Senior Account Executive, Technical Sales

STEVEN J. MILLER

Email: acvn4y@r.postjobfree.com

Cell: 313-***-****

SUMMARY

Technical Sales Professional with extensive experience selling complex Information Technology and Telecommunications solutions to Enterprise Clients. Proven ability to drive sales, plan strategically, and construct effective business solutions. Goal oriented, persuasive consensus builder with excellent communication skills resulting in proven success engaging with clients from “C” Level to customer technical staff.

PROFESSIONAL EXPERIENCE

Webtext, Boston MA 2014-2015

Director, Cloud Services

Webtext (Privately held start-up) is a leading provider of cloud messaging services, helping customers to fully integrate mobile messaging solutions into their contact centers, as well as their internal and external business systems. Webtext has developed a unique solution that is tightly integrated with Cisco, Avaya, and other dominant contact center software platforms, enabling customer care agents, suppliers and customers to communicate by means of SMS text and MMS picture messaging.

Responsible for growing sales in new market verticals through direct customer interaction.

Prospected customers operating contact centers in diverse industries including Healthcare, Financial Services, Insurance, Government, and many others.

Prepared detailed statements of work for proof of concept trials, presented product demo's primarily using Webex video conferencing, and prepared/presented production proposals.

Launched Medical and Insurance company production programs in both the US and Canada.

OpenMarket, Southfield, MI 2013-2014

Director, Enterprise Accounts

Division of Amdocs (NASDAQ, $3.3 Billion revenue in 2013), a company serving the Telecommunications industry with operational and business support software and services. OpenMarket provides Enterprise Clients with a full-service messaging platform for multi-channel communication including SMS, MMS, and Push Notification routing for mobile applications.

Responsible for acquiring new "Logo" Fortune 500 customers for the company's refined messaging platform products and managed services client model.

Created a comprehensive proposal resulting in a major win, with projected first year revenue of $1.5 mil. Coordinated resource teams in the UK, the US and Aus to include professional services, messaging platform software, managed support services, and both US and International messaging routing services.

Ericsson IPX, Plano, TX 2007-2012

Head of Sales, North America

Division of Ericsson Inc (NASDAQ, $30 Billion revenue in 2012), a global leader in telecommunications equipment and services. With offices in 25 countries, IPX (Internet Payment Exchange) is a mobile-commerce and international mobile messaging aggregator providing SMS, Direct Operator Billing and Mobile Commerce payment services.

Responsible for driving sales of IPX services to both US and International customers seeking to establish mobile messaging services to US and international wireless carrier destinations.

Established the first trial in the United States of an M-Commerce solution for physical goods vending with a Fortune 50 consumer brand in coordination with each of the Tier 1 mobile Carriers Verizon, AT&T, Sprint and T-Mobile.

Facilitated the acquisition of a major US competitor in 2010, transitioning an account base of 50 customers with over 600 premium and non-premium production campaigns to the IPX services platform.

Provided Carrier provisioning and operational support services to establish and grow many successful large-scale programs incorporating new messaging capabilities such as Twitter, Square, Snap and Gameloft.

Provisioned and supported M2M (machine to machine) communication programs for mobile handset makers Motorola and Sony Ericsson. Programs were implemented to configure, test, and enable mobile handset functionality deployed both in the US and in global markets.

OpenMarket, Southfield, MI 2005-2007

Senior Account Executive

Division of Amdocs (NASDAQ, $2.8 Billion revenue in 2007), OpenMarket provides premium SMS billing and aggregation services for all major U.S. Carriers as well as connectivity for the routing of text messages to hundreds of wireless Carriers worldwide.

Responsible for engaging new and existing customers to deploy short code based text message programs.

Guided and counseled customers through the process of compliance with Carrier policy, the process of incorporating effective commercial best practices into their program, and the process of completing technical integration and test.

Grew account base from zero to a level accounting for one half of OpenMarket’s gross revenue.

Engaged, closed and managed accounts controlling over 10% of the short codes that existed in the United States.

Sun Microsystems, Allen Park, MI 2000-2004

Account Executive

$12 Billion technology firm and leading innovator in enterprise class computers, software and professional services.

Responsible for Ford Motor Credit Corp, Ford Motor Company Global Data Center operations, and FMC Product Development. Led a global account team to coordinate sales of Computer Hardware Systems, Software, Professional Services, and Operational Support Services.

Led Java architecture and Open Systems influence at Ford to grow professional services, hardware and software sales in both new and established business units across the Ford enterprise.

Grew high-end data center server revenue by 30+% by introducing a new “Server Utility Model.” The process incorporated a pre-negotiated blanket lease-finance agreement, combined with a streamlined Ford purchase process, to cut order cycle time by a minimum of 30 days, markedly improving customer satisfaction while increasing sales.

Team member of a successful Six Sigma project cutting costs of $2.1 million from the order to delivery process at Ford.

Carried a personal sales goal in excess of $15 million. Exceeded quotas and qualified for “Club," 3 out of 4 years eligible.

Flow Tech Industries, Inc. / Unique Equipment Corp, Ventura, CA 1992-2000

Founding Partner

Start-up firm specializing in the design, build, installation, and ongoing service of ultra high-purity process water equipment systems.

Led the company’s sales, business operations, and employee management activities. Specific areas of responsibility included accounting, finance, purchasing, and tax; employee payroll and benefits; all aspects of the sales process; and management of supplier relationships and distributorships.

Grew business from zero to revenue of over $700K/year with 100% average growth. Profitable each year.

Built FDA validated WFI systems for the pharmaceutical industry, with major clients including Amgen, Alpha Therapeutic and Anthony Products.

Built AMMI standard High Purity systems for numerous Kidney Dialysis facilities located in Bakersfield, Simi Valley, and Los Angeles California. Designed and built the marquee system located in Bucharest, Romania.

Secured exclusive-territory manufacturers-rep contracts, including the Southern California Equipment Distributorship for Osmonics, the nation’s largest maker of reverse osmosis equipment.

Built relationship with Sony Corp Quality Assurance to specify and manufacture a new process system to transition suppliers to an environmentally friendly industrial parts washing system. The system utilized high temperature ultrapure water to eliminate a carcinogenic petrochemical solvent from their manufacturing process.

Won international and domestic new clients including TRW, Price Pfister, Amgen, Pentel, Litton, City of Los Angeles.

Transaction Financial Corporation, Oakland, CA 1987-1991

Vice President, Project Management

Real estate syndication firm that acquired, developed and managed a $400M portfolio of multi-family communities, retail centers, industrial parks and high-rise office buildings.

Responsible for commercial property acquisitions and managing development projects. Leased and sold completed property developments to exceed investor ROI commitments.

Hughes Aircraft Company, El Segundo, CA 1985-1986

Financial Analyst, Space and Communications Group

Audited program cost and schedule variances for the Division Controller's Office. Built computer applications to facilitate make / buy analysis, pricing decisions, manpower forecasting, and new business proposals.

EDUCATION

MBA University of Southern California, Los Angeles, CA 1985

Major in Corporate Finance / International Business

Teaching Assistant for Undergraduate Statistics and Computer Based Business Systems courses.

Beta Gamma Sigma Honor Society, a distinction awarded to top 20% of class for overall academic performance based on GPA.

BS University of Southern California, Los Angeles, CA 1983

Major in Finance

Emphasis in Bio-Chemistry

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