Senior Director - Sales

Kassi Ann Kesner

www.linkedin.com/pub/kassi-ann-kesner/3/78b/165

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

Cell: 908-***-****

SUMMARY

Seasoned sales leader with a successful track record of delivering strong revenue growth while generating new business opportunities in telecommunications, mobility, cloud services, IT security, data protection, and utilities vertical. Recognized as an aggressive business partner, strong team leader, and creator of high performance management teams in sales, operations and customer service.

EXPERIENCE

Sales Director and Senior Consulting Partner – SDGC and ATS, LLC 2013 – Present

* Generate primary sales leads and maintain top Florida accounts generating 45% of global revenue. Primary clients: NextERA Energy, Florida Power & Light, AT&T, Verizon, ADT and Tyco.

* Complete financial analyses and generate new sales opportunities for ATS and its business partners.

* Develop specific Return on Investment (ROI) Models to ensure financially viable investments and partnerships. Emphasis on aggressive ROI, high market penetration and competitive pricing.

Director, Worldwide Marketing and Product Management - Hitachi 2007 - 2012

* Launched and directed new solutions for: Mobility/Telecom, Utilities/Power, Financial/Banking, and Healthcare/ Pharma with expertise in Network, Cloud Services, Data Protection, and IT Security.

* Directed business development and global partnerships for:

- Cloud products and services (launched Cloud-as-a-Service with Digi-Data and Verizon),

- Data Protection (with Symantec, CommVault, IBM)

- Video Surveillance/Data Analytics (with Hitachi Kokusai, KVS and proprietary partners)

* Created business cases and developed specific ROI Models to ensure strategic partnerships with Hitachi’s Global Alliances (Microsoft, SAP, Oracle, and VMware) were successful and financially viable.

Director and VP, IT Security and Financial Planning – JPMorgan 2006 - 2007

* Directed IT Security and Financial Planning teams for JPM Asset and Wealth Management infrastructure.

* Implemented Global Services Footprint to improve availability and security for key trading applications.

* Defined and documented Technology Recovery Action Plans for JPM’s top 35 critical trade applications.

* Formed Security Access Administration team to ensure mission-critical applications were secure and highly protected.

* Improved response time from 24 hours to 17 minutes through Single Sign-On Automation.

* Created Outsourcing Benchmark Assessment to identify significant IT spending reductions.

* Outsourced selected IT and Operations functions to save $18M for JPM-Americas in 2006.

* Directed 2007 Financial Planning Team to secure $94M of new funding for JPM – Global.

Client Solutions Director – EMC Consulting / Accenture 2005 - 2006

* Developed and sold IT consulting solutions to financial/insurance, mobility/telecom, internet services, media, entertainment and healthcare/pharma clients: IT outsourcing, data center consolidation, data protection, business continuity, disaster recovery, and TCO / ROI cost optimization.

* Directed new services revenue for firm's fastest growing business unit. Generated 45M of team revenue and achieved individual bookings of $2.6M. Generated equipment pull-through sales of $170M.

** Achieved annual revenue growth of 100% and annual bookings growth of 130%.

Product Director, Managed Services – AT&T 1999 - 2005

* Directed AT&T’s newly created Managed Services business unit. Generated $47M+ of new services revenue and grew managed services revenue by 289% in 12 months.

* Developed and sold managed services to Fortune 1000 clients: Internet Data Center Hosting, IT Managed Services, Email Archive, Network Security, Business Continuity/Disaster Recovery.

* Generated first sales lead with a 3-year revenue potential of $100M+. Developed partnerships with key industry leaders (EMC, HP, Hitachi, Cisco, KVS, Legato, and Arsenal Digital Systems). Directed product development and AT&T Labs funding to create new managed services.

* Placed on special assignment with Boston Consulting Group to identify $1 Billion cost reductions from AT&T’s $5 Billion cost infrastructure in preparation for the SBC Communications merger.

IT Sales / National Accounts Manager – Howard Systems International 1998 - 1999

* Increased telecom, utilities and pharmaceutical sales by 369% from 1998 to 1999.

* Primary contact to telecom, financial and pharmaceutical firms nationwide for all IT contracts.

* Directed sales team while individually generating new IT solutions and outsourcing opportunities.

District Manager, Call Center, Network Operations and Customer Care - AT&T 1983 - 1998

* Developed key customer satisfaction benchmarks enabling AT&T WorldNet to achieve Best-In-Class Service in top 4 Internet Service Provider (ISP) performance categories. Collaborated with industry advisors (Gartner, IDC, The Info Pros and Inverse) to redefine industry metrics.

* Developed key network performance targets and quality metrics to dramatically improve AT&T’s performance in 6 months. Directed product management, AT&T Labs funding and services development to ensure that key network metrics were attained.

* Placed on special assignment with AT&T Labs to develop a high-speed wireless, local access offer for AT&T. Developed a web-based Order Management System to eliminate order deficiencies and operational errors. Within 4 months, reduced AT&T Local Services’ provisioning intervals from 178 days to 34 days.

* Directed 5 Global Data Centers and staff of 350+ in concert with: New York Mercantile Exchange, WorldPartners, Global Frame Relay, ATM and International Accunet Packet Services.

* Program Leader of a Global Blueprint initiative to reengineer voice and data work centers for global expansion and integration. Audited 3 European call centers to identify best call center technologies.

* Recommendations used by AT&T to create the Global Network Operations Center in Bedminster, NJ, and to reengineer some 50+ data and voice work centers for global expansion.

* Outsourced IT and OSS development for $12.5M in savings and 60% reduction in time-to-market.

* Directed the planning, implementation and management of 5 global networks. Primary client interface for all provisioning, maintenance, capacity management and disaster recovery escalations.

EDUCATION / AWARDS / TRAINING / CERTIFICATIONS

B.S. in Industrial Management Engineering - Cum Laude Graduate - Math Honors

Graduate Courses: Engineering Economy, Quantitative Analysis, Operations Research

Executive Leadership Training with American Management Association (2007-2012)

Selected for AT&T’s Leadership Continuity and Development Program

AT&T Vice-President’s Customer Service Award

Rhône-Poulenc Rorer and WorldPartners Customer Awards for Outstanding Leadership

WorldSpan Customer Award for Accelerated Reservation System Expansion

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