John W. Pappas

Scottsdale, AZ *****

480-***-****

ac2vw2@r.postjobfree.com

http://www.linkedin.com/in/johnpappas/

SENIOR GLOBAL SALES AND MANAGEMENT EXECUTIVE

SaaS,Technology, Wireless, Mobile, and Telecomm Sector Innovative and extremely focused global sales and management executive with over 20 years of experience driving profitable expansion in high-growth technology organizations, including Ericsson, Verizon Mobility and AT&T Mobility Solutions.

Adept at the creation and continued development of diverse distribution sales channels for SaaS solutions. Proven record of forging new customer relationships, advancing new business opportunities, and negotiating profitable contracts. Skilled at leading direct sales teams, indirect representative organizations, and international distributors. Innate ability to motivate and empower cross-functional groups to accomplish objectives and solve complex problems. Extensive practice management and cyber security success. Successful record of accomplishment in driving revenue growth from $150 million to $900 million in four years during tenure with a major wireless carrier.

Core Competencies

Leadership & Development / Exceeding Sales Quotas / Global Team Management / Cyber Security Selling Total Solutions / Strategic Sales Direction / New Business Development and Implementation Global Sales Expansion / Contract Negotiations / SaaS Solutions and Services / Delivering P&L Results Customer and Business Partner Relationships / ROI Proposition-Driven Sales Methodologies Key Achievements

Grew revenue by 50% and profitability by 25% in a 12-month period, reorganizing and aligning team to specific verticals for solution selling. (AT&T)

Increased revenue results by 500% and increased gross margins by 150% over four years, creating multi- channel strategic business plan focused on the Fortune 200 segment. (Ericsson) Secured three-year $500M contractual agreement, leading the sales and business development organizations to focus on identification of specific client requirements, including vertical segments and solutions/applications for the respective verticals. These solutions included Managed Security Services, SDN Security (Northbound and Southbound), and Cyber Security. (Ericsson)

Career History

CONDUIT GLOBAL

VICE PRESIDENT OF SALES 2017-

I have responsibility for creating the revenue generating engine for a new endeavor within the company. This endeavor is focused on providing technology solutions into the market place. These technology solutions include both professional and managed services solutions focused on ambitious problem solving within the telecom, utilities, government, financial, and health care segments. In addition, I lead a 150 person contact center with a budget of $175M.

INFERENCE SOLUTIONS

Executive Vice President 2014- 2016

My role is to develop and increase the organization across the Americas. My focus is to provide comprehensive Voice Automation solutions derived from a SaaS model to end users focused on a customer automation solution set. Our go to market plan was through U.S. Tier 1 operators, TMobile, AT&T, etc. Lead the Americas sales team, profitability and budget with a 400% increase in results within an eight-month period of time.

• Secured strategic contract with one of the largest US operators that resulted in an immediate $25M increase in revenue. Incorporated within the solution was a comprehensive cyber security capacity.

• Created comprehensive channel sales program resulting in multiple three-year reseller relationships.

• Developed and created comprehensive go to market plan for the Americas sales organization. This resulted in a 400% increase in results over the prior period. ERICSSON INC. 2006-2014

Vice President of E2E Solutions

Identify and close new services, lead engagements with operators in the areas of fixed and wireless telecommunications and end user solutions. Managed sales team, profitability and budget with $700M in sales revenue to meet CU sales objectives and strategic plans. Evaluate high-level improvements to optimize customer's current technology needs and enhance business processes offering solutions and services that integrate both Ericsson and non-Ericsson products to best meet customer's needs. Lead the team responsible for delivering all elements of radio access including microwave backhaul into operators within the U.S.

• Secured strategic alliance with influential third-party software provider to deliver the As a Service application, obtaining contractual agreement with largest customer resulting in a three-year multi-million dollar commitment. This solution incorporated a multi-year software licensing agreement with a total contract value of $200M.

