Sales Manager

Diane M. Seymour

********@**.**.***

S** W***** Haven Drive, Muskego, WI 53150

414-***-**** (Cell)

Senior level, dynamic and results-driven professional with a robust portfolio of business and

management experience. Excellent mentor and coach, combining business acumen with strong

leadership ability.

• Business Acumen:

Extensive background in technology in both the customer and vendor

environments.

Sales and Channel Management experience in both the partner and manufacturer

environment.

Built and managed the new Managed Services Business arm for Norstan

Communications, oversaw a team of 40+ billable resources, and an annual

revenue stream of $15M.

Strong knowledge of the application of technology solutions relating to business

strategies.

• Project Management:

Managed a technology upgrade of 700+ desktop devices at Brady Corporation.

Designed and executed a strategic plan for new services offers to Avaya Business

Partners and exceeded annual sales goals for 5 consecutive years.

Key strengths and competencies:

• Excellent written and verbal skills, ability to translate technical solutions into business

advantages.

• Innovative, entrepreneurial spirit who enjoys contributing to the growth of a business.

• Tenacious in forging strong relationships with internal and external customers and

resources.

• Exceptional talent for business planning and building on business initiatives to meet

strategic goals.

• Comprehensive knowledge of planning, execution and management of business plans.

• Knowledge of Call Center and Collaboration technologies.

Professional Experience

SKC Communications

SKC is a $120M voice, video and A/V company, with 240 employees and a customer base

ranging from small to enterprise. Headquartered in Kansas City with regional headquarters in

Milwaukee, Atlanta and Dallas.

Business Development (June, 2011 to Novemer, 2013)

• Major Account Management of Technology customers, both globally and domestically, with

a focus on Voice, Video, Managed Services and A/V.

• Responsible for growth of voice business in the Great Lakes territory, both direct and

through a team of A/V and video resources.

• Managed partner relationships.

• Instrumental in the start, development of and strategic direction of the Milwaukee Office

branch.

CC&N, Inc.

CC&N is a voice and data technology organization, with primary focus on Avaya/Nortel, Data, and

infrastructure service and equipment. Customers range from small local companies to global

organizations.

Business Development Executive (2008 to May, 2011)

• Managed large account relationships, and grew the overall revenue stream in the existing

account base, and with new customers.

• Successfully drove new Avaya and Nortel business, leveraging CC&N’s service capabilities.

• Served as the key point of contact for global healthcare manufacturing organization in

transitioning to all new Avaya equipment under a new lease, with a total value of $2M.

• Participated as part of the Business Strategy Team to define and implement 3 year overall

business strategy for CC&N.

Avaya, Inc.

Avaya is a leading global technology company, providing solutions directly and through its channel

partners to enterprises around the world.

Services Development Channel Manager (2007 to 2008)

• Managed channel relationships with business partners in support of targeted

service revenue objectives. Territories included the Central and West regions of Avaya.

• Worked directly with Business Partners to develop and execute service strategy to align with

the long term strategy, creating a mutually beneficial revenue stream for both

organizations.

• Represented the company to the business partner and the business partner to the company.

• Responsible for all sales-oriented activities, including marketing, sales promotions, training

and other reseller-related support.

• Consistently developed strong, sustainable relationships with Avaya’s top business

Partners.

Avaya, Inc.

Business Development Manager for Channels (2005 - 2007)

• Provided Business Development in the North American Region, per area assigned, for

Avaya Global Managed Services, IP Support Services, IP Converged Services, Managed

Applications and Avaya On-Demand.

• Worked with Avaya business partners, distributors and direct sales organization to develop

and execute strategy for success of all supported services in support of revenue targets.

• Built and drove funnel activity, managing funnel to closed contracts and realizing billable

revenue across multiple sales channels.

• Directly accountable for revenue performance/results in assigned territory and channels.

• Achieved established targets for IP Support Services and Software Release Management

funnel development and growth.

