Sales Customer Service

Michael O’Kelley

**** ***** *** ********, ******* 30152

770-***-**** *********@*********.***

EXECUTIVE SUMMARY

Results-driven leader of Business Development/Sales/Channel Management with a proven track record of creating multi-million dollar sales revenue in Fortune 100, commercial mid-market and SMB companies. Dedicated leader and strong relationship builder that drives an organization wide culture of success by easily establishing and cultivating professional relationships both internally and externally.

AREAS OF EXPERTISE

Sales/Management Expertise

Needs Identification / Solution Implementation

M2M/IoT Experience

New Business Development

Customer Service Oriented

Developing People

Organizational Expertise

Telecommunications

Relationship Management

Report/Curriculum Dev.

Customer Liaison & Service

Carrier/Channel/Partner Development

PROFESSIONAL EXPERIENCE

CALAMP, Oxnard, CA (Acquired Wireless Matrix 3/4/2013) 2011 – 2016

Director – Carrier Channel Development & Management

Responsible for creating, developing, growing and maintaining business relationships at all levels of the organizations with wireless carriers to increase partnership visibility and sales within the organizations. Develop/maintain channel partner relationships to increase account activity. Business Development of C-Level relationships, carrier management teams and Enterprise/SMB level accounts to support organizational goals.

Secured/Managed relationships at all levels of carrier organizations including leadership at HQ and Field level (HQ C Level – VP-Dir’s-AD’s) (Market/Area/Region Levels)

Completed/Communicated formal contract agreement to carriers/partners and to all levels of the organizations; internal/external; Managed carrier organizational relationships/structure from HQ personnel to Enterprise/Strategic/SMB/Government/Retail; Work closely with all departments (VP’s/leadership, Sales, Marketing, Legal, IT, Product, Sales Ops, Engineering) internally to support programs for carriers and for external/internal solutions

Positioned Calamp as most desirable partner for Fleet/Asset; Router/Modem devices

Increased Channel partner development in the IoT/M2M ecosystem including SaaS, PaaS and API open system integration for lead gen activity & revenue growth

Worked with carriers/businesses at all levels of the organizations/businesses to create lead gen for fleet/asset tracking & routers/modems for all accounts

Developed and implemented strategic business plans supporting carriers/channel partners

6.5+ years supporting carriers averaging over 100% quota attainment

Produced 54,500 activations (from 100 existing) for 32.7M MRC and 8M hardware sales (fleet/asset only, routers/modems not included) – CRM/Salesforce.com experience

NAVMAN WIRELESS, Chicago, Ill 2009 – 2010

South Area Sales Manager (Verizon Wireless)

Responsible for supporting and maximizing the performance of the Verizon Wireless B2B sales teams in the Verizon Wireless South Area for fleet sales.

Established and maintained area/channel relationships; maintain CRM; forecast accordingly

Developed and initiated marketing programs at the Area/Region/Team levels

Designed/delivered custom customer and team presentations to assist in increasing sales

VERIZON WIRELESS, Atlanta, GA (1987 – 2009) 2006 – 2009

Major Accounts Manager

Prospected, developed and maintained relationships with strategic major accounts including contract negotiations, consultative selling, account support and developed long-term growth with customers by building relationships.

Negotiated and implemented multi-year contract for Georgia System Operations, Sea Island Company, Cobb EMC and Alston & Bird generating in excess of $2,400,000 in revenue

Directed day-to-day sales and support of Southern Company Services/Georgia Power, The Home Depot, Federal Express, Troutman Sanders, and Bovis Lend Lease

103% - 109% quota attainment from 2006 – 2009: 465% module growth from 2006 – 2009

Business Account Executive 2002 - 2006

Led the development and growth of small to medium business accounts in the southeast.

105% - 189% quota attainment from 2002-2006; 2004 Winner’s Circle Award in South Area

2003 finished 2nd in entire South Area Sales for quota attainment

Provided customer support internally/externally through training and customer service

Manager – Sales Operations (Verizon Wireless) 2001 - 2002

Supervisor – Customer Care (GTE Wireless/Verizon) 2000 - 2001

Supervisor – Quality / Logistics Center (GTE Supply/Verizon) 1999 - 2000

Manager – Sales Force Development (GTE Supply/Verizon) 1996 - 1999

National Sales Trainer (GTE Directories/Verizon) (Dallas, TX) 1992 - 1996

Sales Representative (GTE Directories/Verizon) 1987 - 1992

EDUCATION

Bachelor of Science in Management, Jacksonville State University, Jacksonville, AL

Master’s Program, California Coast University, Santa Ana, CA (4 classes remain)

LEADERSHIP

Led Numerous Disaster Relief/Construction Team efforts – Albany, GA (Jan 2017) Baton Rouge, LA (Sept 2016) Paintsville, KY (2015) Louisville, MS (2014) Williamsburg, Kentucky (2010 & 2013) Cobb County & Surrounding Areas, Georgia (4 Trips – 2009-2013) Gulf Coast of Mississippi (2005-2006 & 2012) Enterprise/Heflin, Alabama (2007 & 2011) Ironton, Ohio (2009) Bridge City, Texas (2008) 2 Mission Trips to Nicaragua (2004 & 2007) Director of Life Groups BHBC 2004-2013 BHBC Deacon (2004-2006) (Chairman 2005) Director of Encouragement Team (BHBC) growth fund event (2000) Adult Sunday School Teacher (1998 & 1999) 12 years Youth Baseball Coach 8 years Youth Basketball Coach

AWARDS / RECOGNITION

WRX Achievement Recognition for Channel growth (2011 & 2012) Winner’s Circle 2004 GTE Supply Employee Recognition Award 2000 & 1997 Award of Excellence for GTE Supply in Training and Development Support 1997 Sales Advisory Board, Northern Illinois University 1994-1995 4 Year Golf Scholarship JSU

Sales Incentive Trips 1992 Caribbean Cruise 1991 Bangkok, Thailand 1990 Maui, Hawaii 1989 Top Producer 1988 Cancun, Mexico

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