Sales Manager

Stephen Johnson

Email: abpcj2@r.postjobfree.com

Address: *** ****** ****

City: Penngrove

State: CA

Zip: 94951

Country: USA

Phone: 707-***-****

Skill Level: Management

Salary Range: $110,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

STEPHEN P. JOHNSON

315 Bannon Lane 707-***-****

Penngrove, Ca. 94951 abpcj2@r.postjobfree.com

EXECUTIVE SUMMARY

Sales professional with consistent success in selling Business to Business services, US Government (military and civilian), Cisco Systems, major utilities, RBOCs, including Verizon and AT&T. Strong record of direct sales to SPRINT, GTE, and MCI. Director Western USA sales for Avanex with focus on Cisco Systems & Infinera. Notable ability to penetrate large organizations by identifying senior influencers and decision makers and then securing sales. A far-sighted strategic planner who anticipates changes in technology and market direction. Proven strength in working with customers and providers in diverse cultures, including the USA, England, France, Italy, Japan, and China.

Well-proven skill in listening to customers and converting their needs and wants into successful products. Special technical depth in: SONET networks; Metro and Enterprise networks; DWDM; and optical amplifiers. Additional technical familiarity with transceivers and transponders, Ethernet, and digital cross-connects.

PROFESSIONAL EXPERIENCE

SUBSENTIO, Inc. Denver, CO

International CALEA services provider for wireless and wire-line providers.

Sales Director

Responsible for B to B sales, business development, marketing strategy and sales.

aa Doubled company revenues for 2011

aa On track to double revenues again for 2012

aa Secured $600K contract with Vonage, Subsentioaaas largest customer to date.

NEXTGEN, INC., Fairfax, VA

Provider of engineering services (EF&I) and of remote detection and defeat systems of IEDs and contraband.

Vice President, Sales and Marketing, USA 2009 to present

Provides marketing strategy and sales for division that sources and contracts testing and engineering services nationally. Creates and executes strategy and development plans for NextGenaaas ISOD system, targeting both military and civilian markets.

aa Initiated and secured a collaborative project with the Naval Postgraduate School that uses NextGenaaas THz imaging technology, garnering credibility for the ISOD system.

aa Built significant entrA(c)e into Juniper Networks, Telemar Inc., and Cisco Systems for selling installation and engineering services

aa Developed and presented bid for telecomm engineering services for Reagan National and Dulles International airports; placed second of 27 suppliers.

aa Presented to CIA funding corporation for civilian airport security.

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AVANEX CORPORATION, Fremont, CA 2001 - 2008

Manufacturer and seller of subsystems, DWDM, transponders, and optical amplifiers.

Director of Sales, Western USA

Accounts included US government, Cisco, Infinera, Google, Intel, carriers, OEM suppliers. Worked with product line managers, marketing, engineering, and design teams to create new Metro products.

aa Opened the Cisco account authoritatively, going from zero sales to more than $15 million in three years. Continued sales for 8 years to over $17M each year.

aa Designed Ciscoaaas successful 15216 Flexlayer DWDM Metro system for cable TV market.

aa Drove development of network-ready products for the Metro market.

aa Recovered lost business at Infinera: achieved 12 design wins for multiple type interleavers and gainblocks in three months.

TELTREND INC., St. Charles, Il 1999 - 2000

Vendor of carrier-based products to RBOCs. Acquired by Westell in 2000.

Regional Sales Manager, Western Region

Directed sales efforts with SBC staff, increasing sales from $4,000 to more than $100,000 per month. Achieved approval for five new products in four months.

TADIRAN TELECOMMUNICATIONS, Clearwater, FL 1994 - 1998

International telecom company specializing in the manufacture and sales of digital cross-connects and subscriber multi-point RF systems for the local loop. Acquired by ECI in 1998.

Director of Sales, Western USA

Increased sales and created successful cross-connect penetration strategy.

Secured LCI's T::DAX and won product approval for AirTouch (PACBELL) for LA.

Director of Sales, VERIZON Region

National account manager for Newbridge Networks (now Alcatel).

NEC AMERICA, INC., Radio and Transmission Systems, Herndon, VA 1982 - 1994

International telecom company producing electronic and high capacity fiber-optic systems.

Regional Manager, Sales and Engineering, Verizon Region

Led sales and systems engineering groups for the Mid-Atlantic region. Created sales strategy for asynchronous conversion to SONET and maintained 80% market share equal to $55M.

aa Provided high capacity fiber systems for internet to US government.

aa Made significant sales gains each successive year; in final year, oversaw sales of $77M.

aa Introduced SONET to Verizon and won contract for primary share.

aa Negotiated telecom multi-year multi-product contracts with Bell Atlantic for $300 million.

Area Sales Manager, Bell Atlantic Region

Headed sales of fiber-optic and cross-connect products in the Mid-Atlantic region. Increased NEC's inter-office market share in the Bell Atlantic region from 40% to 85%.

Senior Engineer, Technical Training

Instructed customers in NEC fiber, carrier, satellite, and radio-based equipment.

MILITARY

UNITED STATES NAVY

Leading Petty Officer, Instructor of Advanced Electronics

Selected Sailor of the Quarter for Advanced Electronics School as well as for the Great Lakes Naval Training Center.

EDUCATION

M.S., Management, National Louis University, McLean, VA

B.A., Psychology, Chapman College, Orange, CA

A.A., Advertising and Graphic Arts, Central Piedmont Community College, Charlotte, NC

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