Sales Manager
Resume:
Ken Schumm
Succasunna, NJ *****
*.*.******@*******.***
Innovative professional experienced in product management, operations, and
sales. Demonstrated ability to organize and lead teams. Exhibited ability
to gain and retain clients using interpersonal communication and
negotiation skills. Developed innovative product offers which improved
bottom line with increased sales and higher margin.
Areas of expertise include:
Business Analysis Problem Solving Business Process
Sales Analysis Project Management Microsoft
Office
Product Development Offer Management Presentation
Skills
Telecommunications Software Application Sales Contact
Center
Unified Communication Data Networking
Professional Experience
Product Management
. Managed and evaluated product enhancements. Presented recommendations
to senior management. Adjusted product release features based on
development. Established material codes and authored product
definitions. Presented sales training to regional offer managers,
direct sales, and distributors. Developed customer presentations.
Delivered to market as product releases.
. Analyzed sales and evaluated market feedback to initiate adjusted
production plan. Revised production to eliminate delay in product
delivery, improved cash flow by 3 months.
. Negotiated with vendors on component replacements, extended lifecycle
of key product with reduced expense.
. Evaluated requests for customized offers teaming with other product
houses and services. Replied with acceptable special bid by adjusting
pricing and contract terms.
. Presented product briefings and developed sample RFP. Responded to
questions from sales, clients, and technical support organizations.
Offer Management
. Recognized potential contract liabilities and initiated revised
upgrade protection program and new migration protection program
providing annual recurring revenue of $12 million. Developed
marketing offer definition, pricing, authored contract, developed
fulfillment process. Mitigated existing program liability and
provided for future sales of unannounced product. Trained sales
channel. Reduced costs and substantially increased customer
satisfaction.
. Analyzed orders to determine product sale interactions and determine
purchase drivers. Used MS Access to evaluate raw data and worked with
IT to develop standard reports. Developed business case to simplify
price, drive purchase of related products, and increase margin.
Changed marketing offer and increased category sales by 32%.
. Developed users group presentation to improve client's business case
for Communication Manager purchase. Presentation based on benefits of
upgrading from the release that the market was using compared to
current release. Featured speaker at users group.
. Managed software and hardware portfolio with $385M revenue.
. Initiated integrated promotions. Teamed with contact center and
services product management to develop complementary promotions.
Ken Schumm
*.*.******@*******.***
Solution Management
. Consulted with clients and designed multisite multivendor integrated
solutions. Applications include networking, contact center, IP
telephony, video conferencing, call recording, unified communications
and wireless. Industries include financial services, pharmaceutical,
distribution, state and local government, wholesale, retail,
manufacturing, education, and health care. Presented and sold
solution.
. Delivered operational solutions. Analyzed business requirements for
solution deployment, developed installation pricing, outsourced
specialized applications.
. Negotiated vendor terms, conditions and pricing for services provided
to my client.
. Improved sales force productivity. Combined communication, mentoring,
and leadership skills to develop sales force. Authored and presented
training resulted in more complex sales.
. Reduced network expense and improved productivity. Designed SIP
gateway for multiple location contact center.
System Design
. Developed multinational contact center interfacing with regional
sales representatives. Negotiated with regional vendor for local
deployment.
. Streamlined sales quotes. Initiated pricing spreadsheets and upgrade
tool to simplify multiple tier software pricing, removed one day from
pricing process. Enabled easier product design. Allowed sales
engineers to concentrate on complex designs.
. Decreased operating expense with increased reliability. Designed
consolidated IP PBX for large school district.
. Designed consolidation of multiple systems to single system. Allowed
for increased staffing productivity. Merged call management systems
into headquarters system.
. Project Managed relocation of large contact center and sales office.
Negotiated network requirements, furniture, office layout, PBX, voice
mail, and contact center requirments.
. Provisioned DS-1 and fractional T-1 circuits for voice and data.
Solution Engineer, Consultedge 2007-
2009
Design Engineer, Cross Telecom 2004-
2007
Product Manager, Avaya, Inc. 2001-
2003
Offer Manager, Avaya / Lucent Technologies
1998-2001
Senior Design Specialist, Lucent Technologies / AT&T
1987-1998
Education
BS Business Administration - Marketing, Montclair State College
Magna cum laude
Certified Cisco Sales Expert
Certified Design Professional, Extreme Networks
Awards:
Lucent Technologies Sales Achievers Club
Lucent Technologies President Award
Contact this candidate