Sales Marketing

KEITH LOMBARD

** ***** ***** *****: 908-***-****

Morristown, NJ 07960 Email: *****.**********@*****.***

SALES & TELCOM TECHNOLOGY PROFESSIONAL

Expert in Product Management and Sales leadership in product launches, Telcom technology/software sales, pre-sales, consulting, and working knowledge of software development tools.

Accomplished, goal-oriented leader with 9 years of marketing and of creating impactful brand experiences and product Launches. 7 years skilled in direct selling of software as a solution (SaaS). Developed 3G, 4G/LTE, and Wi-Fi marketing initiatives, DMD and pricing. 4 years Government Sales, Healthcare, and Retail. In depth knowledge of concepts of emergency management, Public Safety, and critical infrastructure verticals.

Confident collaborator with cross-functional Engagement with Director & C-Level leaders on a regular basis, IT, Operations, Finance, and Legal teams.

Excellent interpersonal skills with proficiency in working with national and international OEM partners, cultivating strong professional relationships and serving in roles such as area advocate and corporate liaison. Skilled in using Microsoft Office, CRM and project management software.

Demonstrated success in project/product progression, in developing programs and tools to facilitate Retail, B2C and B2B. Experienced in partner sales, channel sales, and high-volume B2B sales/marketing.

Areas of Expertise

Event Planning & Execution

Partner/Stakeholder Engagement

Training & Onboarding

Federal Government Sales

Sales Management & Growth

Product Management

Data Measurement & Analysis

Device Marketing

100+ Device launches

People Leadership

Public Speaking

Indirect Sales

Proficient w/ CRM Tools

Brand Compliance

Professional Experience

Director of US Sales – 4K Solutions (Contractor) Mar. 2020 – Present

Own the customer account management and support, including initial sales efforts in order to maintain a long term generated revenue and growth in strategic accounts within the market (e.g., DoD, Federal Civilian, Intelligence and Healthcare space).

Establish relationships with major mobile/cellular channel partners (carriers, system integrators, resellers, distributors) like AT&T, Verizon and T-Mobile.

Segment accounts based on budgets, requirements and prioritizing business objectives.

Identify, specify and lead sales enablement activities required to support accounts.

Develop and executed key account strategies and customer-oriented sales plans; executing call plans from C-level to the system administrator and mobility program management team customer levels; engaging government and defense program managers and decision makers and influencers

Manage account(s) - Orchestrated communications, sales promotion development, and training as required to stimulate awareness and facilitate the sale of 4K Hardware, Solutions and Services.

Perform long range planning to drive revenue growth by increasing product placement, driving customer satisfaction and overall market share growth against assigned sales targets.

Directly engage customers; specifically fostering strong, trusted relationships with customers in respective accounts in order to successfully position 4K portfolio (H/W Services).

Director Of Sales Government Sales– Sonim Technologies (Covid) Mar. 2019 – Mar. 2020

Responsible for managing the day to day and strategic relationships with all sales channels at Verizon Northeast and Midwest and West.

Developed strong relationships with key decision makers and influencers within and outside of public safety; Sheriff, Mayor, CIO, Police Chief, Fire Chief and other officials in order to understand and influence technology and funding priorities

Developed, trained and evangelize training programs for AT&T, Verizon and T-Mobile business partner’s across Wired and Wireless carrier business units, providing them overall account leadership with detailed strategic & tactical business plans to drive sales and revenue growth.

Owned the customer account management and support including initial sales efforts so as to maintain long term, trusted partner relationships and to execute successfully against plans to grow sales, revenues and expand Enterprise/Government/Healthcare customer relationships.

Responsible for Maintaining current understanding of public safety industry including software ecosystem, trends, performance indicators, competitive landscape, and business practices.

Set and achieved customer-specific targets and other mutually established metrics with VP.

Engaged the appropriate internal resources to support sales pursuits. Maintained close communications and cooperation with all functional groups (Management, Customer Service, Shipping and Receiving, Marketing, Manufacturing, Accounts Receivable, and Purchasing) to ensure pertinent information is relayed to all parties involved in the sales process.

Developed market opportunities and business plans to meet revenue objectives. Conduct territory analysis and planning to enable appropriate allocation of time to accounts and customers. Conduct ongoing market and competitive research, including competitive products, pricing, and other competitive activities. Presented to wireless carriers, New Products, SaaS, state and local government agencies, and OEMs to identify potential customer prospects.

Developed customer-specific annual account plans for sales and renewals and service-level agreements for firm support and end-user training. Developed and "owned" relationships with assigned firm key decision- makers and executives.

Partnered with 3rd Party firms to identify and pursue potential new opportunities outside the current Sonim products and services portfolio.

Exercised leadership and business judgment on all contracts, and work collaboratively with customers and Sonim to get mutually acceptable pricing/terms.

Provided weekly activity reports summarizing significant activities

Executed demonstrations, training, seminars and road shows to promote Sonim and Partners product lines.

Vice President Strategic Partnerships -DoForms (Consulting) Dec. 2018 – Mar. 2019

I was responsible for building a range of partner profiles in scope, including Systems Integrator's, Technology Partners and Resellers. I was focused on partner strategy and the execution of programs to grow pipeline for the assigned partners.

Develop and implement the overall partner strategy.

Managed new partner awareness, on-boarding, and adoption programs. This included developing detailed partner business plans to manage and track the progress of each assigned partner and achievement against overall goals.

Collaborate with Sales professionals to achieve sales targets. Worked closely with sales, presales, the partner’s organization, and other stakeholders towards building relationships, implementing go to market programs, generating leads, influencing business and fulfilling services.

