Business Development Data Center

MICHAEL HINKLER 214-***-****

Business Development & New Logo Hunter ***********@*****.***

PROFESSIONAL SUMMARY

Innovation and technology sales executive with 20 years of experience, exceeding organizational revenue goals while building key executive relationships. My unwavering determination has resulted in remarkable success in new logo acquisition wins with ISPs, Government city/county/state, Enterprise, and Information providers. My interactive sale process consistently attracts new revenue streams from various service providers.

SKILLS

Strategic Hunting and Business Developing

Startup Team Orchestration with Go to Market Planning

SaaS & BSS/OSS with Data Analytics, AI/ML & Automation

Optical IP Networking and Wireless Solution Expert

Master Supply Agreement Builder - Contract Negotiator

Complex Technical Sales Target Account to MSA

EXPERIENCE

Technical Consulting (Contract & Other Projects) (2019 – 2024)

Business development for OEMs of Cellular 3G/4G/5G Wireless ISP’s and DAS solutions

MVNO Operator and OEM 4G LTE modems offering SD-WAN multi-channel connectivity for aircraft, drones, robotics, and first responder networks

Business development using Federal Grants, 2 deals for 4G LTE Cellular Modems, routers, and WiFi networking for student’s internet connectivity

Built incoming revenue generation strategy and marketing sequences - closed new targeted customer and generated over $3M in RFP responses.

Regional Sales Director – LightRiver Technologies (System Integrator) (2021 – 2023)

Promote optical solutions with integrated switching & routing to CSPs, Telcos, and Munis. Helping operators to deliver increased bandwidth demands (enterprise networking, cloud operators, and XGS-PON).

Proposed Optical Domain Controller to 8 new targeted prospects to improve MTTR by 80%. Solution set included OSS/BSS integrations via APIs, data analytics, Machine Learning, and network alarm and configuration Automation.

Sold optical solutions to backbone and infrastructure network providers. Identified and brought bid response opportunities to over $35M in USA proposals.

Penetrated leading Middle-Mile core network providers and Municipality clients

Sr. Sales Executive – Securus Technologies (Hybrid-Cloud Services) (2015 – 2019)

Multi-Services Provider, cloud-based, Video, Data, Data Analytics, DAS, & A/I-ML SW

Top sales performer for 3 years with 13 city & county governments win ($8M TCV)

2017 Presidents Club Award - selected for attaining over 200% of quota of new city and county multiple year contract award wins valued at over $4M

Selected as OJT sales training and mentor leader for 6 new Account Executive team members

Regional Sales Manager – BEC Technologies (Billion Technologies) (2013 – 2015)

Optical/Cellular Modem OEM for Tier-2/3/4 independent telco’s & internet service providers

Top RSM of 3G/4G LTE gateways, won 8 new logos (Broadband ISP Services)

From Cold calling to demonstration to master supply agreements, Multi-$M’s

VP of Sales & Business Development – JENA Corp. (Jiuzhou) (2009 – 2013)

Joint venture & N.A. Master Agent with business development/executive sales role

Successful $5M Business Development of Set Top Boxes, Video MPEG/H.264 Codec equipment, D/A TV Converters (Comcast) and Over-The-Top (OTT) IPTV technology – MSOs

Regional Sales Director – Procera Networks Inc. (Sandvine) (2007 – 2009)

Network Security, Deep Packet Inspection (DPI), and application intelligence appliance

Built the #1 sales channel for higher education (Harvard & LeTourneau Universities)

Added a new international MSO & ISP (Costa Rica RACSA), initial PO $500K with growth of over $1M in upgrades and diversity networking

Account Executive – ECI Telecom Inc. (Ribbon Communications) (2004 – 2006)

Packet Optics and convergent technology solutions - hired to penetrate Western USA

Developed new business opportunities in Western US region, gaining 4 new ISP accounts; by changing internal processes to quicken new product introduction

Provided R&D team specialized customer design requirements, which resulted in a design win with an initial project and follow up sale of over $2M

Sales Director – Avanex. (Oclara to Lumentum) (1999 – 2003)

Achieved 145% of quota, while adding 6 tier 2/3 customers for multiservice transport gear

Maintained a loyal multimillion-dollar MSO customer base (Worldcom, Nortel, Cisco) during a period of huge market transition with highly competitive data convergence solutions

EDUCATION AND LICENSE

B.A. degree in Business Management, LeTourneau University, Longview, TX

A.A. degree in Communications & Technology, USAF Community College

FCC General Radio License, and certified Master Instructor of technology

SALES TOOLS

MEDDIC Sales Framework, Miller Heiman Group, Strategic Sales & Trusted Advisor

Salesforce.com, HubSpot, Seamless AI, Outreach, Odoo, ZoomInfo, & ZoHo tools

Microsoft 360 – Word, Excel, PowerPoint, Outlook; LinkedIn w/Sales Navigator

8941 Kennsington Street

Frisco, Texas 75036 Street https://www.linkedin.com/in/michaelhinklertechsalesexec

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