Sales Manager
Resume:
Murray Hammond Resume And Portfolio Aug ****
MR. E. MURRAY HAMMOND
Roanoke, VA 24014
********@*******.***
CAREER OBJECTIVES
Seeking career sales consulting position with a solid company that recognizes industry trends with the vision and focus
to maintain leadership where I can utilize my current sales and technical abilities and expand my knowledge to our
mutual benefit.
QUALIFICATIONS AND STRENGTHS
Proven track record as high volume, high margin sales producer
Extensive proposal generation, RFP process (both corporate and government), and project management (cradle to
grave) experience
Sixteen years of computer industry experience encompassing retail, telemarketing and outbound technical sales
Ability to pinpoint and capitalize on multiple sales opportunities through consultative sales interaction
Design technical solutions with minimal help from engineering staff, which frees their billable time
High comfort level when meeting with Executive level position or Network Administrator and the ability to
recognize what sales style will work with different corporate positions and personality types
Develop strong relationship with clients for long term partnerships
Excellent closing ability
Strong oral and written communication skills
EMPLOYMENT HISTORY
Senior Account Manager Exemplum, LLC
Exemplum is an interactive advertising agency that develops engaging, rich content 1750 Kraft Drive, Ste 2600
product demos and micro sites as well as the traffic generating strategies that go with them. Blacksburg, VA 24060
Provide strategic interactive marketing, advertising and training services March 2008 - January 2009
Create digital experiences that engage viewers, increase site stickiness and increase sales conversion rate
Analyze existing advertizing strategies and design custom solutions that leverage Web 2.0
technology more effectively
Work with clients to better utilize the Internet to streamline business processes and reduce SG&A expenses
Senior Account Manager Advanced Logic Industries, Inc.
Develop new and existing business in Virginia and Washington, DC territories 5238 ValleyPoint Pwy
Maintain key accounts including two of the top ten largest Virginia banking institutions Roanoke, VA 24019
Execute sharp presentation, negotiation and closing skills 540-***-****
Manage multiple projects and tasks within sensitive deadline demands August 2005 - December 2007
Proficient at providing customers with timely, organized and creative proposals
Customize advanced technology solutions to address specific customer business issues
Cultivate strong "Trusted Advisor" relationships with new and existing customers
Generate high level of sales based on breadth and depth of product and industry knowledge
Senior Account Manager Dimension Data
Responsible for developing new and existing business in Southern Virginia territory 14 Campbell Ave, Suite 310
Target verticals include higher education, financial, retail and manufacturing Roanoke, VA 24011
Aggressively mine for new business opportunities 540-***-****
Sell large scale mission critical project implementations with multiple vendors January 2004 - August 2005
Focus on Core Infrastructure, Security, IP Telephony and Call Center solutions, and Enterprise computing
Strong emphasis on Storage Area Networking, Compliance, Disaster Recovery and Backup and Recovery
solutions with EMC, Hewlett-Packard, StorageTek, Veritas, Legato and Quantum
Generated $2.7 Million FY2005 (October 2004 - September 2005)
Senior Account Manager Comprehensive Computer Solutions
Practice solutions based outbound consultative sales 105 Industrial Drive
Effectively communicate with technical and non-technical clientele Christiansburg, VA 24073
Design "Ready to Implement" network solutions for Cisco AVVID scenarios 540-***-****
Maintain all sales related programs and certifications for department August 1994 - December 2003
Consistently meet or exceed monthly sales quota
Generate average of $1.5+ Million revenue and $500,000+ Gross Margin yearly
Top Net Sales and Gross Margin achiever in Technology Division for past 7 years
TRAINING DESIGNATIONS
Citrix Certified Sales Professional 2007 2007
EMC Proven Professional Sales Accreditation 2007 2007
Cisco Certified Sales Professional 2006 2006
EMC Proven Professional Sales Accreditation 2005 2005
EMC Proven Professional Sales Accreditation 2004 2004
AT&T IP Marketplace 2003
AT&T IP Backbone 2003
AT&T Security Parts 1 and 2 2003
