Sales Manager

Michael Ross Hinkler

**** *********** ****** adcnmb@r.postjobfree.com

Frisco, Texas 75036 Cell Phone 214-***-****

Career Overview

Effective sales hunter and long-term relationship builder with consistent and impressive negotiated contract awards. Uniquely experienced in orchestrating value propositions to improve client ROI in an evolving complex digital transformation. Successful in advancing disruptive technologies and replacing inferior architectures with innovation, including: optical/IP networking, broadband access, digital analytics, LTE wireless, network security, and cloud-based services.

Career Highlights

Some examples of my results include customers success that have trusted me with small to multi-million-dollar project purchases.

Top Sales Director instrumental in building NASDAQ IPO offering, Avanex by increasing revenue ($8M to $70M) in 1 year, resulting in promotion to Sr. Sales Director N.A. Sales

Amazingly successful in 3 other startup companies, building and exceeding corporate revenue goals, strengthening company financials to: obtain C-Series funding (Overture), improve acquisition value (Cerent), stabilizing income for sustained growth (Procera)

Outperforming and dependable sales leadership – multiple presidents club awards, and #1 rated salesman; by capturing 2 national strategic and largest customers

Sales Experience

VP Channel Sales – SqwaQ Inc. (10/2019 – Present)

Cellular MVNO and 4G LTE modem OEM with SD-WAN for aircraft, drones, and ER responders

Business development role to create sales opportunities for 4G LTE Routers & Modems

Sr. Sales Executive – Securus Technologies (9/2015 – 9/2019)

Multi-Service Provider (MSP), cloud-based VoIP, Video, Data, Data Analytics, DAS, & A/I

Lead sales team in 3 years with highest number of new wins - county corrections facilities

2017 Presidents Club Award - selected for attaining over 200% quota of new business

Introduced our Distributed Antenna System (DAS) cellphone interdiction to 45 customers

Regional Sales Manager – BEC Technologies (4/2013 – 8/2015)

Cellular CPE & DSL Modem reseller for MSPs/independent telco’s internet access technology

Top Regional Sales Manager of CPE gateways, and WiFi routers for cellular/FTTH/AE

Started 8 new supply agreements with cellular operators to provide 3G/4G LTE solutions

Grew existing fiber optic and broadband wireline customers with 20% over quota results

VP of Sales & Business Development – Jiuzhou (JENA) Corp. (4/2009 – 3/2013)

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

Successful Business Development of Set Top Boxes, Video MPEG/H.264 Codec equipment, and Consumer Electronics in N.A. to MSOs for Over The Top (OTT) IPTV technology - MSOs.

Initiated business development and ecosystem partnership with Entone Systems, which became a contract manufacturing opportunity of over $8M for Jiuzhou JENA Corp.

Michael Ross Hinkler – 2 of 2

Regional Sales Director & Business Development – Procera Networks Inc. (2007 – 2009)

Network Security, Deep Packet Inspection, and application intelligence appliance

Built and manage the #1 sales channel for higher education with new customer win examples: Harvard University & LeTourneau University

Sold & promoted advanced Deep Packet Inspection (DPI) Software and Hardware Solutions, developed over 20 new customers in education, government, and telco clients

Added a new national ISP (Costa Rica’s RACSA), a Tier-1 MSO (Puerto Rico’s Liberty Global) and several other new channel sales deals

Regional Sales Manager / Account Executive – ECI Telecom Inc. (2005 – 2006)

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

Prior to my joining, there were several attempts, but zero sales in Western USA

Developed new business in Western US region, gaining 4 new key 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

Regional Sales Manager - Overture Networks (2003 – 2004)

Leveraged my customer relationships with Tier-1/2 Telco’s to open new revenue opportunities

Secured company’s top 2 clients (MCI/Verizon and WilTel/Level 3 Comm.) for significant financial stabilization needed for startup’s Series-C funding and corporation growth

Senior Sales Director, North America - Avanex Corp. (1999 – 2002)

Experience and belief in the fiber optic DWDM marketplace drove me to convert our team’s technology vision of unlimited bandwidth into a highly successful/ profitable DWDM supplier

Built several new multimillion-dollar revenue streams and enabled a successful IPO [AVNX]

Increased this startup's annual sales from $8 million to $70 million in 1 year

Strategic Account Manager, South Central US – Cisco Systems (previously Cerent) 1998 – 1999

Start-up, Cerent needed a unique team of infrastructure and networking leaders to build a

company that compelled Cisco to invest in their largest acquisition ever of over $6B USD

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

Maintained a loyal multimillion-dollar MSO customer base (Charter Communications) during a period of huge market transition & highly competitive data hybrid solutions

Education

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 Training

Miller Heiman Group – sales techniques

Salesforce.com, Odoo, and ZoHo CRM tools

Microsoft 360 – Word, Excel, PowerPoint, Outlook

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