Norstan Communications Inc. Minnetonka, MN

Senior Director – Channel Services (2002-2005)

Norstan, as a subsidiary of Black Box, resells and installs corporate telecommunications systems

for applications such as call center communications and network messaging and conferencing. It

also provides network design, monitoring, and diagnostics.

• Responsible for driving profitable services revenue through partnerships with external

organizations and Channel Partners.

• Identified, evaluated and “onboarded” new potential Channel Partners.

• Provided a single point of contact for ongoing relationships with AT&T, Avaya, and MCI, as well

as other, smaller organizations.

• Coordinated the addition of new services to Partners’ portfolio.

• Assisted Channel Partners in pre-sales and proposal activities

Norstan Communications Inc. Minnetonka, MN (1995 to 2002)

Manager/Director – Managed Communications Services (MCS)

• Hired specifically to start an outsourcing business unit within Wisconsin, which expanded

to encompass the U. S. and Canada.

• Created and executed a business plan to begin an Outsourcing strategy, managing the

operational and P&L resources.

• Grew the business to include 2 Managers with a staff of 50 individuals through the

U. S. and Canada, who provide telecommunications services to end customers on an

“outsourced” basis.

• Managed the strategic direction, revenue growth, departmental operations and measurements

within the MCS, or outsourcing group.

• Participated in and led sales activities related to MCS, including contract and pricing

negotiations.

• Designed Statement (s) of Work, detailing Norstan and customer responsibilities,

expectations, SLA’s, etc. and monitored performance against contract.

W. H. Brady Co., Milwaukee WI

Brady is a global manufacturing company headquartered in Milwaukee. They provide high-

performance identification products for printed circuit boards, and precision die-cut components

for mobile telecommunications devices and hard disk drives to the Maintenance, Repair and

Operations (MRO) market and the Original Equipment Manufacturing (OEM) market.

Telecommunications and PC Help Desk Manager (1990 - 1995)

• Managed all aspects of support for a multi-location telecommunications environment and

Telecommunication and PC Help Desk.

• Managed and provided administration of all voice telecommunications systems and

peripherals, including voice and data cabling infrastructure.

• Responsible for establishing and maintaining budgets and forecasts, and evaluated

technologies and recommend solutions for short term and long range planning.

• Worked with the user community to define needs, select and implement technologies, and to

provide ongoing application support.

• Increased internal customer satisfaction with regard to the Help Desk.

• Completed a project to refresh 700 pcs within budget and timeframes.

• Created and successfully managed the telecommunications infrastructure to support the

Company’s growth.

• Led departmental improvement initiative in process improvement, using Kaizen.

Office Services Supervisor (1985-1990)

• Responsible for switchboard and mailroom personnel, including hiring, training and

supervision.

• Managed telecommunications systems for multi-location environment.

Marketing Assistant (1980-1990)

• Supported marketing efforts for Xymox division

• Provided clerical assistance and support to Marketing Manager

• Working with ad agencies on marketing campaigns

• Provided inside support to sales team.

Training/Certifications

• Channel Management Training – ChannelCorp

• Miller Heiman Sales Training - Strategic Selling and Large Account Management

• Design Focus Training - Problem Solving and Decision Making

• Leadership Experience and Development Program (LEAD), Carlson School of Management,

one year program, 2003

• APSS – Avaya Unified Communications Certification, 2010

• APSS – Avaya SME Communications Certification, 2010

• Avaya University Classes: Quick SIP, Selling IP Office, Session Manager, System Manager,

Avaya Aura Sales, 2010 - 2011

• Trapeze Networks Sales Certification

• Nortel CS1000 Rel. 6.0 for Sales Engineers

• Project Management, Norstan Educational Services

• Rolm 9751 PBX System Administration, Norstan Educational Services, 1990

• Rolm Phonemail System Administration, Norstan Educational Services, 1990

• Rolm 8000 PBX System Administration, Norstan Educational Services, 1985

References

• Dan Topp, Regional Director of Sales SKC, 414-***-****

• Lionel Guzman, Telecom/Network Manager at Assisted Living Concepts, 262-***-****

• Rosemary Treacy, PMP, 262-***-****

Additional references upon request.

Contact this candidate