Bryan Hall

* ******* *****, *****, ** ***** adi8ai@r.postjobfree.com

+1-803-***-****

SUMMARY

Sales, Marketing and Business Development Executive with 20+ years of success in building business and increasing revenue for technology companies focused on Optical solutions at Layer 0/1/2, Broadband and Edge Access, and data center applications, Transceivers (1Gb-400Gb) for data centers and transport. Management solution experience includes OSMINE, SNMP, SDN and overall NFV integration. In addition, MSO and CATV product conceptualization and introduction to solve RHPY challenges.

Established VAR partners, for IPG/Menara, in China and Japan with significant pipeline traction (Multi-Million dollars within 6 months).

Engaged at&t, Verizon, CenturyLink, Cox, Charter, Mediacom, T-Mobile, KDDI, Ooi (Japan), Fujitsu, Walker and Associates and many others at IPG/Menara for large opportunities.

Entered Cisco, Nokia and other large OEM’s, at IPG/Menara, to accelerate revenue growth.

Repositioned Optelian as a next gen network systems provider in the 5G and fiber deep (RPHY) vertical with MSO’s. In addition, conceived and sold edge/access systems at 100/200/400G. This included Mediacom, Cox, Charter and others.

Significant sales success, worldwide, in the telecom, datacom, data-center and Cloud space companies. Includes Tier 1-3 carriers and MSO’s. These include AT&T CenturyLink, Windstream, Frontier, Cox, Charter and Mediacom.

Grew multiple companies, and formulated next gen strategy, to address larger TAM/SAM opportunities. This includes early stage startups, public enterprises and turn around companies.

Positioned Mintera Corporation as the global leader in 40Gb DPSK MSA space within 2 years of decision to change Company product focus to MSA based solutions.

Grew Astralpoint revenue to over $20M in 2 years facilitating M&A by Alcatel in 2002 ($150M+).

Expert at building worldwide sales teams, executive level sales and closing, market penetration strategy, tactics and execution to deliver quantifiable results in short periods of time.

EDUCATION

M.S. Engineering Management, New Jersey Institute of Technology

B.S. Industrial Engineering/Industrial Management, New Jersey Institute of Technology

PROFESSIONAL EXPERIENCE

VP Sales and Business Development (contract) Nov. 2019 - Present

Technology Sales, Marketing and Business Development Leadership

Consulting to multiple companies providing executive level sales, business development, marketing and strategy assistance to the company CEO’s and senior level executives.In addition, Director and decision makers in the technical, sourcing and finance disciplines.

Engagements include equipment manufacturers, service providers and component companies.

Focused on new customer traction, customer engagement leading to design wins and top line revenue growth.

IPG Photonics (Menara Networks) Jan. 2019-Nov. 2019

Senior VP Worldwide Sales

Responsible for carrier, MSO, network equipment manufacturer and representative/distribution sales of high-speed transceivers and related system solutions. This includes 1-400 gigabit products both for the data center and terrestrial networks. Specific accomplishment includes establishing channel partners, and customers in Japan and China along with executing contracts. In addition, establishing relationships, and building opportunities, with Tier 1 carriers (Verizon, AT&T), Tier 1 MSO’s (Cox, Mediacom, Charter) and equipment manufacturers (Nokia, Cisco), Tier 2 carriers and CATV providers encompassed additional achievement. Established VAR partners, and entered markets/customers, within China and Japan. Within 4 months of employment, created a pipeline of over $50M with new accounts and potential new business.

Providing direction to Development and PLM, regarding product opportunities, and technical details, resulted in several new products committed, for delivery, to accelerate customer traction and revenue.

Optelian Networks Mar 2017-Oct 2018

Senior VP Worldwide Sales and Business Development

Responsible for worldwide sales and business development for advanced network solutions and management. Specifically, Outside Plant (OSP) and central office Layer 0 transport networks in addition to Layer 1 and 2 switched products. This includes 100/200Gb edge and access solutions (hardened and non-hardened) along with end to end networks spanning over 1,000 Km. In conjunction with this, network management includes: TL1, SNMP, SDN and evolving to NFV integration. Sales team included direct sales, VAR’s, representatives and partners worldwide.

Specific accomplishments included driving Company into a new vertical networking space for hardened equipment in the edge and access space. Success included multiple Tier 1 carriers along with Top 5 MSO’s. This includes edge computing, 100/200/400G access, fiber deep and RPHY opportunities. Partnerships with major Tier 1 equipment suppliers were established for ecosystem and reseller agreements.

Moved company from primarily a passive network solution provider to a next generation systems supplier at 100Gb and higher rates. Engagements include carriers including AT&T, CenturyLink, Windstream, Frontier, MSO’s and many other key service providers.

Consulting Executive Mar 2015-Mar 2017

Technology Sales, Marketing and Business Development

Consulted to multiple companies to provide executive level sales, business development, marketing and strategy assistance to the company CEO’s and senior level executives.

Focused on telecom, data-center, carrier and OEM/reseller client revenue growth opportunities along with M&A due diligence for potential acquisitions including positioning existing companies to potential partners. In addition, clients included Web 2.0 focused businesses (large data center equipment). Relationships and expertise on a worldwide basis at key customers and value-added representatives. Technology was near infrared (NIR) spectroscopy solutions, within APAC, NA and EMEA. Success included multiple successful engagements within China (PRC) in both Government and private companies.

