Sales Manager

Leonard J. Pearson

703-***-****(h)

**** **. ******* **., # ***

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

Reston VA 20190

703-***-****(m)

Summary of Experience

Process and results oriented Executive Sales Manager with a seventeen year

track record of proven success leading both inside and outside teams with a

demonstrated ability to exceed quota, find and motivate top performers and

maintain solid SG&A results.

Professional Highlights

PROACTIVE SCHOOL, INC.

2010-present

Reston VA

Proactive School is a leading provider of educational data management

services built on the School Interoperability Framework (SIF). ProActive

School's educational data management solution enable real-time integration

of existing applications, standardization of disparate data and propagation

of event-driven communications and notifications through a secure, easy to

use, web-based interface.

Vice President of Sales and Marketing

. Manage all aspects of the company's sales efforts, including

prospecting, qualification, solution generation and closing. My

efforts have resulted in significant revenue growth and market

recognition.

. Manage all aspects of the company's marketing efforts, including

collateral production, promotional pieces and tradeshow

participation. My efforts have gained the company recognition

within the public charter school community while generating

goodwill and sales leads.

. Develop and manage an agent sales network. My efforts have

resulted in 2 new agents joining ProActive School and increased

productivity with the existing agents.

NEMEA SECURITY SERVICES, LLC

2007-2010

Dulles VA

NEMEA developed innovative and intuitive governance, risk and compliance

software tools based on the way an enterprise and its staff actually works.

NEMEA's tools are intuitive, adaptable, and constantly upgraded to meet

current standards and regulatory requirements

Sales Director

. Responsible for all aspects of starting a successful sales

organization, including recruiting and hiring as well as

training and professional development.

. Researched, selected and implemented a sales management system

and wrote the sales handbook.

. Interviewed and selected a telemarketing partner resulting in a

40% increase in sales productivity.

STARTEC GLOBAL COMMUNICATIONS

2005-2007

Rockville MD

Startec provides innovative, affordable, convenient and easy-to-use

telephone, Internet and communications services. Startec has been the

leading provider of telephone services to ethnic businesses and consumers

in the United States. The company also works with international long-

distance carriers and Internet service providers transacting with the

world's emerging economies. Startec offers high levels of satisfaction to

every customer by understanding their needs and cultures, providing

exceptional value and delivering reliable communication services.

Vice President, Commercial and Channel Sales

. Responsible for migrating an acquired customer base. Migration

occurred with a 98% customer retention rate.

. Developed and maintained a wholesale distribution team

resulting in a 100% increase in sales revenue

. Established call center metrics to support out bound selling and

Internet advertising resulting in a 25% increase in sales

revenue.

VCAMPUS, CORP.

2004-2004

Reston VA

VCampus is a completely outsourced, remotely hosted and totally scalable

distance education and training delivery solution. VCampus services enable

clients to easily manage the enrollment, registration, tracking, testing,

grading, administration and certification of distance learners.

Vice President, Business Development

. Responsible for the company's outsourcing initiative, channels

partners program, base retention and tactical sales, and third

party content. During my tenure sales increased by 25%.

. Developed a direct sales program, implemented an agents program,

established business controls over the contract process and

increased base retention and billing In support of these

efforts. Efforts resulted in a 10% increase in billed revenue.

CAVALIER TELEPHONE, LLC.

2002-2003

Richmond VA

Cavalier is a full service provider of reliable and efficient

telecommunications solutions for residential and business customers.

Cavalier also offers capable network and data solutions for carriers,

enterprise and government customers through its Intellifiber Networks

division.

Director of Sales, Northern Virginia

. Responsible for the sales of Cavalier's commercial products in

the Northern Virginia, Baltimore and Washington DC market areas.

Increased sales 35% during my tenure.

. Direct reports included sales (strategic and tactical), sales

management, operations and engineering, order entry, customer

advocates, inside sales and project coordinators- 70 employees

in total across 3 offices.

. Introduced a recruitment and employee retention program that

reduced headcount churn by 25%.

