Skills

Site Selection- Individually Delivered ***+ new colocation deployments over the past 4 years.

Strategic Negotiator- Contract Negotiations; successfully negotiated favorable business terms for Amazon (Amazon paper) for data centers, IP/bandwidth, dark fiber, mechanical/electrical infrastructure and real estate leasing. Financial Negotiating; Maintained a minimum of 15% average savings per year. Contracts ranged from 100kw deployments to 30MW deployments.

Problem Solving –

a.Designed a new Internet delivery and hardware solution for an internal customer that was experiencing global service impacting issues with current design allowing them to deploy and launch successfully.

b.Put a program in place to address Amazon’s global out of band internet issues and drove to resolution.

c.Developed a site selection program still used today that is repeatable, documentable, and sustainable, removing emotion from the decision-making process.

Speed to Market – Consistently delivered completed projects 2x faster than standard delivery.

Vendor Management – Managed many data center, dark fiber and Internet vendors for projects globally. Each delivered site carried long term ownership and included space and power expansions, increased bandwidth commits, large cross connect adds, new fiber runs, renewals, SLA issues and invoicing. Participated in numerous QBRs yearly.

Leadership – Engaged in mentoring activities for new hires, always willing to take time to help others.

Teamwork – Collaborated with team members to streamline customer deployments for global edge services in order to meet company’s goal on projects delivered. Participated in extensive white board meetings to cover new designs to bring all services together in order to deploy simultaneously with other projects.

Project Management – Owned each project end to end. Performed site acceptance after completion of sites, made sure vendors adhere to timelines.

Professional Overview

Amazon, Seattle April 2012 – December 2016

Global Infrastructure Business Development

Site selection and negotiations for Amazon data centers worldwide. Negotiated key contracts from a business and technical perspective.

Worked closely with Engineering, Operations, Security, Finance, Legal, Project Managers and Risk Management on each project.

Met with internal customers weekly to understand their requirements, helped design solutions and made recommendations before awarding site selection.

Manage co-location vendor relationships, co-location contract renewals, and sourcing and acquisition of new co-location capacity for PoPs and edge deployments.

Conducted business reviews to the senior management team regarding contracting progress, status, and actions to close.

Developed long-term strategic partnerships in support of key markets.

Handle ad-hoc incoming inquiries and qualify them as potential vendors or partners.

Amazon Highlights

Responsible for building out Amazon’s global Edge Infrastructure which included Amazon Instant Video and AWS Backbone.

Responsible for choosing Direct Connect locations and working with vendors to ensure they had all the appropriate internet providers to support the ideal “go to market strategy”.

Globally recognized for taking a new region during mid build towards initial launch to 3x launch capacity to support increased forecast and large customer win and still delivered ahead of the deadline to maintain advertised launch date.

Negotiated sub $100/kw for colocation in an Amazon infrastructure dense market, saving Amazon over 30% compared to current contracted pricing in the region. This deployment impacted all future contracting in market resulting in a savings of over 1 Billion in TCV.

Quality Technology Services (QTS Data Centers) January 2011 – April 2012

Senior Account Executive

•Responsible for the day to day sales activities with a goal toward establishing client loyalty, long term retention, accelerating near term revenue growth and facilitating two-way communication between QTS and the client.

•Worked with Sales, the Service Account Manager, the OSC and Sales Engineering to support the client from implementation through renewal through quarterly account reviews.

•Maintained a high level of knowledge about QualityTech services, including customer requirements, methods of delivery, implementation and support processes, and client contracts.

•Maintained a high level of knowledge about the clients operating environment, services and market trends.

•Knowledge of our services and procedures, understanding of the client’s needs, and customer service skills to resolve escalated incidents.

•Identified requests for out of scope work, refers to sales where required, tracks items requiring work orders to ensure that revenue is received for work performed.

QTS Highlight

First sales representative in company history to exceed quota every month beginning with the first month of employment. 126%+ quota attainment every month of employment.

XO Communications May 2004 – September 2010

Senior Account Executive

Responsible for driving sales of voice and data services that included: PRI, point to point, blended service, VOIP, 1gig and 10gig Waves and/or internet, colocation, MPLS and more.

Developed and secured strategic relationships with key decision makers to generate new business and future growth opportunities by positioning XO’s story/products & pricing.

Analyzed and monitored VC funding for tech companies, ISP’s, Software & Insurance companies in addition to companies in transition for expansion or relocation.

Identify and develop partners to accelerate sales (agents, data center partners, vendors etc.)

Collaborated closely with management, sales engineers, project coordinators, retention and repair teams nationally.

Highlights

President’s Club 2006 & 2009

Mark of Excellence- May 2010, June 2010

Education

University of North Dakota, Grand Forks, ND

Business Management and Computer Information Systems.

Student Athlete playing on scholarship for both baseball and football.

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