Develop and lead sales discussions on doForms through AT&T, Verizon and T-Mobile and with the customer base.

Coordinate go-to-market execution with the Partner team, and continuously manage alliance performance metrics and outcomes.

Execution of pipeline strategies and tactics to obtain the desired qualified pipeline needed to attain targets.

Developed a proven and successful track record growing. Enterprise software through selling on-boarding partners in an indirect. sales model with multiple partner types such as Systems Integrator's (SIs), consulting, partners, CRM providers, Sales and Marketing technology providers, and resellers.

Drove sell-with activity with strategic partners by building C-level, Product, Marketing,

Field, and Channel relationships

Minimize time-to-value via new customer on-boarding experience and expansion opportunities with existing customers. Own and optimize customer satisfaction, adoption, and support

Built best in class relationships with our partners and become their trusted advisor (including sales, pre-sales, marketing, consulting & executive levels).

SR. Gov/Product Manager Project Management - Verizon Dec 2018

Responsible for building, driving third-party partners for SaaS, Federal/State and local Government. As well as On-boarding Partners for strategy projects within the wireless business units at Verizon to allow B2B sales representatives to sell from our BuSS platform.

Position Knox, MobileIron, and IBM Mass360 as the security platform of choice within the Enterprise accounts.

Responsible for the discovery of new commercially viable 3rd party solutions that meet customers’ mobility needs, partner relationship management including negotiation of new agreements, onboarding of the partners into the Business Solution Store and coordination of go-to-market and lifecycle activities.

Communicated security technology/Public Safety working on marketing communications including branding, public relations, advertising, white papers, trade shows, seminars and events collateral materials.

Collaborated with Public Safety teams on market and customer research for market and product requirements, interface with product management and engineering for product development, product pricing and product lifecycle management.

Communicated product vision and strategies to varied audiences, including executives and cross-functional team.

Owned the business execution plan for assigned products and solutions, collaborating with business unit marketing and other teams for delivery of associated revenue and profitability goals.

Evaluated software and/or hardware solutions for GTM launches refined the go-to-market strategies including messaging, training, sales enablement, and product/feature launches.

Drove new development initiatives from inception through launch including managing the product development launch process.

Drove quarterly business review with third party vendors to drive business objectives and marketing

Project management interface between each Wireline Business unit, Corporate Finance, Business Unit Finance, and Marketing segmentation teams.

Indirect Sr. Product Manager connected devices - Verizon Wireless

Responsible for product roadmap to meet the defined vision. I support regional B2B, Indirect teams and Data Sales teams; assist cross functional regional teams in resolving challenges, managing escalations, and working with appropriate channel resources to deliver products & services.

Developed and advise comprehensive annual and multi-year business strategy across various mobile product categories (Smartphones, Computing, Wearables and Accessories).

Drove vendor relationship management, recruiting of new partners, managing and tracking GP, product promotion planning, marketing communication, life-cycle management, SKU and price management, alternative inventory management for hardware, competitive analysis, product training and education, and sales/partner support.

OEM partner on-boarding, launch activities.

Managed Authorized Dealer Program and enforcement

Led development and execution of the strategic/tactical roadmap and timeline to deliver personalized Real Time marketing experiences. Ensured partner’s value proposition is clear and business expectations are met. Set overall program goals, expectations, and measurement criteria to gauge results.

Expand the scope of the OEM product portfolio to align with key initiatives.

Managed 100 Million dollar spend for joint marketing goals with OEM's to promote devices to consumer, B2C, and B2B.

Managed solution marketing including product launches Indirect and B2B, developed training materials for internal sales people, field marketing reps, and external sales people

Drove revenue and subscriber growth, I managed the end-to-end sales process, generated leads, maintain the pipeline, conducted negotiations and worked the deal to closure.

Developed trusted relationships with a portfolio of major clients (VADs’, VAR’s, retailers and operators)

Manager of b2b Marketing & sales operations – Verizon, Morristown, NJ.

Identify and develop new channel relationships with technology partners, distributors, and VARs

Actively partner with Product Management, Business Development, and Marketing teams to develop new product opportunities

Supported launch planning and orchestrate execution of the commercial release of a product

Created product and marketing strategy that outline the market, customer need, value prop, GTM strategy, and financial benefit of moving forward with specific products.

Conduct effective discovery activities with prospective customers, and create and deliver functional, and technical presales demonstrations and meetings with prospective clients and partners. Effectively communicated how Verizon solutions solve customer’s key business challenges and delivered value.

Sales Manager - Retail, Phoenix, AZ & San Diego, CA Jun. 1999

Certification & Training

Fire Fighter 1, L-180, S-190,

ICS -700, 100, IS-00101, ICS 200

Wildland Urban Interface Preparedness/Mitigation

Incident Safety Officer - Fire Suppression (ISO)

FEMA/ Federal Disaster Operations

Hazmat Operations

Hazmat Decontamination

WMD/Terrorism Awareness for Emergency Responders

Strayer University Bachelor of Business Administration (BBA) - Current

University of Phoenix

Awards & Distinctions

Employee of the quarter HQ 2016 Q1-Q2,

Employee of the quarter NEA 2014 Q2-Q3 2015 Q1

Verizon Winners Circle TOP STORE Manager 2012

#1 Assistant Manager in Region, 2011 #1 Store in Total Volume in Southern California, 2011 & 2012

#1 Store in District in Total Volume, 2009, 2010, 2011 & 2012

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