AT&T IP Data Sales Specialist 2003
Cisco Service Expert 2003
Cisco IPT Revised Project Manager Role 2003
Cisco IPT Revised Account Manager Role 2003
Cisco Selling IP Telephony Solutions V.2 - (VoD) 2002
Cisco Product Solutions Essentials IPT 2002
Cisco IP Telephony Project Management Milestones (VoD) 2002
Cisco CPSE 7.0 - IP Telephony Converged Architectures 2002
Tandberg Videoconferencing Sales Training 2002
Cisco Sales Essentials: Selling AVVID Architecture 2001
Cisco Sales Essentials: Small to Medium Business (WBL) 2001
Cisco IP Telephony Solutions 2001
Compaq Advocate 2000
HP University 1999/2001
HP Small Business Certification, HP Client Computing 1999
Cisco Sales Expert 1998/2001
Compaq Sales Certification 1998/2001
3Com 3-Star Certification (Various Technologies) 1998
Dale Carnegie Sales Training Program 1996
Various ongoing self paced training from HP, Compaq, Cisco, and Microsoft
EDUCATION
University of Colorado B.A., Anthropology
Boulder, Colorado 1990
PERSONAL INTERESTS
Extensive Travel Background Family Activities Golf SCUBA - Music
References are available upon request
Danville Community College Cisco IPT Project
Danville Community College
Danville, VA
Dimension Data
Murray Hammond
Danville Community College (DCC), founded
in 1967, is one of 23 public community colleges
in Virginia, and is governed by the State Board
for Community Colleges. The College serves
the city of Danville and the counties of
Pittsylvania and Halifax (total population
147,511). DCC is a two-year comprehensive
community college offering certificates,
diplomas, and associate degrees in more than 60
programs of study.
Problem:
Danville Community College was experiencing problems with their aging PBX phone system. As the
college had grown, their requirements had outgrown their existing phone system and the cost to upgrade
and maintain the system was prohibitive. Future plans included a satellite campus and they wanted it to
be on the same phone system. The college was also experiencing network bandwidth bottlenecks both on
the internal LAN and their connection to the Internet and network security was a primary concern.
Solution:
Working closely with the Scott Barnes, the DCC Vice President of Finance, and Tom Canupp, the DCC
Information Technology Manager, Dimension Data designed and proposed a phased approach to address
the aging network, the replacement of their PBX and the new facility.
Phase I encompassed the upgrade of the network switching infrastructure with a Cisco 6509 core switch
in the datacenter and Cisco 3550 layer 3 distribution switches for the campus buildings. In addition,
redundant Cisco PIX-525 Firewalls were installed to secure the Internet connection.
Phase II encompassed the replacement of the PBX phone system with redundant Cisco Call Managers and
Cisco Unified Messaging voicemail for 300 users. One unique challenge was the requirement to include
phone service to the elevators in each building, while restricting access to emergency use only. This
requirement was addressed by using digital to analog converters and leaving the existing elevator analog
phones in place. The calls from these phones were routed to the campus security desk to satisfy the call
restriction requirement.
Phase III encompassed the installation of Cisco equipment into the new Regional Center for Advanced
Technology and Training (RCAT) facility and integrating the phone system over the WAN connection.
Benefit:
The final solution accomplished the goals of upgrading the aging phone system and network
infrastructure, enhancing Internet security, and the integration of the new RCAT facility onto the phone
system. In addition, by converging the voice and data networks onto one network, the college was able to
reduce support costs and manage all aspects of their network in-house.
E. Murray Hammond Project Portfolio Danville Community College Cisco IPT Project
BGP Load Sharing on Dual Routers with Two ISPs
WDBJ Television, Inc.
Roanoke, VA
Murray Hammond
Advanced Logic Industries
WDBJ7 is a local CBS Affiliate Digital Television
Station covering the Roanoke / Lynchburg DMA - a
26 county area of central and southwest Virginia.
WDBJ first signed on the air in 1955. It has
undergone a series of expansions over the years to
reach a much larger audience throughout central and southwest Virginia. WDBJ averages more
viewers throughout the day than any other station in the market and has been the dominant
source for local news for 50 years.