Axsun Technologies (Parent company Volcano acquired by Royal Philips) Mar 2012-Feb 2015

Senior VP – Worldwide Telecom and Spectroscopy Sales

Responsible for double digit millions of sales for optical subsystems and component level telecom solutions. Customers include many Tier 1 equipment suppliers along with Tier 2/3 suppliers worldwide. Accomplishment includes increasing customer wins in Asia (multi-million revenue accounts) and Europe along with maintaining existing accounts. In addition, maintaining relationships at Verizon and AT&T to influence product decisions constituted additional responsibility Specific accounts include Huawei, Ciena, Coriant, ZTE, Ericsson Alcatel-Lucent, etc.

Within the spectroscopy space, responsibility includes worldwide sales efforts with strong emphasis on China and Asia Pacific. This includes medical, pharmaceutical, food and other relevant vertical markets. Successes include approval by China FDA and National Institute of Metrology (China’s NIST). In addition, multiple OEM accounts comprised significant sources of revenue and penetration (e.g. Thermo-Fisher, others).

Accomplishments include closing new accounts in APAC, EMEA, Russia and the America’s along with exceeding revenue plan for multiple years.

Dowslake Microsystems, Inc. Sep 2010-2012

Senior Vice-President – Sales and Business Development (Consulting Executive)

Worked directly with CEO on company strategy, product strategy and execution of tactical plans to increase share and revenue from worldwide OEM customers for North America. Products include EDFA’s, Carrier Ethernet system-based solutions and transport/DWDM products for the access and metro market.

Refocused Company on major OEM channels and away from direct sales accounts that generated minimal revenue with significant support requirements.

Prospected and closed multiple Global OEM customers that now rebrand Dowslake products.

Mintera Corporation (acquired by Oclaro 2010) 2005-Aug 2010

Senior Vice-President – Worldwide Sales (2007-2010)

Senior Vice-President – Worldwide Sales Consultant (2005-2007)

Responsible for WW Sales to roll out system based 40Gbps subsystem into equipment manufacturers. Redirected company from the development and sales of a shelf based 40Gb solution to 300 pin DPSK MSA product. Now the world leader in sales of 40Gb DPSK MSA modules with over 15 key accounts. These accounts included NSN, Fujitsu, Ericsson, Alcatel Lucent, ECI, Huawei, ZTE, Fiberhome, ADVA, etc.

Achieved an increase in sales from $1M in 2007 to over $40M in 2009.

Established relationships at the executive level with all major customers.

Sold Mintera solutions to Tier 1 carriers regarding Mintera 40Gb solutions (customer of Mintera’s customer) including China Telecom, Verizon, AT&T and others.

Closed all major accounts and prospected and opened European and Asian accounts.

Established multiple distributor partners in EMEA and APAC.

Consulting Executive 2003-2005

Principal - Executive Consulting in Sales, Marketing and Business Development

Partnered with several CEO/Presidents of client companies including a Boston based tech start up, to map out and execute specific customer deliverables including business plans, sales analysis and strategies, market and marketing plans in direct and distribution channels for both US and International markets.

Quantum Photonics, Inc. (acquired by Codeon/CoVega) 2002-2003

Executive Vice-President, Sales and Marketing

Responsible for building and growing a worldwide direct sales and distribution network for indium phosphide-based semiconductors producing products including semiconductor optical amplifiers, gain chips, SLED`s and optical switches within discreet InP devices. Closed multiple Tier 1 customer wins which resulted in the acquisition by Codeon to create CoVega.

Astral Point Communications (Acquired by Alcatel/Lucent in 200*-****-****

Senior Vice President Worldwide Sales and Business Development

Responsible for all Sales, M&A, Strategic Relationships, Raising of Capital, System Engineering, Customer Service, Technical Support, Sales Operations, Logistics, Engineer/Furnish/Install (EF&I) and System

Increased sales to over $10M within 2-year period and led strategic partnership with Alcatel.

Led the acquisition effort during Alcatel`s acquisition of Astral Point.

oProspected multiple potential partners and identified three engaged M&A partners

Accomplishments included building North American Sales and Support organization (approx. 80 persons) from the ground up.

Provided technical direction and input to Marketing, Engineering and Operations entailed an additional responsibility.

Closed several hundred million dollars in contracted business for next generation optical access and metropolitan networking equipment of 3rd generation products (Time Warner Telecom, SBC and other Tier1/2 carriers). Significant executive level selling at target accounts was required for successful closure of new business.

Worked with investment bankers and capital sources to raise necessary funding culminating in an $85M Series C with 7% dilution.

Pirelli Telecom Systems 1996-1999

Vice President, Sales, Marketing and Business Development

Responsible for all North American Sales and Business Development including quota and profitability on a per-account and overall basis within the DWDM, Optical Amplifier and Network Management product areas. Led the sale to close Global Crossing $500M contract which led to acquisition by Cisco for systems group. Supervised staff of 60 persons within the Sales, Marketing, Customer Service and Business Development disciplines to achieve both revenue and business expansion goals. Accomplishments included closing several $100M+ contracts with major carriers and provided significant post sales revenue growth.

Hitachi Telecom 1993-1996

Assistant Vice-President, Sales

Responsible for lightwave and switching equipment sales and marketing to IEC`s. Specific focus on OC-192 lightwave and ATM switching equipment sales/marketing into new accounts and existing installations.

DSC Communications Corporation 1990-1993

Director, Strategic Planning, Marketing and Product Line Management

Responsibility included providing strategic direction for DSC`s network products over the 5-year planning period. Specifically, directed a staff of senior subject matter experts in the formulation and execution of the Corporate Strategic Plan network and services strategic direction (ATM, Frame Relay, SMDS, Video-On-Demand, Multimedia, etc.).

Timeplex, Incorporated 1988-1990

Senior Manager, Strategic Planning and Product Line Management

Responsibilities included driving the corporate 5-Year Strategic Plan and the Corporate PLM plan.

AT&T 1984-1987

Manager, Network Operations and Planning, End-To-End Architecture

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