WINSTAR COMMUNICATIONS

1998-2002

Fairfax VA

Winstar Communications was a telecommunications company that provided

broadband services to business customers. Winstar owned and operated a

broadband network in 60 major markets in the United States, including each

of the top 30 U.S. markets and ten markets internationally in Europe, Asia

and Latin America

Eastern Regional Vice President, WAN Solutions/Alternate Channels

. Recruited to develop a data products sales organization and

marketing plan for the eastern United States. Process was

begun in July, and completed by year-end, under budget and at

110% of quota.

. Additional responsibilities included the development of a market

plan and the production of collateral materials and the

development of a data specific training program. Other duties

included staffing, new territory development, sales and

retention and product marketing and development.

. Staff included sales people (all working virtually), 3 area

sales directors, sales engineers and administration, total of

23.

FRONTIER COMMUNICATIONS

1996-1998

Arlington VA

Frontier Communications was a provider of local and long distance telephone

services in major metropolitan areas. Frontier Communications addressed

the needs of the small to midsized business customer.

Area Director

. Rebuilt an existing sales area to represent and achieve success

in the company's new "up-market" strategy. Activities included

a complete rebuild of the management team on the General

Business side and building from scratch a National and Key

Accounts organization.

. Direct reports include 6 General Managers in 4 offices. I also

had day-to-day responsibility for Client Care, Inside Sales,

Enhanced Services, Sales Engineering, Product Marketing and Area

Administration. The total area staff was over 75 people. The

area was achieving and exceeding quota on a consistent basis,

while operating under budget.

. Negotiated the largest association agreement ever booked by

Frontier representing a significant competitive win worth over

$1 million in incremental yearly revenue.

CABLE & WIRELESS, INC.

1992-1996

Arlington VA

Cable & Wireless, Inc. was a provider of data communication services to

business customers in North America.

Regional Sales Manager, Mid-Atlantic Region

. Responsible for the management of a five state sales region

(Pennsylvania, Ohio, Virginia, Maryland and the District of

Columbia.) Responsibilities included quota attainment, cost and

expense management, personnel management and administration, and

base retention and growth.

. Direct reports included 7 sales representatives, 2 retention

representatives, 2 sales engineers, 1 service activation

representative and 2 administrators. Rebuilt a region that was

consistently a poor performer into one that experienced

consistent over quota achievement.

. Region of the Quarter, Q4-FY96, Q1-FY97. All sales people in

the region that were eligible for awards tracking finished the

year over 100%.

SPRINT (Telenet Communications Corp.)

1986-1992

Pittsburgh PA

A leading supplier of packet switched data communications services.

Major Account Manager,

. Quota bearing position responsible for the sales and marketing

of data communication systems and services to a client base

consisting of Fortune 500 companies, financial institutions and

health care facilities in Western Pennsylvania and West

Virginia. Consistent quota achievement and club awards.

Plantronics, Inc.

1984-1986

Santa Cruz CA

A leading supplier of hands free communication devices

Area Manager

. Responsibilities included managing a wholesale distribution

network covering Pennsylvania and Ohio. Salesman of the year.

AT&T

1981-

1984

Pittsburgh PA

A provider of communication services

Account Executive

. Responsible for selling AT&T products and services into the

steel and mining industries.

. Awarded "Best in Final Case" at the AT&T Professional Selling

Skills training center.

AMERICAN BANK STATIONERY

1979-1981

Baltimore MD

Area Manager

. Responsible for selling checks and check services to financial

institutions.

. Awarded area of the year award

ARKWRIGHT-BOSTON MANUFACTURES MUTUAL INSURANCE CO.

1977-1979

Waltham MA

Sales Representative

. Responsible for selling property insurance to manufacturing

facilities.

. Consistently achieved quota.

. Trained in fire and catastrophe prevention.

Educational Background

DUQUESNE UNIVERSITY 1977

Pittsburgh PA

School of Business and Administration, BS in Marketing (Minor in

Advertising)

Cum Lade

IntenseSchool Certified Information System Security Professional (CISSP)

Boot Camp

Xerox Professional Selling Skills

AT&T Professional Sales Training

Career Position Paper

Leonard Pearson

Success in business requires a consistent and persistent evaluation of

personal strengths and experience. These personal evaluations consistently

reinforce my passion for sales, especially in early stage and start up

enterprises.

