Sales Manager

West Monroe Partners Chicago, IL **** Current

Innovation Leader

Responsible for the creation of new assets that result in repeatable sales, new market entry

or deeper engagements with clients through investment and by facilitating offer

development within each practice. Example outputs include accelerators, software and

unique new methods. Assembled an innovation governance committee, developed tools

and methods for use across the firm, initiated an innovation ambassador program to create

a culture of innovation, and invested in four major projects in 2014. Post investment

responsibility includes product and portfolio management with an emphasis on offer launch.

Created and implemented the an asset lifecyle management program.

ALCATEL LUCENT, INC. – Naperville, IL 2010 2014

Senior Director, Product and Solutions Marketing – Wireless Business Unit

Manage global team of product and solution marketers for all wireless technologies.

Responsible for the company’s biggest launch to date, the industry upending lightRadio™

portfolio. Led a cross company team and executed the global launch in five weeks.

Internationally recognized within the industry, the launch reinforced the company image of

being an innovator and leader in the wireless market.

MOTOROLA, INC. Arlington Heights, IL 1996 2010

Senior Director, Product Marketing – Wireless Business Unit 2002 2010

Head of product marketing responsible for all Motorola Wireless Infrastructure

Led a global team that successfully developed and implemented network and product level

marketing plans with regional campaigns, sales and programs, including public mobile

demonstrations. Disciplined marketing approach involved defining key messages and

successfully partnering with marketing communications, public relations, analyst relations

and regional marketing for all products across the business.

September 2006: given responsibility for marketing WiMAX, Motorola’s first, standards

based, mobile broadband portfolio. Unique product launch garnered international attention

by utilizing video and building region specific web sites. Motorola achieved Number One

market share early in the market and broke into new segments.

June 2002 – September 2006: built a marketing organization for Motorola’s first wireless

broadband portfolio, Canopy, a Motorola start up. Product sold through a self built indirect

channel and became an internationally recognized brand. Achieved revenues of $250M

and Number One market position by year four, with $11M budget. Directed marketing,

product management, strategy and customer support for this multi product, global

operation.

Extended the product mix by creating MotoWi4, a portfolio that enabled growth into other

market segments and added smart grid, municipal Wi Fi and WiMAX products.

Conducted market research and analysis leading to company’s acquisition and integration

of Orthogon Systems

Director, Software and Services Product Marketing 1998 2002

Initiated and led the design and launch of a new, global system level software and services

program that increased revenue, profitability and customer satisfaction of software sales.

Results: 37% growth to $728M, exceeding target by 20% or $120M. Initiated and directed

development of value priced business model for software and services that provided

customers with consistent offerings regardless of technology platform.

Senior Manager, Product Marketing 1996 – 1998

Responsible for increasing sales of GSM software upgrades, high value features and

services to B2B customers, resolving software product issues and removing obstacles

inhibiting sales success for the product portfolio. Results: increased software upgrade sales

by 50% to $17M, produced first ever software product brochures and marketing programs,

developing a common pricing scheme. Developed proposal to create $1B software

business for wireless/cellular product lines.

LUCENT TECHNOLOGIES Lisle, Illinois 1988 – 1996

Senior Software Business Manager, Network Systems 1994 – 1996

Senior Market Manager 1989 – 1994

Product Planner 1988 1989

Developed and implemented Global Software Growth Initiative focused on increasing

software sales annually. Created software catalog and collateral.

Initiated, developed and managed cross business software sales campaign, responsible for

exceeding total sales objective by 10% or $100M. Total software revenue increased to $1B,

a 46% increase over prior year.

Developed and delivered software inventory process; marketed unsold product features to

targeted customers. Designed sales programs and developed strategies for software

releases and products for use by account executives.

Product Planner for ISDN products including forecasting, needs assessment, content

development, demonstrations and sales support. Detailed five year capital spend analysis.

QUANTUM DATA INCORPORATED Elgin, Illinois

Regional Sales Manager 1985 1988

Increased regional customer base by 50% to 150; identified and developed military market

as new business opportunity, resulting in 40% territory sales increase to $2M. Became the

company’s Number One sales person within two years.

AT&T BELL LABS, Naperville, IL 1980 – 1985

Hardware and Software Engineer

Large telecom systems – field analysis and correction, circuit design, and hardware

diagnostics software development. Promoted. Worked on the flagship product for

international, and interfaced with product management, manufacturing, and other

organizations.

Education

AURORA UNIVERSITY, Aurora, Illinois

Bachelor of Science in Computer Science

SOUTHERN ILLINOIS UNIVERSITY, Carbondale, Illinois

Associate of Applied Science in Electronic Engineering Technology

Motorola One Year Leadership Program:Finance, Strategy, Communications & Leadership

Industry Association Vice Chair for Marketing (WiMAX)

Industry Public Speaker, Company Product Spokesperson

Motorola CEO Award for innovative, successful product – Canopy Products

Broadband industry speaker and panelist at international trade shows and events, including

China and Singapore, Latin America and Europe

Media and Analyst Spokesperson since 2002

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