P&L Management ( Incentive

Programs ( Communication

Restructuring Plans ( Sales Forecasting ( Expense Management ( Strategic

Partnerships ( Team Motivation

PROFESSIONAL EXPERIENCE

BRIDGEVINE, Vero Beach, Florida ( 2008-Present

Nationwide provider of Telecommunications Solutions, Hosted/SaaS

Applications, Equipment & Managed Services with revenues totaling over $30

million.

Vice President of Commercial Sales

Re-organized and lead direct sales channel; established and advanced a

channel partner program. Developed go-to-market sales strategy and

strategic outsourcing agreements with various technology providers.

. Exceeded 2009 revenue plan by increasing net new revenue by 27%.

. Enhanced efficiency of the sales organization resulting in increased

sales bookings of 18%.

. Initiated management / maintenance fee programs that generated $500K in

2009 and tracking to $1M in 2010.

. Obtained multiple outsourcing contracts including well known providers as

Time Warner, Vonage, XO, Windstream, Megapath, New Edge Networks &

Speakeasy

. Executed sales plan that targeted higher value products increasing the

average revenue per customer.

. Augmented revenue value by reverting from one-time payment model to a

monthly residual plan.

. Developed Commercial on-line capabilities (SEM/SEO) to generate sales,

sales leads and automate the support platform for a sales agent program.

. Created new distribution channels leading to the opening of new revenue

producing marketing which include Energy Services & Tiered Customer

Support programs.

AVISTAR COMMUNICATIONS, New York, New York ( 2007-2008

Global provider of Unified Communications Video Software & Equipment with

annual revenues totaling over $30 million.

Vice President of Sales-The Americas

Orchestrated direct sales and channel partner operations, provided full P&L

control and management of 15 staff members including pre-sales engineering

and field marketing specialists.

. Impacted revenue generation through the successful launch of a new

software application.

. Grew profits by building top performing team from start-up to

productivity.

. Enhanced sales performance with the introduction of SPIN Sales Training

and creation of sales strategies as well as pricing packages.

. Led successful targeting of Fortune 500 organizations and SMB

marketplace, capturing accounts with giants such as Colgate, Yamaha, UBS,

JPMC, and California State University-Fresno.

KEITH ALTMAN ( Page 2 ( ***********@*****.***

EASYLINK SERVICES CORPORATION ( Piscataway, New Jersey ( 2005-2007

Provider of business process outsourcing applications for large data &

paper-intensive industries. Generates $75 million in worldwide sales.

Senior Vice President, North America Sales & Service

Direct domestic Software & BPA revenue plan, including key customer

interactions, contract and pricing negotiations, sales projections and

prospecting strategy. Maintain full P&L authority for 42-person

organization, reviewing business plans with key institutional investors.

. Served an instrumental role in corporate stock increase from $0.75 to

$5.80 in 2 years.

. Substantially increased year-over-year profit for the first quarter of

2007 by 38% and the second quarter by 39%, exceeding estimates by $1.2

million for the first time in company history.

. Increased sales bookings by 33% over 2005 and 14% year-to-date over 2006

while reducing sales personnel by 60%.

. Posted highest increase in new logo acquisition in company history,

securing global accounts such as Deloitte, Geico, HP, United Airlines,

Shell, Lennar, Chevron and Farmers Insurance to generate a total in

excess of $2.64 million annually.

. Slashed cost of new-business acquisition from $3.11 to $1.87 in 1 year

while maintaining 63% margin.

. Pioneered a new prospecting strategy that increased the sales pipeline

by $1 million.

. Initiated a new website design that focused on key-word optimization to

increase the number of unique visitors by 55%.

. Raised the amount of base customers committed by contract from 19% to

63% for 2006.

. Implemented a new web-based technology that allows the sales forces to

proactively contact all web visitors and track e-prospecting activity in

real time.

MCI ( Piscataway, New Jersey ( 1996-2005

Prior to merger with Verizon, company generated $37 billion annually from

global telecommunications sales of voice, data and hosting services.

Director, Commercial Accounts (2002-2005)

Led all enterprise business in New Jersey, managing P&L for 5 sales teams

and 2 service teams totaling 65 employees. Managed daily sales and service

metrics along with weekly revenue and usage trends. Visited key customers

regularly to maintain relationships.

. Led group through bankruptcy restructuring, maintaining revenue and

retaining all significant accounts.

. Grew sales revenue by 12% for 2004 to generate more than $10 million in

additional revenue year over year and become the national leader for new

logo acquisition in 2003 and 2004.

. Consistently led company in highest account executive quota achievement

percentage with 70%.

. Secured a multi-year, $24 million contract with a global virtual network

provider.

. Reduced accounts receivable from 55% at more than 60 days to 19%.

. Developed corporate "Playbook" that became company standard for service

during the restructuring.

. Received multiple Masters Awards.

Director, Hosting / DCS Sales (2000-2002)

Supervised 70 employees in hosting, data storage, server management,

consulting services, equipment deployments and bandwidth applications.

Managed integration of staffs and technology through mergers. Established

companywide selling procedures and hired personnel for implementation. Set

pricing and margin plans, developed go-to-market strategies for new

products and called on customers to introduce products.

. Catapulted group revenues from $42 million to $132 million and increased

the margin of combined products to 67%.

. Secured sales of large, global hosting applications to companies such as

Honda, Reynolds & Reynolds, Bank of America and Wachovia & Emerson.

. Led group through Digex/Intermedia merger, overseeing integrations and

developing processes to ensure success.

. Developed data center sites using a "cookie cutter" sales philosophy

that was extended companywide.

. Established a data center in Chicago to cover sales to Orbitz.

KEITH ALTMAN ( Page 3 ( ***********@*****.***

Regional Marketing Manager (1998-2000)

Acted as liaison between corporate marketing and $1 billion Northeast

Global and National sales channels. Met with Fortune 500 and other

customers to gain market understanding, present value-added products,

deliver programs and provide training. Educated sales personnel on new

products and procedures.

. Developed a plan to expand fiber access into buildings in major metro

areas, increasing local reach by 4,000 fiber miles.

. Generated $1 million in new annual revenue by implementing business

solution tours for all sales offices.

. Assisted with the integration between MCI and Worldcom.

Branch Sales Manager (1996-1998)

Oversaw all aspects of front-line sales for New York City market, training

and managing 10 account executives, attending sales meetings, forecasting

sales numbers and establishing territory sales plans.

. Maintained percent to revenue quota average of 157% annually, with 67%

of account executives attaining quota.

. Promoted from Senior Account Executive (1995-1996).

Career Note: Previous employment includes Sales Manager at Unifirst

Corporation and Account Executive at JBaker Inc. Full details available on

request.

EDUCATION/TRAINING/AFFILIATIONS

Coursework in Business Economics ( Ohio University ( Athens, Ohio

Ethics Training - New York University ( Miller Hieman Sales Training ( SPIN

Selling

New Edge Partner Council ( Zoom Info Advisory Board ( Megapath Channel

Council

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