Sales Manager

THOMAS H. MURRAY

*** ****** ******** *********, **, 21037

Residence: 410-***-**** Fax: 415-***-**** Email: abqdch@r.postjobfree.com

DIRECTOR OF SALES / EXECUTIVE MANAGER

Sales, Technical, and Operations for Federal and Commercial Clients

EXECUTIVE PROFILE

Progressive management career providing P&L and operating leadership for multi site sales operations generating millions in sales annually;

Delivered strong and sustainable market and profit contributions through staff motivation and training, effective growth management, and

results oriented work ethic.

Operating and General Management Strengths

Multi-Site Sales and Technical Office Management Contract Negotiations

Field Sales and Technical Training Expense Measurement / Control

Sales and Technical Certification Management Team Recruitment / Retention

Compensation Package Design / Implementation Project Management

PROFESSIONAL EXPERIENCE

WAYPOINT NETWORKS Edgewater, MD 01/2003 to Present

(Professional services company specializing in SMB (Small Medium Business)

BUSINESS/PROJECT MANAGER

Develop, deploy, and support small business networks. Specialize in offering technical services that enable small businesses while

also saving deployment and operational costs. Responsible for developing opportunity, designing custom solutions, educating

clients, installation and configuration, support and follow-up client training. Responsible for managing each project to fit the client

business requirements to complete all projects based on the approved scope of work.

Developed new business using cold call and campaign strategies and referral client base specifically targeted towards

Anne Arundel County Small to Medium Business.

Developed and integrated Voice Over IP (VOIP) solutions designed specifically for the SMB market. The solutions are

designed to take advantage of existing PBX and Digital Key Systems, providing an average of 40 to 60 percent annual

telephony savings.

Developed and deployed turn-key network solutions with a strong emphasis on security, disaster recovery, and remote

access.

Managed all projects from concept to completion on-time and within budget.

STRATEGIC PARTNERS

Cisco, Linksys, Microsoft, Dell, Symantec, APC, SMC, Fortress, Comcast, Vonage, ATT

MANAGED SOLUTIONS PLANNING XPERTS, INC Arlington, VA 01/2002 to 01/2003

(Start-up provider of integrated information technology solutions to the Federal and Commercial markets)

DIRECTOR OF SALES

Total sales management accountability with over $16 million in annual revenues and eleven employees. Direct day-to-day sales

operations and marketing activities for 7 field offices in the eastern U.S. and 1 international location covering the European Union;

report directly to the President.

Responsibilities include sales and market planning, vendor business plans, sales training, and customer service. Maintained C

Level relationships in key accounts.

Opened 5 new domestic field offices in 9 months.

Developed an entire sales team from zero.

Developed and deployed best practice policies and procedures.

Leveraged technology in the field standardized on wireless networking, VOIP, VTC, and web collaboration.

STRATEGIC PARTNERS

Enterasys, Compaq, HP, Polycom, Siemens, Symantec, Sprint, Lucent

AVNET INC Columbia, MD 7/2001 to 10/2001

($1.4 billion provider of integrated hardware, software and services for the Fortune 1000 market)

BRANCH MANAGER

Kent Datacomm merged with Avnet, Inc. in July 2001 forming a $1 billion plus division of a $12 billion dollar global company

encompassing all aspects of consulting services, hardware, hardware maintenance, technical services, bandwidth services, and

media distribution services (cabling). Responsible for Operations, Sales Management, hiring engineers (CCIE, CCNP), Account

Execs, Support, manage P&L, increase channel relationships, and increase services. Reported directly to the Regional VP of

Sales.

Consolidated multiple offices for the merger

Increased services by over 400 percent

Developed cost saving field office business model

Broad working knowledge of IP, VOIP, storage, wireless, intel

STRATEGIC PARTNERS

Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent

KENT DATACOMM Columbia, MD 10/2000 to 7/2001

($800 million provider of integrated hardware, software and services for the Fortune 1000 market)

BRANCH MANAGER

Responsible for all daily business operations directly associated with the Mid-Atlantic Territory for one of the nations largest end-to-

end solutions and services providers. Duties include managing the P&L utilizing strategies and proven methods developed in TPG

(True Profit Group), Sales Management, Operations, Recruitment, Emerging Market/Technology Deployment, and Channel Partner

relationship management.

Focused on strategic activities, business planning, and synergistic selling to improve sales performance and account

penetration

Increased branch sales over 300 percent from previous year in a slowing economy

Developed and deployed a Regional Services / Consulting Group

Negotiated local technical staffing requirements; contract based

STRATEGIC PARTNERS

Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent

KENT DATACOMM Schaumburg, IL 6/1998 to 10/2000

MAJOR ACCOUNT EXECUTIVE

Responsible for developing and targeting large ISP/ASP companies located in the Chicago area. Go to market plan incorporated

high-level partnerships with Cisco, Lucent, and ATT. Major/Global Acct Exec. Managed the nations largest airline on a global Open

Systems deployment. Role included developing high-level client relationships, developing and deploying a service strategy,

hardware, maintenance, tech services, consulting services, cabling.

Global Account manager; Big Five, Financial, Airlines

Responsible for $1.85 million in annual Gross Margin

Recruited, trained and motivated sales, administrative and technical personnel

Defined budgets, sales targets and developed/executed sales plans

STRATEGIC PARTNERS

Cisco, 3Com, Enterasys, Compaq, HP, Dell, ATT, Sprint, Lucent

Promoted to Baltimore Branch Manager-Corporate Relocation to Maryland.

CABLETRON SYSTEMS (ENTERASYS NETWORKS) Rochester, NH 2/1997 to 6/1998

ACCOUNT ASSOCIATE

Developed the financial sector in the Chicago Loop as part of a target task force. Team responsibilities included account penetration

deploying an end-to-end Cabletron solution, developing and maintaining C-level contacts, quoting and supporting the field.

Averaged 125% of quota each consecutive quarter.

Technical Experience

Specializing in:

Microsoft Windows XP Pro Service Pack 1 and 2; 2000 Pro Service Pack 4

Microsoft Server 2003 Enterprise; Small Business Server 2003

Microsoft Server 2000 Enterprise; Small Business Server 2000

Exchange Server 2003; 2000

SQL Server 2000; ISA 2000; IIS 5.0, 6.0

Terminal Server/ Remote Desktop/ Remote Web Workplace

Server 2000/2003 Active Directory

Microsoft DNS/DHCP/VPN

Microsoft Routing and Remote Access

Microsoft/ Veritas Backup

Microsoft Office Suite 2000 and 2003, Outlook 2000, 2002, 2003, Outlook Web Access

Symantec Antivirus Enterprise, Corporate, Small Business

Symantec Web Security

Symantec Client Security

Websense Client Filtering

VOIP Voice Over IP Service Providers Vonage, ATT CallVantage

Samsung iDCS 100 500 Digital PBX, OfficeServ

Dell Servers, Desktops, Laptops, Storage Solutions, Backup Solutions

Cisco/ Linksys Routers, VPN, Wireless, DMZ, WebServ

AFFILIATIONS

TPG (True Profit Group) 10/2000 to Present

References

Available upon request.

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