Sales Manager

LAWRENCE DICKERSON

**** ******* ***** **** ********, PA 19403

************@*****.*** 215-***-**** (C)

Objective

Obtain a position in a strategic sales or sales management role leveraging my technical sales experience to develop and expand customer sales.

Professional Summary

Award winning sales professional. Honor Circle/Presidents Club 2002, 2003, 2009,2010, 2013, 2014.

Consistent top 1/3 performer in stack rankings.

Innovative sales professional with 16+ years of progressive experience within the IT sector targeting MSO and Enterprise accounts.

Excellent experience with active & passive fiber solutions, Data Center, LAN/WAN solutions & services.

Excellent experience delivering SaaS and Hybrid cloud solutions.

Professional Experience

OSP 5/15 to 11/17

Director of Sales

Developed annual sales plan in support of organization strategy and objectives for our active/passive optical products – fiber based WAN solutions and high-speed Internet services.

Implement core sales infrastructure, which includes CRM and other tools to track clients, opportunity and activity.

Create expectations of activities and performance for sales team to reach company goals.

Develop compelling business value propositions promoting 1GB to TB speeds over fiber.

Train sales team on prospecting, business proposition, discovery and technology.

CA Technologies 8/12 to 5/15

Territory Account Manager

Hunting new prospects and develop compelling business value propositions for enterprise SaaS solutions.

Win, maintain, train and expand relationships with new channel partners.

Consistently surpassed sales quota attaining an average of 115% to goal annually.

Honor Circle 2013 & 2014.

Ciena (formerly Nortel Networks MEN Division) 8/04 to 5/12

Account Director

Manage Comcast account.

Territory included Comcast Northeastern Division and national responsibility for Comcast Commercial Services.

Specialized in Optical Transport, Ethernet Switching and Wireless Backhaul.

Spearheaded first ever business into Comcast Northern Division.

Spearheaded first ever business into Comcast Commercial Services.

Successfully managed complex projects, from opportunity to production, independently generating over 25 million in net new revenue annually.

Consistently surpassed sales quota attaining an average of 155% to goal annually.

Honor Circle 2009 & 2010

Focal Communications 3/00 to 8/04

Enterprise Account Manager

Responsible for the direct sales to fortune 1000 enterprise level accounts promoting voice and data solutions.

Specialized in WAN, Voice & Disaster Recovery solutions.

Consistently surpassed sales quota averaging 150% to goal annually.

Honor circle 2002 & 2003.

Teligent Communications 1/98 to 3/00

Account Manager

Hunting new prospects and developing compelling business value propositions.

Responsible for the direct sales of SMB level accounts promoting voice and data solutions.

Consistently surpassed sales quota averaging 110% to goal annually.

Education

University of Delaware

Newark, DE

Bachelor of Science in Business Administration

Concentration: Marketing

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