Sales Manager

Qualifications for Senior-Level Management

Dynamic, results-driven, senior-level executive with multi-faceted experience and an impressive record of

accomplishments in business management, project administration, negotiations, sales, and business development. Adept

at identifying and resolving operational inefficiencies and completing complex projects within crucial timelines.

Recognized for quickly absorbing, retaining, and implementing new information and procedures for continuous

improvement and revenue growth. Remains abreast of changing trends and environments to maintain a competitive edge.

Utilizes excellent interpersonal and communication skills to collaborate with all levels of organizations and build and

guide teams to achieve and exceed targeted goals. Additional areas of expertise include:

SELECTED HIGHLIGHTS

• Directed a team that designed, sold, and implemented the first high-speed Internet backbone in New York State;

(NYSERNet) for Verizon (formerly NYNEX) and effectively motivated each team member to perform at their highest

efficiency level; designed and sold additional infrastructure to form the first commercially launched high-speed

Internet access company, Applied Theory.

• Created a 15-employee company (Keystone Development Inc.) and led it to produce over $10M in annual revenue

in a six-year span.

• Guided up to 30 sales force members to exceed a $300M sales objective and delivered product profit margins ranging

between 40% and 75% while serving as VP of Network Solutions for Nortel Networks.

• Successfully led a start-up company franchise in creating a “CLEC/ISP in a Box” and moved Nortel Networks’

products into traditional Lucent and Cisco strongholds; profitably launched the company, LineDrive Communications.

• Received several awards and honors during successful tenures, including the “Business Man of the Year” award in 2006.

CAREER TRACK

KEYSTONE DEVELOPMENT INC.

President and CEO 2001 to 2008

Created this 15-employee company and guided it from conception to maturity while developing strategic roadmap and

systems for success in all facets, including sales, marketing, finance, and operations. Generated over $10M in annual

revenue by year six. Set budgets, developed business unit operational plans, and performed due diligence in evaluating

funding sources.

• Spearheaded a major historic renovation of the downtown Eatonton-Putnam Arts Foundation this project was

completed on time and under budget.

• Orchestrated and developed Sycamore Oconee Real Estate LLC, a subsidiary of Keystone Development; increased

revenue by $1M during the first year.

• Led efforts to complete a 124-lot, 88-acre subdivision, which was sold to partners along with the Sycamore Real

Estate brokerage.

SANTERA SYSTEMS

Industry Consultant 2001

Provided business solutions and sales strategies to business owners.

• Effectively positioned the Santera Systems’ softswitch and media gateway products with telecommunications

providers throughout the Southeast.

• Established and strengthened executive relationships with Cingular and BellSouth.

• Successfully obtained lab trials to evaluate Santera products with target accounts.

Resume Continues . . .

NORTEL NETWORKS

Vice President, Network Solutions (Bellsouth Account) 2000 to 2001

Brought on to take over the wire-line and data businesses; drove profitability and primarily directed sales and market

planning for optical, including DWDM and next-generation SONET, packet core and edge (Frame, ATM, IP, MPLS),

broadband gateways, VoIP, and Internet access products. Oversaw sales forecasting activities and negotiated contracts

that protected company resources and margin.

• Penetrated BellSouth for a breakthrough data sale with Nortel's Shasta edge router; guided team through successful

implementation, which led to over $100M in the Shasta product being sold and implemented in Bellsouth's network.

• Directed successful sales campaigns that resulted in exceeded order, revenue, margin, and DSO targets while reducing

headcount by 50% and surpassing customer satisfaction (CSAT) targets.

• Managed and ensured the resolution of BellSouth channel conflicts with internal overlay sales teams, value-added

resellers, and system integrators.

NORTEL NETWORKS (LINEDRIVE COMMUNICATIONS)

General Manager 1999 to 2000

Recruited to create an Integrated Service Provider franchise business and establish a Competitive Local Exchange Carrier

(CLEC) from the ground up. Determined target markets, obtained CLEC and business licenses, and developed sales

channel strategies.

• Successfully negotiated interconnection and collocation agreements with the Incumbent Local Exchange Carrier

(ILEC) and negotiated deals for long-distance and Internet backbone services.

• Highlighted in Forbes magazine for successful achievements.

• Established substantial customer base and brand in Savannah, GA.

NORTEL NETWORKS

Data Sales Director (Bellsouth Account) 1997 to 1999

Managed a data sales team and assumed responsibility for introducing the entire BellSouth account team into the data

world. Trained and supported over 50 team members during the transition from voice telephony to data centric. Acted as

a liaison for the account team among executives, BellSouth Science & Technology, and Nortel. Strengthened

relationships with key customer contacts in areas that traditionally had strongholds for Cisco and Lucent.

• Significantly exceeded sales goals by 170% of the $134M objective in 1998.

• Surpassed the 1997 objective by 155%.

• Positioned several new data sales opportunities in the Southeast.

• Secured trials with Nortel ATM switch, which ultimately led to being widely deployed in Cingular's network as

well as BellSouth; secured lab trials for next generation switching and early stage VoIP products with BellSouth

Science & Technology.

NYNEX

Data Communications Sales Manager (NYNEX Sales) 1994 to 1997

Responsible for all data sales opportunities to NYNEX’s largest accounts in the major metropolitan areas of Upstate, NY.

• Responsible for managing NYNEX’s Value Added Reseller relationship and channel conflicts across Upstate, NY.

• Significantly exceeded sales revenue and strategic product objectives every year in position.

• Positioned several new data sales opportunities throughout territory including first ATM and Frame Relay sales.

• Awarded highest sales awards each year eligible.

NYNEX

Associate Director (Advanced Customer Networks) 1990 to 1994

Designed and assisted in costing, pricing, and the sales and implementation of one-of-a-kind client networks

NYNEX

Engineer (Network Engineering and Customer Network Design) 1985 to 1990

Designed, purchased, and project managed CO and Toll equipment upgrades in over 30 central offices.

CREDENTIALS

Education/Training

Advanced Executive Program, Kellogg School of Management, Northwestern University

Master of Business Administration, Chapman University

Bachelor of Science in Interdisciplinary Engineering and Management, Clarkson University

Non-Profit Board Training Program (Certificate), University of Georgia

NYNEX Top Gun Program (only top 5% of NYNEX sales force invited), NYNEX Information Technology Series, A-IV

Adjunct Professor, Data Network Design and Analysis (SUNY Institute of Technology at Utica/Rome).

Awards & Honors

Eatonton-Putnam Chamber of Commerce Business Man of the Year, 2006

NYNEX Chairman’s Club, 1996 • NYNEX 100% CLUB, 1995 to 1996 • NYNEX Winner’s Circle, 1991 to 1993

Nortel Admiral Club, 2001 • Nortel Circle of Excellence (1998) • Nortel Honors Circle, 1998 to 1999

Ranked as Nortel Networks Top Talent (top 8%), 1999 to 2001

Affiliations

Vice Chair and Board Member, Eatonton-Putnam Chamber of Commerce (2005-2007)

President and Board Member, Lake Oconee Area Builder’s Association (2002-2006)

Georgia Real Estate Broker License

Georgia Residential and Light Commercial Contractor License

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