Sales Engineer

JOHN M. WHALEN

*********@*****.*** 928-***-****

SALES ENGINEER

Sales Engineer with extensive experience in sales engineering,

infrastructure engineering, proposal management, outside plant

construction, network engineering, convergence technologies, access

solutions, central office infrastructure design, gateway architectures,

account management and business development for the global

telecommunications industry. Recognized for excellence in solutions sales

proposals, applications design and supporting processes as required to

sustain and strengthen existing customer relationships and support new

business planning and development objectives. Proven ability to quickly

build rapport, establish trust, train and motivate people amongst all

levels to achieve their maximum potential while attaining corporate

objectives.

CORE COMPETENCIES

Teams Development and FTTx Applications and RFI/RFP Proposals and

Leadership Solutions Management

Project Management Broadband Access DC Power Systems Design

Business Communications and Technologies Metro Ethernet Topologies

Negotiation Last Mile Solutions Optical Backbone Network

Customer Presentations Fiber and Coax Service Design

Trade Shows and Mobile Solutions Sales New Business Opportunities

Exhibits Component Engineering and and Strategic Pricing

VAR Partnership Development Quality

LAN/WAN Solutions and

Implementation

EXPERIENCE

Suddenlink Communications, Flagstaff, Arizona 2011-Present

Regional Sales Engineer (States of Arizona and California)

. Assist sales efforts via technical support for Account Teams for the

proposal of High Capacity Ethernet Networks, Internet, Video and Voice

services as delivered via coax cable and/or fiber.

. Through coaching and technical sales, support driving sale closure

while shortening the sales cycle and ensure sales goals and objectives

are achieved.

. Play the key technical role in the preparation of RFQ/RFP responses by

designing and positioning of cost effective solutions for L2 LAN/VLAN,

internet bandwidth, PRI and WiFi solutions utilizing SIP,MPLS, EVPL

and 802.1X standards and protocols as required.

. Participate and drive the creation and delivery of high level face-to-

face sales presentations.

. Respond to request for bids and proposals by providing fully

documented technical solutions that clearly outlines all technical

components of the solution while meeting the time requirements of all

such requests.

. Contribute, support and collaborate with Corporate Engineering,

Outside Plant Construction, Technical Operations, Network Engineering,

Product Management and Marketing functions within the company to

support Pre-Sales efforts of the Sales Engineering and Account teams.

Huawei Technologies, Richardson, Texas 2008-2010

Senior Technical Solutions/Sales Engineering Manager (Optical and Metro

Access)

. Achieved departmental annual sales target of $100 Million by

supporting sales efforts through customer presentations, trade shows

and pre-sale customer support and client relations

. Achieved $10 Million in personal network equipment sales in both 2009

and 2010.

. Positioned Huawei's Optical, Metro Ethernet, Broadband Access and

Transport products via the product fit and competitive bid process to

sustain market share and penetration objectives as established by VP-

Solutions Sales for MSOs, ILEC and CLEC markets.

. Prepared RFI/RFP documents including PxP technical responses for

optical, carrier ethernet and metro access equipment in support of

RFI/RFPs as tendered by enterprise service providers and wireless back-

haul carriers.

. Achieved successful account penetration and wins including Level-3

Communications, Bechtel, AboveNet and Global Crossing.

JOHN M. WHALEN, PAGE TWO

Magnetek Inc., Richardson, TX 2006-2007

Sales Engineer

. Prepared sound, competitively priced DC power distribution systems for

applications based on custom specifications based on customer

requirements.

. Exceeded sales objectives for fiscal year 2006/2007 by effectively

supporting outside sales efforts through customer presentations and

customer technical support to achieve annual sales target of $22.4

Million.

. Developed and supported the introduction of new product models for

custom power boards, outdoor enclosure and mobile power applications

including environmental, DC and AC distribution, generator, battery

reserves, installation and security considerations.

. Prepared accurate and timely customer quotations. Exceeded overall 98%

Customer Satisfaction.

(Note: The company operation was closed in Dallas and relocated to

Wisconsin. Relocation was not offered.)

Netrake Corp., Plano, TX 2006

Technical Support/Project Engineer

. Developed and managed project plans relating to the staging and

deployment of Alcatel's UMA /UNC WiFi solution and Security Gateway in

T-Mobile's network.

. Developed end-to-end tracking plans for Customer Support projects

including schedules, milestones and resources relating to the

deployment of Security Gateways (SGWs) and Session Border Control

(SBCs) IPsec/SIP based protocol product lines. Ensured

hardware/software delivery schedules were met utilizing standard

Project Management tools including Microsoft Project and critical path

methods.

(Note: Company lost venture capital and closed for business in 2006)

VarTec Telecom, Carrollton, TX 2002-2004

Central Office Equipment Engineer (Switching)

. Provisioned central office switching equipment (Nortel DMS/Alcatel

600E) to meet network growth based on network planning projections and

network utilization.

. Prepared installation packages detailing engineering considerations,

material estimates and installation guidelines as required for the

deployment of new switching and supporting OEM equipment

(Note: Company went out of business due to economic downturn in the

telecom industry in 2004)

NORTEL NETWORKS, Richardson, TX 1993-

2001

Manager, Carrier Sales Engineering/Customer Engineering-International

. Exceeded $250 Million annual divisional sales objectives to accounts

that included Global One, Verizon International, Viatel and IDT by

preparing pricing proposals (RFIs and RFPs), technical responses for

international account teams working international markets in Europe,

Japan and South America.

. Developed pricing and strategies for the effective positioning of

Nortel switching (DMS-500 and DMS-300/250), wireless, transport, Call

Server (VoIP) and optical products (SONET and DWDM).

. Consistently delivered business-winning presentations at both the

Director and CTO level.

. Recipient of Director's Award of Merit and Circle of Excellence for

providing sales support to Multi-national Sales Teams for switching,

DC power systems, transport, optical, LAN/WAN and Media Gateway

systems.

Senior Customer Engineer (Miami Lakes, Florida)

Responsible for the provisioning of Nortel's digital switching

products for the Caribbean and Latin American markets based on

customer requirements.

. Prepared RFQs for the sale and deployment of switching products for

accounts like TOJ (Jamaica), TSTT (Trinidad), Cable & Wireless

(Grenada) and BaTelCo (Bahamas).

EDUCATION

Electronic Engineering Technology (Honors), DeVry Institute of Technology,

Toronto, Ontario, Canada

CCNA Certification-Currently in progress. Completion date is April, 2014.

LANGUAGES

English Conversational French Conversational Spanish

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