• Produced $150M from PaaS (Platform as a Service) solution sells with a gross profit margin of 40% and a three-year contract. This comprehensive agreement includes both OSS and BSS solutions for this customer.

• Lead 750 person contact center with a $450M budget. INTEGRATED MOBILE INC. 2006

Regional Sales Director, Western United States

Recruited to lead enterprise sales organization with revenues of $75M and 10 reports. s Grew Western region revenue by 75% in 12 months, restructuring sales organization to focus on specific segments of the territory for selling customized wireless applications. s Led company in new revenue generated, ranked first in annual sales results of $131M. NAVICOM CORPORATION 2004 – 2005

Executive Vice President of Business Development

Managed $75M P&L, 6 direct reports and oversaw strategic negotiations. Developed sales strategy and created revenue generating strategic partnerships.

s Secured contractual agreements equating to $20M in new revenue after establishing and implementing comprehensive contractual book of business with clients, including General Motors, TelCel, and John Deere.

s Generated $2.5M in gross profit, establishing and implementing business relationship with key wireless carrier, TelCel, providing access to wireless data network exclusively in United States and offering a 35% cost advantage over nearest competitor.

VERIZON WIRELESS 2003 – 2004

Regional Director of Sales

Recruited to fully re-design the enterprise sales organization for Verizon Wireless across US, including resource deployment and go-to-market strategies. Instituted and trained on comprehensive solution selling approach. Led staff of 155 with division revenues of $300M.

s Reduced hardware discounting by $1.2M within three-month period, implementing monthly analysis and reviewing all sales directors and managers for hardware discounting, following the establishment of specific MBO’s and the implementation of an approval process. s Generated $35M in new revenue, focusing the enterprise organization on application/solution selling and selecting winnable opportunities.

s Restructured entire enterprise sales organization focusing on SMB (size of business) and Fortune 2000 corporations, initiative grew revenues by 12%.

s Provided specific vertical training on banking, finance, manufacturing and GEM, allowing Verizon team to solve diverse industry challenges with applicable wireless applications. ENFORA 2002 – 2003

Senior Vice President of Worldwide Sales & Marketing Hired to lead global sales and marketing division in USA, Europe and South America and oversee 10 direct reports. Managed $50M budget, Fortune 2000, telecommunications operators, and OEM customers. s Won OEM contract and executed $2M agreement with key client, identifying client requirements for device functionality and working with engineering team to incorporate requirements. s Reduced on-hand inventory by $7M over 12-month period, and improved capability to fill orders in 30 days versus 60 days, instituting formal strategic forecasting and production planning process. s Executed agreement with Deutsch Telecom, growing new revenue $5M from first European source. AT&T 2002

Sales Vice President, Mobility Solutions (1998-2002) Progresively promoted to lead and direct the wireless data sales organization of 185 employees, including 12 direct reports covering the United States and Europe. Instrumental in leading Mobility Solutions to explosive revenue growth during four-year tenure.

s Turned around underperforming sales organization and grew annual revenue from $150M to $900M over four-year period. Gross margins increased from 12% to 30% over same period that resulted in the organization’s contribution of $8M in profit to the company. s Lead a 300 person contact center with a budget of $240M. s Increase of product sales from $4M to over $75M in three-year period, creating and implementing a new indirect channel sales business.

s Produced 25% increase in channel activations over 12-month period and negotiated agreements with 50 productive channel partners over 18-month period, creating and developing strategic sales plan. Earlier Career at AT&T: Region Sales Director; Branch Manager, AT&T BMGS; Area Manager, AT&T GIS; Data Branch Manager, Computer Systems; Staff Manager, Information Systems; Account Executive, Information Systems

Education

Bachelor of Science, Business Administration & Economics, Westminister College, Salt Lake City, UT Professional Development

Executive Leadership Program, Darden School of Business, University of Virginia Managerial, Sales & Technical Training, Cambridge University

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