Problem: WDBJ had implemented a dual access Internet solution through the same Internet
Service Provider (ISP) with a Wireless Link and a T1 connection. If the primary T1 had
problems, they could manually switch over to the Wireless connection with less bandwidth and
still access the Internet. The station had experienced some service disruptions and wanted a
better failover solution. The current solution did not provide coverage in the event the ISP lost
service and this was no longer acceptable. WDBJ also had future plans for video over the
Internet and needed a fast and reliable solution. In addition, the 200+ user network needed to be
upgraded from Windows 2000 and Exchange 2000 to the 2003 versions with Active Directory.
Solution: Advanced Logic Industries proposed a 5MB Ethernet connection to two separate
ISP s with two different points of entry to the building and two separate fiber backbones to the
Internet. Two Cisco 3825 routers were configured with Hot Standby Router Protocol (HSRP)
and load balancing. Border Gateway Protocol (BGP) was configured on each router to achieve
fully redundant connections to the Internet. If one ISP or router failed, the other router would
automatically handle all Internet traffic through the alternate ISP until the problem was fixed.
WDBJ also implemented redundant Firewalls using two Cisco ASA-5510 s. Finally, the older
servers were replaced with rack-mounted Hewlett-Packard Proliant Servers, with redundant
power supplies and redundant hard drives, and the system software was upgraded to Windows
Server 2003 running Active Directory and Exchange Server 2003.
Benefit: By implementing a fully redundant Internet access solution with three times the
bandwidth as before, WDBJ was able to move forward with its plans to stream video over the
Internet. Having 2 separate ISP s with separate entry points to the building ensured failover in
the event one ISP had a failure at any point in its connection from WDBJ to the Internet,
including accidentally cutting the underground line coming into the building. The internal
network was now much more secure and easier to manage with the new fault tolerant servers
running in an Active Directory environment.
E. Murray Hammond Project Portfolio WDBJ7 Multi-home BGP Solution
DuPont Community Credit Union Cisco IPT Phone System
Waynesboro, VA
Dimension Data
Murray Hammond
Problem:
DuPont Community Credit
Union (DCCU), with 9
branches and 150
employees located in
central Virginia, was
planning to expand
operations to a new datacenter and had future plans to open several additional branch offices. The
existing branches were connected to the main office via Frame Relay T1 lines. Each branch used a
stand-alone phone system that was not integrated into the main PBX. The existing Avaya PBX
could not handle the expansion plans without a complete replacement. DCCU had a Zeacom Call
Center application with voice mail that integrated into their Avaya PBX and the solution had to
include the integration into the new phone system. The new phone system also had to integrate all
branches into one system.
Solution: Working with Cisco and nTelos, Dimension Data designed a solution to upgrade the
1.5MB T1 frame relay network to 10MB Metro Ethernet Network (MAN) using Cisco 3550 layer 3
stitches at each branch and the new datacenter. Normally routers would be used at the branches, but
Dimension Data engineered a solution using 802.1q trunking and VLAN s to handle the voice
routing. Dimension Data worked with Cisco and Zeacom to meet the challenge of integrating the
Call Center software into the new Cisco IPT system. Once the MAN was in place at the new
datacenter and the main office, the Cisco IPT system was brought on line in tandem with the Avaya
PBX for a testing and training period. After the testing phase was complete, the cutover was
scheduled over a holiday weekend. During the cutover, the Cisco Call Managers were moved to the
new datacenter and brought online.
Benefit: Working closely with the teams at DCCU, Cisco, nTelos, and Zeacom, Dimension Data
was able to design a solution that addressed the primary objectives of the credit union: 1) a cost
effective phone system that integrated with the existing Zeacom Call Center application, 2) upgrade
the costly and antiquated T1 Frame Relay network to a less expensive and considerably faster
10MB Ethernet MAN, and 3) schedule a testing/training phase with both systems running in tandem
to allow the bank time to learn the new system prior to the live cutover. In addition, by eliminating
the branch routers, Dimension Data was able to save the credit union almost $100,000.
E. Murray Hammond Project Portfolio DuPont Community Credit Union Cisco IPT Project
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