Sales Manager

John J. Balesano *** Chimney Sweep Hill, Glastonbury, CT 06033

C: 860-***-**** H: 860-***-**** acscp4@r.postjobfree.com

Sales leader with deep telecommunications, networking, managed services and professional consulting industry expertise. Large opportunity orchestration abilities with internal/external resources and pipeline management skills. Leverages broad business acumen to bridge the gap between a business opportunity and a conceptual solution using products and services from Microsoft, Cisco, Avaya, Juniper, Oracle, Nectar, PointSharp, Polycom, BroadSoft and its Partners. Selling world-class ProServices with SaaS, Virtualization/cloud/hosted and on-prem solutions targeted to deliver advanced communications value alignment with CxO strategic business needs. CxO presence, with exceptional presentation, communication and negotiation skills.

Areas of expertise include:

• Global/Enterprise national account management

• Financial industry focus

• “C” suite thought leadership and collaboration • IT infrastructure/Carrier MPLS networking

• Multi-national ProServices & project management

• Cloud/Hosted/Hybrid consumption models

• Strategic account planning and tracking (SFDC)

• Professional and Managed Services • CapEx to OpEx - TCO and ROI modeling

• CRM/ERP

Technology skills: Certifications:

• Microsoft Lync/SfB/O365 consulting

• Prem-based, Cloud/Hosted/ Hybrid

• UCaaS/SaaS/IPT/SIP/VoIP/IPVideo

• SME-SIP trunking

• IT infrastructure LAN/WLAN/Web

• WAN Carrier MPLS networking (NetBond)

• Wi-Fi/WiMax /Fixed Mobil Convergence • Avaya: APSS-UC, APSS-IPO

• Microsoft: AT&T University

• Cisco: CSE, IPCAAM, LCSE

• Mitel - Clearspan HVS

• Terremark/Cybertrust: Data Center / IT Security

• Dale Carnegie: Effective Speaking

• Sadler Sales Training: OnBrand24

PROFESSIONAL EXPERIENCE

Modality Systems, a PGi company, Glastonbury CT

7/20/15 to Present

Eastern Regional Sales Manager

Direct Sales of Skype for Business, O365 Managed and ProServices Consulting projects into global accounts.

• Executed an aggressive sales plan to meet CxO executives within PGi’s global accounts.

• Close working relationships with Microsoft EPG and Neptune Landing Leads in Eastern US districts.

• Rapidly created $12+M ProServices Consulting Projects opportunity pipeline.

• Financial industry focus (Fidelity, State Street Bank, BNY, BOA, Royal Bank of Scotland to name a few).

• Planning to build out Sales and Pre-sales consulting organization covering the East coast.

AT&T, Rocky Hill, CT

5/2013 to 5/2015

Applications Sales Manager

Custom Design Center of Excellence

Direct Sales of Unified Communications Solutions & Voice Transformation

• Selling direct into AT&T's top billing global Signature accounts

• Microsoft On-prem & Hosted:

o O365 Lync/SharePoint/Exchange

• Cisco (HCS) Hosted Collaboration Solution & Cisco Collaboration stack:

o Jabber, WebEx, CMR, and Project Squared

• Avaya Managed & Monitoring Services

• Hosted Broadsoft/BroadWorks

• Mitel HVS

• Esna collaboration tools.

• Hunter: new opportunities to sell On-prem, Hosted/Hybrid/Cloud/Virtualized Collaboration projects.

• Experience in implementing IPPBX, Unified Communications, Mobile to Telepresence, Polycom, LAN/WAN networking solutions.

• Integrate to migrate to an IP converged/virtual environment; CapEx to OpEx consumption based business model.

• AT&T Hosted IP Centrex (VDNA); AT&T Connect and Business Exchange Telepresence.

• Sales quota attainment: 2013-1/2 year-84% of $9M plan, 2014 – 143% of $18M plan, 2015 - Q1-111% of $20.2M plan (Q2 - 123% projected).

LEVEL3 COMMUNICATIONS, New York, NY (W2 Contract) 8/2012 – 4/2013

Global Tier 1 IP Internet telecommunications provider of voice, video, data, security and professional services.

NBCUniversal/Comcast Business Sales Manager

Responsible for the strategic and tactical sales development of newly formed NBCUniversal/Comcast business. Managed a team of Account Directors responsible for achieving $21M revenue quota.

Product portfolio: Carrier transport services, Enterprise DDoS/Authentication/Managed Security, Colo/Data Center services, CaaS, Content Delivery Network services (CDN), Vyvx (BroadcastVideo) services, Collaboration (SIP, Audio/Video Conferencing services).

• Managed the NA, EMEA, APAC, LATAM sales teams and achieved 2012 quota 143%

• Implemented latest Account Management tools TAS (Target Account Selling program) resulting in 50% pipeline improvement and a crystal clear 30/60/90 day forecasting and tracking plan in SalesForce.com.

• Uncovered immediate SaaS and IaaS opportunities closing them in the normal timeframe.

• Successfully negotiated and closed a CDN contract in a 60 day window that will provide $100K in monthly revenue.

