Sales Manager
Resume:
Steven T. Lucente
Charlotte, NC 28277
************@*********.***
SALES & SALES MANAGEMENT PROFILE
Successful, results driven technology sales and integrated services strategies, channels and alliances, national & global business leadership, business plan development, marketing and execution
Proven team building, presentation, motivational, and leadership skills. Knowledgable of BI & Data Analytics tools, ie. Tableau, Cognos, & Business Objects
Extensive experience in total solution & consultative sales, Cloud Services, SaaS, Internet-based business models, software and technology applications, integrated solutions, cyber security, Big Data and content management platforms, program management, channel development, and network operations. Well versed in annual budgeting and P&L responsibilities
Heavy sales concentration in Financial Services, Legal Services, Healthcare, Hospitality, Manufacturing, Government, Higher Ed, eCommerce, and cross-verticals to the C-level suite
An early provider of broadband applications to ISPs and ASP’s in the 90’s, providing solutions, strategy and client services, while helping lead top-line revenue growth through several mergers and acquisitions. Instrumental in real estate leases, Outside Plant & multiple Data Center & Fiber Optic infrastructure developments
Provided sales strategy and leadership for emerging market CLEC which eventually sold to Worldcom for $12 Billion
Developed and managed cross-functional Sales, Service, Technical Support and back office teams, ensuring the optimal customer experience including extensive Contact Center management
Created, organized and implemented high-value, business strategic solutions for start-ups to Fortune 500 corporations ranging from Microsoft to ATT including the Windows 3.0 to YP.com rollouts
Have successfully led major new business development efforts resulting in multi-million dollar relationships including Amazon.com, Lowes Home Improvement, Yahoo, Google and Wells Fargo
Proven in end-to-end sales management, effectively integrating strategy with tactical, business and profit-minded lead measures and aggressively setting goals and exceeding them
Google certified SEM & SEO Professional
Carnegie Mellon graduate, Bachelors Degree
Conversational Spanish important for LATAM emerging markets
PROFESSIONAL EXPERIENCE
G/O Digital- A Tegna Company Regional Sales Director, South (2015-Present)
Manage outside sales teams in 9 cities. Interview, hire, lead, and execute on business plan exceeding KPI’s monthly.
Member of the Corporate Roundtable Team which sets annual and quarterly objectives, go-to-market strategies and solutions.
Core sales focus on medium and large Enterprise accounts focused on generating new revenue and logos.
Web.com Branch Manager, Carolinas (2013-2015)
Launched new outside sales team in Charlotte, Nashville and Boston. Interviewed, hired, managed and directed outside sales team to #1 in Country in 2014. Exceptional team building, motivational and results driven sales leader.
Online Marketing Expert in SEM, SEO, SMM, PPC and Email Lead generation campaigns.
XO Communications Branch Manager, Carolinas (2009 - 2012)
Established XO network and sales presence in Charlotte and Raleigh. Built budget, network, sales plan, and sales teams to launch. SMB and Enterprise solution suite focus; MPLS, SIP, DIA, Hosted VoIP.
#2 in U.S. for Net Revenue Increase and #5 in Net New Sales.
True hunter mentality, average yearly sales quota of $1mm annually
Global Compliance, Charlotte, NC Vice President, Sales & Business Development (2005 - 2008)
Reported to CEO and member of Executive Committee.
Responsible for P&L and $10 million in top line revenue growth.
Managed sales and support staff, budget structuring, and allocation.
Extensive National and Global travel supporting 1/3 of the Fortune 1000.
Delivered complex ethics and compliance software solutions satisfying SOX, Federal Sentencing Guidelines, and other legislation. Developed solid relationships in the Federal, State and Local Government sectors.
Multiple ties with Law Firms, Accounting Firms and Management, and Business Consultants.
Key accounts include Lowes, Wal Mart, AIG, IBM, DHL, Altria, Wachovia, Target, HP, CVS, Compass Group, Duke Energy, Southern Company, Caremark, and Aramark.
AT&T (formerly SBC Communications), Miami, FL Regional Vice President (2004 - 2005)
Built and developed sales, service, support and engineering teams selling software tools and services. P& L responsibilities and yearly budgeting.
Generated revenue in 11 MSA’s, targeting all sizes of enterprise clients.
Key Florida accounts included Disney, Tech Data Corp., AutoNation, Office Depot, Lennar Corp, FPL Group, Carnival Corp., Winn-Dixie Stores, World Fuel Services, Jabil Circuit, Ryder Systems, Royal Caribbean, Publix, Watkins, Masco, Bank United, Bank Atlantic, Outback Steakhouse, Landstar, Raymond James, and Citrix.
Neopolitan Networks, Miami, FL (Start-Up) Director of Sales and Business Development (2003-2004)
Responsibilities included national sales, business development with Fortune 500 Enterprise and Government prospects, and Venture Capital fund raising.
Accomplishments:
- Doubled revenue in Florida market.
- Raised $250,000 in Private Equity.
Looking Glass Networks, Seattle, WA (Start-Up) Director, Sales, Western Region (2001 - 2002)
Established relationships with Fortune 500 companies, particularly Carriers, ILEC’s, CLEC’s, ISP’s, and Cable companies.
Key accounts included MCI, Level (3) Communications, Bellsouth, Time Warner, France Telecom, Verizon, Microsoft, Boeing, Washington Mutual Bank, Amazon.com, and Yahoo.
Accomplishments:
- Closed first international construction project worth $40 million.
- Developed business for start-up that quickly grew to 200-person fully operational organization.
I-Drop, Seattle, WA (Start-Up) Co-founder and President (2000 - 2001)
Leading streaming media infrastructure start-up delivering VHS quality video to the desktop over broadband connections.
Developed strategic alliances, sales, and marketing.
Raised venture capital.
MCI Worldcom (formerly MFS), Seattle, WA Vice President, Sales, Northwest (1994 – 2000)
Acquired, expanded, and retained a multi-million dollar customer base.
Leveraged broadband services to Wireless providers, CLEC’s, ASP’s, ISP’s, MSP’s and other Carriers.
Hired and led sales and service team of 52 people.
Developed and executed sales and marketing plans.
Increased corporate market share by 6%, implementing network expansion.
Accomplishments:
-Three President’s Club Awards.
-Improved sales productivity 155% through targeted MBOs.
MCI, San Jose, CA Major Accounts Manager (1991 - 1994)
Prospected, qualified, and negotiated contracts with Silicon Valley corporations.
Accomplishments:
- 201% sales attainment.
-Five Masters Awards for outstanding quarterly achievement.
Microsoft, New York, NY Reseller Marketing Representative (1990 - 1991)
Executed strategic marketing and sales plans in NYC region.
Selected personally by Steve Ballmer.
Accomplishments:
-Exceeded base revenue growth by over 310%.
-Co-created the MS Reseller Software Certification Program.
EDUCATION
Carnegie Mellon University, Pittsburgh, PA, B.A.,
Cisco Sales Certification 2011
PERSONAL
Possess Spanish communication skills. Avid investor. Father of two sons. Enjoy travel
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