Sales Engineer
Resume:
Christopher Hornsey
Woodcliff Lake
NJ 07677
Cellular: 646-***-****
Home phone: 201-***-****
E-mail: ********@*******.***
Education:
2001
University of Nottingham
MBA
1983
Brixton Technical College
Technician Education Council Undergraduate Certificate
Career:
2008 to Present
Sabbatical.
Head of Channel Management
M5 Networks (VoIP / Networking Provider).
2005 to 2008
* Grew channel community and revenue by 100% over three years
* Salesforce development, training and implementation
* Identify, negotiate and execute trade show attendance
* Creation and delivery of webinars using video as primary source of communications
* Research new potential partners
* Screen and Qualify in-bound partner requests
* Promote the program to potential partners throughout the Greater NY Metro area
* Manage internal processes for tracking partner revenue contributions and commissions
* Educate partners and deliver partner sales training program
* Event co-ordination
Notable win – All Covered
Managed landmark negotiation and engagement with first national channel partner to sell M5 services, leading to this one partner
contributing over 20% of all-partner revenue within 12 months.
Regional Sales Manager, New York State South
Frontier, a Citizens Communications Company (Second Largest ILEC in New York State).
2003 to 2004
* Responsible for all business sales in territory.
* Ran branch with $6M budget and nine staff, including Account Managers and Account Executives.
* Key performance indicators included billed revenue, 30-60-90-+ funnel management, close ratios, new account appointments,
account development plans, sick leave and complaints.
* Products and services included IP Broadband, Voice over IP, IPVPN, Centrex, Local and Long Distance voice services.
* Create a successful, professional team in a coaching, results oriented, positive environment.
* Participation in Chamber of Commerce involving giving presentations on VoIP benefits for small businesses.
Notable win - Orange County Government
I was personally involved in securing a five-year $8M Centrex contract delivering nearly 3,000 access lines across 28 government
sites, without recourse to state-bid. This was a achieved by intimate knowledge of the state-bid process, good relationships at a
senior level and a powerful marketing initiative to convince the customer of the benefits of a carrier-supplied hosted VoIP solution in
the future.
Owner
Nextera Communications
2001 to 2003
* Startup selling General DataComm ATM and IP product to enterprise, government and carriers.
* Assumed all GDC business in the UK, including two staff.
* Negotiated margins and price lists for existing and emerging product.
* Subcontracted service to partner organization.
* Import of US product into the UK, dealing with customs, staging and product delivery.
Notable win - Alstom
Secured $1.8M contract to supply encryption and multiplexer equipment to Navy Frigates.
Using customer list from GDC I contacted all integrators and found Alstom, writing a proposal for Royal Navy satellite
communications. Alstom were planning to bid a competitors product. I resurrected their faith in GDC by the quality and level of my
responsiveness. Through personal relationships at GDC created special product labeling and documentation.
Regional Sales Director
General DataComm, Sales
1997 to 2001
* Ran team of seven selling General DataComm products to enterprise, government, carriers and latterly Cable TV companies.
* Primary product integrated services ATM IP switching platform for voice, data and video.
* Developed and executed channel partner recruitment program.
* Emphasis on leadership, creating my own leads and sales.
Notable win - Telewest Cable TV
I created the first-ever ATM sale for General DataComm after seven years of failure.
Found the product opportunity through conducting my own research into GDC's capabilities globally and found the prospect by
months of prospecting and hundreds of phone calls.
Secured two-months of on-site UK customer trials by GDC Canadian head of video product development, leading to multiple
product enhancements ahead of planned work.
Signed $5M deal for the national deployment of GDC video ATM product.
The GDC share price moved up on the day of announcement of the win.
Account Systems Engineer, Senior Account Systems Engineer, Systems Engineering Manager
British Telecommunications, Global Sales Team
1991 to 1997
* Bid writing, presentations, equipment demonstrations, solutions development, product enhancement negotiation.
* Team of five Systems Engineers.
* Develop and initiate and measure quantifiable Key Performance Indicators.
* Substantial individual competency management and development according to BT structures.
Field Service Engineer, Technical Support Engineer, Technical Trainer
General DataComm
September 1983 to 1991
Trainee Technician
British Telecommunications
1980 to 1983
Skills - Commercial
Leading a pre-existing account team. Staff hiring, performance reviews, performance improvement programs, dismissal. Ability to
develop and execute sales strategy and tactics that maximize opportunities within the customer environment. Ability to manage and
include corporate experience, and legacy interests, into development of sales operation. Personal sales skills and technical
knowledge to make presentations and lead customer discussions to advance the sales process. Ability to lead a fractured team, with
both direct and indirect reports. Selling complex, multi-product solutions to large customers. Understanding of enterprise buying
cycles. Culturally diverse experience.
Skills - Product and application knowledge
BT ITS trading system. Nortel PBX CICS, BCM, Meridian1 and Succession. Miranda Media Networks Multimedia Access
Concentrators. Cisco. 3Com. Carrier, Telco, Voice over IP (VoIP), routers, switches, Ethernet, LAN / WAN / MAN / CAN, packet
switching, circuit switching, Voice over ATM, Video over ATM, IP, Frame Relay, ATM, GSM, CDMA, GPRS, G2.5, G3, T1, T3, E1,
OC-3, MPEG2 Video, POTs, ISDN, Q.SIG, dark fiber, xDSL, LEC, LD, CO, PBX, Packet Based Telephony, Wireline and Wireless.
Skills - Industry experience
ILEC and CLEC solutions. Wireless. Integrators. B to B. Small to Medium Enterprise. Healthcare, Government and Education sales.
Channel partnership development. Cable TV infrastructure sales. Wholesales and retail financial organization sales. UK and US
experience. Circuit switched and Voice over IP systems.
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