VERIZON BUSINESS, INC., Rocky Hill, CT 4/2007 – 5/ 2012

Global Solutions Consultant – Advanced Network Communications

Represented major OEMs Hosted Cloud and Hybrid premise based application solutions, Data Center and IT security for Enterprise accounts in the Northeast. Sold fully managed wired and mobile UC applications. Managed sales process and engaged resources to support team of 10 account managers in securing Emerging Technology business selling Premise/Hybrid/Hosted and Cloud applications.

Products: Cisco (Tandberg), Avaya (Nortel), Polycom, Acme Packet, including Data Center and IT Security platforms

• Orchestrated sales of collaborative data, video and voice products and professional services to 142 Fortune 500 companies in NY, CT, and MA. Included vertical focus on healthcare, finance and manufacturing accounts on global footprint. Effectively worked with team utilizing solution selling approach.

• Maintained rapport with key account leadership and established new relationships across entire account base. Drove strategic direction and company growth by providing sales team with support in accomplishing objectives.

• Employed Salesforce.com to accurately forecast sales and achieve sales goals.

• Collaborated with internal resources on creating campaigns designed to penetrate key accounts and target markets.

• Identified new targets, markets and opportunities. Stayed abreast of industry trends and competition.

• Sales quota attainment: Q1 2012 - 167% of $21M plan, 2011 - 146% $18.3 of plan, 2010 - 110% of $17.5M plan, 2009 – 108% of $15.6M plan, 2008 – 106% of $13.2M plan and 2007 - 102% of $10.8M plan.

• Outcomes: Account planning to identify strategic opportunities allowing for penetration of new accounts. Reviewed business plans, sales strategies, and action plans to target accounts, define objectives, goals, win strategies and action assignments thus achieving an overall attainment in revenue of 126%/

NEC UNIFIED SOLUTIONS, Santa Clara, CA 6/2004 - 4/2007

Leading technology provider of strategic IT and communication solutions for business customers.

Senior Cisco Account Executive

Collaborated with all Executive Branch CIO and IT Directors (DMV, DOL, DOT, etc.) to work within IT budget guidelines to justify Core network upgrades for State of Connecticut Cisco contract.

Products: Cisco Gold Advanced Technology Partner (former Jannon Group)

• Negotiated upgrade of core data networks to new 6500 Chassis systems for all key state departments.

• Leveraged preferred state contract pricing to cities, towns and educational institutions across the state.

• Grew contract value and profitability from 9% to 24% in one year.

• Quote attainment: 2005 – 112% of $2.1M plan, 2006 – 118.5% of 3.6M plan and Received President’s Club Award for 121% of $4.8M plan in 2007.

JTLOGIC INCORPORATED, Enfield, CT 3/2003 – 4/2004

Enterprise network engineering firm specializing in IT, network LAN/WAN and professional services.

Start-up Owner/Partner

Developed government, corporate, academic and utility services accounts in New England market. Designed innovative solutions and employed “wedge strategies” to penetrate new accounts and win new business.

Products: Premier Cisco Partner, Nortel Networks, 3Com, Alcatel, Enterasys, Foundry. LAN/WAN/WiFi and WiMax focus. Fixed Broadband Wireless Access products and certifications from Alvarion, 5G Wireless, Proxim, WaveRider including Security, IDS/IDP, VPN and Antivirus products from Cisco, Nortel, Netscreen, Fortinet

• Grew start-up business to $2.6M in one year with 38% blended margin.

• Hired and trained staff of 6 engineers in CCNA, CCNP, CCIE, and CISSP.

• Developed innovative solutions and employed “wedge strategies” to penetrate new accounts and win consulting projects and infrastructure sales.

AVAYA/NORTEL NETWORKS, Glastonbury, CT

5/2000 - 3/2003

Global manufacturer of telecommunications and computer equipment, software and hardware.

Northeast Channel Sales Manager - Team Verizon

Direct Sales: Enterprise F1000 business within Northeast region, defined as Verizon regional offices. Certified sales and engineers on all VoIP/Data R/S and optical products. Designed strategy with sales executives to lead corporate account management team in developing government and Enterprise accounts.

Products: Converged Networks including: IP Telephony, L2-7 Switching products VPN, Web content filtering, wireless, and optical. Telephone: Meridian, Norstar, BCM and Succession Data: Passport, VPN/Contivity, Web content: Alteon, Optical: Optera

• Won largest Nortel VoIP implementations: State of NY Court System ($5.8M), Mohegan Sun ($2.1M) and Board of Education School Systems ($5.8M).

• Grew Verizon/Nortel revenue from $156K annually to over $23.6M in 2 years with a $15M pipeline.

• Created and delivered sales and technical training programs to 28 Enterprise sales representatives and 21 sales engineers, resulting in certification for program participants.

• Consistent annual quota achievement: 2003 – 167% of $20.3M plan, 2002 – 116% of $17.3M plan and 2001 – 103% $12.4M plan.

EDUCATION

BA: Psychology; Minor: Business Administration - Central Connecticut State University, New Britain, CT,

B.S. Certification Program - 2015

Computer Science – Certificate Program - Hartford Graduate Center, Hartford, CT

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