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Sales Manager

O'Fallon, MO
November 23, 2020

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*** ********* ******* *****

Dardenne Prairie, MO 63368



Highly accomplished and performance driven professional focused on sales, business development and engineering in the IT and telecom industry. Outstanding skills in matrix management to ensure a well-positioned team delivers exceptional life cycle account support and competitive, winning proposals. A detailed, assertive and results oriented team player who is extremely customer oriented while focused on achieving corporate objectives. PROFESSIONAL EXPERIENCE

SOLiD Gear, Inc. (Distributed Antenna Systems Equipment Manufacturer) Sales Engineer, Northeast and Central Territory 5/2013-10/2019

Provide sales and engineering support to all partners and customers in the Northeast and Central markets. Consistent year over year performance and achievement of goals. Achieved $11.6M revenue in 2018 and

$14M through October 2019 ($8M yearly quota).

Create and maintain executive relationships with all major wireless carriers, third party owners, integrators, distributors and enterprise clients via on-going face-to-face meetings, webinars and training.

Identify 4G and 5G in-building and outdoor coverage and capacity opportunities through relationships, market knowledge, online resources, etc. Drive opportunities through sales cycle and identify stakeholders and decision makers needed to close. Propose solutions to increase revenue and market share within territory.

Conduct site walks with partners to identify scope of project and highlight any specific requirements for buildout in order to support multiple appliances and applications over system.

Develop and present technical presentations and provide product demonstrations for on-site training events.

Provide RFP technical response support as well as strategize with sales on deal terms.

Partner with sales on market business plan and create plan to build funnel.

Review iBwave DAS designs and Bill of Materials and provide recommendations on SOLiD DAS equipment configurations based on design requirements and carrier performance metrics.

Manage client relationships and deliverables on high profile projects to ensure a successful deployment.

Provide feedback to Product and R&D based on technology needs of customers as well as competitive knowledge. If needed, gather data and present business case to Product and Management in pursuit of new product capabilities.

Provide marketing support at events and trade shows.

Awards – 2017 Top Sales Region


Solutions Engineer, Converged Network Solutions (CNS), Reston, Virginia 5/07-5/13

Partner with sales to meet and exceed DAS annual revenue targets for market.

Present overall CNS concept and project specific designs and proposals to customer’s executive management in order to obtain buy in to proceed.

Manage Hilton and Marriott in-building technology system requests for properties across US.

Collaborate with Strategic Partners to present and propose converged solutions with a high contract value and rate of return.

Work with customer to identify requirements in order to design a network solution which will enable revenue growth and long-term customer commitment.

Qualify customer and determine if opportunity is viable and assess potential for close. PAGE 2 WILLETT, JENNIFER


Solutions Engineer, SBS Enterprise, Mid-Atlantic Region 2/03-5/07 Data Sales Manager, SBS, AOL/TW account, Vienna, Virginia 6/01-2/03

Work closely with branch sales director and sales team to monitor funnel activity and ensure opportunities are qualified and appropriate actions are taken to drive closure. Consistently exceed 100% quota year over year with average of 110% quota achievement for last 3 years.

Partnered with the sales team to penetrate several new accounts as well as drive new business opportunities within existing account base. In 2006 several key contracts were signed with total contract values of $30M. In coordination with the Strategic Opportunity Manager and Account Executive, strategize on account penetration, opportunity development and qualification, and identifying key stakeholders in order to develop winning strategies and technical solutions to win new business.

Work with customer and account team to identify technical requirements and develop solutions to address network and application requirements. Provide technical assistance to account teams in responding to RFP’s and RFI’s as well as assist during the contract negotiation phase.

Utilize consultative sales skills within various levels of organization and interface at CXX level. Present Sprint product portfolio to executive levels incorporating both wireline and wireless services.

Partnered with the AOLTW account team to grow Dedicated Internet access monthly revenue over 1000% in a nine month period. In addition, grew Dial IP monthly revenue $2.5 million over a seven month period. CISCO SYSTEMS INC. – Herndon, Virginia 5/00-4/01

Project Manager, Professional Services, Network Service Provider

Managed the implementation of a newly developed softswitch solution completing on schedule and under budget with a 65% margin.

Organized and facilitated highly skilled cross-functional team to ensure the successful delivery of a softswitch solution to the customer. Team earned the highest customer satisfaction score possible (5.0).

Project managed the deployment of DSL service in over 100 cities in Tier 2 and 3 co-location sites throughout the country in a highly aggressive 8 month period. Managed multiple vendors, internal resources, and customer as well as scheduled and coordinated their activities to enable maximum productivity, limited resource cost, and achieved 30% margin on the entire project.

Partnered with sales, engineering, and contracts to develop Statement of Work after researching the customer requirements for an Optical/IP network buildout. Submitted RFP’s to vendors/consultants, evaluated responses, negotiated contracts, and presented final Statement of Work to customer. WINSTAR COMMUNICATIONS – Herndon, Virginia 9/99–4/00 Senior Solutions Manager, Advanced Technologies and Product Engineering

Primary interface between sales and internal network services organizations in support of carrier and web hosting co-location opportunities.

Organized and facilitated meetings with marketing and support organizations discussing product development and product requirements for new product releases involving co-location.

Authored carrier co-location product documentation ensuring all internal network service approvals were obtained in support of product marketing requirements.

Provided up front technical guidance to sales regarding product specifications and required information to ensure customer requirements can be met and implemented. Achieved 80% approval from internal organizations in support of all non-standard co-location opportunities resulting in over $500,000 of potential revenue.


Masters Certificate in Project Management, December 1998 George Washington University, Washington, DC

Masters of Science in Management, December 1993

National-Louis University, McLean, Virginia

Bachelor of Business Administration – Marketing, May 1988 Texas State University, San Marcos, TX

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