Based on previous success and experience, I want to pursue a position as

chief sales officer for an early stage or start up high technology company.

I have worked hard to be successful at a series of sales positions within

the high technology/communications arena. Each succeeding position has

built upon prior success and yielded greater responsibility and

opportunity. I bridged a successful direct sales career into a very

successful sales management career centering on positions where I was

challenged to build achieving sales operations from the ground up. I found

these activities personally very rewarding because I had the opportunity to

recruit, train and motivate exceptional sales talent.

As Regional Sales Manager for Cable & Wireless, Inc, I was tasked with

rebuilding an underperforming sales region. At Frontier Communications I

was charged with developing the organizations up market sales strategy and

staffing a sales team to execute that strategy. As Vice President of Sales

at WinStar Communications, I was challenged to recruit, train and motivate

a nationwide sales team selling advanced data communication services.

At Cavalier Telephone, LLC, my duties included rebuild a broken sales

organization from top to bottom. I was also charged with the elimination of

unethical business and sales practices. As Vice President, Business

Development for VCampus, Corp. I opened new sales channels for the

organization.

Startec Global Communications had acquired a new line of commercial

business before my hiring. I was responsible for the maintenance and

growth of the acquired base, which represented 10% of the company's annual

revenue.

NEMEA, LLC was a startup in the compliance and regulatory field. As

Director of Sales I was responsible for all aspects of starting a

successful sales organization. ProActive School, Inc. is a provider of

Educational Data Management Solutions for K-12. As EVP of Marketing and

Sales at ProActive School, Inc. I am responsible for every aspect of the

start-up's sales and marketing initiative.

Throughout my career, I have had the opportunity to hone and sharpen a

critical set of corporate and business skills. I am skilled in sales,

finance, training, communications and motivation. I will bring this

business skill set to any future endeavor. I feel that I also possess a

strong and key set of intrinsic values that include locality, honesty,

patience, collegiality and tenaciousness.

I am well positioned from both an experience and educational perspective to

apply my skills as a senior sales executive to help a start up or early

stage enterprise over achieve their sales and revenue objectives ahead of

schedule and under budget.

Leonard Pearson

Biography

Len Pearson is Executive Vice President, Sales and Marketing at ProActive

School, Inc., a leading provider of educational data management services.

Prior to ProActive School, Inc., Len was a founding member of the staff at

NEMEA Security Services, LLC, a principal solutions provider in the

compliance and governance marketplace. Len served as Sales Director.

From 2005 through 2007 Len was the Vice President of Commercial and Channel

Sales for Startec Global Communications, a supplier of telecommunications

solutions to the commercial and residential market place.

He served as the Vice President, Business Development, at VCampus, the

leading supplier of hosted training services.

Len was the Director of Sales of Cavalier Telephone a full service

communications provider located in Richmond VA (2002-2003).

While at Cavalier Telephone, he was a member of the Northern Virginia High

Tech Council and the Fairfax County Chamber of Commerce.

Len was responsible for starting a very successful sales organization at

Winstar Communications, where he was the Eastern Regional Vice President.

Len's tenure at Winstar was from 1998 through 2003 where he managed 23

people

At Frontier Communications, Len was responsible for rebuilding an entire

five state region and also developing an up market sales strategy. As Area

Director (1996-1998) Len managed over 75 employees.

From 1992 through 1996, Len was the Mid-Atlantic Region Director for Cable

and Wireless. Len turned this underperforming region into the top region

will all sales people attaining over 100% of quota.

Len enjoyed success as a quota driven sales person at Sprint, Plantronics,

American Bank Stationery and Arkwright-Boston Manufacturers Mutual

Insurance Company.

Len served on the Phillips Exeter Academy Parent's Committee and the

Washington University in St. Louis Parent's Council. Len was also involved

in fund raising and recruitment efforts for both institutions. Len has

taught Sunday school and volunteered for several church fund raisers.

He holds a BS in Business Administration from Duquesne University in

Pittsburgh PA.

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